Explorez tous les épisodes du podcast The Consulting Growth Podcast
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47: How Consulting Firms Scale Under Private Equity with Karen Thomas-Bland
08 Apr 2026
00:48:06
What really changes when a consulting firm takes on private equity, and how should founders prepare for it?
Karen Thomas-Bland shares practical insights from working across private equity-backed consulting firms, transformations, and integrations. She explains that the biggest shift post-investment is not capital, but discipline: more rigorous reporting, structured governance, and collective decision-making. Founders must adapt from autonomy to accountability, while also managing cultural transition as firms move from “family” environments to scalable businesses.
The discussion explores the metrics that matter most in consulting firms, including client concentration, pipeline conversion, sales cycle length, and pricing discipline—often an underdeveloped lever in boutique firms. Karen also highlights the importance of sequencing value creation initiatives, focusing on a small number of priorities, and building operational infrastructure without over-scaling back-office costs.
The episode also covers integration strategy, arguing that firms should “transform first, integrate second” to avoid compounding weaknesses. Finally, Karen outlines how leaders can build a strong market presence through focused, insight-led content, emphasizing clarity, consistency, and relevance over reach.
In this episode you will learn
Why private equity introduces discipline, not just capital
The key KPIs consulting firms should track before and after investment
How to avoid common mistakes in pricing and margin management
Why focusing on 2–3 priorities drives better value creation than long lists
The importance of transforming businesses before integrating acquisitions
How to scale sales beyond the founder and embed a firm-wide sales mindset
Practical advice for building a credible and effective LinkedIn presence
Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
Follow Joe on LinkedIn: https://www.linkedin.com/in/joeomahoney/
Follow Joe on Twitter: https://twitter.com/joeomahoney
Visit Joe’s Website: https://www.equitysherpa.com
46: From Olympic Gold to Consulting Firm Founder with Adrian Moorhouse
11 Mar 2026
00:34:18
What does it take to build a consulting firm that lasts 25 years and successfully exits to a Big Four firm?
Adrian Moorhouse, Olympic gold medallist and former world number one swimmer, shares the story of how he transitioned from elite sport to building Lane4, one of the UK’s most respected leadership development consultancies. After retiring from swimming, Moorhouse moved into talent development in British Swimming before co-founding Lane4 in 1995 with academics and a sales partner, applying principles from sport—such as improving inputs to drive better outputs—to leadership development and consulting.
Over the next 25 years, Lane4 grew into a multi-million-pound consultancy before joining EY in 2021. In this conversation, Adrian explains the strategic choices that shaped that journey: building a team with distinct roles for sales, delivery, and account management; overcoming growth plateaus; and navigating the realities of selling a consulting firm. He also reflects on leadership, learning, and the mindset shift required to move from individual performance to leading a team-based business.
In this episode you will learn
How Adrian Moorhouse transitioned from Olympic athlete to consulting entrepreneur
Why separating sales, delivery, and account management can unlock consultancy growth
The importance of “better inputs lead to better outputs” in building consulting capability
How Lane4 broke through a revenue plateau by redesigning roles and investing in new business development
Why understanding the difference between the customer and the consumer matters in consulting
What founders should expect when selling a consulting firm and navigating an earn-out
How leadership mindset shifts from individual performance to building a high-performing team
Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
Follow Joe on LinkedIn: https://www.linkedin.com/in/joeomahoney/
Follow Joe on Twitter: https://twitter.com/joeomahoney
Visit Joe’s Website: https://www.equitysherpa.com
37: Preparing for growth inflection points: lessons from two successful CEOs
21 Jan 2025
01:29:44
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.
Follow Joe on LinkedIn: https://www.linkedin.com/in/joeomahoney/
Follow Joe on Twitter: https://twitter.com/joeomahoney
Visit Joe’s Website: https://www.equitysherpa.com
36: Talent Strategies for Boutique Consulting - Gary Landes, Wilton-Bain.
02 Dec 2024
00:44:02
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.
