When to decide which industry to focus on as a consultant?

Question

I joined MBB as a lateral hire six months ago and am currently facing a dilemma around choosing an industry to focus on.

My home office is relatively small and specializes in just one industry. While this would make it easier to build credibility locally, I’ve realized I’m not particularly passionate about that sector. On the other hand, my broader region—which spans multiple countries and allows for cross-staffing—offers more variety and includes industries I’m genuinely interested in.

As someone new to the firm, I recognize the importance of establishing a strong foundation and reputation within my home office. However, I’m also considering whether it makes more sense to start building connections now to get staffed on projects in other countries within my region, in industries I’m more drawn to. It would be challenging given my limited network, but it might be a better long-term move if it aligns more closely with my interests and aspirations.

This leads me to my main question: When is it “too late” to choose an industry focus? I’m concerned that if I wait too long or continue taking projects outside my desired specialization, I may end up limiting my options later—especially since, by the time I reach Project Leader, I’m expected to have a clear industry focus.

I’d really appreciate any advice or perspectives you might have on how to approach this decision. Thank you!

Answer 1

You're asking the right questions and this is a very common inflection point for lateral hires at MBB.

Here’s a practical take:

When is it “too late” to specialize?

You don’t need to lock into an industry six months in but by the 12–18 month mark, your case history starts to shape how you're perceived and staffed. If you're still doing generalist work or projects in industries you’re not keen on after that, it gets harder (but not impossible) to pivot later.

Most firms expect you to signal a direction by the time you're tracking toward EM/PL/M, so you're still early enough to course-correct.

Build your foundation but stay intentional

Your home office’s industry focus can be a good starting point for building credibility, especially if it's a tight-knit group. But if your heart’s not in that sector, don’t overcommit. Instead:

Take one or two projects to build internal capital
Use that credibility to strategically push for cross-staffing into preferred industries

Tapping into the regional network

Yes, it’s harder to get staffed outside your office early on but not impossible. Start now:

Let staffers and mentors know your long-term interest
Join practice area meetings, training sessions, or Slack/Teams channels for your target industry
Offer to support BD work or short side projects; that’s often how people get pulled into new industry pipelines

From my own experience:

You don’t need to specialize now but you do need to start signaling intent and positioning yourself for a pivot. Treat the next 2–3 cases as opportunities to either build optionality or deliberately steer your trajectory.

Happy to help if you want to map out how to do that tactically across your region. You're thinking ahead in exactly the right way.

Answer 2

Hi!

It seems the answer is embedded in your question. :) What do you have to lose by starting network now? Go for it! Being attached to an industry you don’t feel excited about will not only hurt your chances of being staffed on different ones, but also limit your experience in case you leave the firm.

Best,

Mari

Answer 3

Hi there,

You're asking this at exactly the right moment: early enough to shape your path intentionally, but close enough to key milestones that it’s smart to start thinking ahead.

Follow your genuine interest
If you’re not drawn to your home office’s core industry, it’ll be hard to stay motivated and build a strong internal reputation long-term. Interest fuels effort and effort drives performance. It’s better to start nudging toward what excites you, even if that means a bit more hustle upfront.
Be proactive in networking
Don’t wait for the “perfect” opportunity. Reach out actively. Message staffers, team leads, and project managers in the industries you're aiming for. Every time you become available, let them know. Join the relevant practice group (it doesn’t lock you in), attend their calls, volunteer for business development support: get your name on their radar.
Think functionally, not just by industry
It’s not just about the sector but you also need to understand what type of work companies in that sector typically want (e.g., digital, org design, pricing). Then try to gain experience in those functions, even if it’s through unrelated industries for now. It builds credibility and transferable experience.
When is it too late?
Usually around the EM/PM level, expectations shift toward having a defined focus. That’s when flexibility narrows. You’re still early, but your next few projects will start to shape how you're perceived. Use them to build options or steer more intentionally.

In short: align with what you’re excited about, be deliberate in building your network, and think broadly about how to position your current work to support where you want to go.

Let me know if you would like to work through it in more detail together.

Best wishes,
Johannes