We are a focused consulting firm dealing with research and data driven solutions. The problem which we face on annual basis is during the months of Dec and Jan. Most of our clients remain on holidays and that leads to very little work. In the past we have devoted this time to team building via training. Is there some other way where we could devote these resources to monetary gain for the company even if it demands working on projects at cost? Any other alternative would help as well.
Unless they are micro/small or seasonal entities, the challenge is that your client's employees are the ones on vacation, which only delays work until February. Focus on capitalizing on the backlog created as a result of being on abbreviated work for two months. Otherwise, the good news is that revenue-focused businesses don't completely shut down during extended holidays. There is a lot to do at year-end including FYE reporting and business and marketing planning, for example.
If your target audience is academia and corporate entities, research alternative target markets that can benefit from your service. Take note from seasonal entities like vacation resorts and double up during high season in terms of generating revenue. If you meet your revenue goals 10 months out of the year instead of 12, then continue to make good use of the down time for team building, sprucing up the office, culling your customer list, or even doing some business/marketing planning or prep.
If you're bent on generating cash 12 months out of the year, change your pitch AND offer a special product (see Fabian's response) that helps clients focus on how to prepare for and succeed in the New Year. You will want to pitch specialty products in Oct/Nov so clients have a reason to buy (even pre-pay) for Dec/Jan.
Let's brainstorm about product development, pitching and promotional/sales strategies!