Follow Joe on LinkedIn: https://www.linkedin.com/in/joeomahoney/
Follow Joe on Twitter: https://twitter.com/joeomahoney
Visit Joe’s Website: https://www.equitysherpa.com
35: How to Price your Consulting Services with Ethan Williams
30 Sep 2024
00:41:17
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
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.
Follow Joe on LinkedIn: https://www.linkedin.com/in/joeomahoney/
Follow Joe on Twitter: https://twitter.com/joeomahoney
Visit Joe’s Website: https://www.equitysherpa.com
34: Thought Leadership & AI in Boutique Consultancies – Insights with Athena Peppes
02 Sep 2024
00:37:10
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.
Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
Follow Joe on LinkedIn: https://www.linkedin.com/in/joeomahoney/
Follow Joe on Twitter: https://twitter.com/joeomahoney
Visit Joe’s Website: https://www.equitysherpa.com
33: Productize! Eisha Armstrong and Chris Dando discuss how to generate products from expert knowledge
11 Jul 2024
00:37:17
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.
Follow Joe on LinkedIn: https://www.linkedin.com/in/joeomahoney/
Follow Joe on Twitter: https://twitter.com/joeomahoney
Visit Joe’s Website: https://www.equitysherpa.com
32: Presidential Whisperer: Michael Kempner on growing his PR firm to 300+ people
10 May 2024
00:53:03
Meet Michael Kempner, the mastermind behind MIKEWORLDWIDE. His is a story a narrative woven with tenacity and transformation moving from a solo operation to spearheading a leading independent PR firm, where embracing past hurdles has been integral to the company's monumental growth.
This episode peels back the layers on how valuing human capital has been pivotal to MWW's success, revealing that nurturing talent is just as crucial as attracting it. We discuss the importance of brand perception to consulting firms as well as learning from the journey of Michael in growing his own firm to over 300 people.
We explore some innovative strategies his firm employs, juggling AI and predictive analytics with human decision-making. Join us for this exploration of reputation, trust, and leadership—and how these pillars can chart a course to success in the competitive realm of PR.
Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
Follow Joe on LinkedIn: https://www.linkedin.com/in/joeomahoney/
Follow Joe on Twitter: https://twitter.com/joeomahoney
Visit Joe’s Website: https://www.equitysherpa.com
31: Mastering M&A in the Consultancy Sector with Jerome Glynn-Smith of Equiteq
09 Apr 2024
00:37:56
Unlock the secrets to a triumphant M&A journey in the knowledge economy with Jerome Glynn-Smith, the Equiteq's Head of Europe. As a former JP Morgan and Deloitte luminary, Jerome provides wisdom on the pivotal role of specialization within the technology and professional services sectors.
Our chat navigates through the critical $10 million revenue threshold, the allure of private equity in the consultancy sphere, and the delicate art of balancing risk and scalability for consulting firms on the brink of a sale.
We dissect the valuation conundrums and profit trajectories that influence the consultancy industry's M&A trends and shine a spotlight on the non-negotiables of EBITDA evaluation. Jerome also weighs in on the potential pitfalls of diversification, urging firms to sustain a laser focus on their core services to cultivate a tantalizing appeal for prospective buyers.
In our final exchange, Jerome lays out a roadmap for boutique consultancies anticipating a sale. Aligning stakeholders' visions, bolstering market presence, and maintaining a pristine and comprehensive data room emerge as the cornerstones of a well-prepared exit strategy. By championing specialization and crafting a compelling equity narrative, Jerome assures us that small to medium-sized firms can navigate M&A transactions with the precision and confidence of seasoned pros.
Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
Follow Joe on LinkedIn: https://www.linkedin.com/in/joeomahoney/
Follow Joe on Twitter: https://twitter.com/joeomahoney
Visit Joe’s Website: https://www.equitysherpa.com
30: From growth to sale. Twice. With Phil Rolfe
06 Mar 2024
00:35:48
Phil Rolfe founded, grew and sold FS101 to P2 Consulting, then P2 Consulting to Valcon, where he is now the country COO for the UK.
