Hello friends!
As I read the news and announcements around the channel, discussing both challenges and successes, I am often reminded of prior conversations with various channel veterans that addressed these exact issues. Many of these insights, offered months or even years ago, are now proving remarkably prescient across the direct selling landscape.
This pattern of predictive insight is particularly evident among the consultants who serve our channel. Many of these advisors have devoted decades to understanding the nuances of compensation plans, regulatory compliance, field dynamics and technology integration that make direct selling unique. They have witnessed multiple industry cycles, navigated countless regulatory changes and helped companies adapt to everything from social media to AI.
As our industry transforms at an unprecedented pace—with new technologies reshaping distributor connections, modern business models challenging traditional approaches and a competitive landscape where direct selling now competes with every gig opportunity—the value of specialized expertise has never been greater.
The best consultants in our space combine deep analytical skills with an encyclopedic understanding of successful growth strategies, technology implementations and operational frameworks. Perhaps most valuable is their ability to challenge the comfortable inertia of “we’ve always done it this way” thinking that can settle into executive teams, especially in legacy companies.
Business leaders increasingly recognize the value of external expertise. As technology consultant Simon Waller observes, “It is unrealistic that any organisation, regardless of size, can have all the expertise they require in constant employ.” Indeed, successful executives recognize when they need an outside perspective and aren’t afraid to seek it.
In an industry experiencing rapid change such as ours, the companies that will emerge stronger are those led by executives humble enough to recognize that the deepest insights often come from advisors who have seen these challenges before, in different companies and different contexts.
The consultant sitting across the table from you may have helped a dozen companies navigate similar transitions. Their perspective can mean the difference between costly trial-and-error and informed strategic decisions.
While compiling this month’s The Ranks featuring direct selling consultants, I was again reminded just how lucky this channel is to have these experienced advisors with such a wealth of knowledge. I encourage you to utilize this knowledge as an investment in your company’s future.
Thank you for reading!
