The Consultancy Edge

Matt sits down with Justin Michael - author of over a dozen books including Tech-Powered Sales and Seven Figure Formula, and one of the highest-paid consultants in the world of B2B sales and client acquisition. Justin has trained over 250 teams, worked one-to-one with more than 1,000 professionals, and built a seven-figure practice without a big agency, a VC-backed budget, or a Harvard MBA.In this episode:Why claiming "number one" in your category is legitimate - and how to do it honestlyThe content vector principle: why you should only create content you actually loveDe-niching: why niching on the problem, not the persona, opens up your marketLinkedIn DMs as the new cold call - and what everyone's getting wrongLinks & Resources Mentioned:Seven Figure Formula by Justin MichaelTech-Powered Sales by Justin Michael & Tony HughesSales Superpowers by Justin MichaelThe 80/20 Principle by Richard KochPitch Anything by Oren KlaffThe Go-Giver by Bob BurgDaniel Priestley / Key Person of InfluenceAlan WeissSend us a message

In this episode of The Consultancy Edge, Matt Hodkinson sits down with James Thomlinson (Sprint Partners) to unpack a question almost every consultancy leader is asking right now:Why does marketing feel so much harder than it used to… and what actually works now?From shrinking attention spans and squeezed budgets to the “sea of same” created by AI-generated content, James shares what’s changed, what’s broken, and how boutique consultancies can still stand out, build trust, and win work in a slower, more uncertain market.You’ll hear practical insight on:Why “more channels” doesn’t mean more resultsHow AI is making average marketing even more invisibleThe real role of human thinking in a world of automated outputBuilding a pipeline that doesn’t rely on luck (or referrals)Why sales cycles are dragging — and how to keep momentumWhat top-performing firms do differently (James’ “Growth Accelerator” lens)The shift from “people-first” to tech-first, people-poweredA simple reminder that might be the most valuable of all: stop perfecting, start movingIf your marketing feels sluggish, unpredictable, or harder to justify than ever — this one will reset your strategy and give you a clearer plan for 2026.Connect with James Thomlinson at Sprint Partners: https://www.linkedin.com/in/jthomlinson/Connect with Matt Hodkinson / Tylt: https://www.linkedin.com/in/matthodkinson/👍 If you found this useful, hit Like, Subscribe, and drop a comment: What’s feeling hardest about marketing your consultancy right now?Send us a message

Most consultancies want to “use more tech,” but end up trapped in spreadsheets, scattered SaaS tools, and duct-taped automations that create more friction than they remove.In this episode of The Consultancy Edge, Matt Hodkinson sits down with Patrick Kelly-Weller, founder of Adapt Digital, to unpack what smart, practical digital evolution actually looks like for consultancy firms.Patrick shares the real difference between automation and AI, how to decide between off-the-shelf tools and bespoke solutions, and why so many consultancies slow themselves down by overcomplicating simple processes. He also talks about vibe-coding with AI, the hidden pitfalls of DIY tech builds, and what a modern consultancy website should really be doing.If you're thinking about productising your IP, tightening up delivery, or replacing your internal maze of spreadsheets and manual admin, this episode is a must-listen.Listen now and learn how to make work smoother, simpler, and far more scalable.Send us a message

In this episode of The Consultancy Edge, I sit down with Danielle Heward, co-founder of Optimo, to unpack what it really takes to build — and sustain — a values-driven consultancy in a challenging market.We cover:Danielle’s journey from contractor to consultancy founderHow she built Optimo around purpose, impact, and operational excellenceWhy so many consultancies are struggling right now — and what to do about itThe power of visibility: events, networking, and showing up consistently on LinkedInHow AI is reshaping consultancy delivery (and the ethical questions that come with it)Practical, real-world lessons for staying sane, staying focused, and staying in businessIf you’re a solo, micro, or boutique consultancy leader trying to find your edge, this conversation is packed with grounded, honest insight.👉 Subscribe for more episodes, frameworks, and strategies to sharpen your consultancy’s positioning and performance.Send us a message

