From Consultancy to Value Innovation: How One Cybersecurity Firm Redefined Their Business Model

When Mohamad Lawand ex Founder of BlackHatch evaluated his company’s growth trajectory in 2022, he faced a critical realization: operating as a traditional consultancy was limiting their potential value and scalability.

This article was inspired by the interview done during The Entrepreneurship Marathon-Freedom Edition with Andre Abi Awad & Mohamad Lawand in 2021

The cybersecurity industry is notorious for its “billable hours” trap — where growth means adding more consultants, more hours, and hitting an inevitable ceiling. But what if there was a different approach?

Black Hatch had established itself as a cybersecurity consultancy, but Mohamad recognized they were leaving significant value on the table. They were experts at solving clients’ problems, yet their business model restricted their ability to scale without proportionally increasing their workforce.

The company had reached a crossroads: continue down the same path of trading time for money or reimagine how they delivered value to clients while building a more valuable business.

After participating in The Freedom Workshop, 4 years ago, Mohamad experienced what he calls a “perspective shift.” Two critical insights transformed…