The Consulting Growth Podcast
- Episodes
- 54
- Released
- monthly
- Latest episode
- Nov 11, 2026
About the podcast
Joe O'Mahoney is Professor of Consulting at Cardiff University and a growth & exit advisor to boutique consultancies. Joe researches, teaches, publishes and consults about the consulting industry.
In the CONSULTING GROWTH PODCAST he interviews founders that have successfully grown or sold their firms, acquirers who have bought firms, and a host of growth experts to help you avoid the mistakes, and learn the insights of others who have been there and done that.
Find out more at www.joeomahoney.com
Contributors
Episodes 54
54: How to Scale a Consulting Firm Beyond the Founders with Graeme Curwen
How do you grow a consultancy beyond its founders while keeping the relationships, culture and expertise that made clients choose you?Graeme Curwen, Co-Founder and CEO of Enfuse, joins Professor Joe O’Mahoney …
Show notes
How do you grow a consultancy beyond its founders while keeping the relationships, culture and expertise that made clients choose you?
Graeme Curwen, Co-Founder and CEO of Enfuse, joins Professor Joe O’Mahoney to discuss building a global consultancy with around 75 internal people and 25 associates. He explains how he and his co-founder moved from working independently to building a firm together, overcame the uncertainty of hiring their first employees, and translated a long-term growth ambition into monthly revenue targets.
The conversation explores how Enfuse has adapted its positioning as client needs have changed, including its focus on intelligence transformation and the organisational foundations needed to create value from AI. Graeme also shares how the founders evaluated private equity partners, why values alignment mattered alongside deal terms, and how strong client relationships supported growth. Finally, he explains his approach to making business development a team responsibility and recognising performance across every level of the firm.
IN THIS EPISODE YOU WILL LEARN- How Enfuse’s founders turned a long-term growth ambition into monthly revenue targets.
- What helped them take the leap from an associate model to hiring employees.
- Why staying relevant means adapting both client services and the employee experience.
- How operating models, governance and adoption influence the value organisations get from AI.
- The three criteria Graeme and his co-founder used to assess private equity partners.
- How trusted relationships and a focus on business outcomes helped expand client engagements.
- Why business development requires different people to contribute different strengths.
CHAPTERS(00:00) Introduction
(00:50) Starting Enfuse and Hiring the First Employees
(07:50) Growth Planning and Staying Relevant
(15:40) Creating Business Value from AI
(24:40) Scaling a Global Consultancy
(26:50) Choosing a Private Equity Partner
(38:30) Client Relationships and Outcome-Led Delivery
(49:10) Team-Based Business Development and Rewards
RESOURCES:Connect with Graeme Curwen:
Enfuse Group:
https://www.enfusegroup.com/Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
Follow Joe on LinkedIn:
https://www.linkedin.com/in/joeomahoney/
Follow Joe on Twitter:
https://twitter.com/joeomahoney
Visit Joe’s Website:
https://www.equitysherpa.comChapters
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53: Selling Your Consulting Firm: What Really Happens After the Deal? with Carlos Keener
What does it really take to build, sell, and successfully integrate a specialist consulting firm?Carlos Keener has spent more than 25 years working in M&A, integration, and post-deal operating models. He …
Show notes
What does it really take to build, sell, and successfully integrate a specialist consulting firm?
Carlos Keener has spent more than 25 years working in M&A, integration, and post-deal operating models. He founded Beyond the Deal (BTD), building a specialist consultancy focused on helping organisations capture value from acquisitions and other inorganic growth events, before the firm joined Oaklin Consulting.
In this episode, Carlos explains how he moved from independent consulting to building a firm, why scaling a specialist consultancy requires conscious trade-offs, and why founders need to decide what they actually want from their business before pursuing growth.
Carlos also shares lessons from selling BTD, including how to identify the right buyer, articulate the specific value your firm brings, and think carefully about your own role after a transaction. He discusses the realities of post-deal integration, why cross-selling can be harder than expected, and why cultural compatibility alone is not enough. The conversation concludes with a practical perspective on AI: clients ultimately care about speed, quality, outcomes, and price, not which tools consultants use to deliver them.
In this episode you will learn- Why Carlos chose to build a specialist M&A consultancy rather than remain an independent consultant.
- How founders can move from selling themselves to selling an organisational capability.
- Why scaling a specialist consultancy requires deliberate choices about leverage, size, and client delivery.
- How sellers can identify and communicate the specific value they bring to a potential buyer.
- Why founders should decide what they want their post-sale role to look like before agreeing a deal.
- Why culture, working practices, and commercial routines all matter when assessing a buyer.
- How AI may change consulting delivery without changing what clients fundamentally value.
Chapters:
(00:00) Introduction
(01:00) From Independent Consultant to Firm Founder
(04:20) Building and Scaling Beyond the Deal
(09:20) Designing a Consultancy Around Your Goals
(12:10) What Consulting Owners Should Know Before Selling
(16:40) Finding the Right Buyer for Your Firm
(21:30) Life After the Deal: Integrating BTD into Oaklin
(23:40) Post-Deal Lessons and the Challenge of Cross-Selling
(26:10) How AI Is Changing Professional Services
(29:50) Why AI Tools Are Becoming Harder to MonetiseConnect with Carlos Keener:
Carlos Keener on LinkedIn:
https://uk.linkedin.com/in/carloskeenerOaklin – M&A, Integration and Inorganic Growth:
https://www.oaklin.com/m-a-integration-and-inorganic-growthBeyond the Deal / BTD:
https://btd.consultingLeading the Deal – Carlos Keener & Thras Moraitis:
https://books.google.ro/books/about/Leading_the_Deal.html?id=5C8guAEACAAJ&redir_esc=yProf. Joe O'Mahoney helps boutique consultancies scale and exit.
Follow Joe on LinkedIn:
https://www.linkedin.com/in/joeomahoney/
Follow Joe on Twitter:
https://twitter.com/joeomahoney
Visit Joe’s Website:
https://www.equitysherpa.comChapters
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52: AI Strategy for Consulting Firms: From Efficiency to Growth with Shawn Yeager
What happens to a professional services firm when AI makes the work faster—but clients expect to pay less?Shawn Yeager, founder of Upshift, works with professional services firms on the commercial implications …
Show notes
What happens to a professional services firm when AI makes the work faster—but clients expect to pay less?
Shawn Yeager, founder of Upshift, works with professional services firms on the commercial implications of AI: not simply which tools to adopt, but what firms should sell and how they should price once parts of traditional delivery become easier to automate. Drawing on three decades working with emerging technologies, Shawn argues that AI is exposing the weaknesses of the billable-hour model while increasing the importance of judgment, trust, relationships, and commercially differentiated expertise.
