About The Consultant's Way Podcast 

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: 

 • Build high-performing consulting and professional services teams 

• Differentiate your offerings and increase organizational growth 

• Deliver exceptional client value and drive impactful outcomes 

 Brought to you by: 

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ 

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ 

 Connect with us: 

• LinkedIn: 

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com 

 Interested in being a guest? 

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. 

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 What actually makes a consultant valuable?

It is not simply technical expertise, years of experience, or how busy your calendar looks. In this episode of The Consultant’s Way Podcast, Dean McMann and Anthony Paluska sit down with Michel Saleh, a seasoned professional services leader whose career has spanned consulting firms, technology companies, advisory roles, and global leadership.

Drawing on more than 25 years in the profession, Michel reflects on what consultants learn as they move through different stages of their careers and why some of the most important lessons are not always obvious early on.

The conversation explores how consultants begin to understand the business behind the work, develop stronger judgment, communicate more effectively, and recognize the difference between completing activities and creating meaningful value. Michel also shares what experience has taught him about navigating pressure, learning from difficult situations, and becoming more effective with clients and colleagues over time.

They also dig into a skill that can dramatically change how a consultant operates in the moment: the ability to slow down, pay attention, and understand what is really happening in the room.

Whether you are early in your consulting career, leading a professional services organization, or somewhere in between, this conversation offers a thoughtful look at the capabilities and experiences that shape strong consultants.

And some of the most valuable ones may not be the ones you expect.

About The Consultant's Way Podcast

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:

 • Build high-performing consulting and professional services teams 

• Differentiate your offerings and increase organizational growth 

• Deliver exceptional client value and drive impactful outcomes

 Brought to you by: 

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ 

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ 

 Connect with us: 

• LinkedIn: 

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com 

 Interested in being a guest? 

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.

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What happens when professional services stops being viewed as the team that simply gets customers live?

In this episode of The Consultant’s Way Podcast, Ana Gole joins Dean McMann and Anthony Paluska to share how her organization began shifting from traditional implementation work toward a more advisory, value-focused model.

Ana walks through what that transformation looked like in practice, from identifying the business results customers actually cared about to redesigning discovery, developing new consulting capabilities, and creating a more connected customer journey across sales, professional services, and customer success.

The conversation also explores what happens when consultants become more strategic partners to their clients. As trust grows, so does their ability to uncover new opportunities, recommend additional services, and help customers see a clearer path to long-term value.

But making that shift is not as simple as changing a methodology or giving a team a new set of talking points. Ana shares some of the challenges her organization encountered along the way, including the realities of changing behaviors across functions, building repeatable processes, and helping customers navigate change within their own organizations.

The result is a practical conversation about how professional services teams can move beyond implementation, strengthen their advisory role, and create greater value for both customers and the broader business.

About The Consultant's Way Podcast 

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: 

 • Build high-performing consulting and professional services teams 

• Differentiate your offerings and increase organizational growth 

• Deliver exceptional client value and drive impactful outcomes 

 Brought to you by: 

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ 

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ 

 Connect with us: 

• LinkedIn: 

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com 

 Interested in being a guest? 

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. 

----------------------------------------------------------------------------------------------------------------

 Consulting can be incredibly rewarding, but it can also wear people down if they do not learn how to manage the demands that come with the profession.

In this episode of The Consultant’s Way Podcast, Dean McMann and Anthony Paluska sit down with Andrew Johnson, who leads professional services at LaunchDarkly, to talk about what it really takes to build a sustainable career in consulting.

Andrew shares why he thinks of consulting less as a grind and more as a roller coaster, and why learning how to handle the ups, downs, travel, pressure, and pace is critical at every stage of a consultant’s career.

The conversation explores the idea that consultants themselves are part of the product being delivered to the client. That means energy, preparation, judgment, and presence matter just as much as effort. It also means leaders have a responsibility to create environments where their teams can perform at a high level without constantly running on empty.

Along the way, Andrew shares lessons he has picked up from years of consulting and leadership, including how he approaches travel, time off, team culture, and developing consultants beyond the technical work itself.

The result is a practical conversation about how consultants can stay sharp, enjoy the career more, and continue delivering their best work over the long haul.

If you have ever felt the pressure of the consulting roller coaster, or you lead people who do, this episode will give you a different way to think about what sustainable performance really looks like.

About The Consultant's Way Podcast 

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: 

 • Build high-performing consulting and professional services teams 

• Differentiate your offerings and increase organizational growth 

• Deliver exceptional client value and drive impactful outcomes 

 Brought to you by: 

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ 

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ 

 Connect with us: 

• LinkedIn: 

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com 

 Interested in being a guest? 

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. 

----------------------------------------------------------------------------------------------------------------

 Outcome pricing is getting a lot of attention in professional services, but what does it actually mean, and why are so many organizations still struggling to make it work?

In this episode, Anthony Paluska and Dean McMann sit down with Bo DiMuccio, Vice President of Professional Services Research and Advisory at TSIA, to explore what his recent research is revealing about the shift toward outcome-based pricing.

The conversation looks at why this topic is gaining momentum now, how AI is changing the relationship between effort and value, and why traditional pricing models are coming under increasing pressure.

Bo also introduces an important framework for thinking about the role professional services can realistically play in outcome-based models and why not every organization should approach the opportunity the same way.

Perhaps most importantly, the group challenges some of the assumptions the industry has made about what is slowing adoption and where the real obstacles may actually be.

If your organization is exploring outcome pricing, rethinking time and materials, or trying to understand how professional services economics are evolving, this episode offers a timely look at what the research is showing and what leaders should be thinking about next.

About The Consultant's Way Podcast

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:

 • Build high-performing consulting and professional services teams 

• Differentiate your offerings and increase organizational growth 

• Deliver exceptional client value and drive impactful outcomes

Brought to you by: 

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ 

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ 

Connect with us: 

• LinkedIn: 

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com 

Interested in being a guest? 

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.

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Artificial intelligence is changing more than the technology consultants use. It is changing how consulting firms create value, build client relationships, and define success.

In this episode of The Consultant's Way Podcast, Dean McMann and Anthony Paluska are joined by Microsoft Product Management Director Zain Sheerazi for a conversation about what AI really means for professional services. Rather than focusing on the latest tools or trends, they explore the bigger shift taking place across the industry and why trust is becoming the foundation of successful AI adoption.

Together, they discuss how consulting organizations can move beyond experimentation and begin thinking about AI as part of their operating model. The conversation explores how business models are evolving, why firms need to rethink the way they develop talent and deliver value, and what it takes to help clients navigate uncertainty with confidence.

Zain also shares his perspective on why technical expertise alone is no longer enough. As AI continues to automate routine work, consultants have an opportunity to spend more time where they create the greatest impact: exercising judgment, building relationships, influencing decisions, and helping clients solve complex business problems.

Whether you're leading a professional services organization, managing a consulting team, or looking to stay relevant in an AI-driven world, this episode offers practical insights into where the industry is headed and what it will take to earn client trust in the years ahead.

Listen in to discover why the future of consulting may have less to do with AI itself and everything to do with how consultants help clients embrace it.

About The Consultant's Way Podcast

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:

 • Build high-performing consulting and professional services teams 

• Differentiate your offerings and increase organizational growth 

• Deliver exceptional client value and drive impactful outcomes

 Brought to you by: 

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ 

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ 

 Connect with us: 

• LinkedIn: 

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com 

 Interested in being a guest? 

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.

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What happens when your best consultant becomes your newest leader?

In this episode, Kelly Doyle joins Dean and Anthony to explore one of the most common challenges in professional services: promoting exceptional technical experts into leadership roles before they've had the opportunity to learn how to lead. Kelly shares why this happens, what it costs organizations, and why the answer isn't simply more training.

Drawing from his military experience and years of leading professional services teams, Kelly introduces a leadership concept that has helped transform overwhelmed managers into confident leaders. Through the story of one consultant who became the go-to person for everything, the conversation reveals how even the highest performers can become their own biggest bottlenecks and what it takes to break that cycle.

Along the way, Dean, Anthony, and Kelly discuss delegation, developing future leaders, balancing client delivery with team growth, and why human judgment is becoming even more important as AI continues to accelerate the pace of work.

If you've ever been promoted because you were great at the job, or you've promoted someone else and hoped they'd figure it out along the way, this episode will challenge the way you think about leadership and leave you with practical ideas you can put into practice right away.

 Connect with Kelly Doyle on LinkedIn: https://www.linkedin.com/in/kellydoyle1/ 

About The Consultant's Way Podcast 

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: 

 • Build high-performing consulting and professional services teams 

• Differentiate your offerings and increase organizational growth 

• Deliver exceptional client value and drive impactful outcomes 

 Brought to you by: 

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ 

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ 

 Connect with us: 

• LinkedIn: 

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com 

 Interested in being a guest? 

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. 

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 Professional services organizations are under pressure to do more with less, move faster, and prove greater value than ever before. But what if the answer isn't adding more offerings or more complexity? What if it's simplifying?

In this episode, Kristen Rosenberry shares the journey of transforming a professional services organization during a period of rapid growth and acquisition. From rethinking service offerings to enabling sales teams and reshaping the role of delivery, she offers an inside look at the decisions that helped her organization scale while staying focused on customer outcomes.

Kristen, Dean and Anthony explore why simplicity is often harder than complexity, how operational decisions influence consultant behavior, and why today's professional services teams must think more commercially than ever before.

The conversation also dives into the challenges of balancing customer value with financial sustainability, the importance of clean operational data, and what leaders should consider before making major changes to their services portfolio.

Whether you're leading a professional services organization, supporting operations, or looking for ways to make your consulting business more scalable, Kristen shares practical insights that go well beyond process improvement.

If you've ever wondered how to simplify your services without sacrificing customer outcomes, this episode offers a fresh perspective...and a few lessons you may not expect.

About The Consultant's Way Podcast 

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: 

 • Build high-performing consulting and professional services teams 

• Differentiate your offerings and increase organizational growth 

• Deliver exceptional client value and drive impactful outcomes 

 Brought to you by: 

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ 

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ 

 Connect with us: 

• LinkedIn: 

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com 

 Interested in being a guest? 

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. 

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What happens when AI takes over the work consultants have always spent hours doing? According to Jacqui Morgan, the answer isn't fewer consultants... it’s better ones.

In this episode, Jacqui shares how her team transformed the way they deliver client work by automating repetitive tasks, creating greater transparency, and giving consultants back the time to focus on what matters most: building trust, solving problems, and strengthening client relationships.

But the conversation goes far beyond technology. Dean, Anthony, and Jacqui explore why the future of consulting won't belong to those who simply know the tools; it will belong to those who know how to advise, influence, and lead clients through change. They discuss the evolving role of project managers and professional services teams, how AI is reshaping career paths, and why consulting skills are becoming more valuable than ever.

Jacqui also shares practical lessons from leading transformation inside her own organization, including the unexpected impact AI had on client engagement, how her team approached change management, and why she's passionate about helping more professionals embrace these tools with confidence.

If you've wondered what AI really means for consulting (and whether it replaces expertise or amplifies it) this conversation offers a thoughtful and refreshingly practical perspective.

The technology may be changing. The importance of being human is only growing.

About The Consultant's Way Podcast 

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: 

 • Build high-performing consulting and professional services teams 

• Differentiate your offerings and increase organizational growth 

• Deliver exceptional client value and drive impactful outcomes 

 Brought to you by: 

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ 

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ 

 Connect with us: 

• LinkedIn: 

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com 

 Interested in being a guest? 

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. 

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About The Consultant's Way Podcast 

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: 

 • Build high-performing consulting and professional services teams 

• Differentiate your offerings and increase organizational growth 

• Deliver exceptional client value and drive impactful outcomes 

 Brought to you by: 

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ 

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ 

 Connect with us: 

• LinkedIn: 

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com 

 Interested in being a guest? 

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. 

-----------------------------------------------------------------------------------------------------------------

 What does it take to succeed in a world where clients expect faster outcomes, technology is evolving at breakneck speed, and traditional consulting models are being challenged from every direction?

In this episode, Dean and Anthony sit down with transformation leader Mudit Govil to explore how professional services organizations are adapting to changing client expectations and what that means for consultants at every level.

Drawing on decades of experience leading large scale enterprise transformations around the world, Mudit shares his perspective on the shift from implementation focused services to outcome focused consulting. The conversation explores how leading organizations are balancing standardization and customization, why consulting capability matters as much as technical expertise, and what leaders can do to help their teams navigate constant change.

The discussion also dives into the evolving role of AI, the importance of repeatable methodologies, and the mindset shifts required to remain relevant in a rapidly changing market.

Along the way, Mudit reflects on several extraordinary leadership experiences that tested communication, decision making, and resilience in ways few consultants will ever encounter.

Whether you lead a consulting team, work in professional services, or are trying to develop the next generation of consultants, this episode offers practical insights into what clients value most today and the capabilities that will matter even more tomorrow.

About The Consultant's Way Podcast 

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: 

 • Build high-performing consulting and professional services teams 

• Differentiate your offerings and increase organizational growth 

• Deliver exceptional client value and drive impactful outcomes 

Brought to you by: 

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ 

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ 

Connect with us: 

• LinkedIn: 

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com 

Interested in being a guest? 

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. 

------------------------------------------------------------------------------------------------------------------

 What happens when AI starts reshaping not just technology, but the entire consulting profession?

In this episode, Dean and Anthony sit down with longtime friend and healthcare consulting leader Doug Long to unpack how professional services firms are evolving in real time. Drawing from experience across embedded consulting, boutique firms, and large scale consulting organizations, Doug shares what he is seeing firsthand as firms rethink delivery models, client relationships, talent strategies, and the future role of consultants.

The conversation explores why many firms may have over specialized for too long, why the industry could be swinging back toward broader consulting skill sets, and what that means for the next generation of consultants trying to grow their careers in an AI enabled world.

Doug also shares practical insight into how consulting teams are beginning to work alongside AI tools, why trusted advisor skills matter more than ever, and the growing challenge of developing junior talent when technology can now handle work that once served as a training ground for new consultants.

Along the way, the group discusses account management, client trust, the changing shape of consulting organizations, and the tension leaders face between efficiency and long term talent development.

If you work in consulting, professional services, healthcare transformation, or leadership, this conversation offers an honest look at where the industry may be heading next and what skills will matter most when it gets there.

About The Consultant's Way Podcast 

The Consultant's Way Podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: 

 • Build high-performing consulting and professional services teams 

• Differentiate your offerings and increase organizational growth 

• Deliver exceptional client value and drive impactful outcomes 

 Brought to you by: 

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ 

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ 

 Connect with us: 

• LinkedIn: 

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com 

 Interested in being a guest? 

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. 

-----------------------------------------------------------------------------------------------------------------

 In this episode of The Consultant’s Way Podcast, Stephen Shorey shares what it actually looks like to step out of a successful consulting career and build something of your own...before you feel completely ready. 

Stephen walks through the decision to leave a stable role and start his own firm, Immersive Tech, not just to go independent, but to build an organization grounded in his own values, approach, and experiences. It’s a candid look at the early stage of that journey; where the vision is clear, but the path is anything but. 

The conversation goes beyond the typical “why I started a business” story. Stephen gets into the realities that don’t get talked about enough: the internal doubts, the pressure of making early decisions without perfect information, and the challenge of shifting from delivering work to building a business around it. He shares how he approached everything from structuring his services to thinking through pricing, while managing the uncertainty that comes with starting from scratch. 

There’s also a practical side to this discussion. Stephen talks through how his background in project management shaped the way he built his company, from creating a business case to breaking the work into structured plans and timelines. It’s a reminder that the same skills used to deliver complex programs can be applied to building something entirely new. 

Whether you’re considering starting your own firm, already in the early stages, or simply curious about what that transition really looks like, this episode offers an honest perspective on the challenges, trade-offs, and mindset required to take that leap. 

About The Consultant's Way Podcast 

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: 

 • Build high-performing consulting and professional services teams 

• Differentiate your offerings and increase organizational growth 

• Deliver exceptional client value and drive impactful outcomes 

 Brought to you by: 

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ 

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ 

 Connect with us: 

• LinkedIn: 

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com 

 Interested in being a guest? 

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. 

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 In this episode of The Consultant’s Way Podcast, Stuart Millward shares a candid look at what happens when a legacy software company decides not just to “adapt” to change, but to sprint straight at it.

Set against the backdrop of AI disruption and shifting market valuations, the conversation explores how companies can no longer rely on product features or recurring revenue alone to stay competitive. Instead, differentiation is being redefined in real time. Stuart walks through how his organization is responding by doubling down on vertical expertise and repositioning professional services as a true strategic advantage (not a supporting function).

A major theme throughout the discussion is speed; specifically, speed to value. Customers are no longer willing to wait months (or years) to see outcomes, and that expectation is forcing a rethink of everything from product development to implementation strategy. Stuart shares a compelling example of how AI is being applied not as a buzzword, but as a practical lever to dramatically accelerate delivery timelines and improve customer outcomes.

But this shift isn’t just about technology...it’s about people. The episode digs into the evolving role of the consultant, highlighting why the “build whatever the client asks for” mindset is being replaced by something far more challenging: guiding clients toward better decisions, faster. That requires a different skill set, a different posture, and in many cases, a different kind of consultant altogether.

