The Consultant's Way Podcast

Send us Fan MailAbout 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/ • 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/  Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b• Email: [email protected]  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.

Send us Fan MailAbout 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/ • 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/  Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b• Email: [email protected]  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.

Send us Fan MailAbout 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/ • 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/  Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b• Email: [email protected]  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. 

Send us Fan MailAbout 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/ • 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/  Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b• Email: [email protected]  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. ---------------------------------------------------------------------------------------------------------------Consulting is changing faster than many firms realize.In this episode, Dean McMann and Anthony Paluska step back from the headlines to explore several signals they’re seeing across the consulting world, from hiring trends to new expectations around productivity and how consultants actually get work done.Some firms are rethinking how they build teams. Others are experimenting with how they measure performance. And across the industry, there’s a growing question about what future consulting careers will actually look like.What happens when the traditional consulting pyramid starts to shift?How will consultants develop the experience they need to lead clients?And what capabilities will matter most as organizations become leaner and more selective about when they bring in outside help?Dean and Anthony share observations from conversations with consulting leaders, compare notes on what they’re seeing inside firms, and debate what the next version of consulting organizations might become.The answers aren’t fully clear yet—but the direction of change is starting to emerge.If you’re building a consulting career or leading a professional services team, this conversation will give you plenty to think about.

Send us Fan MailAbout 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/ • 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/  Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b• Email: [email protected]  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 many professional services organizations, delivery doesn’t break down because of talent, effort, or intent. It breaks down because ownership is fragmented.Consulting, professional services, managed services, and customer success often operate with different incentives, different measures of success, and different leadership structures. Each function is optimizing for its own outcomes. But clients don’t experience those internal boundaries. They experience one relationship and one expectation for results.In this episode, Dean and Anthony sit down with Jerry Loscalzo, a longtime services leader with more than three decades of experience operating inside large, federated organizations. Together, they explore why fragmentation shows up so consistently, how it reveals itself operationally, and what it actually costs organizations over time.Jerry shares firsthand observations from environments where service lines competed instead of compounded, where handoffs created hidden risk, and where organizational design quietly worked against client outcomes. He also challenges some of the conventional thinking around service packaging, leadership structure, and how organizations measure success across the client lifecycle.The conversation moves beyond theory into the realities leaders face when trying to align multiple service functions around a single client journey. What seems straightforward on paper often becomes far more complex in practice.If you lead, operate within, or work alongside professional services, this episode offers a clear lens into why so many organizations struggle to deliver consistently across the full lifecycle and what leaders should be paying attention to before those gaps show up in delivery, margins, or client relationships.Because in services, the real question is not just how well each function performs, but whether the organization as a whole is designed to support the outcome the client expects.

Send us Fan MailAbout The Consultant's Way PodcastThe 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/ • 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/  Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b• Email: [email protected]  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, John Bigenwald joins Dean and Anthony to talk about what it really takes to lead through change — especially when the pace of technology feels relentless.From the early days of the internet to today’s AI wave, John shares why every “revolution” feels different… yet the fundamentals of leadership remain the same. The tools evolve. The expectations shift. The pressure increases. But the core responsibility of a leader does not.We dig into how to guide professional services teams through uncertainty without creating panic, how to reinforce your real value when expertise alone is no longer the differentiator, and why clarity and care matter more than ever during transformation.If you’re navigating AI adoption, shifting business models, or simply trying to lead your team through the next big change, this conversation offers grounded perspective without the hype.The more things change, the more leadership matters.Tune in now!

Send us Fan MailAbout The Consultant's Way PodcastThe 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 outcomesBrought 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/ • 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/ Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b• Email: [email protected] 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 if the most important metrics in your consulting business are the ones you are not tracking?In this episode, John Quirk joins The Consultant’s Way Podcast to challenge how leaders measure success in professional services. After thirty years leading consulting organizations and launching his own firm, ProServe Metrics, John argues that traditional KPIs like utilization and average bill rate tell you what already happened but reveal nothing about what will.He introduces a new way of thinking about performance that focuses on leading indicators, team dynamics, and the people behind every project. John shares how understanding personality and strength profiles, building complementary teams, and measuring early signals of success can transform both delivery quality and employee retention.The conversation moves beyond theory. John, Dean, and Anthony dive into practical examples of how to identify your firm’s “Moneyball metrics”—those overlooked numbers that predict client satisfaction, team health, and sustainable growth. They also explore why so many firms lose their edge when they scale, how to protect your culture in the process, and what role leadership must play in balancing short-term results with long-term development.At its core, this episode is about getting more scientific in the people business. Whether you lead a pure-play consulting firm or an embedded professional services team, John’s approach shows how better data and human insight can coexist to make consulting organizations stronger and more resilient.It is a conversation filled with sharp observations, relatable stories, and practical guidance that will leave you rethinking how you define success and how you build teams that consistently deliver it.

Send us Fan MailAbout The Consultant's Way PodcastThe 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 outcomesBrought 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/ • 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/ Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b• Email: [email protected] 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, hosts Anthony Paluska and Dean McMann sit down with Brandon Hammer, Senior Vice President of Global Services at Seismic, to explore how artificial intelligence is reshaping professional services. Brandon shares a clear and grounded view of what the next phase of AI looks like for consultants, going far beyond the simple use cases of automation and efficiency.Rather than focusing on replacing people, he discusses how AI can expand the impact of consultants by freeing them from repetitive work and allowing them to focus on higher-value conversations with clients. He introduces the idea of “virtual consultants” that can support live engagements in real time, drawing from company knowledge and best practices to help deliver better outcomes.The conversation also touches on how organizations are changing structurally because of AI, moving away from rigid silos and toward teams that are built around customer outcomes instead of products. Brandon explains how his teams are using AI to identify risks earlier, deliver results faster, and stay ahead of client needs.Beyond technology, the episode dives into what this transformation means for people. Brandon describes how the profile of a successful consultant is evolving, with curiosity, communication, and adaptability becoming just as essential as technical expertise. He also offers a perspective on preventing burnout and building longer, more fulfilling consulting careers in an industry that is shifting faster than ever.The episode closes with a challenge to leaders: make space for innovation inside your organization. Brandon believes the best ideas for using AI in professional services will come from the ground up, not the top down. His message is both practical and inspiring; a reminder that the consultants who learn to combine human judgment with intelligent technology will define the next era of the profession.

Send us Fan MailAbout The Consultant's Way PodcastThe 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 outcomesBrought 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/ • 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/ Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b• Email: [email protected] 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, hosts Anthony Paluska and Dean McMann talk with Catherine Sloan, a seasoned professional services leader with more than twenty-five years of experience across startups, large enterprises, and everything in between. Catherine brings an honest and insightful look at what it takes to thrive in organizations of very different sizes and why curiosity, adaptability, and courage matter more than ever in today’s consulting world.She paints a vivid picture of life inside a scrappy startup, where speed, improvisation, and napkin architecture rule the day. Then she contrasts that with large enterprises, where success depends on navigating process, hierarchy, and institutional memory. Her reflections reveal how the same skills that help consultants survive the chaos of small companies, such as flexibility, grit, and comfort with ambiguity, are the very traits that drive innovation in large ones.The discussion explores how professional services functions are evolving as AI, data, and outcome-based delivery reshape expectations. Catherine shares how both large and small firms must balance the need for speed with the need for structure, and why documentation, learning, and clarity are becoming essential for success.She and the hosts also talk about the universal tension between what customers want and what they actually need. Catherine explains that consultants must be confident enough to challenge clients when their requests steer projects off course because true partnership comes from honest dialogue, not blind agreement. Her perspective on leading within product-driven organizations highlights how professional services teams can demonstrate their value both internally and externally.Throughout the conversation, Catherine’s advice is practical and encouraging. She urges listeners to stay open, keep learning, and take opportunities even when they feel uncertain. Her Halloween story at the end, where a team finds humor and connection in the middle of a stressful quarter close, per