Joe and Shawn discuss how firms can map services into exposed, compressing, defensible, and emerging categories; why boutiques may have an advantage in experimentation; and why AI transformation needs to begin with business-model thinking rather than technology deployment. They also explore productization, subscription-based services, AI-enabled leverage, pricing and packaging, client validation before building new offerings, and what the rise of forward deployed engineers could mean for consulting firms.
In this episode you will learn- Why AI is putting pressure on the traditional billable-hour model.
- How to classify services as exposed, compressing, defensible, or emerging.
- Why judgment and trusted relationships remain difficult to commoditize.
- How AI can enable new subscription and recurring-revenue offerings.
- Why firms should validate client problems before building AI products.
- How pricing, packaging, and positioning need to evolve alongside delivery.
- Why AI transformation should start with commercial outcomes, not technology.
Chapters:(00:00) Introduction
(00:16) Meet Shawn Yeager
(01:13) From Microsoft to AI
(03:07) AI Changes Consulting
(05:44) Faster Horse or Car
(07:59) Investor AI Due Diligence
(10:42) Mapping Service Exposure
(14:05) Subscription Advisory Future
(15:07) New Skills and Leadership
(17:23) Automation in Practice
(21:55) Case Study Pricing Reset
(27:01) Build vs Business Outcomes
(29:48) Spinouts and New P&L
(31:51) Forward Deployed Engineers
(35:53) Closing Thanks
Resources:Follow Shawn on Linkedin: https://www.linkedin.com/in/shawnyeager
Website: https://upshiftco.com/
Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
Follow Joe on LinkedIn:
https://www.linkedin.com/in/joeomahoney/
Follow Joe on Twitter:
https://twitter.com/joeomahoney
Visit Joe’s Website:
https://www.equitysherpa.comChapters
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51: Preparing a Consulting Firm for Acquisition with Rob Ferrone
How can a boutique consultancy scale beyond founder-led growth without losing the culture that made it successful?Rob Ferrone is a product data and PLM strategy advisor who founded and led Quick Release, a …
Show notes
How can a boutique consultancy scale beyond founder-led growth without losing the culture that made it successful?
Rob Ferrone is a product data and PLM strategy advisor who founded and led Quick Release, a specialist engineering consultancy focused on product data management and product data flow. In this episode, he explains how the firm grew through referrals before developing a structured, consultative approach to business development and expanding to more than 200 people across the UK, US, Europe and Australia.
Rob discusses how technical consultants learned to contribute to sales by diagnosing customer issues, consequences and value rather than relying on conventional sales techniques. He also shares lessons from international expansion, including the importance of repeatable recruitment, cultural ambassadors, clear leadership responsibilities and greater employee autonomy.
The conversation examines Quick Release’s acquisition by ALTEN, the value of preparing for a sale before a buyer appears, and the operational foundations that can reduce acquisition risk. Rob also introduces his latest startup work, which uses AI to improve employee engagement, insight gathering and communication during transformation programmes.
In This Episode You Will Learn:- How to move beyond referrals and founder-led selling
- Why consultative sales methods work well for technical teams
- How regular practice improves pitches and objection handling
- Why recruitment and culture become critical during international growth
- How clearer leadership responsibilities can reduce scaling friction
Chapters:
(00:00) Introduction
(01:37) Quick Release Origin Story
(02:55) From Referrals to Sales
(05:12) Scaling Beyond Founders
(07:03) Training Technical Sellers
(08:39) Practice and Objections
(12:03) Growing Pains at Scale
(15:07) Culture Across Countries
(16:22) Lessons and Mistakes
(20:27) Selling to Alton
(27:11) Final Advice
Resources:
Connect with Rob on LinkedIn:
https://www.linkedin.com/in/robert-ferrone
Learn more about Quick Release:
https://quickrelease.co.uk/Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
Follow Joe on LinkedIn:
https://www.linkedin.com/in/joeomahoney/
Follow Joe on Twitter:
https://twitter.com/joeomahoney
Visit Joe’s Website:
https://www.equitysherpa.comChapters
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50: How Boutique Consulting Firms Scale for a Successful Exit with Martin Mehalchin
How can boutique consultancies scale, diversify, and prepare for exit without losing the culture that made them successful?In this episode, Professor Joe O’Mahoney speaks with Martin Mehalchin, a former Lenati …
Show notes
How can boutique consultancies scale, diversify, and prepare for exit without losing the culture that made them successful?
In this episode, Professor Joe O’Mahoney speaks with Martin Mehalchin, a former Lenati leader who helped build the Seattle-based customer strategy and experience design firm into a nationally recognised consultancy before its 2018 merger with PK. Martin reflects on the growth journey from a locally anchored boutique to a broader North American player, including the role of clear positioning in customer experience, the importance of client diversification, and the value of developing a more productised niche around loyalty.
The conversation explores how Lenati’s employee-first culture supported client retention, internal promotion, and low churn. Martin also discusses the firm’s PE-backed acquisition, why the fit with PK and Carlyle worked, and how a careful approach to integration helped preserve momentum. The episode closes with Martin’s view on AI in consulting, especially its impact on junior roles and why firms should build AI capability through experimentation rather than top-down mandates.
In this episode you will learn:- Why clear specialist positioning can drive both sales and talent attraction
- How Lenati reduced dependence on Microsoft by building new verticals
- How employee-first cultures can support client outcomes and firm value
- What made the PK and Carlyle acquisition a positive experience
- How boutique firms should approach AI through team-led experimentation
Chapters:
(00:00) Introduction
(07:22) Building an Employee-First Consulting Culture
(09:00) Scaling From Local to National
(13:00) Turning Local Case Studies Into National Growth
(19:10) Low Churn and Promoting From Within
(20:55) Choosing a PE-Backed Acquisition
(24:50) What Made the Private Equity Experience Work
(29:30) Lessons Learned From Growth and Exit
(33:50) Keeping the Fundamentals While Adopting AI
(35:15) Final ThoughtsFollow Martin on LinkedIn:
https://www.linkedin.com/in/mehalchinFollow Joe on LinkedIn:
https://www.linkedin.com/in/joeomahoney/Follow Joe on Twitter:
https://twitter.com/joeomahoneyVisit Joe’s Website:
https://www.equitysherpa.comProf. Joe O'Mahoney helps boutique consultancies scale and exit.
Follow Joe on LinkedIn:
https://www.linkedin.com/in/joeomahoney/
Follow Joe on Twitter:
https://twitter.com/joeomahoney
Visit Joe’s Website:
https://www.equitysherpa.comChapters
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49: Scaling a Consulting Firm Without Losing Culture with Stuart Packham
How do you scale a consulting business from £2M to £30M without losing culture, customer focus, or entrepreneurial energy?In this episode, Joe O’Mahoney speaks with Stuart Packham, Group CEO of Alchemist Group …
Show notes
How do you scale a consulting business from £2M to £30M without losing culture, customer focus, or entrepreneurial energy?