If you’re in professional services, SaaS, or any organization trying to figure out what actually creates value in an AI-driven world, this conversation offers a sharp, practical perspective, and a clear message: the old playbook isn’t just outdated, it’s a liability.

About The Consultant's Way Podcast 

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: 

 • Build high-performing consulting and professional services teams 

• Differentiate your offerings and increase organizational growth 

• Deliver exceptional client value and drive impactful outcomes 

 Brought to you by: 

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ 

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ 

 Connect with us: 

• LinkedIn: 

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com 

 Interested in being a guest? 

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. 

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Professional services organizations are entering a period of real change, and many leaders may not fully realize how much the ground is shifting beneath them.

In this episode, Dean and Anthony sit down with Steve Beckley and Martin Roxby from J21A, two longtime professional services leaders who have seen the industry evolve across multiple eras. Together, they dig into what’s happening right now across SaaS and technology organizations, and why traditional models of professional services are under increasing pressure.

A major theme that runs throughout the conversation is the shift from product-led and sales-led growth toward services-led growth. As markets mature and growth becomes harder to sustain, organizations are being forced to rethink how value is delivered and how customer outcomes are achieved. That shift creates new opportunities for professional services teams, but also new risks for leaders who remain focused only on operational efficiency.

The discussion explores why many executives still misunderstand the true role of professional services, and why that misunderstanding creates both challenges and opportunities. The group also tackles the growing expectation that professional services leaders step into more strategic roles, communicate differently with the C-suite, and rethink how they demonstrate value to the business.

Along the way, the conversation touches on the realities leaders are facing today: changing market dynamics, pressure on margins, the rise of new delivery models, and the growing need for stronger collaboration across organizations.

Whether you lead a professional services team, support one, or are simply trying to understand where the industry is heading, this episode offers perspective on what’s changing, what’s at risk, and what leaders should be thinking about as they look toward the future.

If professional services is part of your world, this is a conversation you won’t want to miss.

About The Consultant's Way Podcast 

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: 

 • Build high-performing consulting and professional services teams 

• Differentiate your offerings and increase organizational growth 

• Deliver exceptional client value and drive impactful outcomes 

 Brought to you by: 

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ 

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ 

 Connect with us: 

• LinkedIn: 

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com 

 Interested in being a guest? 

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. 

----------------------------------------------------------------------------------------------------------------

What does consulting look like when AI is no longer “the future” but part of the daily workflow? 

In this episode, Dean and Anthony sit down with Michael Muse, a senior consultant who’s early enough in his career to have grown up alongside modern AI tools, but experienced enough to understand what they can’t replace. 

Together, they unpack what’s actually changing inside consulting teams as AI accelerates timelines, expands capacity, and raises expectations. But speed alone isn’t the story. The real differentiator, as Michael shares, isn’t how fast you can produce output...it’s how deeply you understand it. 

The conversation explores what it takes to stand out in a world where everyone has access to the same tools. From building reusable workflows to maintaining discipline and curiosity, Michael shares practical habits that help consultants move beyond simply generating deliverables and toward driving real outcomes for clients. 

They also dig into how expectations are shifting—for junior consultants, project managers, and leaders alike—and why traditional consulting fundamentals like judgment, communication, and client trust are becoming even more valuable, not less. 

If you’ve wondered whether AI is leveling the playing field, or quietly raising the bar. this episode offers a grounded perspective from someone navigating the shift in real time. 

Whether you’re early in your career, leading teams, or simply trying to understand how consulting is evolving, this conversation highlights one central idea: 

Tools can make you faster, but only thinking makes you valuable. 

About The Consultant's Way Podcast 

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: 

 • Build high-performing consulting and professional services teams 

• Differentiate your offerings and increase organizational growth 

• Deliver exceptional client value and drive impactful outcomes 

 Brought to you by: 

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ 

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ 

 Connect with us: 

• LinkedIn: 

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com 

 Interested in being a guest? 

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. 

---------------------------------------------------------------------------------------------------------------

Consulting is changing faster than many firms realize.

In this episode, Dean McMann and Anthony Paluska step back from the headlines to explore several signals they’re seeing across the consulting world, from hiring trends to new expectations around productivity and how consultants actually get work done.

Some firms are rethinking how they build teams. Others are experimenting with how they measure performance. And across the industry, there’s a growing question about what future consulting careers will actually look like.

What happens when the traditional consulting pyramid starts to shift?
How will consultants develop the experience they need to lead clients?
And what capabilities will matter most as organizations become leaner and more selective about when they bring in outside help?

Dean and Anthony share observations from conversations with consulting leaders, compare notes on what they’re seeing inside firms, and debate what the next version of consulting organizations might become.

The answers aren’t fully clear yet—but the direction of change is starting to emerge.

If you’re building a consulting career or leading a professional services team, this conversation will give you plenty to think about.

About The Consultant's Way Podcast 

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: 

 • Build high-performing consulting and professional services teams 

• Differentiate your offerings and increase organizational growth 

• Deliver exceptional client value and drive impactful outcomes 

 Brought to you by: 

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ 

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ 

 Connect with us: 

• LinkedIn: 

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com 

 Interested in being a guest? 

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. 

--------------------------------------------------------------------------------------------------------------

 In many professional services organizations, delivery doesn’t break down because of talent, effort, or intent. It breaks down because ownership is fragmented.

Consulting, professional services, managed services, and customer success often operate with different incentives, different measures of success, and different leadership structures. Each function is optimizing for its own outcomes. But clients don’t experience those internal boundaries. They experience one relationship and one expectation for results.

In this episode, Dean and Anthony sit down with Jerry Loscalzo, a longtime services leader with more than three decades of experience operating inside large, federated organizations. Together, they explore why fragmentation shows up so consistently, how it reveals itself operationally, and what it actually costs organizations over time.

Jerry shares firsthand observations from environments where service lines competed instead of compounded, where handoffs created hidden risk, and where organizational design quietly worked against client outcomes. He also challenges some of the conventional thinking around service packaging, leadership structure, and how organizations measure success across the client lifecycle.

The conversation moves beyond theory into the realities leaders face when trying to align multiple service functions around a single client journey. What seems straightforward on paper often becomes far more complex in practice.

If you lead, operate within, or work alongside professional services, this episode offers a clear lens into why so many organizations struggle to deliver consistently across the full lifecycle and what leaders should be paying attention to before those gaps show up in delivery, margins, or client relationships.

Because in services, the real question is not just how well each function performs, but whether the organization as a whole is designed to support the outcome the client expects.

About The Consultant's Way Podcast

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:

 • Build high-performing consulting and professional services teams 

• Differentiate your offerings and increase organizational growth 

• Deliver exceptional client value and drive impactful outcomes

 Brought to you by: 

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ 

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ 

 Connect with us: 

• LinkedIn: 

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com 

 Interested in being a guest? 

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.

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In this episode of The Consultant's Way Podcast, John Bigenwald joins Dean and Anthony to talk about what it really takes to lead through change — especially when the pace of technology feels relentless.

From the early days of the internet to today’s AI wave, John shares why every “revolution” feels different… yet the fundamentals of leadership remain the same. The tools evolve. The expectations shift. The pressure increases. But the core responsibility of a leader does not.

We dig into how to guide professional services teams through uncertainty without creating panic, how to reinforce your real value when expertise alone is no longer the differentiator, and why clarity and care matter more than ever during transformation.

If you’re navigating AI adoption, shifting business models, or simply trying to lead your team through the next big change, this conversation offers grounded perspective without the hype.

The more things change, the more leadership matters.

Tune in now!

About The Consultant's Way Podcast

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:

 • Build high-performing consulting and professional services teams 

• Differentiate your offerings and increase organizational growth 

• Deliver exceptional client value and drive impactful outcomes

Brought to you by: 

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ 

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ 

Connect with us: 

• LinkedIn: 

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com 

Interested in being a guest? 

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.

------------------------------------------------------------------------------------------------------------------What if the most important metrics in your consulting business are the ones you are not tracking?

In this episode, John Quirk joins The Consultant’s Way Podcast to challenge how leaders measure success in professional services. After thirty years leading consulting organizations and launching his own firm, ProServe Metrics, John argues that traditional KPIs like utilization and average bill rate tell you what already happened but reveal nothing about what will.

He introduces a new way of thinking about performance that focuses on leading indicators, team dynamics, and the people behind every project. John shares how understanding personality and strength profiles, building complementary teams, and measuring early signals of success can transform both delivery quality and employee retention.

The conversation moves beyond theory. John, Dean, and Anthony dive into practical examples of how to identify your firm’s “Moneyball metrics”—those overlooked numbers that predict client satisfaction, team health, and sustainable growth. They also explore why so many firms lose their edge when they scale, how to protect your culture in the process, and what role leadership must play in balancing short-term results with long-term development.

At its core, this episode is about getting more scientific in the people business. Whether you lead a pure-play consulting firm or an embedded professional services team, John’s approach shows how better data and human insight can coexist to make consulting organizations stronger and more resilient.

It is a conversation filled with sharp observations, relatable stories, and practical guidance that will leave you rethinking how you define success and how you build teams that consistently deliver it.

About The Consultant's Way Podcast

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:

• Build high-performing consulting and professional services teams 
• Differentiate your offerings and increase organizational growth 
• Deliver exceptional client value and drive impactful outcomes

Brought to you by: 

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ 

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ 

Connect with us: 

• LinkedIn: 

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com 

Interested in being a guest? 

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.

-------------------------------------------------------------------------------------------------------------------In this episode of The Consultant’s Way Podcast, hosts Anthony Paluska and Dean McMann sit down with Brandon Hammer, Senior Vice President of Global Services at Seismic, to explore how artificial intelligence is reshaping professional services. Brandon shares a clear and grounded view of what the next phase of AI looks like for consultants, going far beyond the simple use cases of automation and efficiency.

Rather than focusing on replacing people, he discusses how AI can expand the impact of consultants by freeing them from repetitive work and allowing them to focus on higher-value conversations with clients. He introduces the idea of “virtual consultants” that can support live engagements in real time, drawing from company knowledge and best practices to help deliver better outcomes.

The conversation also touches on how organizations are changing structurally because of AI, moving away from rigid silos and toward teams that are built around customer outcomes instead of products. Brandon explains how his teams are using AI to identify risks earlier, deliver results faster, and stay ahead of client needs.

Beyond technology, the episode dives into what this transformation means for people. Brandon describes how the profile of a successful consultant is evolving, with curiosity, communication, and adaptability becoming just as essential as technical expertise. He also offers a perspective on preventing burnout and building longer, more fulfilling consulting careers in an industry that is shifting faster than ever.

The episode closes with a challenge to leaders: make space for innovation inside your organization. Brandon believes the best ideas for using AI in professional services will come from the ground up, not the top down. His message is both practical and inspiring; a reminder that the consultants who learn to combine human judgment with intelligent technology will define the next era of the profession.

About The Consultant's Way Podcast

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:

 • Build high-performing consulting and professional services teams 

• Differentiate your offerings and increase organizational growth 

• Deliver exceptional client value and drive impactful outcomes

Brought to you by: 

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ 

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ 

Connect with us: 

• LinkedIn: 

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com 

Interested in being a guest? 

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.

---------------------------------------------------------------------------------------------------------------

In this episode of The Consultant’s Way Podcast, hosts Anthony Paluska and Dean McMann talk with Catherine Sloan, a seasoned professional services leader with more than twenty-five years of experience across startups, large enterprises, and everything in between. Catherine brings an honest and insightful look at what it takes to thrive in organizations of very different sizes and why curiosity, adaptability, and courage matter more than ever in today’s consulting world.

She paints a vivid picture of life inside a scrappy startup, where speed, improvisation, and napkin architecture rule the day. Then she contrasts that with large enterprises, where success depends on navigating process, hierarchy, and institutional memory. Her reflections reveal how the same skills that help consultants survive the chaos of small companies, such as flexibility, grit, and comfort with ambiguity, are the very traits that drive innovation in large ones.

The discussion explores how professional services functions are evolving as AI, data, and outcome-based delivery reshape expectations. Catherine shares how both large and small firms must balance the need for speed with the need for structure, and why documentation, learning, and clarity are becoming essential for success.

She and the hosts also talk about the universal tension between what customers want and what they actually need. Catherine explains that consultants must be confident enough to challenge clients when their requests steer projects off course because true partnership comes from honest dialogue, not blind agreement. Her perspective on leading within product-driven organizations highlights how professional services teams can demonstrate their value both internally and externally.

Throughout the conversation, Catherine’s advice is practical and encouraging. She urges listeners to stay open, keep learning, and take opportunities even when they feel uncertain. Her Halloween story at the end, where a team finds humor and connection in the middle of a stressful quarter close, perfectly illustrates how culture and laughter can

About The Consultant's Way Podcast

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:

 • Build high-performing consulting and professional services teams 

• Differentiate your offerings and increase organizational growth 

• Deliver exceptional client value and drive impactful outcomes

Brought to you by: 

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ 

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ 

Connect with us: 

• LinkedIn: 

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com 

 Interested in being a guest? 

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.

-------------------------------------------------------------------------------------------------------------------

In this episode of The Consultant’s Way Podcast, hosts Anthony Paluska and Dean McMann sit down with JJ Navarro, a customer service leader whose career has spanned consulting, technology, and client success. JJ’s journey blends humor, humility, and hard-won lessons about what separates good consultants from great ones. It is not about titles or buzzwords. It is about curiosity, honesty, and building trust that lasts.

JJ shares how his first job valet parking cars taught him more about customer service than any business course could. That early experience shaped his consulting mindset, treating every client interaction as personal and every problem as solvable. He also opens up about how avoiding jargon, asking better questions, and admitting when you do not have all the answers became cornerstones of his approach.

The conversation moves from practical to philosophical as JJ, Dean, and Anthony trade stories about humility, client dynamics, and professional growth. JJ talks about the trap of trying to be the smartest person in the room and how real influence comes from listening and learning. He also introduces his “rocket ship” philosophy, where recognizing opportunity and deciding quickly whether to jump can shape an entire career. It is a framework for managing risk, spotting turning points, and knowing when to move forward.

JJ’s insights on leading teams through constant change feel both authentic and timely. He talks about balancing pressure with perspective, keeping teams engaged when everything around them is shifting, and finding meaning in the chaos.

Sprinkled throughout are moments of humor and grounded wisdom, including a story about how to make a lasting impression at a business lunch, a reminder that no one is above rolling up their sleeves, and a truth every consultant learns eventually: credibility is earned one genuine conversation at a time.

This episode captures the mix of reflection and real talk that defines The Consultant’s Way. It reminds listeners to stay humble, keep their eyes open for the next rocket ship, and never

About The Consultant's Way Podcast

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:

 • Build high-performing consulting and professional services teams 

• Differentiate your offerings and increase organizational growth 

• Deliver exceptional client value and drive impactful outcomes

Brought to you by: 

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ 

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ 

 Connect with us: 

• LinkedIn: 

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com 

 Interested in being a guest? 

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.

---------------------------------------------------------------------------------------------------------------

In this special report from TSIA Envision, Anthony Paluska sits down with Brian Freeman, Blake Jensen, and Jackie McMann to unpack what they saw and heard at one of the industry’s most forward-looking events. The conversation moves quickly from the buzz around AI to the real transformation taking place inside professional services and customer success teams.

The group discusses how the lines between these functions are starting to blur and what that means for leaders who are trying to build organizations around customer value. They share stories from companies that are rethinking their entire operating models, not just adding new tools. It is a conversation about what happens when services organizations stop being cost centers and start becoming the engines of growth.

They explore the rise of the forward-deployed engineer and what that role represents for the next generation of services talent. It is part technologist, part consultant, and part translator between product and customer outcomes. The discussion also highlights how AI is accelerating the need for this evolution, forcing teams to think differently about where their people add the most value and how they measure success.

Throughout the episode, the theme of convergence keeps resurfacing. Consulting, customer success, managed services, and product delivery are no longer separate tracks but parts of a larger system built to create and sustain customer outcomes. The guests bring perspective from across the services spectrum and share how their own organizations are navigating this shift.

The conversation is fast, practical, and forward-thinking. It looks beyond the hype and into what services leaders actually need to do next.

Listen to hear what TSIA Envision revealed about the future of services, how AI is influencing the path forward, and why the most successful companies are the ones bold enough to reimagine what “services” even means.

About The Consultant's Way Podcast

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:

 • Build high-performing consulting and professional services teams 

• Differentiate your offerings and increase organizational growth 

• Deliver exceptional client value and drive impactful outcomes

 Brought to you by: 

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ 

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ 

 Connect with us: 

• LinkedIn: 

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com 

 Interested in being a guest? 

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.

--------------------------------------------------------------------------------------------------------------------

The consulting world is living through a transformation that feels as big as the leap from typewriters to touchscreens. In this episode, Dean McMann and Anthony Paluska sit down with Richard Henderson, a global Professional Services leader whose path runs from cello performance to SaaS strategy, to talk about what this AI-driven era really means for consulting.