Consultancies are already being outplayed on LinkedIn and beyond - not because their expertise is weaker, but because they’re invisible on video.In this episode of The Consultancy Edge, I’m joined by John Wilson of Honest Video and Explainer to unpack exactly how consultancies can use video to build authority, shorten sales cycles, and stay top-of-mind with the right buyers.We cover everything from iPhone-level DIY to agency-produced thought leadership and explainer videos - plus how to stay consistent when you’re already flat out with client work.🎯 In this episode, you’ll learn:Why founder-led video is now a non-negotiable for ambitious consultanciesHow to turn your expertise into thought leadership content without overthinking itThe truth about production value vs just getting content outSimple setups for DIY video (Zoom, phone, lighting, audio) that still protect your brandHow to use webinars, podcasts and live sessions as content engines for monthsWhere different types of video belong in your marketing & sales funnelWhy consistency beats cinematic polish for winning trust and inbound opportunitiesHow to think about attribution when nobody is liking or commenting, but everyone is watchingThe smart way to use AI as a production helper, not as a content replacementAnd of course we wrap up with our signature segment: Snog, Marry, Avoid - John’s quick win, long-term keeper, and what to ditch right now in your video strategy.Send us a message

Boutiques are primed to win - if you tighten scoping, build an embedded sales culture, and obsess over 5 unsexy KPIs. In this episode, Ben Edwards (CMap & Consulting Pulse) and Matt go deep on what’s really happening in pro services right now: slower decisions, margin squeeze, and how the best boutiques are still crushing it with sharper positioning, productised offers, and data-driven ops.Ben breaks down the operations black hole most firms fall into - and how to fix it - plus an exact play to add +5 margin points next quarter.Send us a message

Building a consultancy that helps other consultancies hire better - what does that actually take? In this episode, Caroline Boston, Managing Director of New Minds, shares the origin story behind her people-strategy firm and the hard-won lessons from partnering with boutique and challenger consultancies. We dig into the hiring do’s and don’ts that prevent expensive misfires, how to balance permanent teams with an associate bench without wrecking utilisation, and why clear career paths and role modelling matter more than ever for retention.We also tackle AI’s real impact on recruitment and staffing: what’s already automatable, where human judgement still wins, and how leaders can future-proof teams with critical thinking, client credibility, and change leadership. Caroline opens up about designing organisation structures that scale, creating standout candidate experiences for lesser-known brands, and the behaviours that consistently predict success in consulting roles.If you found this useful, hit subscribe, drop a comment with your biggest takeaway, and share with a consultancy leader who’s hiring. Send us a message

In this episode of The Consultancy Edge, host Matt Hodkinson sits down with Leena Sowambur, founder of Marcoms by Leena, whose career spans 25 years in digital marketing and PR, including global campaigns for icons like Beyoncé and Take That. Leena unpacks the so-called “expertise apocalypse” and the rise of AI-driven “Beachside Bros,” exploring how distorted visibility and performative purpose dominate today’s market. She shares candid advice for consultants on staying authentic, focusing on diagnostic expertise, and building trust through owned channels, while warning against chasing vanity metrics and formulaic funnel tactics.Send us a message

If you're tired of spammy sales cadences and tired outreach tactics, this episode is for you. I sit down with Mikey Hanson, founder of Growth Genie, to explore how consultancy leaders can break free from referral dependency and ignite real conversations with ideal prospects.Mikey reveals why polite persistence outperforms one-and-done outreach, how to leverage client stories to craft sales playbooks that actually convert, and his COSMIC framework for selling without ego while tapping into genuine human connection.Packed with actionable advice - from warm outbound strategies to emotional triggers that drive deals - this is your roadmap to building a sales approach that feels natural, personal and effective in today’s noisy market.Send us a message

In this episode of The Consultancy Edge, I interview John Barrows, CEO of JB Sales, whose journey from hammering out 400 cold calls a week to advising Salesforce, LinkedIn and Amazon has made him one of the most respected voices in sales.We unpack why so many founder-led sales teams stall, how John rebuilt his business after losing $6 million in revenue virtually overnight and why authenticity - not AI - will be your ultimate sales advantage.John shares his no-nonsense approach to prospecting, the overlooked power of referrals and why working smart and hard is non-negotiable if you want to stay ahead.If you’ve ever wondered how to sell in tougher markets, balance human connection with tech or avoid becoming obsolete in the AI era, this is a conversation you can’t afford to miss.Send us a message

