Consultancy Growth Podcast

Luke Badiali is Co-founder of BeDeveloped, where he partners with boutique consulting firms and PE/VC-backed businesses looking to scale their business development capability. Over the past five years Luke and his business partner George Berrington have supported more than 1,000 consulting leaders.In this conversation, Craig and Luke explore why the gap between knowing business development matters and building something that works consistently is almost always a problem of execution rather than intent, why over-reliance on a small number of rainmakers persists even when leaders know it's a structural vulnerability, how to build a BD engine through the right sequence of CRM, lead generation, sales and marketing alignment, and people development, and what private equity investors really see when revenue is concentrated in one or two individuals.This is a structured, practical conversation with a business development specialist who has a clear view of what it actually takes to build a repeatable commercial engine inside a boutique consulting firm.Host: Craig Herd, MD at Consultancy Growth Guest: Luke Badiali, Co-founder at BeDeveloped

Depesh Pankhania is Co-Founder and COO of Evotra, a specialist implementation consultancy serving the wealth and investment management sector. Depesh co-founded the business in 2020 alongside Sally Merritt after spending 15 years observing a persistent gap in the market: firms investing heavily in technology transformation and then losing all the implementation knowledge the moment the project team disbanded. Evotra was built to close that gap, combining hands-on delivery with an ongoing fractional support proposition called Resolve.In this conversation, Craig and Depesh explore why Evotra chose a permanent employee model over the associate-heavy approach most consultancies rely on, how a deliberate niche in specialist technology has become a foundation for strong client retention rather than a ceiling on growth, and what it took to apply AI to the firm's most complex capability first rather than starting with something safe and low-risk.This is a grounded, practical conversation with a consultancy leader who has built a fast-growing specialist firm by staying close to delivery, staying close to clients and resisting the temptation to expand before the model was proven.Host: Craig Herd, MD at Consultancy Growth Guest: Depesh Pankhania, Co-Founder and COO at Evotra

Danny Philamond is Partner at Magnus Consulting, a B Corp certified growth consultancy recognised by the Financial Times as one of the UK's leading management consultancies. Danny is also a Forbes Council Member and specialist in go-to-market strategy and complex enterprise account growth.In this conversation, Craig and Danny explore why increasing activity is almost never the right response when growth stalls, the uncomfortable finding that only 9% of commercial leaders are confident in hitting their targets, why go-to-market strategy has to be treated as a living operating system rather than a document on a shelf, and how decision discipline, once it loosens, is one of the hardest things to rebuild.This is a practical, data-informed conversation with a growth consultant who has worked across PE-backed firms and large enterprises, and has a very clear view of where the real leverage is when commercial growth starts to stall.Host: Craig Herd, MD at Consultancy GrowthGuest: Danny Philamond, Partner at Magnus Consulting

Leo Chancellor is Co-Founder of aro, a boutique consultancy serving the wealth and asset management sector. Leo spent the best 3 years at KPMG and then the best part of a decade at Penn Partnership. Joining Pen when it was around 20 people and riding that growth journey all the way to 80 before the firm was acquired by a larger global consultancy. That acquisition was the catalyst. Finding himself back inside a large organisation after years in a growing boutique, Leo and a small group of colleagues launched aro in April 2025.In this conversation, Craig and Leo explore why the boutique end of the wealth and asset management market is opening up, how aro's revenue-share model allows the firm to put senior experienced people in front of clients at roughly half the cost of the big four, what 90 meetings in the first two months taught them about building momentum from a standing start, and why financial discipline in year one matters far more than most founding teams anticipate.This is a candid, experience-led conversation with a consultancy leader who has seen what a 20 to 80 person growth journey looks like from the inside, and is now building one of his own.Host: Craig Herd, MD at ConsultancyGrowth.com Guest: Leo Chancellor, Co-Founder at aro.

Andrew Laird is Chief Executive and Co-Founder of Mutual Ventures, a specialist public service reform consultancy working with central government departments and local areas to make public services work better for the people who need them most. Andrew co-founded the business in 2011 and has spent the last 15 years building it into one of the most respected independent voices in public service reform.In this conversation, Craig and Andrew explore how Mutual Ventures has grown from a niche startup responding to a government agenda into a firm with a bold three-year growth strategy, why appointing two non-executive directors was one of the best decisions they ever made, and how thought leadership became part of the DNA of the firm rather than a bolt-on marketing exercise.This is a practical, experience-led conversation with a consultancy leader who has navigated government instability, built a culture of radical transparency and learned what it really takes to grow a specialist firm without losing what makes it special.Host: Craig Herd, MD at Consultancy Growth Guest: Andrew Laird, Chief Executive at Mutual Ventures

Sam Gulliver is Managing Director of Consult LDN, a commercially focused property consultancy specialising in technical due diligence, asset management and development consultancy across London and the UK. With over 15 years in the property world, Sam has worked across small partnerships and large national firms before building the kind of business he always wanted to work in.In this conversation, Craig and Sam explore what it really means to advise clients on the commercial outcome rather than just the technical problem, how starting small with new clients consistently leads to much bigger relationships, and why listening more than you talk might be the most underrated skill in consultancy.This is a practical, experience-led conversation with a property consultancy leader who has built a business around trust, attentiveness and understanding what clients are actually trying to achieve.Host: Craig Herd, MD at Consultancy Growth Guest: Sam Gulliver, Managing Director at Consult LDN

Pekka Metsaranta is CEO and founder of Sisua, a program management consultancy named after the Finnish concept of inner strength, resilience and determination. Before consultancy, Pekka served as a second lieutenant in the Finnish Defence Forces and the leadership principles he learned there, humility and leading from the front, are baked into everything he has built since.In this conversation, Craig and Pekka explore how those military principles translate into a consultancy culture, what it really takes to grow from a founding idea to one of the UK's top independent project consultancies, and why radical transparency might be the most powerful tool in a leader's kit.This is a practical, experience-led conversation with a consultancy leader who has operated inside complex programmes, built a team from scratch and learned what it really takes to grow a firm people actually want to work for.Host: Craig Herd, MD at Consultancy Growth Guest: Pekka Metsaranta, CEO and Founder at Sisua 