What begins as a conversation about artificial intelligence quickly turns into something much deeper. The group explores what it means to own your destiny as a professional in a world where machines are learning faster than ever. Richard challenges the idea that AI will simply replace human work and argues that the real competitive edge now lies in the skills that are hardest to automate: curiosity, empathy, storytelling, trust, and creativity.

From there, things get lively. The trio dives into Richard’s favorite metaphor, basketball, and explores what it would look like if consulting had its own 24-second shot clock, a film room for reviewing performance, and even a combine to test the next generation of consultants. The parallels between sports, leadership, and consulting performance are uncanny and at times hilariously accurate.

Throughout the discussion, one theme keeps resurfacing: accountability. Whether you are leading a global PS organization or just getting started in your consulting career, Richard makes a compelling case for treating your own development with the same rigor athletes bring to their craft.

Equal parts energizing and thought-provoking, this episode blends AI strategy, talent development, and practical wisdom into one fast-moving conversation. If you have ever wondered how to stay relevant when technology keeps evolving or what basketball can teach you about being a great consultant, this one is worth every minute.

About The Consultant's Way Podcast

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:

 • Build high-performing consulting and professional services teams 

• Differentiate your offerings and increase organizational growth 

• Deliver exceptional client value and drive impactful outcomes

Brought to you by: 

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ 

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ 

Connect with us: 

• LinkedIn: 

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com 

Interested in being a guest? 

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.

----------------------------------------------------------------------------------------------------------------

Professional Services is at an inflection point. In this episode of The Consultant’s Way Podcast, Dean and Anthony dig into the findings of a new Embedded Professional Services Report, the first study of its kind to capture the state of PS organizations across SaaS and product companies.

What they found confirms what many leaders have been feeling. Pressure is mounting from every angle. Internally, PS teams are being asked to drive revenue, create stickiness, and take on a more strategic role. Externally, new competitors and technologies—especially AI—are reshaping the way services are delivered and valued. No matter the company size or industry, the themes were consistent: expectations are rising, models are shifting, and the old “middle ground” approach may no longer be viable.

The conversation highlights how PS leaders are navigating this landscape, from market maturity challenges to leadership buy-in. Anthony shares why some teams are finding success by clarifying their role, simplifying portfolios, and building intentional offers, while others remain stuck in reactive mode. The data points are eye-opening, but it’s the implications for careers, leadership, and the very identity of PS that make this report essential listening.

Whether you are a PS leader trying to influence your executive team, a consultant interested in where the industry is heading, or simply someone who wants to understand how organizations are adapting in real time, this episode offers both perspective and encouragement. The choice ahead for PS is clear: become more advisory and outcome-driven, or double down on efficient delivery tied tightly to product adoption. Both paths are viable, but being stuck in between is not.

Tune in to hear Dean and Anthony break down the report, share what surprised them, and offer practical ideas for how PS organizations can chart their course forward.

You can access the full report here: https://mcmannransford.com/embedded-ps-report-2025-balancing-growth-goals-with-long-term-roles/

About The Consultant's Way Podcast

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:

 • Build high-performing consulting and professional services teams 

• Differentiate your offerings and increase organizational growth 

• Deliver exceptional client value and drive impactful outcomes

Brought to you by: 

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ 

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ 

Connect with us: 

• LinkedIn: 

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com 

Interested in being a guest? 

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.

-----------------------------------------------------------------------------------------------------------------

In this episode of The Consultant’s Way Podcast, hosts Dean McMann and Anthony Paluska unpack the gap between AI headlines and what leaders actually see on the ground. They explore why breathless claims often come from those selling the tools, and why smart operators are pressing for proof that shows up in real outcomes rather than momentum metrics. 

The conversation moves past hype to what creates value: aim narrow, define the job to be done, and measure in business terms. The hosts draw a useful parallel between technology and talent, arguing that purpose built tools and role specific skill building tend to outperform general platforms and generic training. One memorable example involves a niche AI system that impressed not because it did everything, but because it did one thing exceptionally well. 

They also tackle the uncomfortable side of ROI. If a project does not grow revenue, the savings have to come from somewhere, which is one reason many pilots stall before they touch the operating model. The challenge to leaders is simple and demanding: define the problem in plain language, choose the smallest meaningful use case, and set acceptance criteria you would defend in a boardroom. 

If you are navigating pressure to “do something with AI” while your dashboard still looks stubbornly normal, this episode offers a practical lens and sharper questions to ask before you scale. The hosts keep it candid, skeptical in the right places, and focused on moves that translate to measurable value. Tune in to hear where they believe proof should come from next and how to align tools, teams, and metrics without pausing the business. 

About The Consultant's Way Podcast

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:

 • Build high-performing consulting and professional services teams 

• Differentiate your offerings and increase organizational growth 

• Deliver exceptional client value and drive impactful outcomes

Brought to you by: 

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ 

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ 

Connect with us: 

• LinkedIn: 

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com 

Interested in being a guest? 

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.

-------------------------------------------------------------------------------------------------------------------

In this episode of The Consultant’s Way Podcast, hosts Anthony Paluska and Dean McMann are joined by Danielle Daoud, a seasoned professional services leader with over 20 years of experience across both global giants and high-growth SaaS companies.

Danielle shares why she calls herself a “people leader” first, and how her career journey has shaped her belief that professional services is fundamentally a people business. Together, the group explores the risks of treating PS teams too transactionally, and why truly investing in people can make the difference between retention and attrition.

The conversation also dives into the unique dynamics of leading in today’s remote and hybrid world — where building connection, trust, and authenticity requires new habits from leaders. Danielle offers practical, creative approaches for fostering engagement, and challenges leaders to reflect on how well they’re preparing their teams for what’s ahead.

Listen in for a thoughtful and energizing discussion on leadership, culture, and the future of professional services.

About The Consultant's Way Podcast

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:

 • Build high-performing consulting and professional services teams 

• Differentiate your offerings and increase organizational growth 

• Deliver exceptional client value and drive impactful outcomes

Brought to you by: 

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ 

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ 

Connect with us: 

• LinkedIn: 

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com 

Interested in being a guest? 

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.

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In this episode of The Consultant’s Way Podcast, hosts Dean McMann and Anthony Paluska sit down with Mike Weiner from Big Time Software to talk about one of the toughest challenges in professional services: the handoff between sales and delivery.

Too often, once a deal is closed, important details are lost, client expectations shift, and delivery teams are left to pick up the pieces. The conversation explores why this happens, what it means for client relationships, and how leaders can think differently about the connection between those who sell the work and those who deliver it.

Mike shares insights from his experience working alongside professional services teams, highlighting why this critical transition can determine long-term client success. Dean and Anthony press further into how structure, process, and leadership play a role in preventing rework and building trust across teams.

Rather than quick fixes, the episode offers perspective on how alignment between sales and delivery can create stronger collaboration, better client outcomes, and more resilient organizations. It is a conversation that invites leaders to reflect on whether their own teams are reinforcing each other or working at cross purposes.

About The Consultant's Way Podcast

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:

 • Build high-performing consulting and professional services teams 

• Differentiate your offerings and increase organizational growth 

• Deliver exceptional client value and drive impactful outcomes

Brought to you by: 

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ 

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ 

Connect with us: 

• LinkedIn: 

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com 

Interested in being a guest? 

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.

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In this episode of The Consultant’s Way Podcast, hosts Dean McMann and Anthony Paluska sit down with Greg Meeks, an experienced professional services leader who has spent his career guiding organizations through growth and transformation.

The conversation explores what it takes to build and scale services teams in ways that truly impact both clients and the business. Greg shares lessons from his background and introduces a framework that helps leaders think differently about how they organize, empower, and sustain their teams.

Listeners will hear a thoughtful discussion about the changing role of professional services, the challenges leaders face as their organizations evolve, and the mindsets that can make the difference between simply delivering work and creating long-term impact.

This episode offers practical perspective as well as inspiration for leaders who want to strengthen their organizations, elevate their people, and rethink how professional services drives value.

About The Consultant's Way Podcast

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:

• Build high-performing consulting and professional services teams

• Differentiate your offerings and increase organizational growth

• Deliver exceptional client value and drive impactful outcomes

Brought to you by:

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more:  https://mcmannransford.com/

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more:  https://www.consultantsway.com/

Connect with us:

• LinkedIn:

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com

Interested in being a guest?

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.

-------------------------------------------------------------------------------------------------------------------

What if professional services is not just the cost of doing business, but the engine driving real outcomes?

Osama Atta joins Dean McMann and Anthony Paluska to talk about what he calls the PS 2.0 mindset. In his words, professional services is no longer just there to make the software work. It is the bridge between promise and proof. Osama unpacks how his team at Altrio productized their services, shortened time to value, and started speaking the language of the business: revenue, ROI, and strategic impact.

He shares how they reframed PS from a necessary evil to a strategic asset, and how that transformation started with better internal storytelling, stronger partnerships with sales, and clear data to back it all up.

If you are trying to build a more scalable, profitable, and visible PS team, this conversation is packed with takeaways. You will hear how they aligned with sales, priced and packaged their services, created internal boundaries to avoid burnout, and tracked value instead of hours. This one is practical, insightful, and refreshingly honest.

About The Consultant's Way Podcast

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:

• Build high-performing consulting and professional services teams

• Differentiate your offerings and increase organizational growth

• Deliver exceptional client value and drive impactful outcomes

Brought to you by:

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more:  https://mcmannransford.com/

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more:  https://www.consultantsway.com/

Connect with us:

• LinkedIn:

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com

Interested in being a guest?

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.

-------------------------------------------------------------------------------------------------------------------

How do boutique consulting firms end up outpacing their embedded PS counterparts? Ben Edwards might have the answer, and the receipts.

In this episode, Ben shares what he is seeing across the consulting and embedded services landscape, from shifting team structures to exploding demand for thought leadership and commercial fluency. He talks about the rise of the diamond-shaped team, the erosion of traditional consulting pyramids, and what it means for training, quality, and long-term sustainability.

We also get into what is fueling the boom in boutique firms, how private equity is changing the game, and why go-to-market strategies are evolving fast. Ben outlines the shift from black book sales to scalable content machines, the rise of specialists with narrow niches and big reach, and how pure-play firms are out-marketing their embedded competition.

If you are running a services organization, embedded or independent, this is a reality check you need to hear.

About The Consultant's Way Podcast

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:

• Build high-performing consulting and professional services teams

• Differentiate your offerings and increase organizational growth

• Deliver exceptional client value and drive impactful outcomes

 Brought to you by:

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more:  https://mcmannransford.com/

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more:  https://www.consultantsway.com/

 Connect with us:

• LinkedIn:

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com

 Interested in being a guest?

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.

-------------------------------------------------------------------------------------------------------------------

Sales and professional services may work for the same company, but often, it feels like they live on different planets. In this episode, Margarita Ginsberg joins Dean McMann and Anthony Paluska to unpack the tension and the opportunitybetween these two critical teams.

Margarita shares real talk on what happens when PS gets looped in too late, how trust erodes when customers get hit with surprise services fees, and why too many sales cycles treat consulting like an afterthought.

She breaks down different models for integrating PS into the sales process, including partner-led delivery, PS sales teams, and expert matchmaking. Most importantly, she reminds us that PS professionals can’t sit back and wait to be invited… they have to own the relationship, lean into the chaos, and make it work.

Oh, and there’s also a horse. Yes, a real horse. You’ll want to stay for that story.

Whether you're a PS leader, a sales exec, or just tired of cleaning up messes you didn’t make, this episode is a gut check on collaboration, role clarity, and the real job of driving outcomes for your clients.

About The Consultant's Way Podcast

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:

• Build high-performing consulting and professional services teams

• Differentiate your offerings and increase organizational growth

• Deliver exceptional client value and drive impactful outcomes

Brought to you by:

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more:  https://mcmannransford.com/

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more:  https://www.consultantsway.com/

Connect with us:

• LinkedIn:

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com

Interested in being a guest?

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.

-------------------------------------------------------------------------------------------------------------------What do you do when your values collide with your company’s behavior? Or when your team needs to grow but some want everything to stay the same?

In this episode, Eric Dubiner joins Dean McMann and Anthony Paluska to talk about the hard parts of leadership. They explore how to navigate change, face ethical dilemmas, and learn to speak finance without losing yourself. Eric shares how he has helped teams shift from being task-takers to true consulting partners while maintaining trust along the way.

He explains why financial fluency is essential for professional services leaders, how to deliver tough messages to both teams and clients, and why doing the right thing sometimes means walking away without a backup plan.

This conversation is honest, gritty, and packed with lessons from someone who has been through it and stayed grounded.

About The Consultant's Way Podcast

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:

• Build high-performing consulting and professional services teams

• Differentiate your offerings and increase organizational growth

• Deliver exceptional client value and drive impactful outcomes

Brought to you by:

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more:  https://mcmannransford.com/

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more:  https://www.consultantsway.com/

Connect with us:

• LinkedIn:

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com

Interested in being a guest?

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.

-------------------------------------------------------------------------------------------------------------------

What happens when you stop saying “no” and start asking, “what else can we do for our customers?” Elie Mansour has built his career and his team around that question.

In this episode, Elie sits down with Dean McMann and Anthony Paluska to share how he transformed BioConnect’s professional services team from a traditional project-delivery model into a customer-first, value-driven partner. He dives into what it really takes to build trust, expand relationships, and turn everyday client needs into new service opportunities, including his successful launch of a managed services offering.

Elie also gets real about what it means to coach a team to take ownership of customer relationships and how to shift from fixed-fee “get in, get out” thinking to long-term partnerships that drive outcomes. From packaging new services to winning internal buy-in, this conversation is a playbook for leaders who want their PS teams to move beyond implementation and into strategic value creation.

About The Consultant's Way Podcast

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:

• Build high-performing consulting and professional services teams

• Differentiate your offerings and increase organizational growth

• Deliver exceptional client value and drive impactful outcomes

Brought to you by:

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more:  https://mcmannransford.com/

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more:  https://www.consultantsway.com/

Connect with us:

• LinkedIn:

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com

Interested in being a guest?

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.

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In this episode of The Consultant’s Way Podcast, Dean McMann and Anthony Paluska sit down with Jim DeCristofaro, VP of Professional Services at Aptitude Software, to talk about the growing pressure on consulting teams to evolve—and fast.

Jim shares how onboarding has fundamentally changed in a hybrid world, especially for junior consultants who no longer benefit from the passive learning and informal exposure that came with in-person client work. He explains why “learning through osmosis” is fading and why today’s PS leaders need to be far more intentional with mentorship, training structures, and expectations from day one.

The conversation also dives into the rising need for business acumen across all levels of the PS team. Jim breaks down how expectations have shifted. It is no longer enough to simply deliver on the scope. Every consultant is expected to build relationships, understand the client’s broader business, and act as a trusted advisor—regardless of title.

The trio also explores how relationship-building impacts sales and delivery when budget ownership shifts from IT to finance. Jim explains how services teams need to position their value differently for each stakeholder and build credibility across both sides of the house.

Finally, they dig into the compression of timelines and ROI expectations. Clients want faster returns, clearer value, and tighter scopes—which often means shorter projects that are easier to sell but harder to optimize.

Jim leaves listeners with a clear takeaway. Success in professional services today depends on leading with intention, not reacting to chaos. Teams need to be proactive in their training, deliberate in how they build relationships, and strategic in how they show value.

About The Consultant's Way Podcast

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:

• Build high-performing consulting and professional services teams

• Differentiate your offerings and increase organizational growth

• Deliver exceptional client value and drive impactful outcomes

Brought to you by:

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more:  https://mcmannransford.com/

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more:  https://www.consultantsway.com/

Connect with us:

• LinkedIn:

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com

Interested in being a guest?

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.

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What happens when your background isn’t the “typical” consulting path, but you bring curiosity, people skills, and a strong sense of mission? Rico Oyola, Head of Post-Sales at IdeaScale, joins The Consultant’s Way to talk about his unconventional path from civil rights work and international development to leading customer success, professional services, and support.

Rico breaks down what open innovation really looks like and why success often comes down to being the one who can bring people together across silos. From CEO summits in Davos to block-by-block canvassing for neighborhood apps, Rico’s done it all. And it’s given him a unique lens on how to lead teams, guide clients, and help ideas scale.

He shares how to earn trust by showing up with empathy, how to use bad analogies to make great points (his words, not ours), and why humility is the real foundation of innovation. You'll hear how NASA solved a $20 million problem by breaking down silos—and how Rico helps clients do the same, one stakeholder map at a time.

If you’re managing people in client-facing roles or trying to make your PS org more impactful, this is one you’ll want to play twice.

About The Consultant's Way Podcast

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:

• Build high-performing consulting and professional services teams

• Differentiate your offerings and increase organizational growth

• Deliver exceptional client value and drive impactful outcomes

Brought to you by:

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more:  https://mcmannransford.com/

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more:  https://www.consultantsway.com/

Connect with us:

• LinkedIn:

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com

Interested in being a guest?

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.

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Cultural differences aren't just about countries. They show up in boardrooms, project teams, and even your neighbor’s backyard BBQ. On this episode, Dean McMann and Anthony Paluska sit down with Paulo Naddeo, VP of Global Professional Services at Stonebranch, to unpack what it really takes to work across cultures—and why it's probably harder than you think.