Send us Fan MailAbout The Consultant's Way PodcastThe 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 outcomesBrought 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/ • 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/ Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b• Email: [email protected]  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, hosts Anthony Paluska and Dean McMann sit down with JJ Navarro, a customer service leader whose career has spanned consulting, technology, and client success. JJ’s journey blends humor, humility, and hard-won lessons about what separates good consultants from great ones. It is not about titles or buzzwords. It is about curiosity, honesty, and building trust that lasts.JJ shares how his first job valet parking cars taught him more about customer service than any business course could. That early experience shaped his consulting mindset, treating every client interaction as personal and every problem as solvable. He also opens up about how avoiding jargon, asking better questions, and admitting when you do not have all the answers became cornerstones of his approach.The conversation moves from practical to philosophical as JJ, Dean, and Anthony trade stories about humility, client dynamics, and professional growth. JJ talks about the trap of trying to be the smartest person in the room and how real influence comes from listening and learning. He also introduces his “rocket ship” philosophy, where recognizing opportunity and deciding quickly whether to jump can shape an entire career. It is a framework for managing risk, spotting turning points, and knowing when to move forward.JJ’s insights on leading teams through constant change feel both authentic and timely. He talks about balancing pressure with perspective, keeping teams engaged when everything around them is shifting, and finding meaning in the chaos.Sprinkled throughout are moments of humor and grounded wisdom, including a story about how to make a lasting impression at a business lunch, a reminder that no one is above rolling up their sleeves, and a truth every consultant learns eventually: credibility is earned one genuine conversation at a time.This episode captures the mix of reflection and real talk that defines The Consultant’s Way. It reminds listeners to stay humble, keep their eye

Send us Fan MailAbout The Consultant's Way PodcastThe 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 outcomesBrought 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/ • 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/  Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b• Email: [email protected]  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 special report from TSIA Envision, Anthony Paluska sits down with Brian Freeman, Blake Jensen, and Jackie McMann to unpack what they saw and heard at one of the industry’s most forward-looking events. The conversation moves quickly from the buzz around AI to the real transformation taking place inside professional services and customer success teams.The group discusses how the lines between these functions are starting to blur and what that means for leaders who are trying to build organizations around customer value. They share stories from companies that are rethinking their entire operating models, not just adding new tools. It is a conversation about what happens when services organizations stop being cost centers and start becoming the engines of growth.They explore the rise of the forward-deployed engineer and what that role represents for the next generation of services talent. It is part technologist, part consultant, and part translator between product and customer outcomes. The discussion also highlights how AI is accelerating the need for this evolution, forcing teams to think differently about where their people add the most value and how they measure success.Throughout the episode, the theme of convergence keeps resurfacing. Consulting, customer success, managed services, and product delivery are no longer separate tracks but parts of a larger system built to create and sustain customer outcomes. The guests bring perspective from across the services spectrum and share how their own organizations are navigating this shift.The conversation is fast, practical, and forward-thinking. It looks beyond the hype and into what services leaders actually need to do next.Listen to hear what TSIA Envision revealed about the future of services, how AI is influencing the path forward, and why the most successful companies are the ones bold enough to reimagine what “services” even means.

Send us Fan MailAbout The Consultant's Way PodcastThe 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/ • 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/  Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b• Email: [email protected]  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.--------------------------------------------------------------------------------------------------------------------The consulting world is living through a transformation that feels as big as the leap from typewriters to touchscreens. In this episode, Dean McMann and Anthony Paluska sit down with Richard Henderson, a global Professional Services leader whose path runs from cello performance to SaaS strategy, to talk about what this AI-driven era really means for consulting.What begins as a conversation about artificial intelligence quickly turns into something much deeper. The group explores what it means to own your destiny as a professional in a world where machines are learning faster than ever. Richard challenges the idea that AI will simply replace human work and argues that the real competitive edge now lies in the skills that are hardest to automate: curiosity, empathy, storytelling, trust, and creativity.From there, things get lively. The trio dives into Richard’s favorite metaphor, basketball, and explores what it would look like if consulting had its own 24-second shot clock, a film room for reviewing performance, and even a combine to test the next generation of consultants. The parallels between sports, leadership, and consulting performance are uncanny and at times hilariously accurate.Throughout the discussion, one theme keeps resurfacing: accountability. Whether you are leading a global PS organization or just getting started in your consulting career, Richard makes a compelling case for treating your own development with the same rigor athletes bring to their craft.Equal parts energizing and thought-provoking, this episode blends AI strategy, talent development, and practical wisdom into one fast-moving conversation. If you have ever wondered how to stay relevant when technology keeps evolving or what basketball can teach you about being a great consultant, this one is worth every minute.

Send us Fan MailAbout The Consultant's Way PodcastThe 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 outcomesBrought 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/ • 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/ Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b• Email: [email protected] 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 is at an inflection point. In this episode of The Consultant’s Way Podcast, Dean and Anthony dig into the findings of a new Embedded Professional Services Report, the first study of its kind to capture the state of PS organizations across SaaS and product companies.What they found confirms what many leaders have been feeling. Pressure is mounting from every angle. Internally, PS teams are being asked to drive revenue, create stickiness, and take on a more strategic role. Externally, new competitors and technologies—especially AI—are reshaping the way services are delivered and valued. No matter the company size or industry, the themes were consistent: expectations are rising, models are shifting, and the old “middle ground” approach may no longer be viable.The conversation highlights how PS leaders are navigating this landscape, from market maturity challenges to leadership buy-in. Anthony shares why some teams are finding success by clarifying their role, simplifying portfolios, and building intentional offers, while others remain stuck in reactive mode. The data points are eye-opening, but it’s the implications for careers, leadership, and the very identity of PS that make this report essential listening.Whether you are a PS leader trying to influence your executive team, a consultant interested in where the industry is heading, or simply someone who wants to understand how organizations are adapting in real time, this episode offers both perspective and encouragement. The choice ahead for PS is clear: become more advisory and outcome-driven, or double down on efficient delivery tied tightly to product adoption. Both paths are viable, but being stuck in between is not.Tune in to hear Dean and Anthony break down the report, share what surprised them, and offer practical ideas for how PS organizations can chart their course forward.You can access the full report here: https://mcmannransford.com/embedded-ps-report-2025-balancing-growth-goals-with-long-term-roles/

Send us Fan MailAbout The Consultant's Way PodcastThe 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 outcomesBrought 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/ • 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/  Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b• Email: [email protected] 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, hosts Dean McMann and Anthony Paluska unpack the gap between AI headlines and what leaders actually see on the ground. They explore why breathless claims often come from those selling the tools, and why smart operators are pressing for proof that shows up in real outcomes rather than momentum metrics. The conversation moves past hype to what creates value: aim narrow, define the job to be done, and measure in business terms. The hosts draw a useful parallel between technology and talent, arguing that purpose built tools and role specific skill building tend to outperform general platforms and generic training. One memorable example involves a niche AI system that impressed not because it did everything, but because it did one thing exceptionally well. They also tackle the uncomfortable side of ROI. If a project does not grow revenue, the savings have to come from somewhere, which is one reason many pilots stall before they touch the operating model. The challenge to leaders is simple and demanding: define the problem in plain language, choose the smallest meaningful use case, and set acceptance criteria you would defend in a boardroom. If you are navigating pressure to “do something with AI” while your dashboard still looks stubbornly normal, this episode offers a practical lens and sharper questions to ask before you scale. The hosts keep it candid, skeptical in the right places, and focused on moves that translate to measurable value. Tune in to hear where they believe proof should come from next and how to align tools, teams, and metrics without pausing the business. 

