The Professional Services Pursuit

Ep. 116 - From Dependency to Autonomy: Consulting Rewired w/ Sarah Edwards & James Cawthorne

In this episode we share a conversation from a recent Leaders in Consulting [https://www.leadersinconsulting.com/] podcast, where Kantata’s Chief Product Strategy Officer, Sarah Edwards, sits down with James Cawthorne, CEO of FOIL. At the center of the discussion is a shift every services leader is starting to feel: clients no longer want dependency — they want independence. James makes the case for “autonomic consulting” — a model focused on embedding capability directly into the client’s business. Instead of delivering answers, firms must build systems that encode knowledge, drive consistency, and enable better decisions at scale. In this episode, you’ll learn: * Why competing on productivity in the age of AI leads to diminishing returns * What “system intelligence” actually means, and why it matters more than standalone AI tools * How client expectations are shifting from support to true capability-building * Why dependency-based models are becoming structurally unstable * What it takes to stay relevant when value, not effort, becomes the primary differentiator If you’re rethinking how your firm delivers value, and how to create more predictable, scalable outcomes for clients this conversation is a must-listen. ---------------------------------------- Hosted on Acast. See acast.com/privacy [https://acast.com/privacy] for more information.

Ep. 115 - SaaS Is Under Fire: Who Survives the AI Shift, and Why It Matters for Services Leaders w/ Michael Speranza

AI isn’t just disrupting SaaS, it’s forcing a fundamental rethink of what software is actually worth. In this episode, Brent sits down with Kantata CEO Michael Speranza to unpack the growing tension across the market: buyers questioning why they should pay for software they think AI can build, and boards pushing leaders to prove long-term, defensible value. The conversation goes beyond the hype to explore what truly survives in an AI-driven world, and why the future of SaaS has far less to do with code and far more to do with context. KEY TOPICS COVERED * The new “build vs. buy” reality: Why buyers are questioning SaaS in the age of AI, and where that thinking falls short * Who’s actually at risk: The types of SaaS companies most vulnerable in this shift (and why) * The death of code as a moat: How value is moving from product to data, workflows, and domain expertise * Context as the new advantage: Why owning deep customer understanding is becoming the ultimate differentiator * What survives — and wins: The traits of SaaS companies that will endure and thrive in an AI-driven market Read Michael’s recent article, AI Is Coming for SaaS. Just Not the Way You Think [https://www.kantata.com/blog/article/ai-is-coming-for-saas-just-not-the-way-you-think] to learn more about this topic and his perspective on the SaaSpocalypse. ---------------------------------------- Hosted on Acast. See acast.com/privacy [https://acast.com/privacy] for more information.

Ep. 114 - Women’s History Month: 3 Women, 3 Paths to Leadership and Impact w/ Lauren Langston, Jennifer Schutz and Melissa Korzun

In honor of Women’s History Month, this episode features three very accomplished female leaders — Jennifer Schutz, Lauren Langston, and Melissa Korzun — sharing candid insights on their career journeys, pivotal moments, and the mindset shifts behind their success. The conversation highlights how growth comes not from linear paths, but from embracing opportunity, building confidence, and leading with authenticity. KEY TOPICS COVERED * How curiosity, adaptability, and unplanned opportunities shape successful careers * Why leaning into challenges accelerates growth and opens new doors * The role of self-awareness and authenticity in effective leadership * The shift from execution to communication, influence, and alignment as you grow * How to reframe setbacks as learning opportunities BOOK RECOMMENDATIONS FOR LEADERSHIP & CAREER GROWTH Melissa’s Recommendations * Crucial Conversations — Kerry Patterson, Joseph Grenny, Ron McMillan & Al Switzler * Radical Candor — Kim Scott * The Secrets of Six-Figure Women — Barbara Stanny * Switch — Chip Heath & Dan Heath * Lead with a Story — Paul Smith Jennifer’s Recommendations * Nice Girls Don’t Get the Corner Office — Lois P. Frankel * Extreme Ownership: How U.S. Navy SEALs Lead and Win — Jocko Willink * How Women Rise — Sally Helgesen & Marshall Goldsmith * The 48 Laws of Power — Robert Greene * Your Brain at Work — David Rock Lauren’s Recommendations * Designing Your Life — Bill Burnett & Dave Evans * Powerful — Patty McCord * Amp It Up — Fred Slootman * Scaling People — Claire Hughes Johnson * Conscious Business — Fred Kofman ---------------------------------------- Hosted on Acast. See acast.com/privacy [https://acast.com/privacy] for more information.

Ep. 113 - Operationalizing AI in Consulting: Governance, Talent Shifts & the Move to Outcome-Based Pricing w/Tom Rodenhauser

AI is no longer a futuristic add-on for consulting firms, it’s reshaping how firms operate, price, hire, and deliver outcomes. In this episode Brent sits down with Tom Rodenhauser of K2 Consulting Research (formerly Kennedy Intelligence) to unpack what’s actually happening inside consulting firms as they operationalize AI. From boutique firms building knowledge engines that rival global players, to the governance structures required to protect client trust, to the accelerating shift away from time-based billing, this conversation separates hype from reality. Key Topics Covered * How boutique firms are competing with global giants * The changing role of consultants (especially junior talent) * Governance isn’t optional, it’s the prerequisite for trust. * Transparency as a competitive advantage * Outcome-based pricing is the future, but only for firms that can clearly define and measure results. * Measurable internal impact and the time savings creating space for higher-value conversations and business development ---------------------------------------- Hosted on Acast. See acast.com/privacy [https://acast.com/privacy] for more information.

Ep. 112 - Reinventing Agency Value for What’s Next w/ Caroline Johnson, Patricia Rothenberg and Michael Farmer

In this special compilation episode, Brent revisits three powerful conversations with leaders who have fundamentally reimagined how agencies price, position, and deliver value. As AI accelerates productivity, procurement squeezes margins, and time-based billing becomes increasingly commoditized, one thing is clear: the traditional agency model is under pressure. The firms that redefine themselves as performance partners, not effort vendors, are pulling ahead. From valuation strategy to operational reinvention, this episode explores what it really takes to make the shift from selling hours to selling impact. IN THIS EPISODE, YOU’LL HEAR: * Caroline Johnson, the Co-Founder of The Business Model Company discussing why selling time suppresses valuation — and how business model design can double or even triple firm multiples. (Ep. 63) * Patricia Rothenberg, Global COO and General Counsel of renowned creative agency 72andSunny shares how they were able to eliminate individual timesheets and train teams to sell value instead of labor. (Ep. 94) * Michael Farmer, Author of Madison Avenue Manslaughter and Madison Avenue Makeover - and the leader of Management consulting firm Farmer & Company provides practical lessons on leading scope discussions around outcomes—not procurement-driven deliverables—and what changes operationally when agencies focus on impact over hours. (Ep. 48) ---------------------------------------- Hosted on Acast. See acast.com/privacy [https://acast.com/privacy] for more information.