The Roles of an FMCG Consultant
Ever wondered how an FMCG Consultant can bring value to your business?
As an FMCG consultant I often wear many different jackets. It is a diverse role serving many different purposes within a client’s business.
As a Consultant - At any time, on any day, for any client I can be part strategist, part problem-solver, an educator, a conduit and explorer while also being a catalyst for change.
The Strategist - giving guidance, helping clients explore and expand on thoughts and ideas. I lead a client to decide where and how to engage.
This includes category strategy, pricing, product positioning, and market opportunities.
The Problem Solver - providing options when faced with dilemmas. Uncovering impacts and outcomes. This is where my practical experience really counts. I step in when something might not be going to plan - sales, margins, retailer relationships, supply issue.
The Educator - sharing knowledge about ways of working, systems, processes, understanding different retailers. Explaining how the industry ‘really works.’
It might be training on retail expectations, margins, supply chains, or category management.
The Conduit - acting as the ‘go between’ for the client and the retailer, or the client and other connections. Being the connector.
The Explorer - Opening the doors to previously unseen or unexplored opportunities. Making those introductions. Love this role.
The Catalyst - turning up when you need it most. Stopping procrastination and avoidance in its tracks. Getting things moving faster. Helping clients turn plans into actions and outcomes.
Turns out that an FMCG Consultant could be that new set of High Performance All Terrain Tyres that you never knew you needed.
The kind designed to handle whatever road your business happens to be travelling on.
Higher speed ratings - Sometimes things need to move quickly.
A product launch stalls, a buyer meeting suddenly opens up, or a decision has to be made before the next category review.
In those moments, experience allows you to move at speed — without losing control.
Improved handling and reduced noise - Not every challenge needs drama.
Retailer conversations, pricing discussions, or supply issues can often be navigated with calm, practical guidance that keeps everyone focused on solutions rather than friction.
Balanced road and off-road performance - FMCG businesses rarely travel a straight highway.
One moment you're discussing strategy and category positioning, the next you're solving a practical issue with supply, margins, or retailer expectations.
The ability to move comfortably between big-picture thinking and real-world execution is where a consultant can often bring the most value.
FMCG is rarely a straight road. Make sure you get the right tyres for the trip ahead!