This episode promises a treasure trove of wisdom, from Phil's transformative journey from Eagle Star, KPMG and RBS to the innovative frontiers of Vulcan's data problem-solving focus. As your host, Professor Joe O'Mahoney, I'm thrilled to share how Phil's bold leap to the Netherlands and the launch of FS101 led to an exhilarating adventure in financial crime advisory.
You'll gain rare insight into the delicate dance between new leaders and their predecessors, and how Phil's commitment to transparent communication shaped a resilient path through the challenges of private equity involvement. His reflections on personal growth and cultivating a supportive leadership atmosphere within a large organization provide a candid glimpse into the essence of effective management.
As we explore the intricate tapestry of business growth and scaling, Phil unveils the strategic musings behind hiring decisions in a growing firm. We then discuss the future of consulting in a digitally transformed world, where AI and data analytics are not just buzzwords but pivotal tools reshaping the industry.
For anyone eager to understand the forces driving business success and innovation, Phil's incredible journey is a beacon of inspiration and strategic acumen.
Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
Follow Joe on LinkedIn: https://www.linkedin.com/in/joeomahoney/
Follow Joe on Twitter: https://twitter.com/joeomahoney
Visit Joe’s Website: https://www.equitysherpa.com
29: Transforming Consultancy with Productisation and Automation with Tim Redgate
05 Feb 2024
00:44:01
Imagine if you could transform your consultancy's repetitive tasks into a unique service offering or automate more of your back-office? That's precisely what our guest, Tim Redgate Strategy Director of Axioned, discusses in this fascinating episode of Consulting Growth. We dive deep into the concept of productisation and how it can be a game-changer for consultancies and professional service firms.
I kick off the conversation with Tim by exploring the role of tech investments for decision-makers and the potential benefits and pitfalls of productising people services. We share essential strategies, including the significance of having a passionate product owner, a dedicated team, clear goals, and budget constraints. We also highlight why it's crucial to start with a feasibility study or proof of concept before jumping into the deep end.
Later, we venture into the exciting realm of automated workflows and productisation. Imagine having a tool that could streamline your consultancy's repetitive tasks – that's the power of automation. We also discuss AI's potential across various industries and its possible impact on the consulting industry. Tim also shares his experience with low-code and no-code solutions and how they can help to supercharge the first stages of product development. Join us on this fascinating journey, where we explore the cutting-edge intersection of technology and consulting.
Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
Follow Joe on LinkedIn: https://www.linkedin.com/in/joeomahoney/
Follow Joe on Twitter: https://twitter.com/joeomahoney
Visit Joe’s Website: https://www.equitysherpa.com
28: Building & Selling a PR & Communications Boutique with Jessica Schaefer of Bevel
08 Jan 2024
00:26:24
What does it truly take to build a PR and communication firm that stands tall among the giants? Today, we're joined by Jessica Schaefer, founder of Bevel, a strategic PR and communications firm that has carved a unique niche at the intersection of financial services and technology. Jessica's remarkable journey takes us from her start in the throes of the Great Recession, through prestigious companies like Moody's to the establishment of her own game-changing venture. Learn how Bevel's strategic approach of applying a hedge fund-based performance model to communications, coupled with a focus on quarterly KPIs and bonuses tied to client retention, set it apart in an intensively competitive market.
Dive into the heart of the challenges and rewards of creating a consultancy powerhouse with us. Jessica offers an insider's view into the delicate art of managing clients, nurturing talent, and maintaining a work-life balance while steering a successful firm. Our conversation touches on the factors that contributed to the impressive acquisition multiple on Bevel's sale, providing valuable insights into the business of PR and the nuances of selling an enterprise. Strap in for a thrilling exploration of the world of entrepreneurship that every aspiring professional should hear.