Send us Fan MailAbout The Consultant's Way PodcastThe 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 outcomesBrought 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/ • 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/ Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b• Email: [email protected] 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, hosts Anthony Paluska and Dean McMann are joined by Danielle Daoud, a seasoned professional services leader with over 20 years of experience across both global giants and high-growth SaaS companies.Danielle shares why she calls herself a “people leader” first, and how her career journey has shaped her belief that professional services is fundamentally a people business. Together, the group explores the risks of treating PS teams too transactionally, and why truly investing in people can make the difference between retention and attrition.The conversation also dives into the unique dynamics of leading in today’s remote and hybrid world — where building connection, trust, and authenticity requires new habits from leaders. Danielle offers practical, creative approaches for fostering engagement, and challenges leaders to reflect on how well they’re preparing their teams for what’s ahead.Listen in for a thoughtful and energizing discussion on leadership, culture, and the future of professional services.

Send us Fan MailAbout The Consultant's Way PodcastThe 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 outcomesBrought 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/ • 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/ Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b• Email: [email protected] 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, hosts Dean McMann and Anthony Paluska sit down with Mike Weiner from Big Time Software to talk about one of the toughest challenges in professional services: the handoff between sales and delivery.Too often, once a deal is closed, important details are lost, client expectations shift, and delivery teams are left to pick up the pieces. The conversation explores why this happens, what it means for client relationships, and how leaders can think differently about the connection between those who sell the work and those who deliver it.Mike shares insights from his experience working alongside professional services teams, highlighting why this critical transition can determine long-term client success. Dean and Anthony press further into how structure, process, and leadership play a role in preventing rework and building trust across teams.Rather than quick fixes, the episode offers perspective on how alignment between sales and delivery can create stronger collaboration, better client outcomes, and more resilient organizations. It is a conversation that invites leaders to reflect on whether their own teams are reinforcing each other or working at cross purposes.

Send us Fan MailAbout The Consultant's Way PodcastThe 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 outcomesBrought 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/ • 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/ Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b• Email: [email protected] 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, hosts Dean McMann and Anthony Paluska sit down with Greg Meeks, an experienced professional services leader who has spent his career guiding organizations through growth and transformation.The conversation explores what it takes to build and scale services teams in ways that truly impact both clients and the business. Greg shares lessons from his background and introduces a framework that helps leaders think differently about how they organize, empower, and sustain their teams.Listeners will hear a thoughtful discussion about the changing role of professional services, the challenges leaders face as their organizations evolve, and the mindsets that can make the difference between simply delivering work and creating long-term impact.This episode offers practical perspective as well as inspiration for leaders who want to strengthen their organizations, elevate their people, and rethink how professional services drives value.

Send us Fan MailAbout The Consultant's Way PodcastThe 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/• 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/ Connect with us:• LinkedIn:○ Dean McMann - https://www.linkedin.com/in/deanmcmann/○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b• Email: [email protected] 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 if professional services is not just the cost of doing business, but the engine driving real outcomes?Osama Atta joins Dean McMann and Anthony Paluska to talk about what he calls the PS 2.0 mindset. In his words, professional services is no longer just there to make the software work. It is the bridge between promise and proof. Osama unpacks how his team at Altrio productized their services, shortened time to value, and started speaking the language of the business: revenue, ROI, and strategic impact.He shares how they reframed PS from a necessary evil to a strategic asset, and how that transformation started with better internal storytelling, stronger partnerships with sales, and clear data to back it all up.If you are trying to build a more scalable, profitable, and visible PS team, this conversation is packed with takeaways. You will hear how they aligned with sales, priced and packaged their services, created internal boundaries to avoid burnout, and tracked value instead of hours. This one is practical, insightful, and refreshingly honest.

Send us Fan MailAbout The Consultant's Way PodcastThe 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/• 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/ Connect with us:• LinkedIn:○ Dean McMann - https://www.linkedin.com/in/deanmcmann/○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b• Email: [email protected] 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.-------------------------------------------------------------------------------------------------------------------How do boutique consulting firms end up outpacing their embedded PS counterparts? Ben Edwards might have the answer, and the receipts.In this episode, Ben shares what he is seeing across the consulting and embedded services landscape, from shifting team structures to exploding demand for thought leadership and commercial fluency. He talks about the rise of the diamond-shaped team, the erosion of traditional consulting pyramids, and what it means for training, quality, and long-term sustainability.We also get into what is fueling the boom in boutique firms, how private equity is changing the game, and why go-to-market strategies are evolving fast. Ben outlines the shift from black book sales to scalable content machines, the rise of specialists with narrow niches and big reach, and how pure-play firms are out-marketing their embedded competition.If you are running a services organization, embedded or independent, this is a reality check you need to hear.

Send us Fan MailAbout The Consultant's Way PodcastThe 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/• 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/ Connect with us:• LinkedIn:○ Dean McMann - https://www.linkedin.com/in/deanmcmann/○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b• Email: [email protected] 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.-------------------------------------------------------------------------------------------------------------------Sales and professional services may work for the same company, but often, it feels like they live on different planets. In this episode, Margarita Ginsberg joins Dean McMann and Anthony Paluska to unpack the tension and the opportunitybetween these two critical teams.Margarita shares real talk on what happens when PS gets looped in too late, how trust erodes when customers get hit with surprise services fees, and why too many sales cycles treat consulting like an afterthought.She breaks down different models for integrating PS into the sales process, including partner-led delivery, PS sales teams, and expert matchmaking. Most importantly, she reminds us that PS professionals can’t sit back and wait to be invited… they have to own the relationship, lean into the chaos, and make it work.Oh, and there’s also a horse. Yes, a real horse. You’ll want to stay for that story.Whether you're a PS leader, a sales exec, or just tired of cleaning up messes you didn’t make, this episode is a gut check on collaboration, role clarity, and the real job of driving outcomes for your clients.

Send us Fan MailAbout The Consultant's Way PodcastThe 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 outcomesBrought 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/• 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/Connect with us:• LinkedIn:○ Dean McMann - https://www.linkedin.com/in/deanmcmann/○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b• Email: [email protected] 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 do you do when your values collide with your company’s behavior? Or when your team needs to grow but some want everything to stay the same?In this episode, Eric Dubiner joins Dean McMann and Anthony Paluska to talk about the hard parts of leadership. They explore how to navigate change, face ethical dilemmas, and learn to speak finance without losing yourself. Eric shares how he has helped teams shift from being task-takers to true consulting partners while maintaining trust along the way.He explains why financial fluency is essential for professional services leaders, how to deliver tough messages to both teams and clients, and why doing the right thing sometimes means walking away without a backup plan.This conversation is honest, gritty, and packed with lessons from someone who has been through it and stayed grounded.