Most case studies suck.They’re long. They’re fluffy. They’re written for your ego, not your buyer’s anxiety.On this week’s episode of The Consultancy Edge, I speak with James de Roche, founder of Lead Comet, who’s on a mission to fix that.James shares how to build case studies that actually sell—not just tick a box. We explore:Why the standard “Challenge - Solution - Results” format is brokenThe proof assets that really build trust when you're not in the roomHow to capture ROI your prospects will believe (and not just scroll past)What to do if you’re just starting out and have zero social proofWe also get into his background as an English teacher, his love of interviews over assumptions and why SEO content can do more harm than good for expert-led consultancies.If you're tired of case studies that get politely ignored, this one’s for you.Send us a message

What happens when the referrals stop rolling in?On this episode of The Consultancy Edge, I’m joined by Martin J. Williams - founder of Camford Management Consultants and the mind behind frameworks like the Pyramid of Trust and the 3x9 marketing strategy.Martin doesn’t just talk theory. He shares the raw, unfiltered story of hitting financial rock bottom - then betting what little he had on a better way to market consulting services. We unpack the trap of over-relying on referrals, the uncomfortable (but necessary) shift from selling yourself to solving real problems, and why “trust trumps traffic” isn't just a phrase - it’s a survival strategy.We also explore the real reason most consultants struggle with marketing, how to think like a strategist (not a salesperson), and why flashy marketing agencies often miss the mark completely.This one’s a wake-up call for any consultancy hoping to grow without building a real marketing engine.Plug in. Take notes. Then rethink how you show up in the market.Send us a message

If your exit strategy is “someday,” this episode is for you.Shawn Walsh doesn’t pull punches. The CEO of Encore Strategic Consulting and co-author of The Pumpkin Plan for MSPs joins Matt Hodkinson to talk about building businesses that grow without you - and don’t collapse when life throws a curveball.From founder-led sales bottlenecks to the myth of “hire slow, fire fast,” this episode rewires the way consultants think about growth, succession and true leadership. Shawn reveals why gross profit should be your holy grail, why peer groups outperform one-on-one consulting, and how poor communication - not poor performance - is behind most failed hires.If you want a smarter exit, stronger team and real traction (not just topline noise), press play.Send us a message

The brand halo is dead. That’s the bold claim from Omaro Maseli - and she’s got the research to back it up.On this episode of The Consultancy Edge, Omaro joins Matt Hodkinson for a fascinating deep dive into the future of consulting. From G20 stages to boutique boardrooms, Omaro’s journey has taken her from law and public policy to advising global consulting firms on how to stay relevant in a world that no longer buys brand by default.Together, they explore:Why consulting firms must now earn trust, not expect itThe hidden ethical costs of AI (hint: it’s not just bias, it’s human exploitation)What it really means to think like a futurist - and why the next generation of consultants might need to be part coder, part philosopher, part empathHow boutiques are stepping up to challenge the behemoths - but not by mimicking themThis episode is your wake-up call if you’re still coasting on name recognition or defaulting to tired thought leadership formulas. As Omaro puts it: “Thought leadership should mould the market, not mirror it.”Send us a message

Consultants love to overcomplicate growth. Funnels. Ads. Paid traffic. Big teams. But what if you could build a multi-seven-figure business without any of that? Jeanne Omlor did exactly that - starting at 54, in debt, as a single parent and with zero following.In this episode, Jeanne cuts through the bull**** and shares how she scaled fast by focusing on what actually moves the needle: offers that knock people’s socks off, organic outreach, raw content and obsessive attention to the numbers.If you're tired of playing the volume game and ready to scale profitably - this is the episode you’ve been waiting for.Send us a message

