Send us a text

Any business school student will tell you about the S-curves that most companies encounter when they scale: when what got you to point A will actively prevent you from getting to point B. Anticipating these leads to smoother growth, happier employees, less stressed CEOs/owners, and keener investors / buyers.

Here, we learn from the growth journeys of Richard Goold (ex-CEO of Moorhouse) and Mark Palmer (ex-CEO of GoBeyond and OEE Consulting) - both of whom grew and exited their firms around the £40m mark.

The episode explores the critical inflection points that consultancies must navigate during their growth journeys: the importance of external perspectives, and strategies to sustain entrepreneurial spirit while scaling their firms.

• Defining inflection points and their significance in growth
• Emotional challenges faced by consultancy leaders
• Importance of engaging external advisors for fresh perspectives
• Balancing growth without losing entrepreneurial spirit
• Understanding client needs to define value propositions
• Diversifying client bases to mitigate risks
• Necessity of rigorous systems and processes for effective scaling
• Strategies for overcoming challenges at various growth milestones
• Importance of strong governance and succession planning
• Role of brand positioning in achieving competitive advantages

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

Send us a text

Why do senior hires fail so often in consulting? What can we do to minimise this?

Join me as I sit down with Gary Lanz from Wilton Bain to explore the intricate art of talent acquisition and development within the consulting industry. We discuss finding the strong senior hires who can generate business, fit culturally, and harmonize with existing teams. We also tackle the ongoing debate between being a trusted advisor and the necessity of becoming a visible expert in today's content-driven world.

Navigating the complexities of partner recruitment, Gary and I explore lateral hiring in consulting and shed light on strategic growth strategies for small to medium-sized consultancies, like diversification into new markets, and the evolving landscape of consulting leadership.

We debate how smaller, agile firms can capitalize on these shifts, balancing business development with talent retention and strategic succession planning. We also explore innovative approaches to professional development, questioning the traditional value of universities and championing concepts like the "junior board" to empower the next generation. Listen in to hear how firms can foster a thriving culture and secure client longevity in competitive markets.

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

Send us a text

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