As we navigate through the rapidly evolving landscape of communications and technology, Jessica shares her perspective on the future of Bevel and its synergies with Avenue Z. The focus is also on their recent acquisitions and the increasing emphasis on digital marketing, PR, and influencer strategies. The conversation delves into the importance of attracting and retaining top talent and how Bevel's dedication to meaningful work and ownership has been a critical factor in their success. We wrap up with a deep dive into the benefits and challenges of being a young, female founder from a non-privileged background. This is an episode you won't want to miss. Tune in for a truly inspirational journey and invaluable lessons for emerging entrepreneurs.
Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
Follow Joe on LinkedIn: https://www.linkedin.com/in/joeomahoney/
Follow Joe on Twitter: https://twitter.com/joeomahoney
Visit Joe’s Website: https://www.equitysherpa.com
45: How to Scale a Consulting Firm Globally with Matthieu Courtecuisse
04 Feb 2026
00:56:03
What does it take to build a consulting firm that is global from day one? In this episode, Joe O’Mahoney speaks with Matthieu Courtecuisse, Founder & CEO of Sia, about the long-term decisions behind building one of the world’s largest founder-led consulting firms.
Matthieu shares how Sia was built with international scale in mind from the very beginning, why founder commitment matters more than capital in global expansion, and how early investments in data, AI, and technology shaped the firm’s competitive advantage. He explains Sia’s augmented consulting model, where proprietary platforms and AI tools sit at the core of delivery—not as add-ons.
The conversation also covers Sia’s approach to growth through selective acquisitions, the balance between building and buying capabilities, and how culture-led integration supports scale. Joe and Matthieu close by discussing how AI is reshaping consulting economics, talent models, and why firms need to think in decades, not quarters, when building lasting value.
In this episode you will learn:
Why Sia was built with global scale as a core ambition
How founder commitment drives successful international expansion
Why early investment in AI and data created long-term advantage
What augmented consulting looks like in practice
How Sia approaches M&A without diluting culture
Why consulting firms must think long-term to build real value
This episode offers a long-term view on what it takes to build a global consulting platform—through sustained investment, founder leadership, and a clear belief in technology as a driver of scale and value.
Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
Follow Joe on LinkedIn: https://www.linkedin.com/in/joeomahoney/
Follow Joe on Twitter: https://twitter.com/joeomahoney
Visit Joe’s Website: https://www.equitysherpa.com
27: Leadership Appointments and Succession Planning with Deri Hughes, Caroline Boston and Simon Hemsley
04 Dec 2023
00:45:21
Want the inside scoop on how to successfully navigate senior leadership appointments in consultancies? Don’t miss an enlightening conversation with our experts, Deri, Simon, and Caroline as they pull back the curtain on designing organisational structure, performance management systems, and effective team engagement to prepare for a prosperous exit.
We discuss strategies for growth and succession planning. Listen and learn from the experts as they share their personal experiences and strategies on building both internal capability and external recruitment to catapult a business to its desired size. Overcome the hurdles of building a talent pipeline and uncover the ways to maximize value at an equity event. Also, unearth the importance of finding the right people to fill gaps in your business and how to quickly make them value accretive.
Finally, we explore the recruitment order for growing boutique firms, the roles necessary as a firm expands, and the significance of each role in the business. Take note of the importance of a Chief Operations Officer, Chief Business Development Officer, the role of an operations lead, and when it's crucial to have these roles within your firm. Also, learn about constructing internal capability and external recruitment strategies to facilitate growth. Prepare yourself for an informative and insightful episode that you simply can't afford to miss.
Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
Follow Joe on LinkedIn: https://www.linkedin.com/in/joeomahoney/
Follow Joe on Twitter: https://twitter.com/joeomahoney
Visit Joe’s Website: https://www.equitysherpa.com
26: Culture, AI and Growth with David Fields
10 Nov 2023
00:41:51
Welcome to a captivating conversation with David Fields. David is does similar work to me, but on the other side of the Atlantic.