Craig is joined by Liam O’Neill and Sam Lewis, senior leaders at bpmd, a consultancy that works with large, complex organisations to build lasting process, transformation, and change capability.Over the last decade, bpmd has grown from three people working out of a spare room with a single client into a specialist consultancy trusted to support enterprise-scale transformation programmes. Their work spans global organisations, complex operating models, and long-running change initiatives where process, data, and execution genuinely matter. They are particularly well known for helping organisations turn platforms like SAP Signavio into something that delivers real business value, rather than shelfware.In this episode, we cover:The journey from early-stage survival to leading complex, enterprise-level transformation workHow bpmd moved away from generalist, task-based delivery into a clearly defined specialismWhy producing high-quality outputs is not the same as creating meaningful business outcomesThe leadership discipline required to narrow focus before the pipeline fully supports itHow challenging client requests can strengthen trust rather than damage relationshipsWhy working with clients who already value the work changes the entire sales dynamicThe impact of specialisation on team quality, motivation, and retentionHow helping clients build their own capability leads to more strategic, higher-value engagementsWhat the rise of AI and automation means for consultancies operating in change and transformationThis is a practical, experience-led conversation with consultancy leaders who have operated inside complex organisations, navigated long sales cycles, and learned where real value is actually created. Host:  Craig Herd, Managing Director at Consultancy GrowthGuest:  Liam O'Neill, Managing Director at bpmdGuest: Sam Lewis, Director at bpmd

In this episode Craig speaks with Darryl Petticrew, Director at Lancia Consult, a firm known for stepping into transformation programmes at the exact moment others step out. When projects stall, when plans unravel, when teams lose confidence, Lancia is the first call. This conversation explores why.Darryl spent more than fifteen years in major consulting firms before joining Lancia, drawn by its entrepreneurial culture and its obsession with real impact. We explore the realities of transformation work in 2025. Darryl explains why co creation beats traditional delivery, why capability transfer is now a core differentiator and why the firms that win today are those willing to take ownership while working on the client’s side of the desk.Consultancy leaders will also hear a candid breakdown of the hidden fragility in growing consultancies and how to fix it. Darryl shares the warning signs inside firms that look successful on the surface but are operationally vulnerable. Over dependence on rainmakers. Decision making slowed by hierarchy. A small cluster of clients carrying the revenue. Teams stretched across delivery with no capacity for growth. These weaknesses tend to appear just as revenues rise.Craig and Darryl explore how resilience is built. How trust creates speed. How the boutique advantage becomes real. And what it actually looks like to lead when your client has run out of answers.In this episode you will learnWhy boutique consultancies win transformation work the big firms loseHow to build trust quickly in high pressure environmentsWhat programme recovery teaches about leadership, ownership and clarityThe hidden fragility in growing consultancies and how to fix itHow co creation and capability transfer create long term client loyaltyWhy clients drop big four firms for smaller teams that can deliver fastHow to position your consultancy as the first call when a project turns redFor consultancy leaders facing a tougher market, this is a clear playbook for building a firm that clients trust with their hardest problems. Human. Fast. Under pressure. And impossible to replace.Host Craig HerdGuest Darryl Petticrew

In this episode Craig meets with Sarah Lyons and Hannah Bradshaw, co founders of Blue Sky, a consultancy that is fast becoming a top coaching partner for the UK's legal sector. Their client retention is exceptional. Their niche is clear. Their purpose is unmistakable. And their story is a powerful example of how passion and purpose can shape a consultancy that clients remain with for years.Sarah and Hannah both trained and practised as employment lawyers. When they became new mothers they expected to return to the firm and continue their career trajectory. Instead they came face to face with a structural issue that affects thousands of women across the legal profession. The perception gap. While they were at home with their children their post qualification experience continued to increase on paper. When they returned they were measured against peers with a full year of additional experience. It was a disadvantage created by the system itself.Rather than accept that as normal they decided to solve it. Blue Sky was born from personal frustration and a clear sense of purpose. Today their consultancy supports women through maternity leave, return to work and the long journey toward partnership in some of the most demanding firms in the world. The results are measurable and the loyalty they gain from clients reflects the depth of impact they create.In this episode you will hear:How passion and purpose became Blue Sky’s commercial advantage. Why great client retention is not luck but a direct outcome.How a narrow niche helped them win the trust of major law firms.The link between personal identity, leadership and client success.What senior consultancy leaders can learn from Blue Sky’s approach.This is a conversation about building a consultancy that solves a real problem, attracts committed clients and retains them through trust, consistency and purpose. It is a blueprint for founders and leaders who care about long term value, meaningful work and commercial strength.Host: Craig Herd Guest: Sarah Lyons Guest: Hannah Bradshaw

In this episode of The Consultancy Growth Podcast, Craig Herd speaks with Mark Green, founder and CEO of Change Rebellion. After a near-fatal battle with COVID that left him in a coma for months, Mark came back with a new philosophy: empathy over ego, and change that’s human first.We dig into why clients now value implementation over clever slides, how authenticity and humour can be powerful differentiators in a crowded market, and what it takes to build a consultancy that wins clients by standing out, not chasing RFPs.Mark also shares his view on the role of AI in change management, the upside and downside of bold positioning, and why he believes consultancies should leave clients better equipped than they found them. If you’ve ever wondered whether playing it safe is holding your firm back, this conversation will make you rethink how you grow.Chapters 0:00    Introduction to Change Rebellion 01:17     From Coma to Consultancy: A Life-Changing Reset 05:30   Why Authenticity and Humour Stand Out in Consulting 10:00   Family First: Defining Success on Your Own Terms 14:55    The Upsides and Downsides of Being Bold 19:55    Why Implementation Now Beats Intelligence 22:13    AI’s Role in the Future of Change Management 28:11     Empathy Over Ego: Consulting Without the Ego Trap30:52   How to Ensure Clients Are Better Off After You Leave 35:13    The Future Vision for Change Rebellion