Send us Fan MailAbout The Consultant's Way PodcastThe 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/• 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/ Connect with us:• LinkedIn:○ Dean McMann - https://www.linkedin.com/in/deanmcmann/○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b• Email: [email protected] 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 you stop saying “no” and start asking, “what else can we do for our customers?” Elie Mansour has built his career and his team around that question.In this episode, Elie sits down with Dean McMann and Anthony Paluska to share how he transformed BioConnect’s professional services team from a traditional project-delivery model into a customer-first, value-driven partner. He dives into what it really takes to build trust, expand relationships, and turn everyday client needs into new service opportunities, including his successful launch of a managed services offering.Elie also gets real about what it means to coach a team to take ownership of customer relationships and how to shift from fixed-fee “get in, get out” thinking to long-term partnerships that drive outcomes. From packaging new services to winning internal buy-in, this conversation is a playbook for leaders who want their PS teams to move beyond implementation and into strategic value creation.

Send us Fan MailAbout The Consultant's Way PodcastThe 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/• 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/ Connect with us:• LinkedIn:○ Dean McMann - https://www.linkedin.com/in/deanmcmann/○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b• Email: [email protected] 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, Dean McMann and Anthony Paluska sit down with Jim DeCristofaro, VP of Professional Services at Aptitude Software, to talk about the growing pressure on consulting teams to evolve—and fast.Jim shares how onboarding has fundamentally changed in a hybrid world, especially for junior consultants who no longer benefit from the passive learning and informal exposure that came with in-person client work. He explains why “learning through osmosis” is fading and why today’s PS leaders need to be far more intentional with mentorship, training structures, and expectations from day one.The conversation also dives into the rising need for business acumen across all levels of the PS team. Jim breaks down how expectations have shifted. It is no longer enough to simply deliver on the scope. Every consultant is expected to build relationships, understand the client’s broader business, and act as a trusted advisor—regardless of title.The trio also explores how relationship-building impacts sales and delivery when budget ownership shifts from IT to finance. Jim explains how services teams need to position their value differently for each stakeholder and build credibility across both sides of the house.Finally, they dig into the compression of timelines and ROI expectations. Clients want faster returns, clearer value, and tighter scopes—which often means shorter projects that are easier to sell but harder to optimize.Jim leaves listeners with a clear takeaway. Success in professional services today depends on leading with intention, not reacting to chaos. Teams need to be proactive in their training, deliberate in how they build relationships, and strategic in how they show value.

Send us Fan MailAbout The Consultant's Way PodcastThe 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/• 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/ Connect with us:• LinkedIn:○ Dean McMann - https://www.linkedin.com/in/deanmcmann/○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b• Email: [email protected] 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 your background isn’t the “typical” consulting path, but you bring curiosity, people skills, and a strong sense of mission? Rico Oyola, Head of Post-Sales at IdeaScale, joins The Consultant’s Way to talk about his unconventional path from civil rights work and international development to leading customer success, professional services, and support.Rico breaks down what open innovation really looks like and why success often comes down to being the one who can bring people together across silos. From CEO summits in Davos to block-by-block canvassing for neighborhood apps, Rico’s done it all. And it’s given him a unique lens on how to lead teams, guide clients, and help ideas scale.He shares how to earn trust by showing up with empathy, how to use bad analogies to make great points (his words, not ours), and why humility is the real foundation of innovation. You'll hear how NASA solved a $20 million problem by breaking down silos—and how Rico helps clients do the same, one stakeholder map at a time.If you’re managing people in client-facing roles or trying to make your PS org more impactful, this is one you’ll want to play twice.

Send us Fan MailAbout The Consultant's Way PodcastThe 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/• 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/ Connect with us:• LinkedIn:○ Dean McMann - https://www.linkedin.com/in/deanmcmann/○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b• Email: [email protected] 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.---------------------------------------------------------------------------------------------------------------Cultural differences aren't just about countries. They show up in boardrooms, project teams, and even your neighbor’s backyard BBQ. On this episode, Dean McMann and Anthony Paluska sit down with Paulo Naddeo, VP of Global Professional Services at Stonebranch, to unpack what it really takes to work across cultures—and why it's probably harder than you think.Paulo brings a unique lens to the conversation. Born and raised in Brazil, he built his own software company before making the jump to a global role in the US. Along the way, he discovered that language barriers are only the tip of the iceberg. Whether you're working across countries, industries, or departments, cultural misunderstandings sneak in—and often blow up projects.In this episode, Paulo shares real-world lessons from his decades of global consulting, including how to stop assuming you’re being clear, why pre-meeting prep matters more than you think, and how small misunderstandings (like spicy cheese) can escalate fast. He also breaks down why building trust takes time, what consultants often miss when working with technical teams, and how to avoid the classic trap of thinking culture clashes only happen overseas.If you’ve ever struggled to communicate across teams, countries, or just different professional mindsets, this episode will make you think twice—and laugh along the way.

Send us Fan MailAbout The Consultant's Way PodcastThe 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 outcomesBrought 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/• 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/Connect with us:• LinkedIn:○ Dean McMann - https://www.linkedin.com/in/deanmcmann/○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b• Email: [email protected] 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 if your first five years in consulting came with a cheat code? Drew McKechnie thinks they should. As a longtime leader in consulting and professional service as well as an advocate for building better consultants, Drew joins Dean McMann and Anthony Paluska for a candid conversation on how to set yourself apart early in your career. Drew reflects on his own path from the Beltway consulting scene to Google and the common pitfalls new consultants face today. He unpacks how remote work, AI, and shrinking training budgets are leaving gaps in the development of critical skills like executive presence, real-time problem solving, and good old-fashioned communication. More importantly, he offers simple, practical ways junior consultants can take ownership, get noticed, and accelerate their growth—without waiting years for someone to hand them an opportunity. You’ll hear why “don’t trip over the low bar” might be the most underrated career advice around, why meeting minutes can be your secret weapon, and how to avoid getting stuck in a specialist box without sacrificing your standout skill. Plus, Drew explains the value of becoming the go-to person for something useful, whether that’s AI prompts, spreadsheet wizardry, or the lost art of writing a decent follow-up email. For leaders building professional services teams, Drew shares his take on why companies need generalists, cross-pollination, and the mindset shift from siloed roles to true leverage. If you want to grow your career or your team in consulting, Drew’s no-nonsense insights deliver the real-world perspective you’ve been missing. 

Send us Fan MailAbout The Consultant's Way PodcastThe 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/• 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/ Connect with us:• LinkedIn:○ Dean McMann - https://www.linkedin.com/in/deanmcmann/○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b• Email: [email protected] 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.-------------------------------------------------------------------------------------------------------------------You’ve heard the horror stories. Consultants parachute in, drop big ideas, cash the check, and leave a strategy that gathers dust on a shelf. So why does this keep happening—and more importantly, how do we stop it?In this episode, Pete Machtley, Senior Director of Professional Services at BrightEdge, joins Dean and Anthony for a conversation every consulting leader needs to hear. They unpack why even smart recommendations often go unimplemented, what gets in the way, and how great consultants build momentum before, during, and after the sale.From navigating internal politics and cross-functional bottlenecks to tracking executive relationships like your future depends on it (because it might), Pete shares tactical ways to stay relevant, stay helpful, and ultimately stay hired. Whether you’re selling strategy, delivering implementation, or trying to avoid becoming a ghosted vendor, this one’s packed with real-life insight and advice.You’ll learn:How to set up for implementation success before the deal is even closedWhy executive sponsorship isn’t just a checkbox—it’s a leverWhat to do when your buyer moves on mid-projectHow to “care out loud” and create long-term value, even after the engagement endsThis episode isn’t about fancy frameworks. It’s about the unglamorous, unskippable work of helping clients get real results—and being the kind of consultant they actually want to call back.