Ever wondered how small consulting firms manage to compete in an oversaturated market? David offers his perspective on the role of marketing and the power of referrals, inviting us to question our own strategies. Finding effective differentiation in the sea of sameness, they say, comes down more to reliability and credibility than standing out.
We chat about Artificial Intelligence and its potential impact on the industry. AI's ability to enhance solutions, streamline operations, revolutionize communication, and even manage information storage and dissemination might just be the game-changer we're all waiting for. But what if AI could also create custom bots for clients (it can now!) and play devil’s advocate?
Finally, we dive deep into the art of building a consulting firm for not just short-term wins but long-term success. The secret lies in creating a culture that's satisfying and profitable for everyone, from the owners to the partners. David illuminates the nuanced difference between a firm built to last and one polished for sale, sparking a thought-provoking conversation about the balancing act of competing in two markets - clients and employees. This is a critical examination of the consulting industry that you won't want to miss. Tune in to gain valuable insights from two seasoned professionals.
Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
Follow Joe on LinkedIn: https://www.linkedin.com/in/joeomahoney/
Follow Joe on Twitter: https://twitter.com/joeomahoney
Visit Joe’s Website: https://www.equitysherpa.com
25: Meg Newhouse: From Clinical Psychology to the Boardroom
02 Oct 2023
00:36:20
Have you ever wondered how an aspiring clinical psychologist ended up co-founding a successful tech consulting firm? That's exactly the intriguing journey of Meg Newhouse, our guest for this episode. We get a fascinating peek into Meg's career pivots, starting with her initial discovery of the field of instructional design and her subsequent roles in a tech company and a large consulting firm. Her company, Inspirant Group, was sold to 10Pearls in 2023.
Meg shares how she went from writing training programs to building her boutique learning and development consulting firm. She vividly explains how the Inspirant Group was born when a good friend asked her to help build a consulting firm. In this episode, we dig into the nitty-gritty of how the Inspirant Group's founding team disrupted the consulting industry. They established their core values and behaviors and created an attractive culture for potential team members. We also touch upon the importance of resource utilization and the pitfalls of solely focusing on it.
Our conversation takes us to the complexities of being a solo entrepreneur and the crucial role of transparency and trust among co-founders. Meg reveals how they balanced decision-making processes, incentivized employees beyond sales, and kept company secrets. To top it all off, she discusses the crucial aspects of preparing for exit strategies, constructing a fair bonus structure, and the importance of engaging a broker during a company sale. This conversation is a treasure trove of insights for anyone interested in entrepreneurship and team-building.
Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
Follow Joe on LinkedIn: https://www.linkedin.com/in/joeomahoney/
Follow Joe on Twitter: https://twitter.com/joeomahoney
Visit Joe’s Website: https://www.equitysherpa.com
24: Pritul Khagram, Founder of People Force
04 Sep 2023
00:25:26
Pritul is now a Director at PWC after selling his firm, People Force to the company in April 2023.
People Force was a Consultancy specialising in people technology services, payroll & immigration. Since 2013, the company grew organically & through acquisition. Pritul led the company through year-on-year growth, which included an astonishing 237% growth during the pandemic.
Pritul successfully sold People Force to PwC UK, where he now works as a Director within HR Technology in the People & Organisation team. Here, with others Pritul is leading the Ceridian Dayforce practice. Starting with a practice size of 60 in April 2023, which includes 50 people that joined through the acquisition of People Force, this team is expected to increase to 100 by the end of 2023. PwC UK has become the largest Global Ceridian implementation partner in the EMEA Region. Projects are delivered in various market segments to include Majors, Enterprise and Large Enterprise.
Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
Follow Joe on LinkedIn: https://www.linkedin.com/in/joeomahoney/
Follow Joe on Twitter: https://twitter.com/joeomahoney
Visit Joe’s Website: https://www.equitysherpa.com
23: Dr. Geoff Smart, Founder and Chairman of ghSMART
01 Aug 2023
00:48:58
Geoff Smart is the chairman & founder of ghSMART, a global leadership advisory, education, and analytics firm. Geoff founded the firm whilst doing his PhD in 1995 and it now employs over 200 people helping Fortune 500 CEOs & boards, entrepreneurs, and heads of state to achieve their goals through hiring, developing, and leading talented teams.
ghSMART is remarkable for it's strong positioning with the leadership suite of some of the leading companies in the world - something that even the biggest firms struggle to achieve.
ghSMART is ranked #1 on Glassdoor among top firms in consulting, finance, and tech, with a 4.7/5.0 overall rating. It is also ranked #1 on the Great Place to Work index among top professional services firms. In 2023, Vault named ghSMART the #1 consulting firm in its industry (ranked above McKinsey, Bain, and BCG) in the categories of overall colleague satisfaction, compensation, selectivity, challenge, client interaction, work-life balance, (few) hours in an office, best boutique, business outlook, and overall diversity.
Dr. Smart has written three bestselling books. Who: The A Method for Hiring (Smart & Street) is a New York Times bestseller that is currently ranked #1 on Amazon.com on the topic of hiring talented teams. Power Score: Your Formula for Leadership Success (Smart, Street, and Foster) is a Wall Street Journal bestseller, and appeared on an international newspaper’s list of “The 10 Best Business Books of 2015.” The CEO Next Door (Botelho & Powell) is a critically-acclaimed New York Times bestseller. In addition, Dr. Smart published Leadocracy: Hiring More Great Leaders (Like You) into Government, a New York Times bestseller which won the IPPY Award and the Axiom Book Award for #1 Best Business Book of the Year. He earned a B.A. in Economics with honors from Northwestern University, and a M.A. and Ph.D. in Psychology from Claremont Graduate University, where he was a student of management thought leader Peter F. Drucker.
ghSMART makes an impact in the broader community. Dr. Smart founded a not-for-profit leadership development organization which became the Colorado Governors Fellowship Program, and he currently serves on the Board of Trustees of CiviCo. ghSMART colleagues donate hundreds of hours per year to advising leaders who make the world a better place.
Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
Follow Joe on LinkedIn: https://www.linkedin.com/in/joeomahoney/
Follow Joe on Twitter: https://twitter.com/joeomahoney
Visit Joe’s Website: https://www.equitysherpa.com
22: Todd Johnson (Nexer) and Mike Sigler (Rangeline)
03 Jul 2023
00:26:31
Mike co-founded and grew Rangeline Solutions, an ERP solutions provider based which was sold to Nexer in part of their expansion across North America.
In this episode, both Todd, the CEO of Nexer, and Mike talk about the sell and buy side of the story and how the deal was done. Mike focuses on the growth and sale of Rangeline whilst Todd tells us about the challenge and opportunity of running a growing mid-market player.
Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
Follow Joe on LinkedIn: https://www.linkedin.com/in/joeomahoney/
Follow Joe on Twitter: https://twitter.com/joeomahoney
Visit Joe’s Website: https://www.equitysherpa.com
21: Jason Averbook, CEO & Co-founder of LeapGen & Knowledge Infusion
01 Jun 2023
00:45:19
Among being a best-selling author, an adjunct professor and an advisory board member, Jason found the time to start Knowledge Infusion, which he eventually sold to Appirio. Three years later, he started LeapGen, a digital transformation company, which was then sold to Mercer.
Here, he tells us about getting into people technology 'before it became trendy' and his challenges with growing two successful companies
Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
Follow Joe on LinkedIn: https://www.linkedin.com/in/joeomahoney/
Follow Joe on Twitter: https://twitter.com/joeomahoney
Visit Joe’s Website: https://www.equitysherpa.com
19: Nick Synott CEO, Create Engage
01 Mar 2023
00:47:31
Nick is founder and CEO of Create Engage, a marketing agency that helps Professional Service Firms define their unique point of difference and shapes their marketing strategy to generate ROI.
Having been a consultant himself he understands the challenges that consultancies face when it comes to reaching the decision makers and buyers in the organisations that they want to work with.