In this episode, Joe O’Mahoney speaks with Stuart Packham, Group CEO of Alchemist Group, about scaling professional services businesses through a combination of organic growth, acquisitions, operational rigor, and people-first leadership. Stuart shares lessons from building a private equity-backed buy-and-build platform across leadership development, sales training, and experiential learning.
The conversation explores the realities of integrating acquired firms, managing founders during M&A transitions, and balancing infrastructure with entrepreneurial culture. Stuart also discusses how consulting firms should think about AI, both as a customer-facing capability and as an internal scalability lever, while avoiding “technology for technology’s sake.” The discussion also covers private equity partnerships, the importance of financial discipline and operational infrastructure, and why culture and sales enablement become critical as firms grow internationally.
Chapters:(00:00) Introduction
(03:20) Building a Buy-and-Build Consulting Platform
(07:50) AI’s Impact on Consulting and Sales Training
(15:50) Scaling from £2M to £30M Revenue
(19:40) Infrastructure, Systems, and Operational Control
(26:00) What Private Equity Really Changes
(33:20) Culture, Retention, and Integration in M&A
(39:30) Common Sales Mistakes in Boutique ConsultanciesFollow Stuart on LinkedIn:
https://www.linkedin.com/in/stuartpackham
Alchemist Group Website:
RAIN Group Website:
https://www.rainsalestraining.com
Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
Follow Joe on LinkedIn:
https://www.linkedin.com/in/joeomahoney/
Follow Joe on Twitter:
https://twitter.com/joeomahoney
Visit Joe’s Website:
https://www.equitysherpa.comChapters
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48: How Smart Founders Build Repeatable Growth with Jamie Shanks
How do you build multiple successful agencies, recover from failure, and keep scaling without burning out?In this episode, Joe speaks with Jamie Shanks, founder and CEO of Get Levrg, and a three-time agency …
Show notes
How do you build multiple successful agencies, recover from failure, and keep scaling without burning out?
In this episode, Joe speaks with Jamie Shanks, founder and CEO of Get Levrg, and a three-time agency founder who has built businesses in sales training, technology, and outsourced revenue operations. Jamie shares the entrepreneurial mindset that has driven him through wins, setbacks, and multiple reinventions. He explains why founders must learn to enjoy the climb rather than chase a final destination, and why resilience often matters more than strategy alone.
Jamie also breaks down the practical systems behind scaling revenue. He explains his “lighthouse and tugboat” framework for balancing inbound authority-building with outbound prospecting, how Sales for Life grew rapidly by leveraging partnerships and repeatable campaigns, and why many founders make the mistake of buying tools before defining principles and process.
The conversation also explores recurring revenue, founder-led sales, outsourcing, and cash flow discipline. Jamie offers candid lessons from mistakes made in earlier ventures, including project-based revenue dependency and poor payment terms, and explains how he rebuilt Get Levrg using a stronger economic model from day one.
Chapters:
00:00 Introduction
01:20 Three Agencies Journey
03:11 Fear and Motivation
06:52 Social Selling Breakthrough
07:24 Sphere of Influence Playbook
11:23 Principles Process Platforms
15:30 Outsourcing Done Right
20:49 Relationship Signal Intelligence
23:51 Exiting Founder Led Sales
31:21 Hard Lessons and Cash Flow
Follow Jamie on LinkedIn:
https://www.linkedin.com/in/jamestshanks
Get Levrg Website:
Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
Follow Joe on LinkedIn:
https://www.linkedin.com/in/joeomahoney/
Follow Joe on Twitter:
https://twitter.com/joeomahoney
Visit Joe’s Website:
https://www.equitysherpa.comChapters
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47: How Consulting Firms Scale Under Private Equity with Karen Thomas-Bland
What really changes when a consulting firm takes on private equity, and how should founders prepare for it?Karen Thomas-Bland shares practical insights from working across private equity-backed consulting …
Show notes
What really changes when a consulting firm takes on private equity, and how should founders prepare for it?
Karen Thomas-Bland shares practical insights from working across private equity-backed consulting firms, transformations, and integrations. She explains that the biggest shift post-investment is not capital, but discipline: more rigorous reporting, structured governance, and collective decision-making. Founders must adapt from autonomy to accountability, while also managing cultural transition as firms move from “family” environments to scalable businesses.
The discussion explores the metrics that matter most in consulting firms, including client concentration, pipeline conversion, sales cycle length, and pricing discipline—often an underdeveloped lever in boutique firms. Karen also highlights the importance of sequencing value creation initiatives, focusing on a small number of priorities, and building operational infrastructure without over-scaling back-office costs.
The episode also covers integration strategy, arguing that firms should “transform first, integrate second” to avoid compounding weaknesses. Finally, Karen outlines how leaders can build a strong market presence through focused, insight-led content, emphasizing clarity, consistency, and relevance over reach.
In this episode you will learn- Why private equity introduces discipline, not just capital
- The key KPIs consulting firms should track before and after investment
- How to avoid common mistakes in pricing and margin management
- Why focusing on 2–3 priorities drives better value creation than long lists
- The importance of transforming businesses before integrating acquisitions
- How to scale sales beyond the founder and embed a firm-wide sales mindset
- Practical advice for building a credible and effective LinkedIn presence
Follow Karen on LinkedIn: https://www.linkedin.com/in/karenthomas-bland
Follow Joe on LinkedIn:
https://www.linkedin.com/in/joeomahoney/Follow Joe on Twitter:
https://twitter.com/joeomahoneyVisit Joe’s Website:
https://www.equitysherpa.comProf. Joe O'Mahoney helps boutique consultancies scale and exit.
Follow Joe on LinkedIn:
https://www.linkedin.com/in/joeomahoney/
Follow Joe on Twitter:
https://twitter.com/joeomahoney
Visit Joe’s Website:
https://www.equitysherpa.comChapters
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46: From Olympic Gold to Consulting Firm Founder with Adrian Moorhouse
What does it take to build a consulting firm that lasts 25 years and successfully exits to a Big Four firm?Adrian Moorhouse, Olympic gold medallist and former world number one swimmer, shares the story of how …
Show notes
What does it take to build a consulting firm that lasts 25 years and successfully exits to a Big Four firm?
Adrian Moorhouse, Olympic gold medallist and former world number one swimmer, shares the story of how he transitioned from elite sport to building Lane4, one of the UK’s most respected leadership development consultancies. After retiring from swimming, Moorhouse moved into talent development in British Swimming before co-founding Lane4 in 1995 with academics and a sales partner, applying principles from sport—such as improving inputs to drive better outputs—to leadership development and consulting.