In this episode Craig is joined by Richard Longstreet, founder of Tarka Talent, to explore what really drives successful hiring in boutique consultancies. Too often, firms bring in senior hires with impressive CVs only to find they don’t deliver the growth expected. Richard explains why success in a Big Four doesn’t always translate into a boutique environment, the critical distinction between developing existing accounts and winning new logos, and how cultural fit can determine whether a hire creates lasting value.They also discuss the infrastructure required to support growth, why equity should be tied to performance, and how consultancies can create a culture where business development is a shared responsibility rather than resting solely on the founder. If you’re thinking about making senior commercial hires, this episode offers a clear framework to avoid costly missteps.00:00    Introduction and Context02:59     The Role of Senior Hires in Boutiques 07:53     Account Development vs New Business 10:23     How to Vet Candidates for Commercial Roles 14:04     Why Infrastructure Matters for Growth 16:30     Marketing’s Role in Enabling Success 20:28     Systems and Processes That Scale 25:15      Escaping Founder Dependency 30:10     Building a Sustainable Hiring Strategy 34:14      Balancing Equity in Hiring 38:37     The Importance of Cultural Fit 43:01     Curiosity as a Growth MindsetHost Craig Herd Guest Richard Longstreet

In this episode, Craig sits down with executive coach Deena Priest to unpack the three pillars of sustainable Consultancy leadership: Purpose, Peace, Profit.  Along the way, they explore how to spot the early signs of unfulfillment, tackle the fear of selling, and break free from the micromanagement trap. Deena shares why emotional regulation is a non‑negotiable skill for leaders, and how to build a legacy that lasts through smart succession planning.00:00 — Introductions & Why Founders Lose Their Spark 05:42 — From Consulting to Coaching: Finding Purpose Again 11:37 — The Hidden Signs You’re No Longer Fulfilled 17:41 — Why Most Consultancy Founders Struggle With Sales 20:25 — Breaking the Micromanagement Habit That’s Draining You 24:05 — How to Lead With Confidence (Even Under Pressure) 27:44 — Using NLP to Reframe Setbacks Into Wins 30:32 — Mastering Emotional Regulation for High‑Stakes Leadership 36:07 — Building a Consultancy Legacy That Outlives YouHost Craig Herd Guest Deena Priest 

In this conversation, Mary Ewen shares her journey of founding MJV Consulting, the challenges and successes she has faced over the past decade, and the importance of family dynamics in running a consultancy. She discusses the significance of employee engagement, the necessity of having tough conversations, and the proactive strategies needed in HR to foster a healthy work environment. Mary emphasises the value of investing in people development and outlines her vision for the future of the consultancy as she transitions responsibilities to the next generation.00:00 Introduction and Background02:51 The Journey of MJV Consulting05:47 Family Dynamics in Business08:42 Defining Success in Consultancy11:21 Navigating People Challenges14:31 The Role of Social Media in Business Growth23:08 Navigating Tough Conversations26:59 The Value of HR in Business29:20 Engagement and Performance in Teams33:56 Emotional Aspects of Leadership36:54 Proactive HR Strategies40:30 Adapting to Legal Changes in Employment47:47 Investing in Personal Development49:36 Succession Planning and Future GoalsHost: Craig Herd Guest: Mary Ewen

In this episode, Leigh Adams breaks down how real business development happens through curiosity, consistency, and conversation.He shares how a pub chat led to a £2M deal, why being genuinely interested in people beats any sales script, and how most consultants underestimate the long-term power of relationship-first thinking.We talk about rejection, timing, trust, and what it really takes to build a pipeline without chasing — plus Leigh’s take on what most consultancies get wrong about growth. If you’re still relying on referrals or hoping people “just come back to you,” this one’s a must-listen.00:00 Building Relationships in Business Development06:22 The Importance of Authentic Communication09:46 Overcoming Networking Challenges13:03 Consistency in Relationship Building15:36 Tools for Maintaining Connections17:57 Building Authentic Relationships in Sales19:08 The Importance of Listening and Patience24:39 Overcoming Fear of Rejection in Networking28:48 Effective Follow-Up Without Pestering36:49 Long-Term Relationships vs. Short-Term Gains40:30 Niche Focus and Strategic Business DevelopmentHost: Craig Herd Guest: Leigh Adams

In this conversation, Tim Kershaw reflects on 25 years of leading Libra Europe Consulting — including how the firm has retained clients for over two decades. Tim shares hard-won lessons on building long-term relationships, emphasising adaptability, team dynamics, and deeply understanding client needs.We explore recruitment strategies grounded in empathy and humility, the importance of knowing exactly where profit comes from, and the key metrics that drive sustainable growth. Tim also discusses how to navigate industry trends without losing focus, empower team development, and build a consultancy clients never want to leave.00:00 Reflecting on 25 Years of Growth05:39 The Importance of Team Dynamics08:31 Recruitment Strategies for Success10:03 Understanding Profitability in Consultancy16:15 Key Metrics for Sustainable Growth20:27 Navigating Trends and Client Needs27:30 Team Growth and Development31:08 Building a Legacy of Trust and ReliabilityHost: Craig Herd Guest: Tim Kershaw

In this conversation, James O'Sullivan discusses the importance of mental simulations and scenario planning in both sports and business. He shares insights on how these techniques have shaped his approach to decision-making and leadership in consultancy. The discussion covers the challenges of navigating client expectations, fostering team skills, and balancing innovation with risk. O'Sullivan emphasises the need for practical strategies in change management and the future of consultancy, highlighting the importance of being open and honest with clients about the realities of the market.02:00 The Power of Mental Simulations07:58 Scenario Planning in Business10:56 Navigating Decision-Making Challenges15:58 Building Trust and Consensus19:41 Transferring Knowledge and Skills24:22 Balancing Optimism and Realism in Planning25:37 Navigating Risk Appetite in Transformation28:02 Embracing New Ideas and Perspectives30:22 The Two-Way Door Concept in Innovation32:15 Balancing Core Competencies with New Ventures35:05 Evaluating New Ideas and Market Fit38:55 The Future of Change Management42:18 Strategic Planning in Uncertain TimesHost:  Craig Herd Guest: James O’Sullivan