When he's not helping clients outpace their competitors through digital marketing you’ll find him enjoying everything that the great city of Bath has to offer, watching rugby at the Rec or making the most of the local countryside.
Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
Follow Joe on LinkedIn: https://www.linkedin.com/in/joeomahoney/
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18: William Evans - Arrowpoint Advisory (Rothschild & Co.)
06 Feb 2023
00:49:11
Will is a Director at Arrowpoint Advisory, the dedicated mid-market team of Rothschild and Co. Arrowpoint Advisory is a leading M&A advisor to UK mid-market companies, entrepreneurs and investors.
Will shares his insights from the 'sell-side' and 'buy-side' perspectives, as well as providing useful tips for founders considering a variety of different exit options.
Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
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44: From Growth to Exit: What Founders Need to Get Right Early with Richard Goold
14 Jan 2026
00:36:20
What does leadership really look like when growth, pressure, and personal risk collide? In this episode, Joe O’Mahoney speaks with Richard Goold about scaling consulting firms, leading under strain, and building long-term value without losing culture.
Richard Goold supports founders, CEOs, and boards through the hardest stages of growth—scaling sustainably, protecting culture, and preparing for long-term value creation. He has led and exited consulting businesses, including a £35m sale following an MBO, and now advises fast-growth firms across the UK and US. Earlier in his career, Richard also served as a frontline Met Police officer, an experience that deeply shaped his views on leadership, trust, and decision-making under pressure.
Richard shares his journey from big consulting firms to leading Moorehouse through an MBO, growing the business from £3m to £35m, and ultimately selling it. He reflects on the realities of leadership during high-stakes moments, including remortgaging personal assets, navigating near-deal failures, and carrying responsibility for people as the firm scaled.
The conversation explores what truly drives firm value beyond revenue—succession planning, client concentration, codifying knowledge, and leadership depth—as well as why these factors must be addressed years before an exit process begins.
Joe and Richard close by discussing today’s consulting landscape, including the cultural challenges of remote work, the risks and opportunities of AI, and what leaders must do now to stay relevant and protect enterprise value.
In this episode you will learn:
What leadership under strain really looks like in growing consulting firms
How Morehouse scaled from an MBO to a £35m exit
Why people, succession, and culture drive long-term firm value
The risks of waiting too long to prepare for an exit
How to codify delivery IP and reduce founder dependency
Why everyone—not just partners—must contribute to growth
How AI and remote work are reshaping consulting firm value
This episode offers a grounded look at leadership when the stakes are real—from scaling and exits to culture, people, and personal risk. Richard’s experience provides practical insights for consultancy leaders navigating growth, strain, and long-term value creation.
Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
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17: Denzil Rankine, Founder AMR International
13 Jan 2023
00:37:22
I've noticed many successful founders are driven by an earlier disappointment in their lives which is often related to their 'non-traditional' backgrounds when it comes to consulting.
After a rejection from Oxford stuck in his craw and enjoying an early experience of consulting, Denzil built specialist expertise that would allow him to take advantage of an emerging market: commercial due diligence for M&A. Although it seems crazy now, the idea that there was more to a potential acquisition than its financials was relatively new in the 1990s.
Denzil founded AMR international in 1992 support M&A activities in business media, information, and technology. He eventually sold the company in 2002 to Stax, a Boston-based M&A strategy consulting firm which had recently received backing from Blue Point Capital Partners.
In addition to founding and growing a successful strategy consulting firm in competition against much bigger players, Denzil is a regular speaker at industry conferences and an author of six M&A related books.
Here's a link to the book mentioned in the podcast
Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
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16: Matteo Perucchini, CEO & Founder at Cambridge Healthcare Research
01 Dec 2022
00:33:15
Matteo is one of those good looking, athletic, over-achievers that it would be wonderful to dislike, but it's simply impossible because he has a charming personality too....After getting his PhD, investigating gene variations, Matteo spent seven years working as a research scientist before jumping into consulting for healthcare, pharma and biotech.