£10m exits. KFC chaos. And the truth about consultancy growth.In this episode of The Consultancy Edge, Matt sits down with Marc Jantzen, founder of The Consultancy Growth Network and former CEO of Blue Sky, which he scaled and sold to Capita for £10 million.Marc shares his unfiltered journey - from managing 200 people at KFC (yes, really), to leading a 17-year consultancy adventure filled with success, betrayal and ultimately, a lucrative exit.Expect lessons that go way beyond the spreadsheet:Why growth isn’t linear - and how to stay sane when the dips comeWhat consultancies get wrong about resilience and leadershipThe tools that helped him rebuild after losing his biggest client and key staffWhat makes a consultancy truly valuable in the eyes of a buyerHow BenchPress is shifting the game for founders looking to scale smartWhether you’re building towards an exit or just trying to survive Q2, this episode is packed with practical takeaways and unexpected inspiration.Send us a message

Consultancy is still often seen as pale, male and stale. This episode is your wake-up call.Gillian Jones-Williams is the founder of Emerge, a coaching and training consultancy specialising in leadership, women’s development and DEI. She’s seen it all: mishandled harassment cases, performative panel invites, surface-level “initiatives” that change nothing - and cultures that quietly exclude.In this powerful and practical episode, she shares:Why inclusion must be built into every part of your business - not bolted onHow to design meaningful diversity strategies, not tick-box effortsWhat male allyship actually looks like (and why “not being part of the problem” isn’t enough)How unconscious bias and outdated hiring still hold women and neurodiverse talent backWhy psychological safety is the key to performance - and how most companies fail at itAnd the truth about what makes or breaks inclusive culturesFor any consultancy leader who wants to build a high-performing, future-ready business - this isn’t a nice-to-have conversation. It’s a non-negotiable.Tune in. Listen up. And rethink what kind of culture you’re really building.Send us a message

Truth is attractive. That’s Craig Herd’s mantra - and this episode proves why.Craig is the founder of Consultancy Growth. He works with boutique consultancy founders to help them scale sustainably, systemise growth and escape the treadmill they built for themselves.In this candid conversation, Craig gets fun, fascinating and focused on what it really takes to build a consultancy that doesn’t burn you out - or bore you senseless.We cover:Why your content should give away the keys to the farm (spoiler: clients still call you)How to stop being the engine - and become the architectThe dark side of hustle culture (and what to replace it with)Why niching doesn’t limit opportunity - it creates itThe hidden costs of marketing without strategyAnd the power of telling the truth, especially when it’s uncomfortableIf you’ve ever thought, “I built this business - but I’m not sure I want to run it anymore”, this one’s a must-listen.Send us a message

Still waiting on referrals to fill your pipeline? Danilo Kreimer says that’s not a growth strategy - it’s a gamble.In this episode of The Consultancy Edge, I sit down with Danilo, founder of the Boutique Consulting Club, to dig into the brutal truths behind go-to-market success for early-stage consultancies.We get into:Why referrals run dry - and what to do insteadThe secrets to building a real business development habitHow to position your consultancy so clients say “yes” fasterWhat strategic partnerships look like when they actually workWhy most consultancies don’t need more leads (hint: they need better offers)How to turn thought leadership into meetings (and revenue)A simple CRM habit that could be worth 6 figuresIf you’re tired of random wins and unpredictable income, this one’s for you.Send us a message

How do you take a consultancy from zero to £20m in just seven years? Marcia Marini did it - and then became the first female executive leader at Mott MacDonald Group. In this powerhouse episode of The Consultancy Edge, Marcia shares the turning points that fuelled her firm's explosive growth, the challenges of integrating into a global giant and why boutiques have the upper hand against the big consultancies.She also breaks down:The one move that transformed her business trajectoryWhy most boutiques underprice themselves - and how to fix itThe secret to building an unstoppable teamHow to win long-term client relationships instead of short-term projectsPlay to hear real insights from someone who’s been there, done it and now helps others do the same. If you're serious about scaling your consultancy, this is a must-listen.Send us a message