Over the next 25 years, Lane4 grew into a multi-million-pound consultancy before joining EY in 2021. In this conversation, Adrian explains the strategic choices that shaped that journey: building a team with distinct roles for sales, delivery, and account management; overcoming growth plateaus; and navigating the realities of selling a consulting firm. He also reflects on leadership, learning, and the mindset shift required to move from individual performance to leading a team-based business.
In this episode you will learn
- How Adrian Moorhouse transitioned from Olympic athlete to consulting entrepreneur
- Why separating sales, delivery, and account management can unlock consultancy growth
- The importance of “better inputs lead to better outputs” in building consulting capability
- How Lane4 broke through a revenue plateau by redesigning roles and investing in new business development
- Why understanding the difference between the customer and the consumer matters in consulting
- What founders should expect when selling a consulting firm and navigating an earn-out
- How leadership mindset shifts from individual performance to building a high-performing team
Connect with Adrian:
LinkedIn: Adrian Moorhouse
Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
Follow Joe on LinkedIn:
https://www.linkedin.com/in/joeomahoney/
Follow Joe on Twitter:
https://twitter.com/joeomahoney
Visit Joe’s Website:
https://www.equitysherpa.comChapters
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45: How to Scale a Consulting Firm Globally with Matthieu Courtecuisse
What does it take to build a consulting firm that is global from day one?In this episode, Joe O’Mahoney speaks with Matthieu Courtecuisse, Founder & CEO of Sia, about the long-term decisions behind building one …
Show notes
What does it take to build a consulting firm that is global from day one?
In this episode, Joe O’Mahoney speaks with Matthieu Courtecuisse, Founder & CEO of Sia, about the long-term decisions behind building one of the world’s largest founder-led consulting firms.Matthieu shares how Sia was built with international scale in mind from the very beginning, why founder commitment matters more than capital in global expansion, and how early investments in data, AI, and technology shaped the firm’s competitive advantage. He explains Sia’s augmented consulting model, where proprietary platforms and AI tools sit at the core of delivery—not as add-ons.
The conversation also covers Sia’s approach to growth through selective acquisitions, the balance between building and buying capabilities, and how culture-led integration supports scale. Joe and Matthieu close by discussing how AI is reshaping consulting economics, talent models, and why firms need to think in decades, not quarters, when building lasting value.
In this episode you will learn:- Why Sia was built with global scale as a core ambition
- How founder commitment drives successful international expansion
- Why early investment in AI and data created long-term advantage
- What augmented consulting looks like in practice
- How Sia approaches M&A without diluting culture
- Why consulting firms must think long-term to build real value
This episode offers a long-term view on what it takes to build a global consulting platform—through sustained investment, founder leadership, and a clear belief in technology as a driver of scale and value.
Connect with Matthieu:LinkedIn: Matthieu Courtecuisse
Website: SIA-Partners.com
Resources:
Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
Follow Joe on LinkedIn:
https://www.linkedin.com/in/joeomahoney/
Follow Joe on Twitter:
https://twitter.com/joeomahoney
Visit Joe’s Website:
https://www.equitysherpa.comChapters
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44: From Growth to Exit: What Founders Need to Get Right Early with Richard Goold
What does leadership really look like when growth, pressure, and personal risk collide?In this episode, Joe O’Mahoney speaks with Richard Goold about scaling consulting firms, leading under strain, and building …
Show notes
What does leadership really look like when growth, pressure, and personal risk collide?
In this episode, Joe O’Mahoney speaks with Richard Goold about scaling consulting firms, leading under strain, and building long-term value without losing culture.
Richard Goold supports founders, CEOs, and boards through the hardest stages of growth—scaling sustainably, protecting culture, and preparing for long-term value creation. He has led and exited consulting businesses, including a £35m sale following an MBO, and now advises fast-growth firms across the UK and US. Earlier in his career, Richard also served as a frontline Met Police officer, an experience that deeply shaped his views on leadership, trust, and decision-making under pressure.
Richard shares his journey from big consulting firms to leading Moorehouse through an MBO, growing the business from £3m to £35m, and ultimately selling it. He reflects on the realities of leadership during high-stakes moments, including remortgaging personal assets, navigating near-deal failures, and carrying responsibility for people as the firm scaled.
The conversation explores what truly drives firm value beyond revenue—succession planning, client concentration, codifying knowledge, and leadership depth—as well as why these factors must be addressed years before an exit process begins.
Joe and Richard close by discussing today’s consulting landscape, including the cultural challenges of remote work, the risks and opportunities of AI, and what leaders must do now to stay relevant and protect enterprise value.
In this episode you will learn:
What leadership under strain really looks like in growing consulting firms- How Morehouse scaled from an MBO to a £35m exit
- Why people, succession, and culture drive long-term firm value
- The risks of waiting too long to prepare for an exit
- How to codify delivery IP and reduce founder dependency
- Why everyone—not just partners—must contribute to growth
- How AI and remote work are reshaping consulting firm value
This episode offers a grounded look at leadership when the stakes are real—from scaling and exits to culture, people, and personal risk. Richard’s experience provides practical insights for consultancy leaders navigating growth, strain, and long-term value creation.
Connect with Richard:Website: RichardGoold.com
LinekdIn: Richard Goold
Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
Follow Joe on LinkedIn:
https://www.linkedin.com/in/joeomahoney/
Follow Joe on Twitter:
https://twitter.com/joeomahoney
Visit Joe’s Website:
https://www.equitysherpa.comChapters
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43: Organisational Health as a Growth Engine: The Q5 Approach with Olly Purnell
What does it take to scale a consulting firm internationally without external capital? In this episode, Joe O’Mahoney speaks with Olly Purnell, Managing Partner and co-founder of Q5, about how the firm grew …
Show notes
What does it take to scale a consulting firm internationally without external capital?
In this episode, Joe O’Mahoney speaks with Olly Purnell, Managing Partner and co-founder of Q5, about how the firm grew from a five-person partnership to a global consultancy. With nearly 30 years of consulting experience, he leads client engagements across sectors while also focusing on attracting top talent to support Q5’s growth in the UK, US, and Australia.Olly explains why Q5 moved away from an associate-heavy model, how they built a culture around organisational health, and how their internal tool—Org Maps—supports operating model work by analysing spans, layers, and resource allocation directly from client ERP data.
They also discuss Q5’s shift from a traditional partnership to a broader shareholder structure, the targeted mergers that helped them enter new markets, and the leadership decisions that preserved the team during COVID-19.
Olly closes with insights into the future of consulting, the impact of AI, and Q5’s focus on strengthening their tools and international footprint.
