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In this episode of the Consulting Growth Podcast, we sit down with pricing strategy maestro Ethan Williams, who transitioned from real estate investment banking to becoming an authoritative voice in global pricing strategy.

Here is Ethan's AI Pricing Advisor: https://chatgpt.com/g/g-MNWgcA4wX-value-based-pricing-advisor

Here's Ethan's LinkedIn: https://www.linkedin.com/in/ethan-williams-8567278/

We dive deep into Ethan's experiences at GE Digital, PwC, and McKinsey, and his transformative work at FGS Global. Ethan unveils the secrets behind moving from traditional time-and-materials pricing to value-based models, shedding light on how these shifts not only elevate client value but fundamentally alter business models. Learn about the art of leading pricing transformations and the most common objections consultants face when adopting value-based pricing.

Ethan also discusses the impact of AI and automation on consulting practices, making the case for abandoning time-based pricing in favor of more efficient models. Get practical advice on implementing value-based pricing, including strategies for maintaining confidence during negotiations and presenting clients with engaging scope options. We wrap up with heartening insights into how AI and low-code solutions are democratizing advanced tools, leveling the playing field for smaller consultancies. This episode is a must-listen for anyone eager to stay ahead in a rapidly evolving consulting landscape.

Prof. Joe O'Mahoney helps boutique consultancies scale and exit. Joe's research, writing, speaking and insights can be found at www.joeomahoney.com

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What does great thought leadership look like for boutique consultancies? Join us on the Consulting Growth Podcast as we engage with Athena Peppes, a luminary in thought leadership and artificial intelligence. Drawing from her stellar career at Accenture and her current role as an independent consultant, Athena unveils what makes thought leadership effective.

In this episode, Athena demystifies how boutique firms can leverage AI to distill valuable insights from existing client relationships. Discover strategies to produce impactful annual statement pieces that can strengthen your firm's market position. Athena also explores the transformative power of generative AI in professional services, emphasizing the importance of high-end thought leadership amidst an oversaturated content landscape. She delves into emerging technologies like gen AI and synthetic data, which are making advanced analytics more accessible than ever.

Our conversation doesn’t stop there. We navigate the complex landscape of AI and robotics, reflecting on the multifaceted expectations surrounding AI’s capabilities. Inspired by insights from economist Anton Koronek, we discuss how businesses can better anticipate and adapt to disruptive AI applications. Learn why addressing specific business pain points is crucial for successful AI integration, and hear Athena’s thoughtful analysis on the future challenges and opportunities that AI presents. This episode is packed with invaluable insights for anyone looking to stay ahead in the rapidly evolving world of technology and consultancy.

Athena's website: https://www.athenapeppes.com/

The Thought Leadership-as a Service consultancy: https://www.beaconthoughtleadership.com/

Prof. Joe O'Mahoney helps boutique consultancies scale and exit. Joe's research, writing, speaking and insights can be found at www.joeomahoney.com

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Productization offers considerable opportunities to consultancies as the cost of development has collapsed. Eisha Armstong is the world's leading expert on how this is achieved in consultancies, co-founder of Vecteris and celebrated author. Chris Dando is a member of the Boutique Leaders Club and founder / CEO of Reinvigoration - an operations consultancy which has recent successfully productized some of its offerings.

Eisha, brings her expertise in helping service companies reinvent their business models to thrive in today's market. Meanwhile, Chris shares insider knowledge on developing a software spin-off aimed at facilitating operations transformation and building recurring revenue streams.

Transitioning from consultancy to software business can be riddled with pitfalls. Learn how to avoid common mistakes by ensuring you have the right people in strategic roles and conducting thorough market validation. Discover why a market-minded product leader can make all the difference in commercialization success. We also discuss how focusing on urgent and expensive problems can guide product development, along with the importance of co-designing with your target market segment for best results.

We explore actionable methods like the Van Westendorp price sensitivity meter and the 10x value rule, essential for aligning pricing with perceived value. Explore the future of productization, including how AI and automation are revolutionizing service delivery by enhancing standardization and efficiency. Join us as we provide a comprehensive framework for optimizing your consultancy’s offerings and staying competitive in a rapidly changing landscape. Don't miss out on these invaluable insights from Eisha and Chris!

You can download Productize free here: https://www.vecteris.com/complimentaryproductizebook

Prof. Joe O'Mahoney helps boutique consultancies scale and exit. Joe's research, writing, speaking and insights can be found at www.joeomahoney.com