Paulo brings a unique lens to the conversation. Born and raised in Brazil, he built his own software company before making the jump to a global role in the US. Along the way, he discovered that language barriers are only the tip of the iceberg. Whether you're working across countries, industries, or departments, cultural misunderstandings sneak in—and often blow up projects.

In this episode, Paulo shares real-world lessons from his decades of global consulting, including how to stop assuming you’re being clear, why pre-meeting prep matters more than you think, and how small misunderstandings (like spicy cheese) can escalate fast. He also breaks down why building trust takes time, what consultants often miss when working with technical teams, and how to avoid the classic trap of thinking culture clashes only happen overseas.

If you’ve ever struggled to communicate across teams, countries, or just different professional mindsets, this episode will make you think twice—and laugh along the way.

About The Consultant's Way Podcast

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:

• Build high-performing consulting and professional services teams

• Differentiate your offerings and increase organizational growth

• Deliver exceptional client value and drive impactful outcomes

Brought to you by:

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more:  https://mcmannransford.com/

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more:  https://www.consultantsway.com/

Connect with us:

• LinkedIn:

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com

Interested in being a guest?

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.

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What if your first five years in consulting came with a cheat code? Drew McKechnie thinks they should. As a longtime leader in consulting and professional service as well as an advocate for building better consultants, Drew joins Dean McMann and Anthony Paluska for a candid conversation on how to set yourself apart early in your career. 

Drew reflects on his own path from the Beltway consulting scene to Google and the common pitfalls new consultants face today. He unpacks how remote work, AI, and shrinking training budgets are leaving gaps in the development of critical skills like executive presence, real-time problem solving, and good old-fashioned communication. More importantly, he offers simple, practical ways junior consultants can take ownership, get noticed, and accelerate their growth—without waiting years for someone to hand them an opportunity. 

You’ll hear why “don’t trip over the low bar” might be the most underrated career advice around, why meeting minutes can be your secret weapon, and how to avoid getting stuck in a specialist box without sacrificing your standout skill. Plus, Drew explains the value of becoming the go-to person for something useful, whether that’s AI prompts, spreadsheet wizardry, or the lost art of writing a decent follow-up email. 

For leaders building professional services teams, Drew shares his take on why companies need generalists, cross-pollination, and the mindset shift from siloed roles to true leverage. If you want to grow your career or your team in consulting, Drew’s no-nonsense insights deliver the real-world perspective you’ve been missing. 

About The Consultant's Way Podcast

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:

• Build high-performing consulting and professional services teams

• Differentiate your offerings and increase organizational growth

• Deliver exceptional client value and drive impactful outcomes

Brought to you by:

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more:  https://mcmannransford.com/

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more:  https://www.consultantsway.com/

Connect with us:

• LinkedIn:

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com

Interested in being a guest?

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.

-------------------------------------------------------------------------------------------------------------------

You’ve heard the horror stories. Consultants parachute in, drop big ideas, cash the check, and leave a strategy that gathers dust on a shelf. So why does this keep happening—and more importantly, how do we stop it?

In this episode, Pete Machtley, Senior Director of Professional Services at BrightEdge, joins Dean and Anthony for a conversation every consulting leader needs to hear. They unpack why even smart recommendations often go unimplemented, what gets in the way, and how great consultants build momentum before, during, and after the sale.

From navigating internal politics and cross-functional bottlenecks to tracking executive relationships like your future depends on it (because it might), Pete shares tactical ways to stay relevant, stay helpful, and ultimately stay hired. Whether you’re selling strategy, delivering implementation, or trying to avoid becoming a ghosted vendor, this one’s packed with real-life insight and advice.

You’ll learn:

• How to set up for implementation success before the deal is even closed
• Why executive sponsorship isn’t just a checkbox—it’s a lever
• What to do when your buyer moves on mid-project
• How to “care out loud” and create long-term value, even after the engagement ends

This episode isn’t about fancy frameworks. It’s about the unglamorous, unskippable work of helping clients get real results—and being the kind of consultant they actually want to call back.

About The Consultant's Way Podcast

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:

• Build high-performing consulting and professional services teams

• Differentiate your offerings and increase organizational growth

• Deliver exceptional client value and drive impactful outcomes

Brought to you by:

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more:  https://mcmannransford.com/

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more:  https://www.consultantsway.com/

Connect with us:

• LinkedIn:

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com

Interested in being a guest?

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.

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AI is fundamentally reshaping how professional services teams deliver work, scale operations, and define value. In this episode, Dean and Anthony sit down with Sri Ganesan, Co-Founder and CEO of Rocketlane, to unpack what that means for PS teams today and where it is all headed.

Sri shares why many PS organizations are missing the bigger opportunity with AI. While teams are focused on automating admin tasks, the real efficiency gains come from rethinking how the work itself gets done. Forward-thinking teams are embedding AI into delivery, not just back-office processes, changing everything from project scope to skills to pricing models.

The conversation explores how the perception of value is shifting for both teams and customers. Deep technical knowledge is no longer the only currency. AI is taking on more of the heavy lifting, while human consultants will win by interpreting information, building relationships, and guiding customers to success in real time.

Sri also explains how this evolution will reshape team structures and customer expectations. Services will become more modular, timelines will shrink, and outcome-based pricing will replace traditional hours and materials models. He offers real examples of organizations already making this shift and the cultural mindset it takes to get there.

For PS leaders wondering where to start, Sri lays out how to experiment with AI without falling behind, how to build curiosity and adaptability into your team, and why clinging to outdated models may actually create more risk than change itself.

This is a must-listen for anyone building, leading, or evolving a professional services function in today’s market.

About The Consultant's Way Podcast

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:

• Build high-performing consulting and professional services teams

• Differentiate your offerings and increase organizational growth

• Deliver exceptional client value and drive impactful outcomes

Brought to you by:

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more:  https://mcmannransford.com/

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more:  https://www.consultantsway.com/

Connect with us:

• LinkedIn:

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com

Interested in being a guest?

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.

----------------------------------------------------------------------------------------------------------------

In this episode, Dean and Anthony sit down with Jeffrey Fidelman, CEO and founder of Fidelman & Co, a fundraising partner to early-stage startups and emerging fund managers. Jeffrey shares the gritty truth about transitioning from corporate leader to founder and what it really takes to build something from scratch. Spoiler: it’s not just about having a strong resume. 

He reflects on his own journey from investment banking to launching a boutique consulting firm—and how that evolved into a scalable business with a productized offering. Along the way, Jeffrey outlines the common traps executives fall into when they try to freelance their way into entrepreneurship, and what separates the consultants who burn out from those who build something lasting. 

If you’re exploring life beyond the corporate walls, wondering how to monetize your experience, or thinking about raising capital for a service business, Jeffrey doesn’t sugarcoat it. He offers insight into what investors actually want, why network reliance isn’t a strategy, and how to tell if you’re building a business or just temporarily unemployed with a logo. 

From building repeatable systems to thinking like a scientist in your go-to-market experiments, Jeffrey’s take is refreshingly practical. The advice hits even harder if you’re in the consulting world and debating whether to stay solo or build something bigger. 

It’s the kind of conversation that pulls back the curtain on fundraising myths, shines a light on the risks you don’t see coming, and reminds you that “doing it right” is still a winning strategy. 

About The Consultant's Way Podcast

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:

• Build high-performing consulting and professional services teams

• Differentiate your offerings and increase organizational growth

• Deliver exceptional client value and drive impactful outcomes

Brought to you by:

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more:  https://mcmannransford.com/

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more:  https://www.consultantsway.com/

Connect with us:

• LinkedIn:

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com

 Interested in being a guest?

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.

--------------------------------------------------------------------------------------------------------------------Canon’s print business isn’t what it used to be, and Kevin Roman is here to explain why that’s a good thing. As Director of Professional Services and Software Solutions, Kevin shares how his team at Canon USA is evolving from hardware-focused projects to outcome-driven partnerships. We dig into how they are blurring the lines between project delivery and customer success, building a model centered on long-term value and measurable impact.

Kevin talks about shifting from install-and-exit to value-for-life, how service contracts and software subscriptions are reshaping the business, and why training customers’ sales teams might be the secret to driving adoption. He also gives a candid look at the realities of aligning executives and delivery teams to make it happen. Spoiler alert: metrics matter, but customer advocacy might matter more.

If you’re trying to position professional services at the heart of long-term customer outcomes—and convince the rest of your organization to follow—Kevin’s story delivers real-world insights without sugar-coating the challenges.

About The Consultant's Way Podcast

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:

• Build high-performing consulting and professional services teams

• Differentiate your offerings and increase organizational growth

• Deliver exceptional client value and drive impactful outcomes

 Brought to you by:

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more:  https://mcmannransford.com/

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more:  https://www.consultantsway.com/

 Connect with us:

• LinkedIn:

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com

 Interested in being a guest?

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.

--------------------------------------------------------------------------------------------------------------------

Paul Milana joins The Consultant’s Way to talk about the evolution from implementer to trusted advisor. A self-proclaimed data geek turned professional services leader, Paul shares how curiosity, communication, and a little trial and error shaped his career and his team. He dives into the discovery process and why it’s more than a sales step. 

For Paul, it’s a moment to listen, decode client dialects, build trust, and surface the real problems no spreadsheet can reveal. He talks about designing discovery sessions that are as useful to the client as they are to the vendor and how a great discovery lays the foundation for a lasting partnership. 

Paul also shares how he turned a scrappy integrations team into a full-fledged professional services organization and what it takes to turn a doer into an advisor. If you've ever felt like you’re doing more than implementing—you’re interpreting, connecting, guiding—this one will resonate.

About The Consultant's Way Podcast

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:

• Build high-performing consulting and professional services teams

• Differentiate your offerings and increase organizational growth

• Deliver exceptional client value and drive impactful outcomes

 Brought to you by:

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more:  https://mcmannransford.com/

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more:  https://www.consultantsway.com/

 Connect with us:

• LinkedIn:

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com

 Interested in being a guest?

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.

--------------------------------------------------------------------------------------------------------------------

In this episode of The Consultant’s Way, we sit down with Justin Manduke, VP of Professional Services at AuditBoard, to explore what he calls the growth paradox. With experience leading post-sale teams at companies like Medallia, Blend, and Afresh, Justin brings a sharp perspective on why professional services teams often chase maturity too early—and how that can quietly derail growth.

Many PS leaders feel pressure to act like a fully mature organization long before they’ve earned it. They jump into optimizing for margins, building partner networks, and tracking detailed KPIs when they haven’t yet mastered the basics of delivering value consistently. Justin explains why those efforts, while well-intentioned, can become roadblocks rather than milestones.

We also talk about the difference between delivering well and scaling well, the risks of outsourcing before you’re ready, and the mistake of assuming that what worked at one growth stage will work at another. Justin lays out what PS leaders should focus on in each phase of growth and how to build credibility across the company by aligning your strategy with the real goals of the business.

This conversation is for any PS leader who’s been told to "get more efficient" without being given a map, or who feels stuck between short-term demands and long-term goals. Justin offers a way forward, with smart, practical guidance based on years in the trenches.

About The Consultant's Way Podcast

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:

• Build high-performing consulting and professional services teams

• Differentiate your offerings and increase organizational growth

• Deliver exceptional client value and drive impactful outcomes

Brought to you by:

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more:  https://mcmannransford.com/

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more:  https://www.consultantsway.com/

Connect with us:

• LinkedIn:

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com

Interested in being a guest?

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.

--------------------------------------------------------------------------------------------------------------

In this episode of The Consultant’s Way Podcast, we sit down with Kevin Keene, a veteran in professional services and technology leadership. With over 15 years of experience, Kevin shares hard-earned insights on the evolving role of professional services in SaaS organizations. He unpacks how PS can be more than just a delivery arm—becoming a strategic partner in customer success, upsells, and long-term value. 

We explore the importance of strong internal and external handoffs, cross-functional alignment, and building teams that can actually support the strategy leadership claims to want. Kevin breaks down the now-famous three-legged stool analogy, reminding us that sales, services, and support must be balanced to keep the customer relationship steady. He also offers practical advice for PS leaders trying to stay out of the silo, communicate impact to the C-suite, and make a compelling case for investing in team development. If you’ve ever felt like your PS team is doing too much with too little or you're struggling to convince leadership that services is more than just a line item, Kevin’s perspective is a must-hear. 

This conversation is smart, candid, and filled with real-world examples any leader can learn from—plus a few baseball takes that will hit home if you’ve ever rooted for a team that breaks your heart.

About The Consultant's Way Podcast

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:

 • Build high-performing consulting and professional services teams 

• Differentiate your offerings and increase organizational growth 

• Deliver exceptional client value and drive impactful outcomes

 Brought to you by: 

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ 

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ 

 Connect with us: 

• LinkedIn: 

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com 

 Interested in being a guest? 

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.

-----------------------------------------------------------------------------------------------------------------

In this episode, Blake Jensen, Senior Director of Professional Services at SOCi, joins us to unpack the tension between AI hype and real-world application in professional services.

While AI dominates headlines and boardroom agendas, Blake argues most teams are not behind—they are simply sorting signal from noise. He shares how his team approaches AI adoption with discipline, focusing on use cases that genuinely improve client delivery and internal workflows. From automating kickoff prep to evaluating tools with an eye on data integrity, Blake offers a grounded look at what’s working and what is not.

The conversation explores the limits of AI in consulting, where the true value still lies in emotional intelligence, strategic thinking, and human connection. Blake is optimistic about the future but clear that consultants will need to evolve. As information becomes more accessible, it will be how people think, connect, and lead that drives differentiation.

We also step back to look at broader shifts in SaaS and PS models. Blake, Dean, and Anthony discuss how evolving expectations, changing client relationships, and AI-fueled disruption are reshaping what it means to deliver value.

This episode offers honest insight, practical takeaways, and a few good laughs. Whether you are experimenting with AI or trying to define your PS team’s next chapter, there is something here for you. 

About The Consultant's Way Podcast

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:

 • Build high-performing consulting and professional services teams 

• Differentiate your offerings and increase organizational growth 

• Deliver exceptional client value and drive impactful outcomes

Brought to you by: 

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ 

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ 

Connect with us: 

• LinkedIn: 

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com 

 Interested in being a guest? 

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.

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In this episode of The Consultant’s Way, we sit down with Munish Khanna, VP of Professional Services at Tavant, who brings more than 20 years of experience building consulting and engineering teams that not only function but thrive. From leading a 5,000-person team at TCS to shaping engineering at Cisco, Munish shares practical insight on how to build team structures that scale, motivate, and deliver consistent value.

We dive into how to define roles that adapt over time, how to foster psychological safety across global teams, and how to balance business outcomes with real human needs. Munish also shares his take on how AI can enable better staffing decisions, resource development, and team performance—provided your organization has the right data foundation.

Culture comes up often, and for good reason. Munish explains why effective leadership starts with caring deeply about the growth and wellbeing of your team, and how that attitude can shape the success of an entire organization. He talks openly about what it takes to create a culture people want to be part of, and what happens when values get compromised for performance.

Whether you’re leading a team or trying to build one from scratch, this conversation offers real-world takeaways on how to build and grow teams that work.

About The Consultant's Way Podcast

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:

 • Build high-performing consulting and professional services teams 

• Differentiate your offerings and increase organizational growth 

• Deliver exceptional client value and drive impactful outcomes

 Brought to you by: 

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ 

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ 

 Connect with us: 

• LinkedIn: 

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com 

 Interested in being a guest? 

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.

---------------------------------------------------------------------------------------------------------------

In this episode of The Consultant’s Way, we’re joined by Taylor Barnes, VP of Professional Services at Park Place Technologies, for a conversation that hits at the heart of what separates vendors from true consulting partners.

Taylor shares what it means to move beyond transactional services and into strategic advisory roles. He breaks down the shift from simply fulfilling a Statement of Work to helping clients see the bigger picture. That could mean turning a basic relocation project into an opportunity for site readiness planning, data sanitization, or future-proofing compliance strategies. Clients often approach providers with a narrow view of what they need. It’s on us to guide them toward what will truly create value—without overcomplicating or overstepping the initial ask.

The conversation also explores the fine line between consultative selling and overpromising. Taylor cautions against saying yes to every part of an RFP when your team may not have the capabilities or delivery model to back it up. Being self-aware and honest about what you can do builds more trust than chasing short-term wins that lead to long-term issues.

Taylor also emphasizes delivery excellence. He explains how proactive communication shapes the relationship and sets the tone for long-term success. Surprises will happen. The key difference is who raises them first and how they are handled. One of his go-to coaching tips: pretend the work is already done, and you are writing the case study. That mindset improves how you qualify deals, scope the work, and engage clients throughout the journey.

From sales to delivery, this episode is filled with practical tactics, real-world examples, and a few philosophical nuggets. If you are looking to elevate your professional services team from task-taker to trusted partner, this one is for you. It is about becoming the kind of consulting team clients remember—for all the right reasons.

About The Consultant's Way Podcast

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:

 • Build high-performing consulting and professional services teams 

• Differentiate your offerings and increase organizational growth 

• Deliver exceptional client value and drive impactful outcomes

Brought to you by: 

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ 

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ 

 Connect with us: 

• LinkedIn: 

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com 

 Interested in being a guest? 