In this episode, you will learn:
- How Q5 scaled from a small founding team to an international consultancy
- Why the firm shifted from an associate-led model to full-time hiring
- What “organisational health” means in practice and how Q5 delivers it
- How Org Maps supports operating model and workforce decisions
- Why Q5 moved from a partnership to a broader shareholder structure
- The leadership decision that protected the firm during COVID-19
- How Q5 approaches growth, culture, and the future of consulting in an AI-driven era
This conversation offers a clear look into how Q5 has grown, adapted, and defined its approach to organisational health. Olly’s reflections on culture, structure, and leadership provide practical insights for any consultancy thinking about scale. We hope you found the discussion valuable and thought-provoking.
Connect with Olly:
Website: q5partners.com
LinkedIn: Olly Purnell
Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
Follow Joe on LinkedIn:
https://www.linkedin.com/in/joeomahoney/
Follow Joe on Twitter:
https://twitter.com/joeomahoney
Visit Joe’s Website:
https://www.equitysherpa.comChapters
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42: The Second Bite Strategy with Todd Taskey
What if selling your business wasn't the end of your wealth creation journey, but rather the beginning? In this fascinating conversation with Todd Taskey, M&A advisor and host of the Second Bite Podcast …
Show notes
What if selling your business wasn't the end of your wealth creation journey, but rather the beginning? In this fascinating conversation with Todd Taskey, M&A advisor and host of the Second Bite Podcast, we explore how marketing agency founders can transform a business sale into an extraordinary wealth-building opportunity.
Todd reveals the three currencies every business seller receives – cash, earn-out, and equity – and explains why that third component often becomes the most valuable. Through real-world examples like Social SEO (which grew from $2M to $16M in EBIT DA after acquisition) and Endrock Solutions (whose founder went from running a 20-person team to becoming Chief Growth Officer at a 1,700-person powerhouse), Todd illustrates how the "second bite" strategy works in practice.
The conversation dives deep into the human elements that make or break these deals. We explore how personality fit between sellers and buyers determines long-term success, why private equity firms in the agency space focus on growth rather than cost-cutting, and the art of structuring earn-outs that actually motivate founders post-acquisition. Todd shares his counterintuitive advice for presenting conservative growth projections during sale negotiations to ensure achievable earn-outs later.
We also tackle how AI and automation are reshaping the value equation for professional service firms. Rather than threatening agency values, these technologies may actually increase profitability by enabling firms to serve more clients with fewer people. Todd offers practical wisdom on why agency owners should focus on employee and client retention metrics as the true indicators of business quality, and how to distinguish between building a lifestyle business versus building to sell.
Whether you're years away from an exit or actively considering one, this episode provides invaluable insights into maximizing the value of what you've built while creating alignment between your personal goals and your business strategy. The path to extraordinary wealth might just involve taking a smaller slice of a much bigger pie.Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
Follow Joe on LinkedIn:
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41: The Future of Professional Services: How Agentic AI Will Reshape Consulting with Rob Price
Agentic AI is rapidly transforming professional services, yet many consultancies remain cautious about its implementation. In this groundbreaking conversation, Professor Joe O'Mahony and Rob Price explore …
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Agentic AI is rapidly transforming professional services, yet many consultancies remain cautious about its implementation. In this groundbreaking conversation, Professor Joe O'Mahony and Rob Price explore what happens when multiple AI agents work together as a team to tackle complex business challenges.
Rob explains how agentic AI differs from traditional AI applications by creating virtual team members with specific expertise, memory capabilities, and tools. These aren't simple chatbots – they're sophisticated systems that can handle complex workflows while maintaining human oversight. The most fascinating examples include agent teams already working in regulated environments for apprenticeship coaching and due diligence processes, reducing tasks from hours to minutes.
The conversation takes a profound turn when examining how this technology threatens the traditional consulting pyramid. As AI increasingly handles work previously done by junior consultants, firms face difficult questions about talent development, pricing models, and the very nature of their business. "It's not AI that will steal your job—it's the person using AI who will," warns Rob, highlighting the competitive advantage for those who master these technologies.
For young consultants, this shift demands a hybrid skillset combining technical understanding with enhanced human capabilities. The most valuable consultants will be those who build trust, understand context, and create innovative solutions that AI alone cannot. Meanwhile, established professionals might explore what the hosts call "influencer consultancy" – using AI to amplify their personal brand and impact beyond traditional firm structures.
The conversation concludes with a balanced view of consulting's future: short-term opportunities for those who embrace AI capabilities, alongside longer-term questions about how value and profits will be distributed. Whether you're leading a consultancy or considering a career in professional services, this episode provides crucial insights into navigating the agentic AI revolution that's already underway.Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
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40: Scaling a Boutique Consultancy with Anish Patel
Anish Patel takes us on a fascinating journey from his beginnings as a "physics geek" to building and selling a successful consultancy in this candid conversation about growth, leadership, and knowing when to …
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Anish Patel takes us on a fascinating journey from his beginnings as a "physics geek" to building and selling a successful consultancy in this candid conversation about growth, leadership, and knowing when to exit.
With refreshing honesty, Anish reveals how his scientific background created the perfect foundation for consulting work. "The scientific method was something that really I was interested in," he explains, describing how identifying issues, gathering data, developing hypotheses, and convincing others translates perfectly from physics to business consulting.
The conversation delves into the struggles of transitioning from a well-known consultancy to founding Patel Miller. Anish shares a powerful realization that many founders experience: "I thought I was one of the best salesmen of consultancy in the retail industry out there... What I realized when I started my own firm was that I was brilliant at converting opportunities, but I wasn't very good at originating them." This distinction between originating and converting work becomes a crucial insight for anyone building a consultancy.
Perhaps most valuable is Anish's framework for success - the "three A's" that differentiated his boutique firm from larger competitors: Availability (being responsive when clients need you), Amiability (maintaining genuine relationships beyond projects), and Ability (delivering excellence beyond methodological competence). This approach helped his firm punch well above its weight in a competitive market.
The discussion also covers the eventual sale to Metis, with Anish offering candid reflections on the post-acquisition phase. His advice to avoid becoming overly focused on earn-out terms at the expense of activities that actually drive business success provides valuable perspective for consultancy owners considering an exit.
Whether you're contemplating starting your own consultancy, struggling with growth challenges, or considering an exit strategy, Anish's journey offers practical insights and honest reflections on what truly matters in building a successful consulting business.Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
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39: Unlocking Consultancy Success: Richard Brackstone on Growth, Strategy, and Leadership
Richard Brackstone, the managing partner of Moorhouse Consulting, and I talk about growing consultancies. We talk about his time at Andersen Consulting and spearheading projects in the Blair-Brown government …
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Richard Brackstone, the managing partner of Moorhouse Consulting, and I talk about growing consultancies. We talk about his time at Andersen Consulting and spearheading projects in the Blair-Brown government era to leading major projects at Lloyds.