For 20 years, John has helped consultancies win the kinds of high-stakes pitches where there’s only one winner and everything’s on the line—revenue, reputation, and momentum.In this episode, John breaks down the real mechanics behind successful consultancy pitches, sharing his 7 Ps framework and what the best teams do differently. We talk WhatsApp dealmaking, shifting client expectations, and why the pitch is won long before the presentation begins.If you’ve ever hit a losing streak, over-invested in a “perfect” deck, or wondered why a great relationship still didn’t close then this one’s for you.02:00  What’s changed in 20 years of high-stakes pitches06:40  Why remote consultants aren’t learning by osmosis anymore11:00    The 7 Ps that shape every winning pitch18:30   How firms lose before they’ve even sent the proposal24:00  Conversation vs presentation: the game has changed30:20  AI’s effect on thought leadership and positioning36:15   The difference between trusted insight and generic content42:40  How the best consultancies stay in the “penalty box”48:50 The one move every founder should make this quarterHost: Craig Herd Guest: John Timperley

Nick and Craig delve into the intricacies of sales and marketing within consultancies. They emphasise the importance of listening to clients, understanding their problems, and creating value through effective content strategies. Successful consultancies are characterised by their commitment to marketing as a journey, the involvement of leadership, and a structured approach to content. The discussion also highlights the evolving landscape of marketing, where depth and quality are becoming more crucial than mere frequency. Nick shares personal insights and advice for younger professionals in the industry, underscoring the significance of consistency and expertise in building a successful consultancy.00:00 The Birth of Create Engage07:39 Identifying Gaps in Consultancy Marketing10:40 The Pragmatic Approach to Marketing12:29 The Importance of Professionalizing Marketing14:55 Misconceptions About Marketing in Consulting19:11 Evolving Business Development Strategies25:51 The Importance of Listening in Sales and Marketing27:56 Common Traits of Successful Consultancies30:41 Understanding Marketing as a Journey31:36 Frequency vs. Quality in Marketing39:23 The Shift Towards Depth in Marketing46:00 Advice for the Younger SelfHost Craig Herd Guest Nick Synnott

Too many consultancies rely on senior heroics to grow. Richard Goold did the opposite.In this episode, he shares how Moorhouse scaled from £5M to £34M by building a strong, empowered middle layer—one that could win work, lead teams, and grow the business without waiting for permission.We explore what happens when you shift from control to capability, why developing internal successors beats relying on experienced hires, and the quiet signs that your operating model is slowing you down.02:00 Scaling Success: The Moorhouse Journey06:55 Empowering Junior Talent: A Cultural Shift12:22 Leadership Dynamics: Delegation and Empowerment16:48 Identifying Growth Stalls in Consultancy28:21 Structural Upgrades for Sustainable Growth44:39 Enduring Qualities: Focus and Values in ConsultancyHost Craig Herd Guest Richard Goold

In this conversation, Mike shares his journey of building the Concerto Group into a  £50 Million business through focusing on acquisitions. He discusses the challenges of leading a large team of 150 people, the importance of company culture, and the role of sales in business success. Mike also reflects on his 10 years in consultancy, emphasising the value of industry-specific knowledge and the common traits of successful founders. He concludes with thoughts on legacy and the lessons he wishes to pass on to future generations.00:00 Building a Business from Scratch02:44 The Uniqueness of Acquisition in Business Growth06:17 Lessons Learned from Growth through Acquisition10:03 Leading a Large Team: Challenges and Strategies13:18 Creating a Strong Company Culture16:10 The Importance of Sales in Business19:41 The Role of Referrals and Word of Mouth26:06 Transitioning to Consultancy: Insights and Experiences30:10 The Value of Industry-Specific Knowledge35:24 Common Traits of Successful Founders40:55 Legacy and Lessons for Future GenerationsHost Craig HerdGuest Mike KershawNotable Mentions"Consultants working in the NHS" One Conversation at a Time: The Quiet Strategy Behind Culture Change with Adam Woodroffe and Joel Greig"Tesco Story" They Call It a Lifestyle Business. He Calls It His Million Pound Cash Machine with Guy Beresford

In this episode of the Consultancy Growth Podcast, I’m joined by Arun Dehiri as he reflects on his 30 years in the Industry, building his first consultancy which he then sold, and starting over anew founding Red Dawn Consulting which turns 15 years old, this month. But this isn’t just a story about business growth. It’s about what happens when a life-altering car crash forces you to stop, reflect and rethink everything. Arun opens up about the moment that changed his trajectory and how it led him to redefine success, shift from founder to mentor, and start thinking seriously about legacy.We talk about the power of specialisation, sustaining momentum over decades, and what the next generation of consultants need most. If you're a founder thinking about your future, in business and beyond, this one’s for you.00:00 - Introduction to Today’s Episode01:19 - Arun Dehiri's early career05:04 - Building, Selling and Rebuilding06:25 - Challenges in Building Red Dawn Consulting08:34 - Keys to Red Dawn's Success10:32 - Advice for Aspiring Consultants13:23 - Long-Term Vision in Consulting17:24 - The Future of Telecoms, Media, and Technology20:24 - Navigating AI and Industry Changes23:08 - The Importance of Implementation in Consulting24:17 - Standout Projects and Thought Leadership26:53 - Writing his Memoirs and Sharing Lessons34:20 - Future Aspirations and LegacyHost: Craig HerdGuest: Arun Dehiri

In this episode I sit down with Guy Beresford, founding partner of ISP Leadership Advisors, to unpack what it takes to build a profitable, boutique consultancy without scaling headcount.We explore how Guy’s approach to growth differs from the traditional consultancy playbook, touching on the risks of recruitment, the nuance between cash and capital, and why sustainable growth demands a different kind of thinking. The conversation also dives into the realities of board leadership, the importance of diversity at the top, and the transition from founder to chair.If you’re rethinking what growth looks like or how to build value that outlives you, this episode will challenge your assumptions.00:00 - Introduction to Today's Episode01:34 - The Journey of Building a Boutique Firm07:12 - The Unique Business Model of ISP Leadership Advisors11:21 - Navigating Risks and Challenges in Recruitment15:33 - Understanding Cash vs. Capital in Consultancy21:26 - The Importance of Sustainable Growth26:58 - Capital vs. Cash: The Business Dilemma28:53 - The Dynamics of Board Leadership32:28 - Navigating Board Structures and Diversity35:40 - From Founder to Chair: Transitioning Roles40:02 - The Value of Legacy and Personal Satisfaction50:04 - Understanding Business Valuation in ConsultancyHost Craig Herd Guest Guy Beresford 