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.

---------------------------------------------------------------------------------------------------------------

In this episode of The Consultant’s Way, Thomas Gebhart joins Anthony and Dean for a rich discussion on what it really takes to lead successful transformations inside professional services organizations. Drawing from decades of experience across FinTech, healthcare, SaaS, and embedded PS teams, Thomas explains why change is so difficult even when everyone agrees it’s needed.

The conversation kicks off with the forces pushing PS teams toward more consultative and outcomes-driven models—and why many organizations fail to fully evolve despite making the decision to transform. Thomas shares insights on the cultural resistance from within, especially among top performers whose roles are evolving, and how leaders can address this head-on.

He dives into the challenges of executing transformation when there’s no “burning platform,” the importance of executive alignment, and the traps of trying to do too much too fast. From skill mapping and sales integration to project discipline and team buy-in, Thomas shares what’s worked, what hasn’t, and how to avoid common pitfalls.

Whether you're in the middle of a major transformation or just beginning to question your organization’s next move, this episode delivers practical wisdom with real-world stories—plus a few candid warnings for leaders who think alignment is a one-time box to check.

About The Consultant's Way Podcast

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:

 • Build high-performing consulting and professional services teams 

• Differentiate your offerings and increase organizational growth 

• Deliver exceptional client value and drive impactful outcomes

Brought to you by: 

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ 

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ 

 Connect with us: 

• LinkedIn: 

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com 

 Interested in being a guest? 

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.

------------------------------------------------------------------------------------------------------------------

What happens when a professional services team stops seeing itself as an implementation machine and starts acting like a long-term strategic partner?

In this episode, Edgar Amaya, VP of Professional Services and Customer Experience at Accruent, shares how his team is rewriting the role of services inside a fast-moving software organization. Edgar walks us through his transition from Customer Success to leading PS, and what surprised him most when stepping back into the world of delivery. Spoiler: a lot has changed.

From pushing beyond project completion to owning post-go-live value, Edgar explains why being “just the delivery team” is no longer enough, and how PS can (and should) play a central role in client loyalty, revenue retention, and long-term strategic growth. He opens up about the internal shifts needed to make this happen, from transforming how his team thinks about consultative work to building stronger partnerships with sales.

Whether you’re figuring out how to evolve your own PS org or trying to align advisory offerings with what the market actually needs, Edgar’s perspective will hit home. He talks real challenges, real mindset shifts, and real outcomes—and how giving your team the space to think can drive innovation you didn’t see coming.

This episode is especially relevant for PS leaders navigating change, tech execs rethinking service models, or anyone trying to transform their team from a “doers” mindset to true business problem solvers.

About The Consultant's Way Podcast

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:

 • Build high-performing consulting and professional services teams 

• Differentiate your offerings and increase organizational growth 

• Deliver exceptional client value and drive impactful outcomes

 Brought to you by: 

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ 

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ 

 Connect with us: 

• LinkedIn: 

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com 

 Interested in being a guest? 

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.

-----------------------------------------------------------------------------------------------------------

In this episode, Dean McMann and Anthony Paluska sit down with Anand Pallapalayam, VP of Enterprise Data Protection at LPL Financial, for a conversation that blends technical leadership, service philosophy, and human-centered consulting. With over a decade of experience in professional services before stepping into his current enterprise role, Anand shares lessons learned from both sides of the client/vendor relationship—and why viewing everyone as a customer fundamentally changes the way you work.

Anand challenges the “get in, get out” mindset that still dominates some professional services cultures, arguing instead for a more thoughtful, outcome-driven approach. He shares how his teams have leaned into design discovery workshops to break down complex client needs, and how “agree to disagree” is sometimes the best place to start when trying to shift enterprise thinking. Throughout the conversation, Anand keeps it real with stories of early training missteps, leadership lessons, and how small moments of humility and humanity can forge deep client loyalty.

This episode is packed with sharp insights for anyone balancing the tension between standardized solutions and tailored services, especially in technical and security-heavy environments. Whether you're leading a PS team, trying to evolve how your organization sees services, or just someone who wants to keep learning (and keep your ego in check while doing it), this one’s worth the listen.

Anand’s style is equal parts service-minded, hands-on, and people-first—a reminder that deep technical knowledge means very little if you can’t connect with the humans across the table.

About The Consultant's Way Podcast

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:

 • Build high-performing consulting and professional services teams 

• Differentiate your offerings and increase organizational growth 

• Deliver exceptional client value and drive impactful outcomes

Brought to you by: 

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ 

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ 

Connect with us: 

• LinkedIn: 

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com 

 Interested in being a guest? 

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.

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In this episode of The Consultant’s Way podcast, Dean McMann and Anthony Paluska sit down with Mike Vazquez, Director of Professional Services at Avanti, to explore the power of mentorship in consulting. Mike shares his journey from startup environments to leading large professional services teams, emphasizing the critical role that mentorship has played in his own career development and the success of those he leads.

Mike discusses his approach to onboarding, coaching, and mentoring, breaking it down into distinct phases. He highlights the importance of not just technical training, but also developing the consulting skills that truly differentiate top performers. From guiding new hires through their first few months to helping more seasoned professionals navigate complex client interactions, Mike shares how he structures support to ensure long-term career growth.

The conversation also touches on the challenges of managing burnout, especially in remote work settings, and the importance of building strong, lasting relationships with clients and colleagues. Mike’s insights into balancing immediate project needs with long-term career planning provide valuable guidance for anyone looking to make a lasting impact in the consulting world.

Listen in for practical advice on creating mentorship frameworks, balancing technical and consulting skills, and the small habits that drive big career gains.

About The Consultant's Way Podcast
The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:
 • Build high-performing consulting and professional services teams 
• Differentiate your offerings and increase organizational growth 
• Deliver exceptional client value and drive impactful outcomes

Brought to you by: 
• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ 
• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ 

Connect with us: 
• LinkedIn: 
 ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/ 
 ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b 
• Email: podcast@consultantsway.com 

Interested in being a guest? 
We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.
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In this episode, Dean McMann and Anthony Paluska sit down with Eric Sanchez, a seasoned professional with over 25 years in the software industry. They tackle a recurring challenge in professional services – the "Groundhog Day" effect, where the same mistakes are repeated despite abundant data on what drives long-term customer success. 

Eric shares insights from his career, emphasizing the critical role of professional services in accelerating customer growth, reducing risk, and increasing retention. He highlights the importance of data-driven decisions, the pitfalls of short-term thinking, and the power of aligning professional services early in the sales process to maximize customer lifetime value. 

With real-world examples and hard-hitting data, this episode offers a practical playbook for PS leaders looking to drive impact and influence strategic sales decisions.

About The Consultant's Way Podcast

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:

 • Build high-performing consulting and professional services teams 

• Differentiate your offerings and increase organizational growth 

• Deliver exceptional client value and drive impactful outcomes

Brought to you by: 

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ 

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ 

Connect with us: 

• LinkedIn: 

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com 

Interested in being a guest? 

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.

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In this episode, Anthony Paluska and Dean McMann sit down with Debbie O'Meara, a 20-year veteran in the software industry, to discuss the critical role of professional services in delivering client outcomes. Debbie’s extensive experience spans companies like Contract Logix, PennyMac, Qvidian, and Upland, where she has overseen everything from onboarding and education to high-stakes project management.

The conversation dives into the often-overlooked but crucial handoff between sales and professional services. Debbie emphasizes that one of the biggest gaps is the disconnect between what was promised during the sales process and what is actually implemented. She shares insights on the importance of capturing customer goals early, ensuring these are clearly communicated to delivery teams, and maintaining alignment throughout the customer journey. Debbie recalls a project where the initial handoff missed critical context, leading to major challenges when the implementation team met the client for the first time, underscoring the need for better internal communication.

Dean and Anthony also explore the importance of outcome-focused project management. Debbie argues that project managers should be more than just task managers – they should act as trusted advisors, guiding clients toward meaningful outcomes rather than just checking boxes on a statement of work (SOW). This mindset shift, she explains, not only leads to more satisfied clients but also strengthens long-term customer relationships.

The discussion wraps up with practical advice for services leaders, including the need to "replan" at the start of every project to account for evolving client needs, capture critical context, and avoid common pitfalls. Debbie’s insights underscore the need for a more holistic approach to professional services, one that prioritizes long-term client success over short-term deliverables.

Listen in to learn how shifting from task-based to outcome-based project management can transform your client relationships and set your services team up for lasting success.

In this special episode of The Consultant’s Way Podcast, Anthony Paluska sits down with Jackie McMann to break down key insights from the recent TSIA Interact conference. With the tech services industry evolving at breakneck speed, they cover the hottest topics shaping the future of professional services, including the rapid rise of AI, the critical role of data, and the ongoing struggle to align sales and delivery teams.

Jackie shares her observations on how AI is transforming the way services are delivered, highlighting both the opportunities and challenges it brings to PS leaders. From reducing manual tasks to enabling data-driven decision-making, AI is changing the game, but only for those willing to invest in the right tools and skills.

They also dive into the importance of data hygiene, a recurring theme at the conference. As more companies rely on data to drive strategy and customer insights, keeping that data clean, accurate, and actionable has never been more critical. Jackie emphasizes that while it might not be the most glamorous topic, it’s a foundational piece for scaling any successful services business.

Finally, they discuss the often-misunderstood relationship between sales and professional services. As companies continue to push for rapid growth, the need for alignment between these teams has never been greater. Jackie offers practical advice for breaking down silos, improving collaboration, and ensuring that services teams are positioned as strategic partners rather than just post-sale support.

Whether you attended TSIA Interact or are simply looking to stay ahead in the fast-paced world of tech services, this episode is packed with actionable insights for PS leaders at every level.

Listen now to get a front-row seat to the conversations shaping the future of professional services.

About The Consultant's Way Podcast

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:

 • Build high-performing consulting and professional services teams 

• Differentiate your offerings and increase organizational growth 

• Deliver exceptional client value and drive impactful outcomes

Brought to you by: 

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ 

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ 

Connect with us: 

• LinkedIn: 

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com 

Interested in being a guest? 

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.

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What does “quality” actually mean in consulting and professional services?

In this episode, Dean McMann and Anthony Paluska sit down with Dr. Jose Bronet to dig into that exact question—and why most firms aren’t measuring the right things to answer it. While delivery metrics like timelines and budgets may be easy to track, they rarely reflect what really matters to clients: trust, clarity, and outcomes.

Drawing from his work leading global customer experience efforts, Jose shares a refreshingly practical framework: five questions every services leader should be asking to evaluate quality through the client’s eyes. The conversation dives into why intent matters, how to tell if your team is aligned with client goals, and what it means to deliver excellence beyond a scope of work.

They also explore the unique challenge of remote consulting, where "showing up" looks different but matters just as much, and the subtle ways teams either build or erode credibility with stakeholders. Spoiler: just doing what’s asked isn’t enough.

This episode is a must-listen for anyone leading or supporting service teams, especially if you’re rethinking how to improve consistency, loyalty, or client outcomes in today’s hybrid, high-stakes environment.

Whether you run a PS organization or are just trying to help your team have more impact, you’ll walk away with a more human, more rigorous way to define—and deliver—quality.

About The Consultant's Way Podcast

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:

 • Build high-performing consulting and professional services teams 

• Differentiate your offerings and increase organizational growth 

• Deliver exceptional client value and drive impactful outcomes

 Brought to you by: 

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ 

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ 

 Connect with us: 

• LinkedIn: 

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com 

 Interested in being a guest? 

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.

----------------------------------------------------------------------------------------------------------------

In this episode of The Consultant’s Way, Chris Holmgren joins Dean and Anthony to share real-world lessons from leading professional services teams through growth, change, and disruption. Drawing on his experiences managing large digital event teams before, during, and after the pandemic, Chris discusses how adaptability, communication, and proactive leadership were critical to success.

Chris highlights the importance of recognizing team strengths early, scaling thoughtfully—not just adding headcount—and preserving institutional knowledge through periods of rapid change. He emphasizes the need for strong internal and client-facing communication, proactive transparency with leadership, and creating scalable systems that balance personal leadership with structured data insights.

Through stories of scaling teams up and down under extreme pressure, Chris offers practical takeaways about building trust, empowering team members, and maintaining motivation even when workloads are high. He also shares a humorous moment where a last-minute national ad campaign required an "all hands on deck" scramble—reinforcing that even with strong plans, agility always wins.

Key themes include: putting the right people in the right roles, the power of communication at every level, fostering adaptability, and designing systems that help leaders stay close to the business without micromanaging. Whether navigating hypergrowth or a strategic contraction, Chris’s insights offer valuable lessons for PS leaders managing in an unpredictable world.

About The Consultant's Way Podcast

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:

 • Build high-performing consulting and professional services teams 

• Differentiate your offerings and increase organizational growth 

• Deliver exceptional client value and drive impactful outcomes

 Brought to you by: 

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ 

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ 

 Connect with us: 

• LinkedIn: 

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com 

 Interested in being a guest? 

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.

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In this episode of The Consultant’s Way, Mitchell Palsson joins Dean and Anthony to explore a critical blind spot in professional services: the lack of business acumen across many consulting teams—and the impact it has on client value, internal credibility, and career development.

Mitchell, a PS operations leader turned chief of staff, shares how his own path revealed the disconnect between technical consulting excellence and true business understanding. While consultants are often deeply knowledgeable about their product or platform, they frequently struggle to connect that knowledge to client outcomes—or communicate effectively with executives inside and outside the business.

He argues that this isn’t a skills gap—it’s a development gap. Many organizations have deprioritized investment in their people, leaving consultants to figure out business basics like revenue recognition, margin, and customer lifetime value on their own. And when consultants don’t understand how the business works, they can’t articulate their impact, defend the value of services, or build long-term relationships with clients.

Throughout the conversation, Mitchell offers a call to action for PS leaders: invest in your people beyond the technical. Help them connect their work to what matters to the business and the customer. Track more than project dates—track how your work drives revenue, retention, and stickiness. And train your teams to speak the language of both clients and executives.

Whether you're leading a PS org, building your own business acumen, or trying to turn technical SMEs into trusted advisors, this episode delivers a thoughtful, experience-based look at how to bridge the gap between delivery and impact.

About The Consultant's Way Podcast

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:

 • Build high-performing consulting and professional services teams 

• Differentiate your offerings and increase organizational growth 

• Deliver exceptional client value and drive impactful outcomes

 Brought to you by: 

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ 

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ 

 Connect with us: 

• LinkedIn: 

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com 

 Interested in being a guest? 

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.

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In this episode of The Consultant’s Way, Ghazal Moore joins Dean and Anthony to tackle a long-standing and deeply entrenched challenge in SaaS: the identity crisis of professional services. Are they meant to be a revenue-generating business unit? A loss leader? An afterthought bundled into product deals? The answer, for many organizations, is murky—and the consequences of that ambiguity are real.

Ghazal draws from her 20+ years of experience across consulting, SaaS, and operations to explain how misalignment between executive leadership, sales, customer success, and professional services creates ongoing confusion, shifting priorities, and internal friction. That misalignment doesn't just frustrate employees—it impacts retention, weakens customer outcomes, and erodes the perceived value of services.

She contrasts organizations that intentionally operate PS as a loss leader—with aligned KPIs and clear expectations—against those that fall into it by accident, stuck between revenue goals and a culture of “just give it away.” The result? Overworked teams, underperforming financials, and a slow bleed of talent.

But the episode doesn’t stop at diagnosis—it offers a path forward. Ghazal shares a practical three-part framework focused on:

1. Executive alignment and role clarity
2. Offsetting revenue with well-scoped offerings
3. Equipping and incentivizing sales to sell services effectively

She emphasizes the importance of treating sales as a customer, tracking time spent on non-billable but valuable work, and giving professional services teams the tools and autonomy to control their own destiny—even within complex SaaS ecosystems.

Whether you’re leading a PS team in a fast-growing tech company, trying to make your case for investment, or just tired of being everyone’s favorite fire drill, this conversation offers grounded, strategic advice you can act on today.

About The Consultant's Way Podcast

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:

 • Build high-performing consulting and professional services teams 

• Differentiate your offerings and increase organizational growth 

• Deliver exceptional client value and drive impactful outcomes

 Brought to you by: 

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ 

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ 

 Connect with us: 

• LinkedIn: 

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com 

 Interested in being a guest? 

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.

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In this episode of The Consultant’s Way Podcast, Dean and Anthony sit down with Bo DiMuccio, head of the Professional Services practice at TSIA and one of the most respected voices in the industry. Together, they unpack the findings of TSIA’s 2025 State of Professional Services report—and the reality check is as eye-opening as it is insightful.

Bo shares why, despite ongoing disruption, embedded professional services organizations still look strikingly similar to how they did five years ago—and why that's both a strength and a warning sign. The conversation dives deep into the paradox of PS leaders trying to “keep the lights on” while also transforming their operating models to support subscription revenue, AI integration, and scalable delivery.

They explore why strategies around AI and recurring service models are gaining attention, but implementation is lagging, with only 3% of PS leaders rating their AI maturity as high. Bo also highlights the top four challenges PS leaders are grappling with today, which split evenly between operational efficiency and long-term transformation.