We'll explore the interesting evolution of Moorhouse Consulting, tracing its rise from Dom Moorhouse's vision to the fast-paced expansion that followed their management buyout. We explore how leadership changes, a commitment to diversity, and service line transformations fueled the firm's expansion to a powerhouse of nearly 300 dedicated professionals.
Richard also offers an insider's perspective on the nuances of ownership transitions in the consultancy sector, illuminating the management buyout process when BT sold Morehouse. He discusses the strategic decisions that shaped the firm's future, from choosing between private equity and independent ownership to the cultural shifts that ensued. We delve into the importance of a robust operational structure, highlighting the role of a strong leadership team and strategic systems to support sustained growth.Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
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38: Chris Tomlinson on AI-Driven Transformation and Boutique Firm Advantages
Chris Tomlinson, the founder and CEO of Muuto, is reshaping his firm by embracing AI. Learn how Chris and his team are leveraging the power of generative technologies to shift their consulting practices.Chris …
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Chris Tomlinson, the founder and CEO of Muuto, is reshaping his firm by embracing AI. Learn how Chris and his team are leveraging the power of generative technologies to shift their consulting practices.
Chris shares his insights on how boutiques can outpace larger organizations by harnessing the agility to innovate without the usual constraints. We explore the potential of AI agents in modeling and refining work processes, transforming traditional consulting models to be more adaptive and efficient.
Chris and I discuss the critical role of leadership in this transformation and share strategies for fostering a culture of experimentation. Whether you're in the camp of early adopters or cautious observers, this episode offers valuable perspectives on the organizational change needed to harness the exciting opportunities presented by AI and digital transformation.Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
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37: Preparing for growth inflection points: lessons from two successful CEOs
Any business school student will tell you about the S-curves that most companies encounter when they scale: when what got you to point A will actively prevent you from getting to point B. Anticipating these …
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Any business school student will tell you about the S-curves that most companies encounter when they scale: when what got you to point A will actively prevent you from getting to point B. Anticipating these leads to smoother growth, happier employees, less stressed CEOs/owners, and keener investors / buyers.
Here, we learn from the growth journeys of Richard Goold (ex-CEO of Moorhouse) and Mark Palmer (ex-CEO of GoBeyond and OEE Consulting) - both of whom grew and exited their firms around the £40m mark.
The episode explores the critical inflection points that consultancies must navigate during their growth journeys: the importance of external perspectives, and strategies to sustain entrepreneurial spirit while scaling their firms.
• Defining inflection points and their significance in growth
• Emotional challenges faced by consultancy leaders
• Importance of engaging external advisors for fresh perspectives
• Balancing growth without losing entrepreneurial spirit
• Understanding client needs to define value propositions
• Diversifying client bases to mitigate risks
• Necessity of rigorous systems and processes for effective scaling
• Strategies for overcoming challenges at various growth milestones
• Importance of strong governance and succession planning
• Role of brand positioning in achieving competitive advantagesProf. Joe O'Mahoney helps boutique consultancies scale and exit.
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36: Talent Strategies for Boutique Consulting - Gary Landes, Wilton-Bain.
Why do senior hires fail so often in consulting? What can we do to minimise this?Join me as I sit down with Gary Lanz from Wilton Bain to explore the intricate art of talent acquisition and development within …
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Why do senior hires fail so often in consulting? What can we do to minimise this?
Join me as I sit down with Gary Lanz from Wilton Bain to explore the intricate art of talent acquisition and development within the consulting industry. We discuss finding the strong senior hires who can generate business, fit culturally, and harmonize with existing teams. We also tackle the ongoing debate between being a trusted advisor and the necessity of becoming a visible expert in today's content-driven world.
Navigating the complexities of partner recruitment, Gary and I explore lateral hiring in consulting and shed light on strategic growth strategies for small to medium-sized consultancies, like diversification into new markets, and the evolving landscape of consulting leadership.
We debate how smaller, agile firms can capitalize on these shifts, balancing business development with talent retention and strategic succession planning. We also explore innovative approaches to professional development, questioning the traditional value of universities and championing concepts like the "junior board" to empower the next generation. Listen in to hear how firms can foster a thriving culture and secure client longevity in competitive markets.Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
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35: How to Price your Consulting Services with Ethan Williams
In this episode of the Consulting Growth Podcast, we sit down with pricing strategy maestro Ethan Williams, who transitioned from real estate investment banking to becoming an authoritative voice in global …
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In this episode of the Consulting Growth Podcast, we sit down with pricing strategy maestro Ethan Williams, who transitioned from real estate investment banking to becoming an authoritative voice in global pricing strategy.
Here is Ethan's AI Pricing Advisor: https://chatgpt.com/g/g-MNWgcA4wX-value-based-pricing-advisor
Here's Ethan's LinkedIn: https://www.linkedin.com/in/ethan-williams-8567278/
We dive deep into Ethan's experiences at GE Digital, PwC, and McKinsey, and his transformative work at FGS Global. Ethan unveils the secrets behind moving from traditional time-and-materials pricing to value-based models, shedding light on how these shifts not only elevate client value but fundamentally alter business models. Learn about the art of leading pricing transformations and the most common objections consultants face when adopting value-based pricing.
Ethan also discusses the impact of AI and automation on consulting practices, making the case for abandoning time-based pricing in favor of more efficient models. Get practical advice on implementing value-based pricing, including strategies for maintaining confidence during negotiations and presenting clients with engaging scope options. We wrap up with heartening insights into how AI and low-code solutions are democratizing advanced tools, leveling the playing field for smaller consultancies. This episode is a must-listen for anyone eager to stay ahead in a rapidly evolving consulting landscape.Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
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34: Thought Leadership & AI in Boutique Consultancies – Insights with Athena Peppes
What does great thought leadership look like for boutique consultancies? Join us on the Consulting Growth Podcast as we engage with Athena Peppes, a luminary in thought leadership and artificial intelligence …
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What does great thought leadership look like for boutique consultancies? Join us on the Consulting Growth Podcast as we engage with Athena Peppes, a luminary in thought leadership and artificial intelligence. Drawing from her stellar career at Accenture and her current role as an independent consultant, Athena unveils what makes thought leadership effective.
In this episode, Athena demystifies how boutique firms can leverage AI to distill valuable insights from existing client relationships. Discover strategies to produce impactful annual statement pieces that can strengthen your firm's market position. Athena also explores the transformative power of generative AI in professional services, emphasizing the importance of high-end thought leadership amidst an oversaturated content landscape. She delves into emerging technologies like gen AI and synthetic data, which are making advanced analytics more accessible than ever.