Adam and Joel from Practive join Craig to break down what great leadership actually looks like — and why most leaders miss it. They explain how culture is built (or broken) one conversation at a time, why roleplay is feared (and how they deal with that), and how they got 750 NHS leaders to embrace tough conversations during a strike.This episode covers:Why most leaders become transactional under pressureHow to spot (and fix) your communication blind spotsWhat “The Arc of Distortion” is and how it builds trustReal case studies: NHS maternity teams, trade negotiators, architecture firmsThe one thing elite leaders do that average ones avoidWhether you’re running a team, a consultancy, or just want to lead better — this one’s packed with no-fluff insight.Craig Herd Adam Woodroffe Joel GreigPractive Website

In this episode of the Consultancy Growth Podcast, I’m joined by Campbell Fraser, telecoms consultant turned founder, turn chairman for an honest conversation about growing, systemising, and successfully exiting his consultancy.We unpack Campbell’s journey from working solo out of a client’s back office to leading a 40-person team and engineering a £ Multi-Million exit. He shares the unfiltered realities of delegation, firing a misaligned exec team, and why most founders wait too long to remove themselves from the business. This is a masterclass in scaling up without burning out and in building a consultancy that works without you. If you’re a founder thinking about stepping back, selling, or just building with more freedom in mind, this is your playbook.0:00 – Introduction to the Consultancy Growth Podcast 01:25 – From solo consultant to launching a full-service consultancy 04:51 – Why the early years were “say yes, figure it out later” 08:43 – How values and vision turned a scrappy team into a real company 12:12 – The first major mistake: hiring the wrong MD 17:48 – Firing your leadership team (and surviving it) 21:06 – Building an EOS-based business with operational maturity 26:14 – Becoming exit-ready: stepping back and making yourself redundant 31:40 – What PE buyers really want to see in a consultancy 36:22 – Dealing with the emotional side of letting go 42:17 – Advice for founders stuck in delivery 47:05 – Post-exit life and what’s next for Campbell FraserHost:  Craig HerdGuest: Campbell Fraser

Mark Palmer shares how he transformed OEE Consulting from a £3 million business into a £24 million consultancy, earning recognition as one of the Sunday Times Top 100 Employers and winning the MCA Award for Client Service.Mark highlights key inflection points in the business's growth, the importance of recruitment and team dynamics, and the need for a strong value proposition. He emphasises the significance of understanding client needs and delivering value.00:00 Transforming Company Culture on Day One10:23 Key Inflection Points in Business Growth17:32 Navigating Challenges and Protecting Core Values22:01 The Importance of Recruitment and Team Dynamics29:11 Rethinking Business Development Strategies34:44 Delivering Value and Understanding Client NeedsConnect with Mark Palmer Connect with Craig Herd

Mark Ashton and Ingmar Elm are cofounders of MAD Business, a consultancy focused on delivering powerful experiential learning days to improve team cohesion and performance. MAD Business was founded in 2024 to provide MAD events in the UK and other countries outside Estonia. MAD itself was originally founded in Estonia in 2002 and has delivered more than 2,000 team learning days for over 500 client organisations of all sizes. Ingmar has been a lead coach for MAD since 2004.We unpack the neuroscience of high performance from how emotions overpower logic, to why psychological safety isn't a “soft” concept but the hard foundation of innovation and resilience. We talk about the real cost of hidden fear in consultancy cultures, how founders can accidentally sabotage performance despite good intentions, and what leaders must do to build trust that scales. Mark and Ingmar also share practical tools and frameworks like “experience days” and behavioural pattern diagnosis to help you unlock the true performance potential of your team.Whether you're looking to exit, scale, or simply lead more effectively, this episode is a must-listen for founders who want their consultancy to thrive well beyond themselves.Why teams, not individuals, are the true units of performanceHow the brain’s emotional wiring affects collaborationThe neuroscience of trust, decision-making and conflictWhat psychological safety really is and how to create itHow founders unintentionally destroy safety and performance“Experience days” and filming teams to reveal behavioural patternsThe power of collective awareness and creating new team normsBuilding a culture that flows (not one that grinds)How to transition from founder-led control to shared leadershipWhat high-performing teams do differently consistentlyLinkedin: Mark AshtonLinkedin: Ingmar ElmWebsite: https://mad-business.com/

In this episode of the Consultancy Growth Podcast, I’m joined by Adam Wellesley Wood, founder and CEO of W2 Strategy, for a conversation that challenges conventional thinking on leadership and strategy.We explore the core values behind W2 Strategy: boldness and humility. Adam unpacks common misconceptions about strategy, why many plans stall at implementation and shares how momentum, reflection time, and founder-led change are non-negotiable for sustainable progress.Drawing from his military background, Adam explains how consultancies can embed capability without building dependency, design value that goes beyond revenue, and stay resilient in a fast-shifting market.If you’ve ever felt your strategy looks good on paper but struggles to gain traction, this episode is for you.00:00 - Introduction to the Consultancy Growth Podcast01:44 - The Core Values of Boldness and Humility05:01 - Understanding Strategy and Its Myths07:56 - Closing the Gap Between Strategy and Implementation12:00 - Shifting Focus from Activity to Progress16:31 - The Role of Founders in Leadership18:31 - Military Principles in Consultancy23:18 - Embedding Capability Without Dependency28:46 - Designing Value Beyond Revenue33:24 - The Future of Consultancy and Final Thoughts

Host: Craig Herd Guest: Caroline BostonIn this episode of the Consultancy Growth Podcast, I’m joined by Caroline Boston, Managing Director of New Minds. We dive into the critical role people strategy plays in scaling a consultancy to £10 Million  and why getting your organisational design right is essential for sustainable growth.We unpack the patterns that hold consultancies back as they scale, from over-relying on founder relationships to under-investing in career paths and leadership succession. Caroline shares practical strategies on balancing employees and associates, building structures that support commercial growth, and retaining top talent without overpromoting. We also explore how benchmarking roles and salaries can protect profitability and how founders can step back without losing momentum.If you’re navigating the challenges of growing a high-performing consultancy team, this episode is packed with strategic insights you can apply immediately.Topics – Why People Strategy Must Sit at the Heart of Business Strategy – The Patterns That Stall Consultancy Growth Beyond £1M – Organisational Design: Building a Structure That Scales – Employees vs Associates: How to Get the Balance Right – Career Paths, Culture, and Retaining Top Talent – Preparing for Leadership Succession: Growing Leaders Internally– Benchmarking Salaries and Roles: Protecting Your Profit Margins – Founder Transition: Replacing Yourself Without Losing Momentum – First Steps to Build a Scalable People Strategy