Send us Fan MailAbout The Consultant's Way PodcastThe 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/• 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/ Connect with us:• LinkedIn:○ Dean McMann - https://www.linkedin.com/in/deanmcmann/○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b• Email: [email protected] 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.-------------------------------------------------------------------------------------------------------------------AI is fundamentally reshaping how professional services teams deliver work, scale operations, and define value. In this episode, Dean and Anthony sit down with Sri Ganesan, Co-Founder and CEO of Rocketlane, to unpack what that means for PS teams today and where it is all headed.Sri shares why many PS organizations are missing the bigger opportunity with AI. While teams are focused on automating admin tasks, the real efficiency gains come from rethinking how the work itself gets done. Forward-thinking teams are embedding AI into delivery, not just back-office processes, changing everything from project scope to skills to pricing models.The conversation explores how the perception of value is shifting for both teams and customers. Deep technical knowledge is no longer the only currency. AI is taking on more of the heavy lifting, while human consultants will win by interpreting information, building relationships, and guiding customers to success in real time.Sri also explains how this evolution will reshape team structures and customer expectations. Services will become more modular, timelines will shrink, and outcome-based pricing will replace traditional hours and materials models. He offers real examples of organizations already making this shift and the cultural mindset it takes to get there.For PS leaders wondering where to start, Sri lays out how to experiment with AI without falling behind, how to build curiosity and adaptability into your team, and why clinging to outdated models may actually create more risk than change itself.This is a must-listen for anyone building, leading, or evolving a professional services function in today’s market.

Send us Fan MailAbout The Consultant's Way PodcastThe 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/• 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/ Connect with us:• LinkedIn:○ Dean McMann - https://www.linkedin.com/in/deanmcmann/○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b• Email: [email protected] 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, Dean and Anthony sit down with Jeffrey Fidelman, CEO and founder of Fidelman & Co, a fundraising partner to early-stage startups and emerging fund managers. Jeffrey shares the gritty truth about transitioning from corporate leader to founder and what it really takes to build something from scratch. Spoiler: it’s not just about having a strong resume. He reflects on his own journey from investment banking to launching a boutique consulting firm—and how that evolved into a scalable business with a productized offering. Along the way, Jeffrey outlines the common traps executives fall into when they try to freelance their way into entrepreneurship, and what separates the consultants who burn out from those who build something lasting. If you’re exploring life beyond the corporate walls, wondering how to monetize your experience, or thinking about raising capital for a service business, Jeffrey doesn’t sugarcoat it. He offers insight into what investors actually want, why network reliance isn’t a strategy, and how to tell if you’re building a business or just temporarily unemployed with a logo. From building repeatable systems to thinking like a scientist in your go-to-market experiments, Jeffrey’s take is refreshingly practical. The advice hits even harder if you’re in the consulting world and debating whether to stay solo or build something bigger. It’s the kind of conversation that pulls back the curtain on fundraising myths, shines a light on the risks you don’t see coming, and reminds you that “doing it right” is still a winning strategy. 

Send us Fan MailAbout The Consultant's Way PodcastThe 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 outcomesBrought 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/• 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/Connect with us:• LinkedIn:○ Dean McMann - https://www.linkedin.com/in/deanmcmann/○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b• Email: [email protected] 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.--------------------------------------------------------------------------------------------------------------------Canon’s print business isn’t what it used to be, and Kevin Roman is here to explain why that’s a good thing. As Director of Professional Services and Software Solutions, Kevin shares how his team at Canon USA is evolving from hardware-focused projects to outcome-driven partnerships. We dig into how they are blurring the lines between project delivery and customer success, building a model centered on long-term value and measurable impact.Kevin talks about shifting from install-and-exit to value-for-life, how service contracts and software subscriptions are reshaping the business, and why training customers’ sales teams might be the secret to driving adoption. He also gives a candid look at the realities of aligning executives and delivery teams to make it happen. Spoiler alert: metrics matter, but customer advocacy might matter more.If you’re trying to position professional services at the heart of long-term customer outcomes—and convince the rest of your organization to follow—Kevin’s story delivers real-world insights without sugar-coating the challenges.

Send us Fan MailAbout The Consultant's Way PodcastThe 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/• 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/ Connect with us:• LinkedIn:○ Dean McMann - https://www.linkedin.com/in/deanmcmann/○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b• Email: [email protected] 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.--------------------------------------------------------------------------------------------------------------------Paul Milana joins The Consultant’s Way to talk about the evolution from implementer to trusted advisor. A self-proclaimed data geek turned professional services leader, Paul shares how curiosity, communication, and a little trial and error shaped his career and his team. He dives into the discovery process and why it’s more than a sales step. For Paul, it’s a moment to listen, decode client dialects, build trust, and surface the real problems no spreadsheet can reveal. He talks about designing discovery sessions that are as useful to the client as they are to the vendor and how a great discovery lays the foundation for a lasting partnership. Paul also shares how he turned a scrappy integrations team into a full-fledged professional services organization and what it takes to turn a doer into an advisor. If you've ever felt like you’re doing more than implementing—you’re interpreting, connecting, guiding—this one will resonate.

Send us Fan MailAbout The Consultant's Way PodcastThe 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/• 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/ Connect with us:• LinkedIn:○ Dean McMann - https://www.linkedin.com/in/deanmcmann/○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b• Email: [email protected] 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, we sit down with Justin Manduke, VP of Professional Services at AuditBoard, to explore what he calls the growth paradox. With experience leading post-sale teams at companies like Medallia, Blend, and Afresh, Justin brings a sharp perspective on why professional services teams often chase maturity too early—and how that can quietly derail growth.Many PS leaders feel pressure to act like a fully mature organization long before they’ve earned it. They jump into optimizing for margins, building partner networks, and tracking detailed KPIs when they haven’t yet mastered the basics of delivering value consistently. Justin explains why those efforts, while well-intentioned, can become roadblocks rather than milestones.We also talk about the difference between delivering well and scaling well, the risks of outsourcing before you’re ready, and the mistake of assuming that what worked at one growth stage will work at another. Justin lays out what PS leaders should focus on in each phase of growth and how to build credibility across the company by aligning your strategy with the real goals of the business.This conversation is for any PS leader who’s been told to "get more efficient" without being given a map, or who feels stuck between short-term demands and long-term goals. Justin offers a way forward, with smart, practical guidance based on years in the trenches.

Send us Fan MailAbout The Consultant's Way PodcastThe 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 outcomesBrought 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/• 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/Connect with us:• LinkedIn:○ Dean McMann - https://www.linkedin.com/in/deanmcmann/○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b• Email: [email protected] 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, we sit down with Kevin Keene, a veteran in professional services and technology leadership. With over 15 years of experience, Kevin shares hard-earned insights on the evolving role of professional services in SaaS organizations. He unpacks how PS can be more than just a delivery arm—becoming a strategic partner in customer success, upsells, and long-term value. We explore the importance of strong internal and external handoffs, cross-functional alignment, and building teams that can actually support the strategy leadership claims to want. Kevin breaks down the now-famous three-legged stool analogy, reminding us that sales, services, and support must be balanced to keep the customer relationship steady. He also offers practical advice for PS leaders trying to stay out of the silo, communicate impact to the C-suite, and make a compelling case for investing in team development. If you’ve ever felt like your PS team is doing too much with too little or you're struggling to convince leadership that services is more than just a line item, Kevin’s perspective is a must-hear. This conversation is smart, candid, and filled with real-world examples any leader can learn from—plus a few baseball takes that will hit home if you’ve ever rooted for a team that breaks your heart. 