Our conversation doesn’t stop there. We navigate the complex landscape of AI and robotics, reflecting on the multifaceted expectations surrounding AI’s capabilities. Inspired by insights from economist Anton Koronek, we discuss how businesses can better anticipate and adapt to disruptive AI applications. Learn why addressing specific business pain points is crucial for successful AI integration, and hear Athena’s thoughtful analysis on the future challenges and opportunities that AI presents. This episode is packed with invaluable insights for anyone looking to stay ahead in the rapidly evolving world of technology and consultancy.
Athena's website: https://www.athenapeppes.com/
The Thought Leadership-as a Service consultancy: https://www.beaconthoughtleadership.com/Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
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33: Productize! Eisha Armstrong and Chris Dando discuss how to generate products from expert knowledge
Productization offers considerable opportunities to consultancies as the cost of development has collapsed. Eisha Armstong is the world's leading expert on how this is achieved in consultancies, co-founder …
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Productization offers considerable opportunities to consultancies as the cost of development has collapsed. Eisha Armstong is the world's leading expert on how this is achieved in consultancies, co-founder of Vecteris and celebrated author. Chris Dando is a member of the Boutique Leaders Club and founder / CEO of Reinvigoration - an operations consultancy which has recent successfully productized some of its offerings.
Eisha, brings her expertise in helping service companies reinvent their business models to thrive in today's market. Meanwhile, Chris shares insider knowledge on developing a software spin-off aimed at facilitating operations transformation and building recurring revenue streams.
Transitioning from consultancy to software business can be riddled with pitfalls. Learn how to avoid common mistakes by ensuring you have the right people in strategic roles and conducting thorough market validation. Discover why a market-minded product leader can make all the difference in commercialization success. We also discuss how focusing on urgent and expensive problems can guide product development, along with the importance of co-designing with your target market segment for best results.
We explore actionable methods like the Van Westendorp price sensitivity meter and the 10x value rule, essential for aligning pricing with perceived value. Explore the future of productization, including how AI and automation are revolutionizing service delivery by enhancing standardization and efficiency. Join us as we provide a comprehensive framework for optimizing your consultancy’s offerings and staying competitive in a rapidly changing landscape. Don't miss out on these invaluable insights from Eisha and Chris!
You can download Productize free here: https://www.vecteris.com/complimentaryproductizebookProf. Joe O'Mahoney helps boutique consultancies scale and exit.
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32: Presidential Whisperer: Michael Kempner on growing his PR firm to 300+ people
Meet Michael Kempner, the mastermind behind MIKEWORLDWIDE. His is a story a narrative woven with tenacity and transformation moving from a solo operation to spearheading a leading independent PR firm, where …
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Meet Michael Kempner, the mastermind behind MIKEWORLDWIDE. His is a story a narrative woven with tenacity and transformation moving from a solo operation to spearheading a leading independent PR firm, where embracing past hurdles has been integral to the company's monumental growth.
This episode peels back the layers on how valuing human capital has been pivotal to MWW's success, revealing that nurturing talent is just as crucial as attracting it. We discuss the importance of brand perception to consulting firms as well as learning from the journey of Michael in growing his own firm to over 300 people.
We explore some innovative strategies his firm employs, juggling AI and predictive analytics with human decision-making. Join us for this exploration of reputation, trust, and leadership—and how these pillars can chart a course to success in the competitive realm of PR.Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
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31: Mastering M&A in the Consultancy Sector with Jerome Glynn-Smith of Equiteq
Unlock the secrets to a triumphant M&A journey in the knowledge economy with Jerome Glynn-Smith, the Equiteq's Head of Europe. As a former JP Morgan and Deloitte luminary, Jerome provides wisdom on the …
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Unlock the secrets to a triumphant M&A journey in the knowledge economy with Jerome Glynn-Smith, the Equiteq's Head of Europe. As a former JP Morgan and Deloitte luminary, Jerome provides wisdom on the pivotal role of specialization within the technology and professional services sectors.
Our chat navigates through the critical $10 million revenue threshold, the allure of private equity in the consultancy sphere, and the delicate art of balancing risk and scalability for consulting firms on the brink of a sale.
We dissect the valuation conundrums and profit trajectories that influence the consultancy industry's M&A trends and shine a spotlight on the non-negotiables of EBITDA evaluation. Jerome also weighs in on the potential pitfalls of diversification, urging firms to sustain a laser focus on their core services to cultivate a tantalizing appeal for prospective buyers.
In our final exchange, Jerome lays out a roadmap for boutique consultancies anticipating a sale. Aligning stakeholders' visions, bolstering market presence, and maintaining a pristine and comprehensive data room emerge as the cornerstones of a well-prepared exit strategy. By championing specialization and crafting a compelling equity narrative, Jerome assures us that small to medium-sized firms can navigate M&A transactions with the precision and confidence of seasoned pros.Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
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30: From growth to sale. Twice. With Phil Rolfe
Phil Rolfe founded, grew and sold FS101 to P2 Consulting, then P2 Consulting to Valcon, where he is now the country COO for the UK. This episode promises a treasure trove of wisdom, from Phil's …
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Phil Rolfe founded, grew and sold FS101 to P2 Consulting, then P2 Consulting to Valcon, where he is now the country COO for the UK.
This episode promises a treasure trove of wisdom, from Phil's transformative journey from Eagle Star, KPMG and RBS to the innovative frontiers of Vulcan's data problem-solving focus. As your host, Professor Joe O'Mahoney, I'm thrilled to share how Phil's bold leap to the Netherlands and the launch of FS101 led to an exhilarating adventure in financial crime advisory.
You'll gain rare insight into the delicate dance between new leaders and their predecessors, and how Phil's commitment to transparent communication shaped a resilient path through the challenges of private equity involvement. His reflections on personal growth and cultivating a supportive leadership atmosphere within a large organization provide a candid glimpse into the essence of effective management.
As we explore the intricate tapestry of business growth and scaling, Phil unveils the strategic musings behind hiring decisions in a growing firm. We then discuss the future of consulting in a digitally transformed world, where AI and data analytics are not just buzzwords but pivotal tools reshaping the industry.
For anyone eager to understand the forces driving business success and innovation, Phil's incredible journey is a beacon of inspiration and strategic acumen.Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
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29: Transforming Consultancy with Productisation and Automation with Tim Redgate
Imagine if you could transform your consultancy's repetitive tasks into a unique service offering or automate more of your back-office? That's precisely what our guest, Tim Redgate Strategy Director …
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Imagine if you could transform your consultancy's repetitive tasks into a unique service offering or automate more of your back-office? That's precisely what our guest, Tim Redgate Strategy Director of Axioned, discusses in this fascinating episode of Consulting Growth. We dive deep into the concept of productisation and how it can be a game-changer for consultancies and professional service firms.