Throughout the episode, Bo calls out a critical problem: too many PS leaders are operating without a documented strategy, leading to misalignment, unrealistic financial expectations, and missed opportunities. He explains how lacking a clear mission often forces PS teams into reactive mode, distorting their business models and creating friction with executive stakeholders.

Whether you're trying to build a scalable PS function, make sense of AI’s role, or just stop being the “tail” in a product-led org, this episode is packed with data, experience, and practical advice to help PS leaders take control of their future.

About The Consultant's Way Podcast

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:

 • Build high-performing consulting and professional services teams 

• Differentiate your offerings and increase organizational growth 

• Deliver exceptional client value and drive impactful outcomes

Brought to you by: 

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ 

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ 

 Connect with us: 

• LinkedIn: 

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com 

 Interested in being a guest? 

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.

-----------------------------------------------------------------------------------------------------------

 In this episode of The Consultant’s Way Podcast, Dean McMann and Anthony Paluska sit down with seasoned professional services leader Brian Silverman to talk about one of the most overlooked—and most critical—aspects of running a high-performing PS organization: strategic workforce planning.

Brian unpacks the real-world implications of getting staffing wrong: delayed revenue, client dissatisfaction, burnout, and missed growth opportunities. He explains why the “just-in-time” staffing mindset doesn’t work in consulting, and why so many PS orgs fall into the trap of reacting to demand instead of planning for it. From building a proactive hiring model to embracing college recruiting as a long-term strategy, Brian offers practical advice for leaders who want to create a staffing strategy that scales.

The conversation covers the balancing act between utilization metrics and talent development, the risks of holding onto underperformers, and how having a strong “next person up” bench can transform a practice. Brian also shares insights on leveraging third-party partners effectively—without damaging client trust or team morale.

Whether you’re managing a team of 10 or 1,000, this episode will challenge you to rethink how you’re developing talent, planning headcount, and preparing your firm for what’s next.

About The Consultant's Way Podcast
The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:
• Build high-performing consulting and professional services teams
• Differentiate your offerings and increase organizational growth
• Deliver exceptional client value and drive impactful outcomes

Brought to you by:
• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/
• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/

Connect with us:
• LinkedIn:
○ Dean McMann - https://www.linkedin.com/in/deanmcmann/
○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b
• Email: podcast@consultantsway.com

Interested in being a guest? 
We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.
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In this episode of The Consultant’s Way Podcast, hosts Dean McMann and Anthony Paluska discuss key events shaping consulting and professional services. They start by analyzing the new administration’s efforts to cut government spending, including the cancellation of 22 consulting contracts totaling $45 million. While these cuts mainly affect firms specializing in government contracts, they signal a broader shift toward scrutinizing consulting expenditures. The hosts debate the long-term impact, acknowledging that while some realignment is necessary, the ripple effects could disrupt Washington, D.C.'s economy and lead to job losses. They also note some consulting firms may still find opportunities advising on these very cost-cutting initiatives.

The conversation shifts to the trend of professional services teams in SaaS and product companies expanding beyond implementation. Many organizations now push PS teams toward strategic, consultative roles, increasing their value and making software offerings “stickier” with clients. The hosts question whether this is an industry-wide movement or a trend among firms already inclined toward this shift. They express interest in gathering data to determine if this transformation is a corporate mandate or an organic evolution led by ambitious PS leaders.

Next, they discuss research from Future CIO on barriers to enterprise software adoption. Findings reveal that internal misalignment on desired outcomes, uncertainty about vendor capabilities, and disagreement on key features are major hurdles. The hosts note these challenges highlight the need for tech providers to go beyond selling software and instead help clients clarify business objectives before making a purchase.

Finally, they explore the latest AI developments, specifically DeepSeek’s cost-effective AI model. SAP’s CEO recently praised this innovation, suggesting it could democratize AI access for mid-sized tech firms previously unable to compete with giants like Google and Meta. The hosts agree this shift could level the playing field and accelerate AI adoption across industries. They close by emphasizing the need to stay ahead of these changes and invite listeners to share topics for future discussions.

About The Consultant's Way Podcast
The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:
• Build high-performing consulting and professional services teams
• Differentiate your offerings and increase organizational growth
• Deliver exceptional client value and drive impactful outcomes

Brought to you by:
• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/
• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/

Connect with us:
• LinkedIn:
○ Dean McMann - https://www.linkedin.com/in/deanmcmann/
○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b
• Email: podcast@consultantsway.com

Interested in being a guest?
We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.
--------------------------------------------------------------------------------------------------------------------In this episode of The Consultant’s Way Podcast, hosts Dean McMann and Anthony Paluska welcome Bob Wright, founder of Firebrick, Inc., a consulting firm specializing in B2B tech positioning. Bob shares how SaaS companies must evolve beyond the initial land grab phase and focus on sustainable growth through expansion and renewals. The discussion highlights how professional services teams are becoming central to this shift, moving from basic implementation roles to key drivers of customer lifetime value (CLV).

Bob explains that many SaaS firms still operate under outdated acquisition-focused models, failing to see they are running three distinct businesses—customer acquisition, upsell and expansion, and renewals. Companies that master all three are thriving in today’s tighter buying climate. This shift demands a new mindset, new talent, and a stronger emphasis on consultative selling over pure tech deployment.

A major theme is positioning. Bob stresses that companies must shift from feature-driven messaging to problem-driven storytelling. Buyers are overwhelmed with tech options and need a compelling reason to act. The most successful firms sell a big, high-stakes problem rather than just a product, carving out a unique and defensible position—what he calls “owning a corner of the room.”

The conversation also touches on AI as both a disruptor and opportunity. While AI is transforming businesses, Bob argues that simply adding “AI” to a product won’t drive real differentiation. Instead, companies need a clear, specialized AI narrative tied to solving critical business problems.

The episode closes with a call for professional services leaders to take charge of this transformation. Those who embrace a consultative, problem-solving approach will become the key differentiators in their markets.

About The Consultant's Way Podcast
The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:
• Build high-performing consulting and professional services teams
• Differentiate your offerings and increase organizational growth
• Deliver exceptional client value and drive impactful outcomes

Brought to you by:
• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/
• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/

Connect with us:
• LinkedIn:
○ Dean McMann - https://www.linkedin.com/in/deanmcmann/
○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b
• Email: podcast@consultantsway.com

Interested in being a guest?
We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.
------------------------------------------------------------------------------------------------------------------
In this episode of The Consultant’s Way Podcast, hosts Dean McMann and Anthony Paluska welcome Dan Sacchitella, a seasoned professional in sales strategy, consulting, and complex solution development. Dan shares insights from his journey, starting with selling simple instrumentation and progressing into sophisticated software solutions and consulting engagements. His expertise lies in helping clients define and solve their true problems—many of which they struggle to articulate.

Dan emphasizes the critical role consultants play as "corporate therapists," uncovering real issues beneath surface-level concerns. He illustrates this with an example from the food and beverage industry, where clients may believe recipe errors are the problem, but the real issue lies in outdated systems and infrastructure. His approach involves deeply understanding the business, stakeholders, and underlying causes before crafting a solution, ensuring clients feel involved rather than being handed a pre-packaged answer.

The conversation also explores the challenges of shifting organizations from product-based selling to solution-driven consulting. Dan recounts times when executives resisted this evolution, preferring to sell straightforward products over complex solutions requiring consulting and professional services. He discusses navigating internal resistance by selectively adopting leadership guidance while demonstrating the value of a holistic, outcome-driven sales approach.

A major theme of the discussion is trust. Dan highlights that successful consulting isn’t just about having the right technical solution—it’s about fostering strong relationships. Clients buy from people they trust, and trust is built by understanding their needs, providing early value in conversations, and making them feel like co-creators of the solution. Dean and Anthony praise Dan’s ability to craft his own messaging and solutions, noting how he’s thrived even in organizations that failed to provide structured marketing or positioning support.

The episode closes with a key takeaway: success in consulting is rooted in relationships, trust, and a problem-solving mindset.

About The Consultant's Way Podcast
The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:
• Build high-performing consulting and professional services teams
• Differentiate your offerings and increase organizational growth
• Deliver exceptional client value and drive impactful outcomes

Brought to you by:
• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/
• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/

Connect with us:
• LinkedIn:
 ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/
 ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b
• Email: podcast@consultantsway.com

Interested in being a guest?
We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.
-----------------------------------------------------------------------------------------------------------------
In this episode of The Consultant’s Way Podcast, hosts Dean McMann and Anthony Paluska welcome Prashant Mishra, Director of Professional Services at Contrast Security. Prashant shares his journey from software development to professional services, discussing the challenges and mindset shifts required to transition from a technical role to a consultative one. He reflects on overcoming early fears, building confidence, and embracing a client-facing role, highlighting a key piece of advice that guided him—if you know even 5% more than the client, you are an expert.

The conversation explores the growing trend of remote professional services and the challenges it presents, particularly in fostering client relationships and mentoring junior consultants. Prashant notes that while remote work increases efficiency, it also makes it harder to build personal connections and learn from in-person interactions. He emphasizes the value of on-site engagements, where informal moments—like sharing a meal—allow for deeper client relationships extending beyond a single project.

As professional services teams move from implementation to more strategic, outcome-based consulting, Prashant stresses the importance of soft skills training. He believes consultants must learn to communicate solutions effectively, navigate client concerns without creating resistance, and develop a consultative mindset rather than just solving technical problems. He also touches on imposter syndrome, sharing how he overcame self-doubt by asking clarifying questions, seeking mentorship, and continually learning from industry experts.

The episode highlights the broader theme of career growth, particularly for those transitioning from technical to leadership roles. Prashant shares his experience leading a managed services initiative, where he had to navigate uncertainty, align leadership expectations, and push through resistance from different teams. He advocates for a mindset of trial and learning, believing failing and iterating are essential parts of growth.

The hosts commend Prashant’s journey as a technical professional who embraced consulting and an individual who successfully adapted to a new culture and business environment. They close by emphasizing that consulting remains an evolving field full of opportunities for those willing to push their limits and continuously develop their skills.

About The Consultant's Way Podcast
The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:
• Build high-performing consulting and professional services teams
• Differentiate your offerings and increase organizational growth
• Deliver exceptional client value and drive impactful outcomes

Brought to you by:
• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/
• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/

Connect with us:
• LinkedIn:
○ Dean McMann - https://www.linkedin.com/in/deanmcmann/
○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b
• Email: podcast@consultantsway.com

Interested in being a guest?
We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.
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In this episode of The Consultant’s Way Podcast, hosts Dean McMann and Anthony Paluska kick off the new year with a discussion on current events shaping the consulting and professional services industry. They highlight the evolving landscape under the new U.S. administration, particularly how a stronger presence of technology leaders in government may influence business, mergers and acquisitions, and venture capital growth. The conversation touches on immigration policies and the potential loosening of H-1B visa restrictions, which could bring top global talent into the U.S. workforce. While this shift presents opportunities for companies seeking specialized skills, the hosts also acknowledge potential challenges, such as the impact on compensation structures and workforce planning.

Another key discussion point is the ongoing return-to-office movement and its implications for talent retention. Many companies are now mandating in-office work after years of remote flexibility, creating a disconnect between leadership priorities and employee expectations. The hosts suggest that this shift may be an intentional strategy by companies looking to quietly reduce headcount without mass layoffs. They explore how organizations are using this transition as a way to trim excess hiring from previous years and increase operational efficiency, while also debating whether in-person collaboration is necessary for mentoring, culture-building, and long-term professional development.

The episode also delves into the role of artificial intelligence in workforce restructuring. With advancements in AI and automation, companies are increasingly looking to reduce labor costs by optimizing processes and streamlining operations. The hosts reference conversations with executives who predict a significant reduction in workforce needs over the next five years due to AI-driven efficiencies. While this presents cost-saving opportunities, it also raises questions about how businesses will balance technology with human expertise.

Closing out the discussion, Dean and Anthony shift to personal goal-setting for the new year. They share their own approaches to defining long-term success, measuring personal growth, and staying accountable to professional and personal ambitions. They emphasize the importance of reflection, adaptability, and fostering a mindset of abunda

About The Consultant's Way Podcast
The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:
• Build high-performing consulting and professional services teams
• Differentiate your offerings and increase organizational growth
• Deliver exceptional client value and drive impactful outcomes

Brought to you by:
• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/
• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/

Connect with us:
• LinkedIn:
 ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/
 ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b
• Email: podcast@consultantsway.com

Interested in being a guest?
We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.
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In this episode of The Consultant’s Way Podcast, hosts Dean McMann and Anthony Paluska sit down with Alex Connell, VP of Professional Services at Unifyr, to explore a new approach to pricing and delivery in professional services.

Alex shares insights on the Service Points Model, shifting from traditional time-based billing to a value-driven, consumption-based system that enhances customer engagement and efficiency.

He outlines the challenges of traditional SaaS service models, where ongoing client changes get bogged down in lengthy approval processes. Unifyr’s points-based system allows customers to pre-purchase service points, streamlining transactions and shifting the focus from hours worked to value delivered. This approach reduces admin overhead, improves forecasting, and enhances staffing visibility.

The discussion explores the benefits of bundling service points into tiered support packages, integrating technical account management, training, and ongoing customer enablement. By embedding service support into contracts, Unifyr has boosted client retention and reduced churn. Alex compares this model to a subscription service, where customers who actively use their points see greater success and deeper engagement.

Dean and Anthony dig into how this shift makes professional services more strategic, driving customer adoption, success, and revenue growth. Alex explains how PS teams work with customer success managers to proactively reduce low adoption risks, ensuring clients maximize value.

The episode wraps with Alex’s advice for firms hesitant to move away from traditional billing. He emphasizes constant innovation, breaking free from outdated pricing models, and overcoming fear of change. With an engaging and insightful discussion, this episode offers a fresh perspective on making professional services more scalable, predictable, and customer-aligned.

About The Consultant's Way Podcast
The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:
• Build high-performing consulting and professional services teams
• Differentiate your offerings and increase organizational growth
• Deliver exceptional client value and drive impactful outcomes

Brought to you by:
• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/
• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/

Connect with us:
• LinkedIn:
○ Dean McMann - https://www.linkedin.com/in/deanmcmann/
○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b
• Email: podcast@consultantsway.com

Interested in being a guest?
We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.
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In this episode of The Consultant’s Way Podcast, hosts Dean McMann and Anthony Paluska sit down with Dushyant Mitra to discuss how professional services teams within enterprise SaaS companies can evolve to operate more like consulting firms. Dushyant shares insights from his career, highlighting the differences between traditional consulting and professional services, and why many SaaS organizations fail to fully leverage their professional services teams as strategic assets.

The conversation centers on the common challenge of SaaS companies treating professional services as a product add-on rather than a revenue-generating, value-driven function. Dushyant explains that many professional services teams are underutilized, often given away for free or heavily discounted, with little emphasis on profitability or evolving service offerings. He argues that a consulting mindset—focused on financial responsibility, innovation, and evolving alongside product and industry changes—can help these teams drive greater impact for both clients and the company.

Dean and Anthony explore how professional services teams can go beyond basic implementations and support to offer advisory services, change management, and business process optimization. They discuss the importance of helping clients not just adopt a product, but successfully integrate it into their operations. Dushyant emphasizes that professional services teams are in a unique position to provide market insights and feedback to product teams, helping to refine offerings based on real-world use cases.

The conversation also touches on organizational barriers, including resistance from consultants who are more comfortable in technical roles and the challenge of empowering teams to identify new service and sales opportunities. Dushyant shares how companies can encourage a more consultative mindset, helping employees see themselves not just as implementers, but as strategic partners who can contribute to business growth.

The episode wraps up with a discussion on the long-term benefits of this shift, including improved customer retention, increased revenue opportunities, and stronger employee engagement. Dushyant encourages professional services leaders to embrace evolution, empowering their teams to think like consultants and drive meaningful change within their organizations.

About The Consultant's Way Podcast

The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:

 • Build high-performing consulting and professional services teams 

• Differentiate your offerings and increase organizational growth 

• Deliver exceptional client value and drive impactful outcomes

Brought to you by: 

• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ 

• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ 

Connect with us: 

• LinkedIn: 

○ Dean McMann - https://www.linkedin.com/in/deanmcmann/

○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b

• Email: podcast@consultantsway.com 

 Interested in being a guest? 

We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.

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In this episode of The Consultant’s Way Podcast, hosts Dean McMann and Anthony Paluska sit down with Neil Parekh, a seasoned professional services leader, to discuss the evolving landscape of consulting, the shift from traditional billing models, and the importance of balancing technical expertise with consulting skills.

Neil shares insights from his career in IT and professional services, noting that buyer expectations have dramatically shifted over the years. Clients are more informed than ever about technology and business solutions, meaning the old-school approach of staffing projects with junior consultants while a senior leader parachutes in no longer works. Instead, firms must focus on delivering real value, strategic advice, and tangible business outcomes.