Send us Fan MailAbout The Consultant's Way PodcastThe 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/ • 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/  Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b• Email: [email protected]  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, Blake Jensen, Senior Director of Professional Services at SOCi, joins us to unpack the tension between AI hype and real-world application in professional services.While AI dominates headlines and boardroom agendas, Blake argues most teams are not behind—they are simply sorting signal from noise. He shares how his team approaches AI adoption with discipline, focusing on use cases that genuinely improve client delivery and internal workflows. From automating kickoff prep to evaluating tools with an eye on data integrity, Blake offers a grounded look at what’s working and what is not.The conversation explores the limits of AI in consulting, where the true value still lies in emotional intelligence, strategic thinking, and human connection. Blake is optimistic about the future but clear that consultants will need to evolve. As information becomes more accessible, it will be how people think, connect, and lead that drives differentiation.We also step back to look at broader shifts in SaaS and PS models. Blake, Dean, and Anthony discuss how evolving expectations, changing client relationships, and AI-fueled disruption are reshaping what it means to deliver value.This episode offers honest insight, practical takeaways, and a few good laughs. Whether you are experimenting with AI or trying to define your PS team’s next chapter, there is something here for you. 

Send us Fan MailAbout The Consultant's Way PodcastThe 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 outcomesBrought 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/ • 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/ Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b• Email: [email protected]  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, we sit down with Munish Khanna, VP of Professional Services at Tavant, who brings more than 20 years of experience building consulting and engineering teams that not only function but thrive. From leading a 5,000-person team at TCS to shaping engineering at Cisco, Munish shares practical insight on how to build team structures that scale, motivate, and deliver consistent value.We dive into how to define roles that adapt over time, how to foster psychological safety across global teams, and how to balance business outcomes with real human needs. Munish also shares his take on how AI can enable better staffing decisions, resource development, and team performance—provided your organization has the right data foundation.Culture comes up often, and for good reason. Munish explains why effective leadership starts with caring deeply about the growth and wellbeing of your team, and how that attitude can shape the success of an entire organization. He talks openly about what it takes to create a culture people want to be part of, and what happens when values get compromised for performance.Whether you’re leading a team or trying to build one from scratch, this conversation offers real-world takeaways on how to build and grow teams that work.

Send us Fan MailAbout The Consultant's Way PodcastThe 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/ • 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/  Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b• Email: [email protected]  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, we’re joined by Taylor Barnes, VP of Professional Services at Park Place Technologies, for a conversation that hits at the heart of what separates vendors from true consulting partners.Taylor shares what it means to move beyond transactional services and into strategic advisory roles. He breaks down the shift from simply fulfilling a Statement of Work to helping clients see the bigger picture. That could mean turning a basic relocation project into an opportunity for site readiness planning, data sanitization, or future-proofing compliance strategies. Clients often approach providers with a narrow view of what they need. It’s on us to guide them toward what will truly create value—without overcomplicating or overstepping the initial ask.The conversation also explores the fine line between consultative selling and overpromising. Taylor cautions against saying yes to every part of an RFP when your team may not have the capabilities or delivery model to back it up. Being self-aware and honest about what you can do builds more trust than chasing short-term wins that lead to long-term issues.Taylor also emphasizes delivery excellence. He explains how proactive communication shapes the relationship and sets the tone for long-term success. Surprises will happen. The key difference is who raises them first and how they are handled. One of his go-to coaching tips: pretend the work is already done, and you are writing the case study. That mindset improves how you qualify deals, scope the work, and engage clients throughout the journey.From sales to delivery, this episode is filled with practical tactics, real-world examples, and a few philosophical nuggets. If you are looking to elevate your professional services team from task-taker to trusted partner, this one is for you. It is about becoming the kind of consulting team clients remember—for all the right reasons.

Send us Fan MailAbout The Consultant's Way PodcastThe 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 outcomesBrought 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/ • 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/  Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b• Email: [email protected]  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, Thomas Gebhart joins Anthony and Dean for a rich discussion on what it really takes to lead successful transformations inside professional services organizations. Drawing from decades of experience across FinTech, healthcare, SaaS, and embedded PS teams, Thomas explains why change is so difficult even when everyone agrees it’s needed.The conversation kicks off with the forces pushing PS teams toward more consultative and outcomes-driven models—and why many organizations fail to fully evolve despite making the decision to transform. Thomas shares insights on the cultural resistance from within, especially among top performers whose roles are evolving, and how leaders can address this head-on.He dives into the challenges of executing transformation when there’s no “burning platform,” the importance of executive alignment, and the traps of trying to do too much too fast. From skill mapping and sales integration to project discipline and team buy-in, Thomas shares what’s worked, what hasn’t, and how to avoid common pitfalls.Whether you're in the middle of a major transformation or just beginning to question your organization’s next move, this episode delivers practical wisdom with real-world stories—plus a few candid warnings for leaders who think alignment is a one-time box to check.

Send us Fan MailAbout The Consultant's Way PodcastThe 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 outcomesBrought 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/ • 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/  Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b• Email: [email protected]  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 a professional services team stops seeing itself as an implementation machine and starts acting like a long-term strategic partner?In this episode, Edgar Amaya, VP of Professional Services and Customer Experience at Accruent, shares how his team is rewriting the role of services inside a fast-moving software organization. Edgar walks us through his transition from Customer Success to leading PS, and what surprised him most when stepping back into the world of delivery. Spoiler: a lot has changed.From pushing beyond project completion to owning post-go-live value, Edgar explains why being “just the delivery team” is no longer enough, and how PS can (and should) play a central role in client loyalty, revenue retention, and long-term strategic growth. He opens up about the internal shifts needed to make this happen, from transforming how his team thinks about consultative work to building stronger partnerships with sales.Whether you’re figuring out how to evolve your own PS org or trying to align advisory offerings with what the market actually needs, Edgar’s perspective will hit home. He talks real challenges, real mindset shifts, and real outcomes—and how giving your team the space to think can drive innovation you didn’t see coming.This episode is especially relevant for PS leaders navigating change, tech execs rethinking service models, or anyone trying to transform their team from a “doers” mindset to true business problem solvers.

Send us Fan MailAbout The Consultant's Way PodcastThe 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/ • 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/  Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b• Email: [email protected]  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, Dean McMann and Anthony Paluska sit down with Anand Pallapalayam, VP of Enterprise Data Protection at LPL Financial, for a conversation that blends technical leadership, service philosophy, and human-centered consulting. With over a decade of experience in professional services before stepping into his current enterprise role, Anand shares lessons learned from both sides of the client/vendor relationship—and why viewing everyone as a customer fundamentally changes the way you work.Anand challenges the “get in, get out” mindset that still dominates some professional services cultures, arguing instead for a more thoughtful, outcome-driven approach. He shares how his teams have leaned into design discovery workshops to break down complex client needs, and how “agree to disagree” is sometimes the best place to start when trying to shift enterprise thinking. Throughout the conversation, Anand keeps it real with stories of early training missteps, leadership lessons, and how small moments of humility and humanity can forge deep client loyalty.This episode is packed with sharp insights for anyone balancing the tension between standardized solutions and tailored services, especially in technical and security-heavy environments. Whether you're leading a PS team, trying to evolve how your organization sees services, or just someone who wants to keep learning (and keep your ego in check while doing it), this one’s worth the listen.Anand’s style is equal parts service-minded, hands-on, and people-first—a reminder that deep technical knowledge means very little if you can’t connect with the humans across the table.