Host Craig HerdGuest Matt Hodkinson In this special crossover episode, Craig Herd, host of the Consultancy Growth Podcast, flips the mic as he joins Matt Hodkinson on The Consultancy Edge to talk openly about founder burnout, building a sustainable consultancy, and why most marketing advice for boutique firms is dead wrong.Craig shares his own story of nearly losing it all, rebuilding from the ground up, and the hard-won insights he now brings to boutique consultancy founders trying to scale beyond themselves.Why many consultancies get stuck around the £1M mark.The two dead-end paths most founders take when trying to grow.The real reason marketing agencies fail consultancies.What it means to go from "Trusted Advisor" to "Visible Expert".Thought Leadership and Craig’s 90-minute capture method.How to productise your consultancy and build a sellable firm.Why niching isn’t risky it’s the only path to scale.How Craig bounced back from 75% client loss in one week.What every founder should know before burnout takes hold.Plus, Matt and Craig riff on personal energy, succession planning, personality profiling, and why every founder should take time to redesign the business from first principles.If you're a consultancy founder who's feeling stuck, tired, or unsure what the next stage looks like this one’s for you.

Host: Craig HerdGuest: John HowardIn this episode of the Consultancy Growth Podcast, I’m joined by John Howard to unpack what it really takes to move from founder-led sales to leadership-led growth, and why that shift is so critical if you want to scale sustainably.We dive into how to build a senior team you can trust, how to evolve your commercial decision-making as you grow, and how to keep your culture intact during big transitions. John also shares what makes a consultancy more attractive to buyers, how to prepare for an exit, and the emotional rollercoaster that can come with handing over the reins. Plus, we explore the changing dynamics of the consultancy marketplace and the new challenges that come with it.If you’re thinking about growing beyond founder-dependence or eventually selling your consultancy, this one’s for you.00:00 - Introduction to the Consultancy Growth Podcast00:25 - Making the Leap: From Founder-Led to Leadership-Led Growth05:07 - Building a Senior Team You Can Actually Rely On09:09 - Evolving Without Losing Your Culture13:11 - Making Smarter Commercial Decisions as You Scale18:29 - Why Bigger, Longer Contracts Matter for Growth21:02 - Thinking About Exit? Here’s What Buyers Really Want28:03 - How Long It Actually Takes to Sell a Consultancy32:26 - The Emotional Side of Letting Go34:43 - Navigating the New Challenges in Today’s Consultancy Market

Host: Craig HerdGuest: Mark Peacock In this episode of the Consultancy Growth Podcast, I’m joined by Mark Peacock. We dig into one of the most overlooked levers in consultancy growth: pricing strategy.We unpack the common traps consultancies fall into, from undercharging to defaulting to hourly rates, and explore how shifting to a value-based pricing model can change the game. Mark shares why pricing confidence is key, how to better communicate value, and what it takes to move beyond legacy pricing mindsets. We also get into the nitty-gritty of tiered pricing, price anchoring, and the connection between your front-end and back-end offers, plus what to do if you’re ready to start reviewing (and raising) your prices today.If pricing has ever felt like a guessing game or a subject you’ve avoided, this episode is for you.00:00 - Introduction03:12 - Why Pricing Confidence Is the First Step to Charging More05:55 - Breaking Free from the Classic Consultancy Pricing Trap8:53 - Rethinking Value: A Fresh Take on Value-Based Pricing12:07 - How to Build a Customer Value Model That Actually Works14:51 - The Link Between Positioning and Pricing (and Why It Matters)18:11 - Tiered Pricing: Giving Clients Options Without Underselling Yourself21:04 - Price Anchoring: How to Set the Stage for Better Deals24:02 - Front-End vs. Back-End: Structuring Your Offers for Profit26:53 - Pricing Is Both Art and Science and Here’s How to Balance It29:53 - Not Sure Where to Start? How to Begin Your Pricing Review32:57 - Busting the Biggest Myths About Consultancy Pricing

In this episode of the Consultancy Growth Podcast, I sit down with Professor Joe O’Mahoney to explore the impact of AI on the future of consultancy and why it’s so much more than just another tool in the tech stack.We unpack the biggest misconceptions consultancy leaders have about AI, the risks firms need to be aware of, and the opportunities that come from embracing it thoughtfully. Professor Joe shares his perspective on AI as an enabling technology that’s reshaping the entire economy, including the consultancy landscape. We also dive into emerging concepts like digital twins, the critical role of trust and security, and why human connection still matters more than ever in an AI-driven world.If you’re curious about how AI will shape your consultancy and how to stay relevant without losing the human touch, this episode is for you.00:00 - Welcome to the Consultancy Growth Podcast01:26 - Why AI Isn’t Just a Tool But a Game-Changer for Consultancies03:13 - Busting the Biggest Myths About AI05:14 - The Real Risks of AI in Consultancy (and How to Manage Them)09:06 - What Digital Twins Could Mean for Your Consultancy11:20 - Training AI to Deliver Value in a Consultancy Context14:58 - Why Human Interaction Still Matters in an AI World18:24 - Where AI is Taking the Consultancy Industry22:00 - Trust, Security, and the Foundations of Responsible AI25:06 - Smarter Alternatives to Large Language Models29:04 - How AI is Redrawing the Map of the Consultancy Landscape34:11 - The Future of Human Connection in an AI-Driven Consultancy

