The Consultant's Way Podcast

Season 3, Episode 14: The Future of Consulting Talent

Send us Fan Mail [https://www.buzzsprout.com/2399511/fan_mail/new] 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/ [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/ [https://www.consultantsway.com/]  Connect with us:  • LinkedIn:  ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/ [https://www.linkedin.com/in/deanmcmann/] ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b [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.

Season 3, Episode 13: Building Something Before You’re Fully Ready

Send us Fan Mail [https://www.buzzsprout.com/2399511/fan_mail/new] 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/ [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/ [https://www.consultantsway.com/]   Connect with us:  • LinkedIn:  ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/ [https://www.linkedin.com/in/deanmcmann/] ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b [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.

Season 3, Episode 12: Speed To Value Is the Strategy

Send us Fan Mail [https://www.buzzsprout.com/2399511/fan_mail/new] 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/ [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/ [https://www.consultantsway.com/]   Connect with us:  • LinkedIn:  ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/ [https://www.linkedin.com/in/deanmcmann/] ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b [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, 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.

Season 3, Episode 11: Why Professional Services Must Lead Growth

Send us Fan Mail [https://www.buzzsprout.com/2399511/fan_mail/new] 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/ [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/ [https://www.consultantsway.com/]   Connect with us:  • LinkedIn:  ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/ [https://www.linkedin.com/in/deanmcmann/] ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b [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 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.

Season 3, Episode 10: Judgment Matters More Than Speed

Send us Fan Mail [https://www.buzzsprout.com/2399511/fan_mail/new] 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/ [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/ [https://www.consultantsway.com/]   Connect with us:  • LinkedIn:  ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/ [https://www.linkedin.com/in/deanmcmann/] ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b [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.