I kick off the conversation with Tim by exploring the role of tech investments for decision-makers and the potential benefits and pitfalls of productising people services. We share essential strategies, including the significance of having a passionate product owner, a dedicated team, clear goals, and budget constraints. We also highlight why it's crucial to start with a feasibility study or proof of concept before jumping into the deep end.
Later, we venture into the exciting realm of automated workflows and productisation. Imagine having a tool that could streamline your consultancy's repetitive tasks – that's the power of automation. We also discuss AI's potential across various industries and its possible impact on the consulting industry. Tim also shares his experience with low-code and no-code solutions and how they can help to supercharge the first stages of product development. Join us on this fascinating journey, where we explore the cutting-edge intersection of technology and consulting.Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
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28: Building & Selling a PR & Communications Boutique with Jessica Schaefer of Bevel
What does it truly take to build a PR and communication firm that stands tall among the giants? Today, we're joined by Jessica Schaefer, founder of Bevel, a strategic PR and communications firm that has …
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What does it truly take to build a PR and communication firm that stands tall among the giants? Today, we're joined by Jessica Schaefer, founder of Bevel, a strategic PR and communications firm that has carved a unique niche at the intersection of financial services and technology. Jessica's remarkable journey takes us from her start in the throes of the Great Recession, through prestigious companies like Moody's to the establishment of her own game-changing venture. Learn how Bevel's strategic approach of applying a hedge fund-based performance model to communications, coupled with a focus on quarterly KPIs and bonuses tied to client retention, set it apart in an intensively competitive market.
Dive into the heart of the challenges and rewards of creating a consultancy powerhouse with us. Jessica offers an insider's view into the delicate art of managing clients, nurturing talent, and maintaining a work-life balance while steering a successful firm. Our conversation touches on the factors that contributed to the impressive acquisition multiple on Bevel's sale, providing valuable insights into the business of PR and the nuances of selling an enterprise. Strap in for a thrilling exploration of the world of entrepreneurship that every aspiring professional should hear.
As we navigate through the rapidly evolving landscape of communications and technology, Jessica shares her perspective on the future of Bevel and its synergies with Avenue Z. The focus is also on their recent acquisitions and the increasing emphasis on digital marketing, PR, and influencer strategies. The conversation delves into the importance of attracting and retaining top talent and how Bevel's dedication to meaningful work and ownership has been a critical factor in their success. We wrap up with a deep dive into the benefits and challenges of being a young, female founder from a non-privileged background. This is an episode you won't want to miss. Tune in for a truly inspirational journey and invaluable lessons for emerging entrepreneurs.Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
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27: Leadership Appointments and Succession Planning with Deri Hughes, Caroline Boston and Simon Hemsley
Want the inside scoop on how to successfully navigate senior leadership appointments in consultancies? Don’t miss an enlightening conversation with our experts, Deri, Simon, and Caroline as they pull back the …
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Want the inside scoop on how to successfully navigate senior leadership appointments in consultancies? Don’t miss an enlightening conversation with our experts, Deri, Simon, and Caroline as they pull back the curtain on designing organisational structure, performance management systems, and effective team engagement to prepare for a prosperous exit.
We discuss strategies for growth and succession planning. Listen and learn from the experts as they share their personal experiences and strategies on building both internal capability and external recruitment to catapult a business to its desired size. Overcome the hurdles of building a talent pipeline and uncover the ways to maximize value at an equity event. Also, unearth the importance of finding the right people to fill gaps in your business and how to quickly make them value accretive.
Finally, we explore the recruitment order for growing boutique firms, the roles necessary as a firm expands, and the significance of each role in the business. Take note of the importance of a Chief Operations Officer, Chief Business Development Officer, the role of an operations lead, and when it's crucial to have these roles within your firm. Also, learn about constructing internal capability and external recruitment strategies to facilitate growth. Prepare yourself for an informative and insightful episode that you simply can't afford to miss.Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
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26: Culture, AI and Growth with David Fields
Welcome to a captivating conversation with David Fields. David is does similar work to me, but on the other side of the Atlantic. Ever wondered how small consulting firms manage to compete in an oversaturated …
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Welcome to a captivating conversation with David Fields. David is does similar work to me, but on the other side of the Atlantic.
Ever wondered how small consulting firms manage to compete in an oversaturated market? David offers his perspective on the role of marketing and the power of referrals, inviting us to question our own strategies. Finding effective differentiation in the sea of sameness, they say, comes down more to reliability and credibility than standing out.
We chat about Artificial Intelligence and its potential impact on the industry. AI's ability to enhance solutions, streamline operations, revolutionize communication, and even manage information storage and dissemination might just be the game-changer we're all waiting for. But what if AI could also create custom bots for clients (it can now!) and play devil’s advocate?
Finally, we dive deep into the art of building a consulting firm for not just short-term wins but long-term success. The secret lies in creating a culture that's satisfying and profitable for everyone, from the owners to the partners. David illuminates the nuanced difference between a firm built to last and one polished for sale, sparking a thought-provoking conversation about the balancing act of competing in two markets - clients and employees. This is a critical examination of the consulting industry that you won't want to miss. Tune in to gain valuable insights from two seasoned professionals.Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
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25: Meg Newhouse: From Clinical Psychology to the Boardroom
Have you ever wondered how an aspiring clinical psychologist ended up co-founding a successful tech consulting firm? That's exactly the intriguing journey of Meg Newhouse, our guest for this episode. We …
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Have you ever wondered how an aspiring clinical psychologist ended up co-founding a successful tech consulting firm? That's exactly the intriguing journey of Meg Newhouse, our guest for this episode. We get a fascinating peek into Meg's career pivots, starting with her initial discovery of the field of instructional design and her subsequent roles in a tech company and a large consulting firm. Her company, Inspirant Group, was sold to 10Pearls in 2023.
Meg shares how she went from writing training programs to building her boutique learning and development consulting firm. She vividly explains how the Inspirant Group was born when a good friend asked her to help build a consulting firm. In this episode, we dig into the nitty-gritty of how the Inspirant Group's founding team disrupted the consulting industry. They established their core values and behaviors and created an attractive culture for potential team members. We also touch upon the importance of resource utilization and the pitfalls of solely focusing on it.
Our conversation takes us to the complexities of being a solo entrepreneur and the crucial role of transparency and trust among co-founders. Meg reveals how they balanced decision-making processes, incentivized employees beyond sales, and kept company secrets. To top it all off, she discusses the crucial aspects of preparing for exit strategies, constructing a fair bonus structure, and the importance of engaging a broker during a company sale. This conversation is a treasure trove of insights for anyone interested in entrepreneurship and team-building.Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
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