How to Build a Niche Consulting Firm Around Subscriptions & As-a-Service Models With Florian André

Description:

In this episode, Florian André breaks down how manufacturers and B2B hardware companies can move from one-off product sales to subscription and As-a-Service models that actually scale, and what that means for consultants who want to build a niche around this transformation.
As Founder & Managing Partner of P2S Management Consulting and host of The Products to Services Podcast, he’s helped 30+ clients across industries design, price, and operationalize recurring revenue.
If you run a consulting firm selling strategy around business models, pricing, or industrial transformation, this conversation will give you a clear view of how Florian built P2S as a specialist consulting firm and how you can apply similar moves in your own niche.

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Links:

StreamYard (for guest): https://streamyard.com/7a86v2x9fb
YouTube (for sharing):    • How to Build a Niche Consulting Firm Aroun...  
Apply to be a guest: https://ghapodcast.com/application-to...

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Florian's Bio:

Florian André is the Founder & Managing Partner of P2S Management Consulting, based in Brussels. P2S focuses exclusively on helping B2B hardware and industrial companies shift from one-off product and software sales to subscription and As-a-Service models, with over 30 projects and 30+ clients across multiple industries and countries.
His team supports clients end-to-end: offer design, value-based pricing, contracts, financing structures, operating model, and sales motions, often using their P2S Subscription Action Plan™ and partner ecosystem.
Florian is also Co-Founder of Loopz.Bike, a kids’ bike subscription service, a guest lecturer on subscription business models at Solvay Brussels School, and a founding member & investor at NXT Investment Club.

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Show Notes:

Florian André is the founder of P2S Management Consulting, a boutique firm specialized in helping B2B hardware manufacturers move from selling equipment to selling outcomes through subscriptions, Product-as-a-Service and XaaS models.
His work runs from boardroom strategy to the gritty details of pricing, contracts, operating model design, and sales enablement.
What makes Florian interesting for consulting firm owners is that he doesn’t just advise on servitisation, he builds and runs it himself.
He co-founded Loopz.Bike, a kids’ bike subscription business, and invests in new ventures through NXT Investment Club, which keeps him close to the realities of churn, financing, and operations in subscription businesses.
He also hosts The Products to Services Podcast, where he interviews operators who’ve scaled As-a-Service models in the real world.
The combination of boutique consulting, entrepreneurial experience, and niche focus on subscriptions gives a useful lens for any consultant who wants to narrow their positioning, productize their expertise, and move into higher-value, implementation-heavy work.

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Proposed Interview Structure:

1. Florian, what first pulled you into subscriptions and Product-as-a-Service for manufacturers, and how did that journey turn into founding P2S Management Consulting as your own firm?

2. When a B2B hardware company hires P2S today, what specific business problem are they really asking you to solve, and how do you personally define that problem when you talk to CEOs and heads of service?

3. Who are your ideal clients for P2S right now, and inside those organizations, who actually champions and signs off on a subscription or As-a-Service transformation for you?

4. How do most of your clients find P2S today, and which marketing bets you’ve made, LinkedIn content, speaking, publications, partnerships, your niche positioning, have clearly worked for you as a consulting founder?
Current Aquisition Channels: Referral, Content, Google Ads, Webinars, Podcast, Speaking engagements,Cold outreach
Sub Question: You recently launched The Products to Services Podcast. How are you using the podcast to open doors, deepen relationships, and position P2S, and what’s your honest take on podcasting as a marketing tool for consulting and coaching businesses?

5. For a typical P2S engagement, from the very first conversation to a signed contract, what does your sales process actually look like?

6. Once a client is on board with P2S, what do you deliberately do to keep them coming back, how do you structure delivery, communication, and quick wins so that projects turn into long-term relationships and repeat work for the firm?

7. As the founder of a specialist consulting firm in a fast-evolving niche, where do you currently feel most ‘stuck’ or challenged in your own business?

8. Looking ahead a few years, where do you see the biggest opportunities for P2S and for your own work as a consultant in subscriptions and As-a-Service, and how are you deciding what to double down on versus what to consciously ignore?