Send us Fan MailAbout The Consultant's Way PodcastThe 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 outcomesBrought 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/ • 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/ Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b• Email: [email protected]  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, Dean McMann and Anthony Paluska sit down with Mike Vazquez, Director of Professional Services at Avanti, to explore the power of mentorship in consulting. Mike shares his journey from startup environments to leading large professional services teams, emphasizing the critical role that mentorship has played in his own career development and the success of those he leads.Mike discusses his approach to onboarding, coaching, and mentoring, breaking it down into distinct phases. He highlights the importance of not just technical training, but also developing the consulting skills that truly differentiate top performers. From guiding new hires through their first few months to helping more seasoned professionals navigate complex client interactions, Mike shares how he structures support to ensure long-term career growth.The conversation also touches on the challenges of managing burnout, especially in remote work settings, and the importance of building strong, lasting relationships with clients and colleagues. Mike’s insights into balancing immediate project needs with long-term career planning provide valuable guidance for anyone looking to make a lasting impact in the consulting world.Listen in for practical advice on creating mentorship frameworks, balancing technical and consulting skills, and the small habits that drive big career gains.

Send us Fan MailAbout The Consultant's Way PodcastThe 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 outcomesBrought 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/ • 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/ Connect with us: • LinkedIn:  ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/  ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b • Email: [email protected] 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, Dean McMann and Anthony Paluska sit down with Eric Sanchez, a seasoned professional with over 25 years in the software industry. They tackle a recurring challenge in professional services – the "Groundhog Day" effect, where the same mistakes are repeated despite abundant data on what drives long-term customer success. Eric shares insights from his career, emphasizing the critical role of professional services in accelerating customer growth, reducing risk, and increasing retention. He highlights the importance of data-driven decisions, the pitfalls of short-term thinking, and the power of aligning professional services early in the sales process to maximize customer lifetime value. With real-world examples and hard-hitting data, this episode offers a practical playbook for PS leaders looking to drive impact and influence strategic sales decisions.

Send us Fan MailAbout The Consultant's Way PodcastThe 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 outcomesBrought 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/ • 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/ Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b• Email: [email protected] 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, Anthony Paluska and Dean McMann sit down with Debbie O'Meara, a 20-year veteran in the software industry, to discuss the critical role of professional services in delivering client outcomes. Debbie’s extensive experience spans companies like Contract Logix, PennyMac, Qvidian, and Upland, where she has overseen everything from onboarding and education to high-stakes project management.The conversation dives into the often-overlooked but crucial handoff between sales and professional services. Debbie emphasizes that one of the biggest gaps is the disconnect between what was promised during the sales process and what is actually implemented. She shares insights on the importance of capturing customer goals early, ensuring these are clearly communicated to delivery teams, and maintaining alignment throughout the customer journey. Debbie recalls a project where the initial handoff missed critical context, leading to major challenges when the implementation team met the client for the first time, underscoring the need for better internal communication.Dean and Anthony also explore the importance of outcome-focused project management. Debbie argues that project managers should be more than just task managers – they should act as trusted advisors, guiding clients toward meaningful outcomes rather than just checking boxes on a statement of work (SOW). This mindset shift, she explains, not only leads to more satisfied clients but also strengthens long-term customer relationships.The discussion wraps up with practical advice for services leaders, including the need to "replan" at the start of every project to account for evolving client needs, capture critical context, and avoid common pitfalls. Debbie’s insights underscore the need for a more holistic approach to professional services, one that prioritizes long-term client success over short-term deliverables.Listen in to learn how shifting from task-based to outcome-based project management can transform your client relationships and set your services team up for la

Send us Fan MailIn this special episode of The Consultant’s Way Podcast, Anthony Paluska sits down with Jackie McMann to break down key insights from the recent TSIA Interact conference. With the tech services industry evolving at breakneck speed, they cover the hottest topics shaping the future of professional services, including the rapid rise of AI, the critical role of data, and the ongoing struggle to align sales and delivery teams.Jackie shares her observations on how AI is transforming the way services are delivered, highlighting both the opportunities and challenges it brings to PS leaders. From reducing manual tasks to enabling data-driven decision-making, AI is changing the game, but only for those willing to invest in the right tools and skills.They also dive into the importance of data hygiene, a recurring theme at the conference. As more companies rely on data to drive strategy and customer insights, keeping that data clean, accurate, and actionable has never been more critical. Jackie emphasizes that while it might not be the most glamorous topic, it’s a foundational piece for scaling any successful services business.Finally, they discuss the often-misunderstood relationship between sales and professional services. As companies continue to push for rapid growth, the need for alignment between these teams has never been greater. Jackie offers practical advice for breaking down silos, improving collaboration, and ensuring that services teams are positioned as strategic partners rather than just post-sale support.Whether you attended TSIA Interact or are simply looking to stay ahead in the fast-paced world of tech services, this episode is packed with actionable insights for PS leaders at every level.Listen now to get a front-row seat to the conversations shaping the future of professional services.

Send us Fan MailAbout The Consultant's Way PodcastThe 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 outcomesBrought 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/ • 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/ Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b• Email: [email protected] 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 “quality” actually mean in consulting and professional services?In this episode, Dean McMann and Anthony Paluska sit down with Dr. Jose Bronet to dig into that exact question—and why most firms aren’t measuring the right things to answer it. While delivery metrics like timelines and budgets may be easy to track, they rarely reflect what really matters to clients: trust, clarity, and outcomes.Drawing from his work leading global customer experience efforts, Jose shares a refreshingly practical framework: five questions every services leader should be asking to evaluate quality through the client’s eyes. The conversation dives into why intent matters, how to tell if your team is aligned with client goals, and what it means to deliver excellence beyond a scope of work.They also explore the unique challenge of remote consulting, where "showing up" looks different but matters just as much, and the subtle ways teams either build or erode credibility with stakeholders. Spoiler: just doing what’s asked isn’t enough.This episode is a must-listen for anyone leading or supporting service teams, especially if you’re rethinking how to improve consistency, loyalty, or client outcomes in today’s hybrid, high-stakes environment.Whether you run a PS organization or are just trying to help your team have more impact, you’ll walk away with a more human, more rigorous way to define—and deliver—quality.

Send us Fan MailAbout The Consultant's Way PodcastThe 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/ • 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/  Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b• Email: [email protected]  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, Chris Holmgren joins Dean and Anthony to share real-world lessons from leading professional services teams through growth, change, and disruption. Drawing on his experiences managing large digital event teams before, during, and after the pandemic, Chris discusses how adaptability, communication, and proactive leadership were critical to success.Chris highlights the importance of recognizing team strengths early, scaling thoughtfully—not just adding headcount—and preserving institutional knowledge through periods of rapid change. He emphasizes the need for strong internal and client-facing communication, proactive transparency with leadership, and creating scalable systems that balance personal leadership with structured data insights.Through stories of scaling teams up and down under extreme pressure, Chris offers practical takeaways about building trust, empowering team members, and maintaining motivation even when workloads are high. He also shares a humorous moment where a last-minute national ad campaign required an "all hands on deck" scramble—reinforcing that even with strong plans, agility always wins.Key themes include: putting the right people in the right roles, the power of communication at every level, fostering adaptability, and designing systems that help leaders stay close to the business without micromanaging. Whether navigating hypergrowth or a strategic contraction, Chris’s insights offer valuable lessons for PS leaders managing in an unpredictable world.

