How AI Is Reshaping Tech Consultancies in 2026

In this episode of TechUnhinged, Florian Heinrichs, Partner at The Visible Authority, co-founder of Client Friendly, sheds light on how AI is reshaping consulting, but maybe not in the ways the headlines suggest. Florian has spent 15 years helping mid-size consulting firms figure out who they actually are and what they genuinely solve. During the conversation, he walks through why the firms quietly bleeding aren't the big four or the scrappy boutiques, but the ones awkwardly stuck in between. Why "we know Salesforce" is no longer a business pitch, it's a commodity. Why the so-called AI double squeeze is leaving consulting leaders holding the bag, even though the technology simply doesn't deliver. And why the most important thing a consultant can do right now has nothing to do with AI at all, it's learning to lead with the client's problem, not your own credential.