Think great leadership is all about talking? Think again. In this episode of The Consultancy Edge, communication expert Isobel Camier breaks down why listening is the ultimate leadership superpower - especially when managing Gen Z. Who make up at least 20% of our workforce btw!We tackle:The presenteeism trap - why showing up doesn’t mean switching onGen Z expectations - how to engage a generation that demands promotions every yearReducing communication - why less is more in the workplaceIf you want to lead better, listen first.Send us a message

On this episode of The Consultancy Edge, I talk with Florian Heinrichs of The Visible Authority. We dive deep into the power of positioning for consultancies, the pursuit of higher performance and the controversial stance on productising consulting services. Florian challenges conventional wisdom, arguing that productisation might actually accelerate the demand for experienced consulting.Tune in to hear bold opinions, strategic insights and why playing it safe won’t get you the wins.Send us a message

In this episode of The Consultancy Edge, I sit down with Matt Atkinson, a military veteran turned consultancy leader, to unpack his incredible journey from high-stakes operations to driving digital transformation and business growth.Matt shares how his decade of military service shaped his leadership style, decision-making and ability to act with clarity under pressure. We also explore his pivotal role in scaling Waymark from £700k to over £2.5m in just two years, the strategies behind that explosive growth and why he believes deep empathy is the missing piece in digital transformation.Send us a message

On the 12th episode of The Consultancy Edge, I talk with Dom Moorhouse - a powerhouse of scaling consultancy success with precision, culture and courage. Dom’s journey is nothing short of remarkable. From Royal Marine to founder of Moorhouse - a consultancy that grew to a £20m valuation - Dom has blazed a trail of success that continues to inspire. But that's just the tip of the iceberg.Send us a message

On this episode of The Consultancy Edge, I sit down with the incredible Umbar Shakir - a technologist, consultant and advocate for human-centered innovation. From her 25+ years of consulting experience to her forward-thinking perspectives on AI and organisational culture, Umbar delivers insights that challenge the status quo and inspire change. We cover rehumanising work, evolving consultancy culture and metrics that matter.Send us a message

In the tenth episode of The Consultancy Edge, I sit down with none other than Alan Weiss, widely recognised as the "rockstar of consulting." Author of over 60 books, including the iconic Million Dollar Consulting, and a renowned keynote speaker inducted into the Professional Speaking Hall of Fame, Alan is a towering figure in the consulting world.Send us a message

I sit down with Chris Parry, an entrepreneur, mentor, and coach, as she shares her journey from computer science to successful entrepreneurship. Chris opens up about her early career as a programmer in an all-male environment and the drive that led her to create her own path in consultancy. We dive into her insights on growth, where she emphasises that “growth is not a straight line” and discusses the importance of having a lead generation machine that goes beyond referrals.Send us a message

In this episode of The Consultancy Edge, I sit down with Leon Gordon, founder of Onyx Data, to explore his journey from footballer to AI and data analytics expert. Leon shares his passion for upskilling, experimenting with new technologies and his perspective on generative AI's biases. He offers valuable advice on making partnerships work, emphasising the importance of metrics and knowing when to pivot.Send us a message

In this episode of The Consultancy Edge, I chat with Professor Joe O'Mahoney, an M&A growth expert and Professor of Consulting at Cardiff University. Joe shares his journey and insights into the consulting industry, including 15 years of trends and recent pressures facing the sector. He dives into his research, revealing that boutique consultancies are outperforming the big firms on key metrics like client and employee satisfaction. Joe also credits his structured thinking to Barbara Minto’s Pyramid Principle and discusses the importance of focusing on client value in stable markets.Send us a message

In this episode, I chat with Luk Smeyers, founder of The Visible Authority, about the importance of shifting from an "ad hoc" approach to a well-structured strategy that sets consultancies up for long-term success. Luk explains how his own journey from corporate HR to consultancy helped him focus on creating a signature methodology, fostering client retention, and driving premium-priced services. We also touch on the future of AI in consulting and why specialisation is key to growth.Send us a message