Send us Fan MailAbout The Consultant's Way PodcastThe 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/ • 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/  Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b• Email: [email protected]  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, Mitchell Palsson joins Dean and Anthony to explore a critical blind spot in professional services: the lack of business acumen across many consulting teams—and the impact it has on client value, internal credibility, and career development.Mitchell, a PS operations leader turned chief of staff, shares how his own path revealed the disconnect between technical consulting excellence and true business understanding. While consultants are often deeply knowledgeable about their product or platform, they frequently struggle to connect that knowledge to client outcomes—or communicate effectively with executives inside and outside the business.He argues that this isn’t a skills gap—it’s a development gap. Many organizations have deprioritized investment in their people, leaving consultants to figure out business basics like revenue recognition, margin, and customer lifetime value on their own. And when consultants don’t understand how the business works, they can’t articulate their impact, defend the value of services, or build long-term relationships with clients.Throughout the conversation, Mitchell offers a call to action for PS leaders: invest in your people beyond the technical. Help them connect their work to what matters to the business and the customer. Track more than project dates—track how your work drives revenue, retention, and stickiness. And train your teams to speak the language of both clients and executives.Whether you're leading a PS org, building your own business acumen, or trying to turn technical SMEs into trusted advisors, this episode delivers a thoughtful, experience-based look at how to bridge the gap between delivery and impact.

Send us Fan MailAbout The Consultant's Way PodcastThe 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/ • 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/  Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b• Email: [email protected]  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, Ghazal Moore joins Dean and Anthony to tackle a long-standing and deeply entrenched challenge in SaaS: the identity crisis of professional services. Are they meant to be a revenue-generating business unit? A loss leader? An afterthought bundled into product deals? The answer, for many organizations, is murky—and the consequences of that ambiguity are real.Ghazal draws from her 20+ years of experience across consulting, SaaS, and operations to explain how misalignment between executive leadership, sales, customer success, and professional services creates ongoing confusion, shifting priorities, and internal friction. That misalignment doesn't just frustrate employees—it impacts retention, weakens customer outcomes, and erodes the perceived value of services.She contrasts organizations that intentionally operate PS as a loss leader—with aligned KPIs and clear expectations—against those that fall into it by accident, stuck between revenue goals and a culture of “just give it away.” The result? Overworked teams, underperforming financials, and a slow bleed of talent.But the episode doesn’t stop at diagnosis—it offers a path forward. Ghazal shares a practical three-part framework focused on:Executive alignment and role clarityOffsetting revenue with well-scoped offeringsEquipping and incentivizing sales to sell services effectivelyShe emphasizes the importance of treating sales as a customer, tracking time spent on non-billable but valuable work, and giving professional services teams the tools and autonomy to control their own destiny—even within complex SaaS ecosystems.Whether you’re leading a PS team in a fast-growing tech company, trying to make your case for investment, or just tired of being everyone’s favorite fire drill, this conversation offers grounded, strategic advice you can act on today.

Send us Fan MailAbout The Consultant's Way PodcastThe 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/ • 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/  Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b• Email: [email protected]  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, Dean and Anthony sit down with Bo DiMuccio, head of the Professional Services practice at TSIA and one of the most respected voices in the industry. Together, they unpack the findings of TSIA’s 2025 State of Professional Services report—and the reality check is as eye-opening as it is insightful.Bo shares why, despite ongoing disruption, embedded professional services organizations still look strikingly similar to how they did five years ago—and why that's both a strength and a warning sign. The conversation dives deep into the paradox of PS leaders trying to “keep the lights on” while also transforming their operating models to support subscription revenue, AI integration, and scalable delivery.They explore why strategies around AI and recurring service models are gaining attention, but implementation is lagging, with only 3% of PS leaders rating their AI maturity as high. Bo also highlights the top four challenges PS leaders are grappling with today, which split evenly between operational efficiency and long-term transformation.Throughout the episode, Bo calls out a critical problem: too many PS leaders are operating without a documented strategy, leading to misalignment, unrealistic financial expectations, and missed opportunities. He explains how lacking a clear mission often forces PS teams into reactive mode, distorting their business models and creating friction with executive stakeholders.Whether you're trying to build a scalable PS function, make sense of AI’s role, or just stop being the “tail” in a product-led org, this episode is packed with data, experience, and practical advice to help PS leaders take control of their future.

Send us Fan MailAbout The Consultant's Way PodcastThe 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 outcomesBrought 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/ • 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/  Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b• Email: [email protected]  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, Dean McMann and Anthony Paluska sit down with seasoned professional services leader Brian Silverman to talk about one of the most overlooked—and most critical—aspects of running a high-performing PS organization: strategic workforce planning.Brian unpacks the real-world implications of getting staffing wrong: delayed revenue, client dissatisfaction, burnout, and missed growth opportunities. He explains why the “just-in-time” staffing mindset doesn’t work in consulting, and why so many PS orgs fall into the trap of reacting to demand instead of planning for it. From building a proactive hiring model to embracing college recruiting as a long-term strategy, Brian offers practical advice for leaders who want to create a staffing strategy that scales.The conversation covers the balancing act between utilization metrics and talent development, the risks of holding onto underperformers, and how having a strong “next person up” bench can transform a practice. Brian also shares insights on leveraging third-party partners effectively—without damaging client trust or team morale.Whether you’re managing a team of 10 or 1,000, this episode will challenge you to rethink how you’re developing talent, planning headcount, and preparing your firm for what’s next.

Send us Fan MailAbout The Consultant's Way PodcastThe 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 outcomesBrought 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/ • 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/ Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/ ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b • Email: [email protected] 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, hosts Dean McMann and Anthony Paluska discuss key events shaping consulting and professional services. They start by analyzing the new administration’s efforts to cut government spending, including the cancellation of 22 consulting contracts totaling $45 million. While these cuts mainly affect firms specializing in government contracts, they signal a broader shift toward scrutinizing consulting expenditures. The hosts debate the long-term impact, acknowledging that while some realignment is necessary, the ripple effects could disrupt Washington, D.C.'s economy and lead to job losses. They also note some consulting firms may still find opportunities advising on these very cost-cutting initiatives.The conversation shifts to the trend of professional services teams in SaaS and product companies expanding beyond implementation. Many organizations now push PS teams toward strategic, consultative roles, increasing their value and making software offerings “stickier” with clients. The hosts question whether this is an industry-wide movement or a trend among firms already inclined toward this shift. They express interest in gathering data to determine if this transformation is a corporate mandate or an organic evolution led by ambitious PS leaders.Next, they discuss research from Future CIO on barriers to enterprise software adoption. Findings reveal that internal misalignment on desired outcomes, uncertainty about vendor capabilities, and disagreement on key features are major hurdles. The hosts note these challenges highlight the need for tech providers to go beyond selling software and instead help clients clarify business objectives before making a purchase.Finally, they explore the latest AI developments, specifically DeepSeek’s cost-effective AI model. SAP’s CEO recently praised this innovation, suggesting it could democratize AI access for mid-sized tech firms previously unable to compete with giants like Google and Meta. The hosts agree this shift could level the playing field and accelerate AI adoption across industries. They close by emphasizing the need to stay ahead of these changes and invite listeners to share topics for future discussions.