In this episode of the Consultancy Growth Podcast, James Stringer of The Results Consultancy, joins me to break down what it really takes to build a strong business development function in a consultancy.We discuss why hiring for sales aptitude is just the start and how training, incentives, and leadership play a critical role in driving consistent growth. James shares insights on the habits and processes that separate high-performing consultancies from the rest, the power of AI tools like ChatGPT in streamlining business development, and why recognising success within your team is more important than you might think.If you’ve ever struggled with building a business development engine that runs beyond the founder, this episode is for you.00:00 - Welcome to the Consultancy Growth Podcast01:33 - Why Sales Aptitude Matters in Consultancy Growth03:44 - The Training Strategies That Drive Business Development Success06:41 - How Incentives and Recognition Fuel a Winning Sales Culture10:28 - Strengthening Client Relationships for Long-Term Growth12:35 - What Effective Business Development Training Really Looks Like17:05 - Measuring the Impact of Your Business Development Training18:35 - How to Build a Scalable Business Development Process22:06 - Pinpointing Your Ideal Clients (and Reaching Them More Effectively)23:20 - The Daily and Weekly Habits of High-Performing Teams26:34 - Using AI to Streamline Business Development30:05 - What’s Working: Business Development Success Stories34:03 - The Leadership Shifts That Create a Stronger BD Culture37:43 - Final Thoughts on Building a Growth-Focused ConsultancyConnect with James on Linkedin:https://www.linkedin.com/in/james-stringer-0aaa339Connect with me on Linkedin:https://uk.linkedin.com/in/craigherd

In this episode of the Consultancy Growth Podcast, Matt Hodkinson, CEO of Total Growth Ownership, joins me to break down why differentiation and market positioning are make-or-break for consultancies.We explore the common traps consultancy founders fall into—like mirroring competitors, struggling to communicate their value, and the knock-on effect weak positioning has on pricing and client engagement. Through real-world examples, we unpack how small shifts in messaging can lead to major growth.If you’ve ever questioned what truly sets your consultancy apart—or worried that your positioning isn’t landing—this episode is for you.00:00 – Introduction to the Consultancy Growth Podcast01:16 – Why differentiation is non-negotiable for consultancies03:10 – The real challenge: communicating your value clearly06:29 – Signs your positioning isn’t working10:24 – The power of saying no: how it strengthens your brand12:53 – Making room for the clients you actually want15:21 – Why sales is a positioning problem (not just a numbers game)17:16 – Get this right before you promote19:15 – Breaking down a real-world positioning shift20:55 – Pricing pushback22:01 –Reposition your consultancy without confusing your market25:40 – Why positioning isn’t one-and-done 28:26 – Should your positioning be controversial? 31:15 – How positioning directly impacts your pricing power35:19 – The 4 P’s of Positioning: A framework for getting it right37:25 – Final thoughts & how to apply this to your consultancyConnect with Matt on Linkedin:https://uk.linkedin.com/in/matthodkinsonConnect with me on Linkedin:https://uk.linkedin.com/in/craigherd

SummaryMost consultancy founders are told to chase product-market fit. But what if the real key to long-term success is founder-market fit? In this episode, Craig Herd and Clive Griffiths speak with Derry Hughes, founder of Honeycomb Consulting Skills Training, about how he reshaped his business to fit his strengths, his life, and his long-term vision.Derry shares how he pivoted through three different businesses before focusing on training, where he found both growth and fulfilment. He opens up about the hard lessons learned from running two businesses at once, why focus is everything, and how building the right leadership team helped him scale sustainably, all while raising four children.If you’re a consultancy founder wondering what’s next or how to build a business that works for you, not against you this episode is for you.Episode Highlights and InsightsFounder-Market Fit: The Overlooked Growth StrategyDerry explains why aligning your business with your personal strengths, interests, and ambitions is the real key to sustainable growth.The Power of FocusWhy trying to run two businesses at once nearly derailed Derry—and how narrowing his focus to training unlocked real momentum.Pivoting with PurposeHow Derry moved from outsourced operations to recruitment, and ultimately to training consultancy teams, driven by market demand and his own interests.Building the Right Leadership TeamThe importance of bringing in partners who complement your weaknesses, not mirror your strengths—and how this decision accelerated Honeycomb’s growth.Sustainable Growth vs HypergrowthDerry shares why he chose to build a business designed for long-term sustainability, rather than chasing rapid scale and exit strategies.Why ListenIf you’re a consultancy founder asking, Is this the right business for me?, this episode will show you how to align your consultancy with your strengths, ambitions, and life outside the business—so you can scale on your own terms.Subscribe to The Consultancy Growth Podcast for more conversations with experts who are helping consultancy founders build sustainable, scalable businesses.Deri Hughes Linkedin Honeycomb Consulting Skills Training

SummaryMost consultants are told their Value Proposition is everything. But is that really true? In this episode, Craig Herd and Clive Griffiths break down why the usual advice around value propositions often misses the mark—and what actually matters if you want to grow your consultancy.Craig and Clive explore why many consultancy founders get stuck obsessing over a one-liner, while the real challenge is getting in front of the right clients and having deeper conversations. They discuss the difference between a value proposition and positioning, why your team needs clarity to avoid butchering your message, and how clients often stay with you for different reasons than why they first signed up.If you’ve ever wrestled with articulating your consultancy’s value—or felt pressured to come up with a “unique” value proposition that sets you apart—this episode is for you....Episode Highlights and InsightsValue Proposition vs Positioning Craig and Clive discuss why consultants often confuse these two ideas—and why separating them can help clarify what you really offer.Why Your Team Needs your Value Prop More Than Your Clients When associates and consultants are tasked with business development, a clear message becomes critical. Without it, they’ll likely dilute your proposition.Why ‘Unique’ Misses The Point Most consultancies aren’t unique—and that’s okay. What matters more is trust, reliability, and credibility in the eyes of your clients.The Role of Your Value Proposition Think of it as the fishing line—not the entire strategy. It’s there to open the conversation, not close the deal.Who You Should Listen To Craig shares how reviewing client feedback uncovered the real value they deliver—something they hadn’t identified themselves.Productise or Expand? A candid chat on how consultancies can scale—whether through productising services or carefully expanding their offer—without becoming “all things to all people.”...If you’re a consultancy founder who’s ever felt stuck explaining what you do—or worried your team can’t articulate your value without you—this episode will help you rethink your value proposition and positioning in a more practical way.Subscribe to The Consultancy Growth Podcast for candid conversations with experts helping consultancy founders build sustainable, scalable businesses.