One of the biggest changes in professional services is the transition from time-and-materials (T&M) billing to fixed-fee and outcome-based models. Neil explains that while T&M was once the gold standard, today’s clients expect clearer pricing, predictable costs, and guaranteed results. However, this shift creates challenges for firms that must rethink how they price, sell, and staff projects while ensuring profitability. Fixed-fee engagements demand better planning, stronger consulting skills, and a disciplined approach to execution—qualities that many organizations are still developing.

The discussion also touches on how consulting teams must evolve, particularly in developing the soft skills needed to engage clients effectively. Many technical experts struggle with client-facing interactions, and Neil emphasizes the need for training, mentoring, and structured learning to help them grow into trusted advisors. With hybrid and remote work limiting traditional mentorship opportunities, firms must be more intentional about developing consulting skills in a digital-first environment.

The episode closes with a conversation about external pressures on professional services firms, particularly from private equity and investors. Neil highlights how firms that thrived du

About The Consultant's Way Podcast
The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world.  We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:
• Build high-performing consulting and professional services teams
• Differentiate your offerings and increase organizational growth
• Deliver exceptional client value and drive impactful outcomes

Brought to you by:
• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ 
• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/   

Connect with us:
• LinkedIn:
  ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/
  ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b
• Email: podcast@consultantsway.com

Interested in being a guest?
We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.
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In this episode of The Consultant’s Way Podcast, hosts Dean McMann and Anthony Paluska are joined by Andrew Cappiello, Director of Professional Services at CaptivateIQ, to explore critical insights into professional services within SaaS organizations. Andrew shares his journey from teaching middle school to leading professional services teams, emphasizing the parallels between teaching and consulting, particularly in navigating resistance and fostering growth.

The discussion centers on breaking free from the "implementation trap" often faced by SaaS professional services teams. Andrew explains how companies initially focus on scaling implementation roles to support product delivery but often fail to evolve these roles into more strategic, consultative positions. This stagnation not only impacts employee retention but also limits opportunities to build deeper client relationships. Andrew highlights the importance of shifting from transactional interactions to value-driven advisory models, which enhance client stickiness, improve margins, and foster long-term partnerships.

The conversation also delves into talent management and career progression within professional services. Andrew advocates for aligning individual career goals with organizational needs, allowing technical specialists to either remain as builders or evolve into advisory roles based on their aspirations. He underscores the value of blending seasoned industry experts with fresh perspectives to create high-performing, innovative teams.

A recurring theme is the importance of empowering team members to make bold recommendations to clients, even when it involves challenging conversations. Andrew and the hosts stress that true client satisfaction comes from delivering outcomes, not simply following instructions. They encourage a culture of experimentation and adaptability, arguing that risk-taking and iterative learning are essential for innovation and growth in consulting.

The episode concludes with Andrew’s reminder to embrace the challenges of professional services with humor and passion, as enjoying the process translates into better client interactions and team morale. This insightful discussion offers practical advice for navigating the complexities of consulting within SaaS and beyond.

Dean McMann and Anthony Paluska of The Consultant's Way Podcast explore the nuances of selling professional services, emphasizing the importance of engaging early in the decision-making process. They introduce a framework highlighting three pivotal questions executives consider when purchasing: whether to act, how to act, and with whom to act. To avoid being relegated to a mere vendor, they stress the need to focus on the "whether" and "how" stages, where the most value can be demonstrated, rather than competing solely on price during vendor selection.

The hosts underline the importance of building relationships by letting ideas carry the conversation and relaxing in meetings to foster genuine dialogue. Professional services, they note, are not product sales and should avoid the pitfalls of over-preparing or leading with case studies. Instead, success lies in showcasing expertise through insightful questions and tailored guidance that align with the client’s needs.

McMann and Paluska also discuss the challenges of integrating professional services into broader sales efforts, emphasizing the value of team selling. They note that collaboration between consultants and sales teams is essential to manage client expectations effectively and reduce risks. This requires preparation, empathy, and a unified approach to delivering solutions. The ability to navigate between technical and strategic conversations further enhances credibility and helps address challenges in complex sales environments.

Key attributes of successful professional services sellers include being content-rich, conceptual, and genuinely interested in client outcomes. They advocate for developing consultative skills alongside traditional sales practices, which can be trained and honed over time. Additionally, McMann argues that selling more services is a moral imperative—essential for creating lasting value for clients.

The episode concludes with practical advice for handling challenging meetings, interrupting constructively, and managing pricing conversations. By meeting clients where they are, sellers can reframe discussions to focus on partnership and mutual success. These strategies, McMann and Paluska assert, are vital for thriving in the professional services marketplace.

This episode of "The Consultant's Way Podcast" features Bill Henry, a seasoned executive who shares insights from his journey from consulting to running global product and software companies. Henry discusses the fundamental differences between pure professional services and product-attached services, particularly in the SaaS world, where too much services revenue can actually decrease company valuation.

The conversation explores the challenges of software implementation in the SaaS era, with Henry noting that many customers only realize a fraction of their software's value due to inadequate implementation processes. He emphasizes that while customer success teams are important, they don't fully address the need for tailored solutions that professional services provide.

A significant portion of the discussion focuses on Henry's international business experience, particularly in Europe. He highlights the misconception of treating Europe as a single market, explaining how different countries have distinct business cultures, decision-making processes, and market dynamics. For instance, he shares how SAP's dominance in Europe created unique challenges compared to the U.S. market.

Henry provides valuable insights into cross-cultural communication, describing how phrases like "quite okay" in Belgium versus "great" in America carry very different meanings. He also contrasts American and European approaches to problem-solving, noting that Europeans tend to take a more holistic, process-focused approach compared to the American tendency to attribute problems to individuals.

The discussion concludes with Henry sharing experiences about international contract negotiations, particularly in Asian markets, where signing a contract might be viewed as just an early milestone rather than the end of negotiations. He emphasizes the importance of understanding cultural nuances in communication, such as how "yes" might mean "I heard you, but I still disagree" in some Asian cultures, and how asking the right questions becomes crucial in cross-cultural business interactions.

In this episode of The Consultant's Way Podcast, hosts Dean McMann and Anthony Paluska interview Brian Freeman, Vice President of Professional Services at Zywave, a SaaS InsurTech company. With 25 years of experience, including 12 years in Big Four consulting and 10 years in SaaS professional services, Freeman discusses the shifting landscape of professional services organizations.

Freeman explains how the industry has moved from a hypergrowth mindset to focusing on profitable growth over the past two years. This transition has placed greater emphasis on professional services organizations as key contributors to driving profitable growth. He emphasizes the importance of viewing professional services as a "business inside a business," with its own products, marketing, pricing, and delivery mechanisms.

The conversation delves into the challenges of achieving profitability, including the need for executive alignment, particularly with the CEO and CFO. Freeman stresses the importance of measuring both leading indicators (like services bookings) and lagging indicators (like margins) to track progress. He advocates for breaking down profitability metrics by different offers and project levels, while acknowledging that imperfect data shouldn't prevent organizations from taking action and testing hypotheses.

Freeman also discusses the evolution of professional services teams from being primarily implementation-focused to developing more comprehensive business development and sales capabilities. He emphasizes the importance of quantifying opportunity costs when making strategic decisions about which services to offer and how to price them.

The episode concludes with three key takeaways: the critical nature of executive alignment on both high-level strategy and detailed execution, the importance of establishing and tracking leading and lagging indicators, and the need for professional services leaders to identify and address knowledge gaps by leveraging internal resources and external networks. The hosts note that this conversation only scratches the surface of the complex journey toward professional services profitability in the SaaS industry.

In this episode of The Consultant’s Way Podcast, hosts Dean McMann and Anthony Paluska discuss the increasingly relevant concept of Professional Services as a Service (PSaaS). As organizations aim to adopt subscription-based models inspired by SaaS (Software as a Service), the hosts explore its implications, opportunities, and challenges for professional services teams.

Dean and Anthony dive into why organizations pursue this shift, noting that the primary drivers are financial: predictable revenue, simplified reporting, and improved valuations. However, the transition is far more complex than it seems, involving significant changes across business models, sales processes, and resource management.

A key theme is the tension between project-based work and PSaaS models. While project-based consulting offers defined scopes and resource plans, the PSaaS model creates longer-term, flexible relationships, often akin to retainers. Clients benefit from ongoing access to expertise, but it requires careful resource management to avoid conflicts between existing project commitments and PSaaS obligations.

The conversation highlights the role of customer success teams in this new model. As PSaaS becomes tied to software subscriptions, customer success teams are often pulled into problem-solving roles traditionally handled by professional services, creating confusion and lost opportunities. Clear escalation processes and rules of engagement are critical to avoiding overlap and ensuring client satisfaction.

Dean and Anthony also emphasize the importance of talent and resource allocation in a PSaaS environment. Managing interchangeable talent and balancing high-demand resources becomes increasingly difficult, particularly when running both PSaaS and project-based businesses simultaneously.

The hosts share examples of organizations attempting this transition. While clients are often receptive to the model and its value proposition, internal challenges—such as execution issues and lack of clarity—frequently derail success. They stress that PSaaS is not merely a pricing strategy but a business model transformation requiring holistic changes across sales, delivery, and support functions.

This episode provides a thoughtful exploration of PSaaS, encouraging leaders to view it as an opportunity for innovation while acknowledging its complexities and organizational impacts.

In this episode of The Consultant’s Way Podcast, Dean McMann and Anthony Paluska tackle one of the most persistent challenges for consultants: creating clear, compelling presentations. They explore why consultants often struggle to organize their wealth of knowledge into a concise, impactful message and share actionable strategies to address this.

Dean and Anthony emphasize the importance of clarity and purpose when building presentations. They suggest starting with two critical questions: why are we doing this presentation? and what takeaways do we want the audience to have? Defining these elements upfront sets the framework for everything that follows.

The hosts introduce a practical process called the message-back storyboard. It begins with brainstorming all possible ideas—essentially “dumping” everything onto the table—and then grouping and refining them to identify key themes and eliminate non-essential details. This approach avoids rework, ensures a clear flow of ideas, and sharpens the presentation's structure.

A major theme in the episode is balancing detail and clarity. Dean and Anthony caution against overwhelming audiences with unnecessary details. Instead, consultants should focus on presenting key messages upfront, supported by visuals or appendices for deeper exploration. They discuss the importance of engaging the audience by leaving room for questions, rather than delivering everything at once.

The episode also highlights the role of visuals in storytelling. While charts, graphs, and diagrams can be powerful tools, they can easily distract if not used thoughtfully. The hosts recommend sticking to familiar, client-relevant visuals and ensuring every visual element enhances rather than muddles the story.

Throughout the conversation, Dean and Anthony provide examples of real-world presentation challenges and share tips for handling executive-level audiences, where brevity, clarity, and structured communication are crucial. They conclude with a call to action for listeners to experiment with this structured approach, promising it will significantly enhance the impact of their presentations.

This episode offers a simple yet powerful toolkit for consultants to organize ideas, craft clear narratives, and deliver presentations that resonate with clients.

In the latest episode of The Consultant’s Way, Dean McMann and Anthony Paluska tackle the evolving landscape of consulting and professional services through a mix of insightful analysis and engaging conversation. From surprising generational trends to major shifts in the industry, this episode offers a fresh perspective on the challenges and opportunities shaping the future of consulting.

The discussion kicks off with a look at the growing trend of consultants publicly documenting their dismissals through social media videos. While Anthony questions the motivations behind these vulnerable moments, Dean provides a contrasting take, exploring how community connection and generational openness may be driving this phenomenon.

The episode then dives into the growing dissatisfaction with large consulting firms. With client surveys showing declining satisfaction and reduced trust in major players like McKinsey, Dean and Anthony examine why boutique firms—offering niche expertise and senior-level involvement—are increasingly winning favor. The duo also discusses how AI tools are enabling smaller firms to compete by streamlining research and analysis, leveling the playing field in an industry traditionally dominated by big names.

Another major theme is the shifting role of professional services within SaaS companies. As the market becomes saturated, professional services teams are moving beyond software implementation to become critical drivers of customer success and profitability. Dean and Anthony explore this transformation and its implications for the future of SaaS businesses.

The conversation takes a serious turn with a look at the social media response to the tragic shooting of a healthcare executive. The hosts reflect on the anti-capitalist sentiments expressed online, questioning what this means for corporate responsibility and public perception of leadership roles.

This episode is a compelling mix of industry insights, cultural trends, and thought-provoking questions about the future of consulting. Whether you're a seasoned consultant, a professional services leader, or simply curious about the intersection of business and society, this conversation is sure to keep you engaged and leave you with fresh perspectives.

In this episode of The Consultant’s Way Podcast, Dean McMann and Anthony Paluska delve into the critical importance of executive relationships in consulting and professional services. They argue that success in consulting hinges on building trust and being genuinely helpful to executives, who are often the key decision-makers. These relationships, they emphasize, are long-term investments that require time, attention, and a sincere interest in the executive’s goals and challenges.

The discussion highlights the dual axes of trust and helpfulness as the foundation of strong relationships. Dean and Anthony stress the value of active listening, tailoring interactions to the executive’s needs, and consistently providing insights or resources that add value. They share anecdotes illustrating how even challenging initial encounters can evolve into meaningful connections through commitment and care.

The hosts explore practical strategies for fostering these relationships, including demonstrating executive presence—clear communication, contextual awareness, and adaptive style—and maintaining deliberate, proactive outreach. They emphasize that interactions should not be transactional; instead, consultants should prioritize understanding the executive’s world and offering value in every engagement.

Face-to-face meetings, when possible, are encouraged as they help deepen connections more effectively than virtual interactions alone. Additionally, the hosts advise consultants to cultivate personal rapport alongside professional collaboration, as relationships often blend the two dimensions.

Dean and Anthony also discuss the importance of balancing relationship-building with achieving business outcomes. While it is natural to seek opportunities from these connections, they caution against making the process self-serving. Instead, consultants should focus on mutual value creation, ensuring that executives benefit as much from the relationship as the consultant does.

The episode concludes with actionable advice: make relationship-building a measurable priority and a deliberate practice. Consultants are encouraged to view these relationships as essential components of their career growth, delivering professional success and personal fulfillment over time.

In this episode of The Consultant’s Way Podcast, hosts Dean McMann and Anthony Paluska interview Sara Lyons, a seasoned consultant with over 20 years of experience, to discuss the evolving consulting landscape and the impact of artificial intelligence (AI). Lyons emphasizes that while AI is automating many technical and repetitive tasks, the need for consultants to develop human-centric skills, such as emotional intelligence and storytelling, has never been greater.

Lyons shares her journey into consulting, highlighting her focus on data and master data management. She explains how AI is reshaping professional services by streamlining technical processes. However, she asserts that technical expertise remains critical, as consultants will still need to address client-specific challenges and guide teams effectively. The true differentiator, she notes, lies in soft skills—what Lyons refers to as essential consulting skills. These include empathy, relationship-building, and the ability to create trust and credibility with clients.

To adapt to these changes, Lyons has implemented an eight-week training curriculum for her team, focusing on emotional intelligence, storytelling, and client engagement. She shares examples of how these skills have helped her consultants connect more deeply with clients and deliver enhanced value. For instance, Lyons describes immersing herself in a client’s loyalty program to better understand their pain points, building trust and strengthening the client relationship.

The hosts and Lyons discuss how consultants must evolve from being technical experts to trusted advisors who guide clients through complex transitions. They explore how AI tools can free up time for consultants to focus on higher-value activities like workshops and personalized interactions. Lyons acknowledges that these shifts may not appeal to everyone in the industry but stresses the importance of adaptability and proactive skill development.

The episode concludes with a consensus that the future of consulting lies in combining AI-driven efficiencies with human-centric skills. Lyons advises consultants to embrace these changes, invest in emotional intelligence, and leverage their unique human capabilities to remain indispensable in a rapidly changing industry.

In this episode of The Consultant's Way Podcast, Charles Rattray, a veteran leader in professional services (PS), discusses the importance of shifting from a deliverable-focused approach to a people-centric strategy in PS organizations. Hosted by Dean McMann and Anthony Paluska, the conversation delves into how organizations can better engage their teams and build lasting client relationships in a rapidly evolving industry.

Rattray critiques the traditional PS mindset, which often prioritizes budgets and timelines over the aspirations and engagement of team members. He argues that the real differentiator for PS organizations lies in their people—their skills, motivation, and relationships with clients. Comparing this dynamic to the "coffee SaaS effect," he notes that just as customer engagement defines a coffee shop's success, the same holds true for PS teams delivering services.

To address these challenges, Rattray introduces the concept of a "people dashboard," a tool that combines HR, time sheet, and skills data to better understand team strengths and career goals. By using this data, organizations can make strategic decisions to align team members’ aspirations with business needs, ensuring both employee satisfaction and improved client outcomes. He illustrates the value of this approach through an example: deploying junior talent under senior mentorship not only keeps employees engaged but also enhances client satisfaction and retention.

The discussion also highlights the impact of the subscription economy on PS. With the shift to recurring revenue models, every client interaction becomes critical for renewals and long-term relationships. Rattray emphasizes the need for PS teams to cultivate consulting and emotional intelligence skills alongside technical expertise.