In this episode, I speak with Deri Hughes, founder of Honeycomb Consulting Skills Training, as we explore the importance of continuously developing your consultancy team's skills. Deri shares his fascinating journey from his early days at Bain, through the boutique consulting world, to building his own business. We also dive into how he balances the demanding world of consulting with family life, offering valuable insights on resilience, work-life balance and building trust with clients.We also explore key themes like building trust with clients, maintaining work-life boundaries, and the art of business development in boutique consultancies. Deri offers practical advice on avoiding the pitfalls of over-reliance on slide decks and the power of strong scoping documents to ensure smooth client engagements. His thoughtful insights on the intersection of business, family and personal well-being make this a must-listen for consultants at any stage in their careers.Don't miss this chance to learn from Deri’s wealth of experience and discover how to build resilience in your consultancy while delivering real client impact.Send us a message

In this episode of The Consultancy Edge, Matt Hodkinson has an insightful conversation with Tony Clark, founder of NextWave - a London-based fintech consultancy. Tony shares his journey of bootstrapping NextWave since its inception just before the pandemic, and the defining moment that led to his resignation to pursue this venture.He also highlights the critical role of commercial partnerships and his recent takeover of the London Fintech Podcast. Additionally, Tony discusses NextWave’s impactful One4One social enterprise programme, which has provided paid internships to 51 young people from diverse backgrounds over the past five years.Tune in to learn from Tony's experiences and discover how NextWave is shaping the future of fintech and social impact.Send us a message

In the next episode of The Consultancy Edge, I sit down with Ramone Param and Nathan Simon, partners at Kennedy Intelligence, based in Florida, USA. Specialising in intelligence, advisory, and M&A, Ramone and Nathan share their deep expertise and discuss the nuances of navigating complex business landscapes. They offer a unique perspective on how intelligence can drive successful mergers and acquisitions, and what it takes to stay ahead in today's competitive market.Whether you're involved in consultancy, business strategy, or M&A, this episode is packed with actionable insights that you won't want to miss.Listen now to gain a strategic edge from two leaders in the field!Send us a message

In this insightful episode, we sit down with Colleen McKenna, the founder of Intero Advisory, an international firm specialising in leveraging LinkedIn for business success. Colleen shares her unique perspective on how to effectively use LinkedIn, not as a social media platform, but as a powerful tool for building quality business networks.Colleen offers valuable insights, emphasising that "LinkedIn is business, not social media," and explains why it's crucial to focus on nurturing "centres of influence" rather than building the largest network. She also discusses the importance of steering clear of automation tools and hashtags, believing that authenticity and meaningful connections are the keys to success on the platform.Tune in to hear Colleen's take on why LinkedIn should not be seen as a direct selling channel and her advice on building genuine relationships. If you're looking to enhance your LinkedIn strategy, this episode is a must-listen!Listen now and discover how to optimise your LinkedIn presence with Colleen McKenna's expert advice.Send us a message

Join me for an inspiring conversation with Sarah Matthew, the dynamic founder of The Vibrant Company, as she shares her journey and insights on building a vibrant business. In this episode, Sarah opens up about her passion for empowering people, teams, and organisations to become their most vibrant selves. Based in Surrey, UK, she brings a fresh perspective on business consultancy that defies conventions and encourages authenticity.Sarah discusses the importance of having a clear business plan, using a vivid analogy: If we don't have a plan that really serves us, we are a jellyfish, getting washed up wherever the waves carry us. But if we are a swordfish, we are intentional, and fast swimming towards where we want to go. She also reflects on the concept of 'multiple realities' in client relationships and the importance of not being bound by others' expectations of how a consultancy should operate.This episode is a must-listen for anyone looking to break free from conventional business models and discover how to infuse vibrancy into their work and life. Don't miss Sarah's inspiring advice and personal anecdotes that will leave you motivated to embrace your own unique path.Listen in and get ready to transform your business approach with Sarah Matthew's vibrant wisdom!Send us a message

Welcome to The Consultancy Edge! In this short episode, I (Matt Hodkinson) give a quick overview of who this podcast is for and why it's different from the usual consultancy fare. I'll share what you can expect from our lineup of guests - ranging from industry leaders to clients - and the kinds of topics we'll dive into, including strategies and insights to help you stand out. Join me to get a taste of what's to come and why this podcast can be your edge in the consultancy world.Send us a message