Host: Craig Herd Most consultancy founders are stuck in a dumb loop. You start out hustling, doing everything yourself—winning deals, handling clients, hiring, marketing, even buying the office biscuits. Then you grow, hire people… and somehow still end up doing everything. Sound familiar?In this episode, Craig breaks down why founders get trapped as Mr Everything, why hiring more people won’t fix it, and the real way to escape the grind. If you want a business that runs without you, this is the episode you need to hear.Key Topics Covered🔥 Why you’re stuck running everything.⚠️ The myth that hiring will solve all your problems.🛑 Being the bottleneck is killing growth.📈 The reason your consultancy isn’t scaling.🔧 The first system to build. 💰 Founder closed £36K deal while golfing.Episode Highlights & ResourcesThe ‘Mr Everything’ Trap: Why Founders Get StuckYou’re running everything—sales, delivery, ops, hiring, admin.More team members? More problems. This is the opposite of freedom. How to Escape: Systemise EverythingIf your consultancy only works when you’re working.The secret? Removing yourself from client acquisition.You don’t need to be the rainmaker. The Goal: A Business That Runs Without YouIf you're the business, it’s not sellable, scalable, or sustainable.Stop being the bottleneck. Stop doing everything.Systemise client acquisition, build leverage, and reclaim your time.Related Episodes & Resources📖 Built to Sell – A playbook for creating a business that runs itself📖 The E-Myth – Why most small businesses fail (and how to avoid it)If you’re tired of being Mr Everything and want to actually own a business (not just a job), listen to this episode and start making the shift today.

In this episode of the Consultancy Growth Podcast, Craig Herd and Clive Griffiths dive deep into the evolving role of AI in consultancy marketing and sales. They explore the challenges and consequences of mass AI-generated outreach, the importance of authenticity in marketing, and the future shift towards personalised, human-centric interactions. Listen in for insights on cutting through the noise, standing out in a crowded market, and leveraging AI as a research tool rather than a spam engine.Host: Craig Herd Host: Clive GriffithsKey Topics CoveredThe evolution of AI in marketing & sales.The dangers of mass AI-driven outreach for consultancies.The power of authentic, personalised marketing strategies.How a thoughtful gift secured a meeting vs 205+ competitors.The future of sales: Human connection vs. AI-generated content.Leveraging AI for research & insight generation.Why consultancies need to lead with value.Episode Highlights & ResourcesAI in Marketing & Sales: Game-Changer or Brand-Damager?AI enables high-volume, personalised outreach but at what cost?How mass AI-driven emails can damage consultancy brands.The value of a finite market and lasting relationships.Case Study: Personalised Gift vs. 206 LinkedIn CommentsAn HR consultant used a unique approach.The follow-up email that sealed the deal.How personalisation beats mass outreach every time.The Future of Sales & Marketing in ConsultancyAI is increasing digital noise.A resurgence in relationship-driven marketing.Your prospects' unconsidered needs.How to Leveraging AI while maintaining a human touch.Related Episodes & ResourcesConsultancy Growth Podcast: Episode 3 Podcast recommendation.The Challenger Sale – Book recommendation.RAIN Group Study – Research on why buyers buy.

How do you secure meetings with senior executives without relying on cold emails, expensive paid ads, or personal introductions?In this episode, Clive Griffiths shares the precise strategy that landed him a meeting with a Times 100 CEO, and how you can apply the same principles to connect with decision-makers at the highest levels.We discuss:- Why most outreach methods don't work with the best prospects.- The "Shock & Awe" approach to cutting through the noise.- How to turn a gatekeeper into your champion-  The 'lumpy mail' strategy that can unlock major opportunities.- The critical mistake most people make once they get the meeting.If you’re looking to build real, high-value relationships with top-tier clients, this episode provides a proven framework you can start using today.🎧 Listen now and put it into action.

The Decline of the Trusted Advisor & The Rise of the Visible ExpertIf you're still relying on the trusted advisor model to grow your consultancy, this episode is for you. A major shift is happening in 2025—and those who don’t adapt risk getting left behind. In this episode:Why the Trusted Advisor Model is Holding You BackLearn why the traditional one-to-one relationship-building approach is no longer enough to scale your consultancy.The Rise of the Visible ExpertDiscover how shifting from private, time-intensive conversations to systematic content sharing transforms your positioning and accelerates business growth.How One Consultancy Landed £36,000 While the Founder Was on HolidayFind out how a consultancy partner leveraged online content—rather than the founder’s time—to close a major deal.The 90-Minute Content System That Fuels Six Months of Thought LeadershipI’ll walk you through the exact system we use to capture and repurpose a consultancy founder’s insights—without them spending hours on content creation.Key Takeaways:- Why becoming a visible expert increases credibility, leads, and fees- The content strategy that lets your team leverage your expertise.- A step-by-step guide to making this shift effortlessTune in now to learn how consultancy founders are moving from time-consuming, relationship-based selling to scalable authority positioning—while still maintaining deep expertise and trust.Subscribe to The Consultancy Growth Podcast and get a front-row seat to the strategies transforming boutique consultancies in 2025.

If you're ready to unlock your consultancy's full potential, this is the episode for you. Today, we're diving deep into a game-changing strategy: Identifying Your Ideal Client Profile (ICP). Here's what to expect:Why Focusing on Your ICP Will Make You Millions:Learn how narrowing your target to the right prospects can transform your consultancy's growth trajectory.The Dream 100 Strategy:Hear the story of how this legendary sales tactic turned a struggling publication into a revenue machine – and how it applies to your consultancy. Discover how focusing on just 100 perfect prospects can drive millions in revenue without exhausting your resources or burning bridges.Actionable Takeaways:How to define your ICP by analysing your current client base.The tools that make creating a focused lead list easier than ever.Mapping Your Marketing To 100 ProspectsTune In Now to learn how identifying your ICP and executing the Dream 100 strategy can streamline your marketing, boost your conversion rates, and secure high-value projects.Subscribe to The Consultancy Growth Podcast and transform the way you approach client acquisition. Don’t miss this blueprint for boutique consultancy success!