The hosts praise Rattray’s people-focused framework as a practical and impactful approach to transforming PS organizations. They encourage leaders to embrace such strategies to enhance team engagement, reduce turnover, and strengthen client relationships. The episode concludes with excitement for Rattray’s forthcoming product, which aims to operationalize these insights for wider adoption.

In this episode of "The Consultant’s Way Podcast," hosts Dean McMann and Anthony Paluska discuss major shifts in the consulting industry. They open by highlighting the recent wave of layoffs across the Big Four firms, with 9,000 consultants let go and additional reductions in consulting budgets, particularly in Australia. This signals an unexpected talent influx, especially at the junior level, as younger consultants with a few years of experience now enter the job market in higher numbers than usual. The hosts suggest this may be partly due to overhiring during the previous years and waning demand in certain sectors, while others, like AI strategy consulting, continue to grow.

AI's role in consulting garners considerable attention, as many firms have scaled AI-focused services. Some experts predict AI will become a billion-dollar consulting industry in a decade, not only for its impact on reducing operational costs but for its growing importance in developing corporate AI strategies. However, the introduction of AI also raises concerns about job displacement, as it automates tasks previously handled by junior consultants.

Geopolitical issues also loom large, especially in China, where consulting firms like PwC face restrictions due to national security concerns. U.S. political pressures further complicate consulting relationships with China, as some U.S. officials argue firms should avoid working with the Chinese government altogether.

The hosts touch upon the industry’s reduced involvement in non-profit and diversity initiatives, attributing this shift to scrutiny and changing priorities amid layoffs. Finally, they ponder the possible effects of the U.S. election on consulting demand, especially regarding government spending policies that could either boost or reduce opportunities for firms. Overall, McMann and Paluska provide a candid assessment of an industry navigating economic instability, technological change, and geopolitical tension, with future growth paths that may significantly reshape its workforce and service offerings.

In this episode of "The Consultant's Way Podcast," Dean McMann and Anthony Paluska speak with Alex Destino of Good Harbor Group, who shares insights on trends in professional services (PS) recruiting. Destino notes that the demand for consulting talent fluctuates with the economy, creating both opportunities and challenges. A key issue is the looming retirement of experienced professionals, which leaves a skills gap that’s difficult to fill given the shortage of younger, equally trained talent. He observes that younger professionals often seek remote work, which limits their exposure to client interactions traditionally essential for skill development in consulting.

Destino also discusses how COVID-19 reshaped travel expectations. While many consultants once traveled frequently, now there’s a shift to more manageable travel schedules or remote client engagements. However, this shift impacts junior consultants’ development, as they miss out on face-to-face experiences that were once critical in building client management skills.

Good Harbor Group’s approach to recruitment involves close client partnerships and proactive talent pipelining. Destino explains that his team collaborates with clients to build a "bench" of potential hires before projects are fully confirmed, allowing for rapid deployment of talent. This strategy reduces downtime and maximizes productivity. He also emphasizes the importance of a refined hiring process, encouraging clients to align internally on job roles and interview practices to avoid inefficient hiring cycles and high turnover.

For smaller firms not ready for full recruitment services, Destino advises leveraging LinkedIn and internal referrals to attract candidates. While internal referrals often provide the best quality candidates, platforms like LinkedIn can help smaller firms boost visibility. This episode highlights the need for adaptable, strategic hiring practices in a changing PS landscape, stressing that firms benefit most from treating recruitment partners as integral collaborators rather than mere vendors.

In this episode of The Consultant's Way Podcast, hosts Dean McMann and Anthony Paluska speak with Tristan Humbles, Global Head of Professional Services (PS) at Natterbox. Tristan shares insights into the changing landscape of professional services, particularly in the context of SaaS and telecom sectors.

Tristan highlights how macroeconomic pressures have increased the need for risk management and shifted client expectations, leading to longer, more complex engagements. High-level executive involvement has become essential to ensure alignment and continuity from project inception through to completion, placing PS teams at the center of these transitions. Tristan underscores that embedding PS teams early in the sales process or strategically integrating them with sales efforts ensures seamless client experiences and helps mitigate risk.

Building strong relationships is pivotal for PS success. Tristan emphasizes that proactive relationship-building and positioning PS teams as trusted advisors foster smoother project implementations and minimize potential issues. This approach requires strategic planning, clear communication, and balancing billable activities with client support.

The conversation also explores the evolving role of PS in client retention. With a focus on reducing churn and enhancing long-term client value, PS teams have found themselves increasingly involved throughout the customer lifecycle. This involvement aligns with clients’ demands for faster project deployment and iterative implementations to quickly demonstrate ROI and adapt to workforce changes.

Tristan concludes with key takeaways: engaging early to build trust, ensuring consistent client alignment, and proactive risk management. These strategies empower PS teams to effectively manage complex demands, reinforcing their importance as strategic partners for client success. The discussion also points to the need for organizations to reevaluate PS delivery models and profitability, as PS becomes more integral in maintaining client satisfaction and driving long-term revenue.

In this The Consultant’s Way Podcast episode, Dean McMann and Anthony Paluska interview Brent Wesler, VP of Strategic Technology at PIF Technologies. Wesler provides insights into his company’s approach to document-based workflow automation, emphasizing that while he operates in a highly technical role, his focus is on guiding clients through transformational changes, blending technology with consultative advisory.

Wesler addresses a common pitfall in consulting: technical experts being viewed merely as solution providers. Instead, he advocates for a consulting mindset, where understanding a client’s unique challenges comes before offering solutions. This begins with an in-depth discovery phase, where Wesler and his team assess a client’s real needs, ensuring that the solution aligns with business goals. He explains that this approach avoids prematurely jumping into solutions, often saving resources and reducing the chance of misalignment.

Managing client expectations and project risk are key topics in the discussion. Wesler shares his practice of conducting paid discovery phases for complex projects, allowing his team and the client to understand feasibility and ROI before committing to full-scale implementation. He emphasizes that for smaller consultancies, focusing on niche industries helps build credibility and deep expertise, making it easier to meet client needs and manage risks effectively.

A recurring theme in Wesler’s approach is balancing technical execution with a deep understanding of the client’s business. His hands-on experience adds credibility, enabling him to relate to client challenges, but he also highlights the importance of training his team to carry this consultative approach. This way, the organization doesn’t rely solely on a few individuals for client relations.

McMann and Paluska echo Wesler’s focus on specialization, agreeing that successful consulting hinges on combining industry knowledge with technical skills to become true advisors. Wesler’s approach showcases how thoughtful consulting practices can lead to effective, scalable solutions that drive real client value.

In this episode of "The Consultant’s Way Podcast," Dean McMann and Anthony Paluska interview Jason Mele, who shares insights from his extensive experience in event tech and marketing tech, particularly in managing professional services in complex organizations. He highlights the constructive role of friction between departments, such as product development, sales, and professional services. Rather than seeking complete alignment, Mele believes in using the natural tensions to explore innovative solutions that benefit both the customer and the organization.

Mele explains how professional services often mediate between product teams, which focus on long-term roadmaps, and sales teams, which are driven by immediate customer needs. He shares examples of how he has successfully balanced these priorities, positioning professional services as a valuable partner to the product team. By using customer projects as opportunities to test future product features, Mele turns competing priorities into collaborative successes.

A major theme is the trust and collaboration between professional services and sales. Mele emphasizes the importance of building strong relationships with sales teams, showing that professional services can add value during the sales process by helping scope and deliver complex projects. He also discusses how professional services teams often have deeper customer knowledge, making them essential in expanding and growing accounts.

Mele also discusses his approach to fostering collaboration within his team, encouraging cross-functional brainstorming to elevate everyone’s skills. By creating a collaborative environment, he has been able to turn specialists into more well-rounded generalists while maintaining their subject matter expertise.

In closing, Mele underscores the importance of viewing friction and tension as opportunities for growth. By embracing these dynamics, professional services teams can not only deliver better customer outcomes but also contribute to the broader success of the organization.

In this episode of The Consultant's Way Podcast, Dean McMann and Anthony Paluska interview Caitlin Ferguson, founder of Co-Pilots.io, which helps founders of professional services and SaaS companies streamline their operations and grow sustainably. Caitlin discusses her journey, starting in her parents’ accounting firm, through founding her own business, and ultimately establishing Co-Pilots.io after years of consulting and supporting entrepreneurs.

Caitlin highlights the common challenges faced by founders of professional services firms. Often, they experience operational chaos, struggle with cash flow, and lack clarity around financial data. These issues are compounded by founders wearing too many hats, leading to burnout and inefficiency. Caitlin emphasizes the importance of financial visibility and structured processes to eliminate bottlenecks and scale the business. She advocates for founders to step out of day-to-day operations by creating clear workflows, tracking key metrics, and building accountability structures.

The hosts discuss the different types of founders: sales-focused rainmakers, operations-focused operators, and delivery-focused gurus. Caitlin notes that regardless of their role, many founders face similar challenges, particularly in transitioning to a more strategic leadership role. She stresses the importance of getting the founders’ vision on paper and aligning operations with their long-term goals for sustainable growth.

Caitlin shares her process for aligning founders and partners through values-based decision-making, using tools like card sorting to identify core values that inform strategy. She gives an example of a client whose profits increased tenfold after optimizing operations and delivery processes.

Caitlin concludes by emphasizing the importance of external perspectives in consulting, as founders often struggle to see their own operational blind spots. She also talks about her new VIP workshops, which offer founders a one-day intensive session to diagnose issues and create an actionable 90-day plan for improvement.

In this episode of "The Consultant's Way Podcast," hosts Dean McMann and Anthony Paluska interview Pat Michael LaChappelle, an experienced management consultant who transitioned from working at General Electric (GE) to running his own firm, Lean Management Consulting. Michael discusses the significant benefits of working within a large firm, including comprehensive training, strong support systems, and established brand recognition, which facilitate the growth of consultants.

He contrasts this with the independent consulting landscape, where he enjoys greater freedom and flexibility but faces challenges in client acquisition and navigating the business's inherent ups and downs. Michael emphasizes the crucial role of personal branding and reputation in consulting, revealing that most of his business stems from referrals and long-term relationships built throughout his career.

The conversation also delves into the integration of AI tools like ChatGPT and Google's Gemini in enhancing productivity for independent consultants. Michael views these tools as valuable assets, likening them to "junior consultants" that can assist with administrative tasks, allowing him to focus on problem-solving.

Michael shares specific project experiences, such as assessing a client's investment in a UK partner remotely, which required navigating communication challenges without on-site visits. He reflects on the limitations of working in larger firms, where his broader expertise was often underutilized due to the firms' narrow focus.

Additionally, he addresses the delicate balance of providing constructive feedback to clients, especially in sensitive situations, such as addressing issues with a CEO's leadership style.

Ultimately, Michael's vision for Lean Management Consulting is to tackle operational inefficiencies across various industries, leveraging Lean Six Sigma methodologies to drive client success. The episode provides valuable insights into the consulting profession, highlighting the experiences of a seasoned consultant navigating both corporate and independent paths.

In the latest episode of "The Consultant's Way Podcast," hosts Dean McMahon and Anthony Paluska engage with Pat Muirragui, an executive in professional services with a wealth of experience in engineering and customer relations. The conversation focuses on the integral role of professional services in consulting, particularly in technology and software sectors. Pat stresses that professional services should not be an afterthought but rather a core component of every deal, crucial for delivering value and building strong customer relationships.

Historically, professional services have been viewed as merely operational, often limited to implementing solutions. However, Pat argues that today’s consulting landscape demands a more strategic approach. He highlights the importance of empathy and understanding across technical and customer-facing roles, emphasizing that effective consulting involves engaging with various stakeholders, from developers to executives. This multifaceted engagement allows professional services to not only facilitate implementation but also ensure that clients effectively utilize the solutions provided.

Pat also discusses the pitfalls of offering professional services for free, warning that this can diminish their perceived value. When clients do not pay for these services, they may deprioritize them, undermining the potential for successful project outcomes. He emphasizes the importance of embedding professional services into deals to create accountability and ensure that projects receive the necessary attention.

The conversation encourages a proactive approach to client engagement. Pat advocates for equipping professional services teams with both technical knowledge and business acumen, enabling them to understand client challenges more deeply and propose effective solutions. By fostering intimate relationships with clients and focusing on their long-term success, consultants can drive not only immediate results but also sustained growth.

Overall, the episode offers a compelling perspective on rethinking the role of professional services within consulting practices, particularly in technology, where complex products and evolving client needs demand a more relational approach.

In this episode of "The Consultant’s Way Podcast," hosts Dean McMann and Anthony Paluska interview Brad Levin, a veteran of the professional services and SaaS industries with over 30 years of experience. The discussion centers on the evolving landscape of consulting, particularly the divergence between traditional system integrators and SaaS-based consulting models.

Brad begins by outlining his background, from his early days in South Africa as an engineer to his roles in product management and leadership across various global markets. He reflects on his extensive experience in building professional services practices, particularly around SaaS platforms, and emphasizes how technological evolution and changing market dynamics are reshaping the industry.

The conversation highlights three critical trends driving this shift: cloud adoption, agile and DevOps practices, and customer-centric engagement models. Cloud technologies have enabled SaaS companies to offer scalable, flexible, and cost-effective solutions, while agile and DevOps methodologies promote rapid, iterative development. Additionally, customer-centric models elevate the role of customer success in driving long-term value and recurring revenue.

Brad explains how these trends are pushing SaaS and traditional SI models further apart. SaaS consulting is evolving towards a professional services-as-a-service model, where OpEx-based engagements offer predictable costs and a focus on continuous improvement. This approach contrasts with traditional SIs, which often rely on customized, high-touch implementations. However, Brad notes that both models face unique challenges and opportunities in adapting to market demands.

The episode explores the implications of this shift, particularly the growing importance of consulting professionals developing multifaceted skills that blend technical expertise with business communication and advisory capabilities. Brad emphasizes that SaaS consultants must engage with business leaders, not just IT departments, to deliver meaningful outcomes.

Brad also discusses the potential of modular service catalogues that allow SaaS providers to offer flexible, customizable solutions without sacrificing scalability. He highlights the need for continual value measurement to maintain customer satisfaction and loyalty in a subscription-driven world.

The discussion wraps up with Brad encouraging consulting professionals to embrace these evolving models, continuously adapt, and leverage the opportunities presented by digital transformation. By doing so, they can better meet client needs, drive value, and navigate the rapidly changing consulting landscape.

In this episode of "The Consultant's Way Podcast," Dean McMann and Anthony Paluska interview Michael Turner, Vice President of Professional Services at Upland Software. Turner discusses the challenges of managing in a matrix environment, where influencing without direct authority is key. He emphasizes the importance of using data proactively, specifically focusing on metrics like margin and utilization, to drive alignment between different organizational units, referred to as "columns" and "rows."

Turner explains his role as a "row" leader, responsible for maintaining consistent quality across various business units and navigating conflicts that arise between sales and service objectives. He highlights the need to preemptively share data, such as weekly utilization dashboards, to keep all stakeholders informed and aligned. This approach not only improves decision-making but also enhances organizational cohesion.

Turner also discusses the complexities of professional services work that isn't directly billable, such as internal consulting and product expertise tasks, and how he is implementing a process to seek approval for these activities upfront. This helps ensure that resources are used effectively and aligns the professional services team’s efforts with broader company goals.

The conversation closes with Turner stressing the value of presenting data visually and consistently to drive better engagement and decision-making among senior leaders. His insights underscore the power of proactive communication and strategic alignment in professional services management.

In this episode of "The Consultant's Way" podcast, hosts Dean McMann and Anthony Paluska interview Alpesh Patel, a seasoned executive in professional services and technology with over 20 years of experience. The discussion focuses on best practices for scaling professional services in a complex, global environment.

Patel shares his perspective on the critical importance of aligning internal KPIs across all functions—sales, services, and support—to ensure cohesive progress towards business objectives. He emphasizes that for an organization to succeed, every team must be synchronized and focused on common goals, particularly in driving annual recurring revenue (ARR) and gross margin. Misalignment can lead to inefficiencies and a poor customer experience.

A key strategy Patel introduces is transitioning from traditional time and material models to a hybrid approach that includes fixed-fee arrangements. This method allows for more predictable and efficient project delivery while making the sales process smoother. The fixed-fee model enables sales teams to have straightforward pricing, reduces internal friction, and aligns with customer expectations. For more customized client needs, the initial fixed-fee engagement can evolve into a time-and-materials arrangement, allowing greater flexibility and scalability.

Patel also discusses the significance of empowering the professional services team to play multiple roles, including being trusted advisors to clients. He argues that the professional services team, given their extensive interaction with clients, is well-positioned to identify opportunities for upselling and cross-selling, driving deeper customer relationships, and fostering product adoption. By becoming trusted partners, they help clients achieve their objectives, leading to increased client satisfaction and loyalty.

Throughout the conversation, Patel underscores that success in professional services requires an ongoing effort to achieve alignment across the organization. Professional services leaders must proactively bridge gaps between functions, drive continuous communication, and cultivate a collaborative culture. Ultimately, he advises that scaling in a global environment hinges on establishing standard processes, clear communication, and a relentless focus on aligning all functions toward shared goals.