The Barrington Consulting Group · Partner
Nitin Jain, partner at Barrington Consulting, watches his delivery consultants get pulled off billable engagements to write proposals — roughly 2 a day, 4 hours each. The hours come from evenings and weekends, costing about $1,200/day in stolen billable time, or ~$20k a month. A Copilot agent gets consultants 80% of the way there, but produces robotic language that partner QA spots and rejects, forcing rework. The voice of the firm — implicit knowledge held in partners' heads — doesn't transfer to generic output. The bottleneck recurs every working day. If proposals could be produced on-voice without pulling consultants off billable work, ~$20k/month would return, after-hours burnout would ease, and Barrington could absorb current proposal volume without delivery erosion.
Run the pilot. Pain is real, costed, and the buyer is ready.
Hybrid advisor recruitment + discovery call. Tukan secured Nitin's agreement to be an advisor first, then pivoted to the EXP-001 questions. The advisor framing may have warmed Nitin toward being helpful, but the signal was real — he laid out the proposal-writing math himself, unprompted ($600 saved per proposal, 2 per day, $1,200/day, ~$20k/month). Sanjeevi was on the call and probed the knowledge-base angle well. The full delivery process never got walked through — the call stayed on proposals — but a design partnership was explicitly agreed. Tukan to send the scoped test against one live RFP. Note: voice/tone is the failure mode of his current Copilot tool, not coverage.
Does the firm match ICP v1.3? Boutique consulting, 3–50 employees, judgment-heavy delivery, hands-on buyer, actively scaling.
| Dimension | Read | Score |
|---|---|---|
| Firm type | IT advisory + digital transformation consulting. Judgment-led delivery. | 2/2 |
| Team size | Mid-size partner-led firm with multiple service lines and dedicated delivery consultants. Inside the band. | 2/2 |
| Core pain | Proposal writing on nights/weekends by delivery consultants at $200/hr opportunity cost. 2 proposals/day, 4 hrs each. | 2/2 |
| Buyer | Nitin is senior partner who personally QA's every proposal. Hands-on in delivery and proposal voice. | 2/2 |
| Growth posture | High proposal volume signals active pursuit. Succession planning + dedicated proposal team idea implies dissatisfaction with current load. | 1/2 |
Is the pain live, costed, and ready to act on? Past attempts and trigger events tell us whether they’ll move.
| Dimension | Read | Score |
|---|---|---|
| Pain currency | Active and recurring twice per day. | 2/2 |
| Cost quantified | $600/proposal × 2/day × $200/hr = $1,200/day, ≈$20k/month. | 2/2 |
| Failed attempts | Copilot agent gets him "80% there" but produces robotic language he can spot and rejects. | 1/2 |
| Trigger event | Succession planning conversation; team burnout from after-hours work. | 1/2 |
| Action commitment | Design partnership explicitly agreed. Tukan to scope a test against one real RFP. | 2/2 |
“My consultants are writing proposals in the evenings and after hours — that's stealing billable time at $200 an hour.”
“Copilot gets me 80% of the way there but I can spot the robotic language a mile away.”