After taking a couple of years out to row the Atlantic, solo, (yes, I know), Matteo co-founded Cambridge Healthcare Research, a consultancy working on market analysis, product and service development, business cases and sales forecasting (among other things) for the healthcare and pharma industries.
Here Matteo lets us know the challenges and opportunities he encountered in growing CHR and gives great insights into developing a Unique Employee Proposition as a growing company.
Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
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15: Adrian Bettridge, Managing Partner, Baringa Partners
01 Nov 2022
00:34:11
Adrian joined Barringa as a FS Partner in 2007 when it had 45 employees. His successes in that role prompted him to be voted as Managing Partner in 2014. As of 2022, Barringa has over 1500 employees, has expanded into many new industries and services.
One of the many interesting things about Baringa has been its ability to maintain a 'people first' culture despite its meteoric growth. Among many other things, Adrian tells us how they have achieved this.
Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
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14: Richard Harris, VP Corum M&A
03 Oct 2022
00:53:24
Richard Harris has had a remarkable career: from theoretical physics and business development, to founding and selling a software company and advising on M&A.
In this episode Richard gives us the broader picture on M&A and provides incredible insights into the M&A process, the growing trend for consultancies to offer software products alongside their offerings, and the traps for founders who seek to sell their firms.
Links
The Corum Selling Up Selling Out course: https://www.corumgroup.com/Conference-Intro-Video
Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
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13: James O'Sullivan, Project One
02 Sep 2022
00:40:02
James the straight talking CEO of Project One, a medium-sized boutique focused on change management and business transformation.
Project One only employs highly experienced consultants, aligns incentives with quality project delivery rather than sales, and is focused on growth in terms of capacity and skills rather than just revenue.
James gives us a refreshing insight into leading a consultancy with incredibly high rates of repeat business and low rates of employee turnover.
Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
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12: Neal Gandhi, TPXimpact
09 Aug 2022
00:27:25
Neal Gandhi is the Co-founder and CEO at TPXimpact which focuses on digital transformation in the public sector. Neal helped grow the firm from three people in 2017 to over 500 in 2022. The company floated in 2019 and their share-price trebled in two years. Neal talks us through how public sector consulting has changed over the years, how he approached acquisitions and the challenges of leading a fast-growth consultancy.
Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
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11: Daniel Litvin, Critical Resource
28 Jul 2022
00:42:56
Daniel Litvin is the Founder of Critical Resource. He is a recognised thought leader on sustainability and political challenges facing global energy and resource investments, as well as societal issues facing business as a whole. Since founding Critical Resource in 2006, he has grown the company to be the leading provider of strategic advice to mining and energy firms and their investors on such ‘license-to-operate’ issues.
Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
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10: Matt Cheung, Clarasys
11 May 2022
00:36:07
Matt Cheung is CEO and Co-Founder of Clarasys. Since founding Clarasys in 2010 it has grown from an idea to a team of over 180 Consultants working across a range of industries including financial services, events, healthcare, utilities and information services. Matt is an expert in Agile programme delivery having spent the majority of his career delivering large, complex system programs using Agile.
Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
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9: From Political Philosophy to Peer Groups with Tom McMakin
13 Apr 2022
00:40:16
Tom is one of the nicest guys you could meet, but also an incredibly successful entrepreneur and CEO.
Tom currently leads and founded Profitable Ideas Exchange (PIE). PIE builds communities around the globe, helping senior executives at client firms understand, connect, and collaborate. This helps provide consulting partners with great insights and connections with client leaders around the world.
Prior to this, Tom was CEO for Orchard Holdings Group and Great Harvest Bread Co.
Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
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8: The Real Cost of Entrepreneurship with Bill Poston
12 Apr 2022
00:36:47
When it comes to consulting, Bill has been there and done that. He made partner at Deloitte over twenty years ago, and the co-founded and sold Kalypso - a global management consulting firm focused on innovation across five industry sectors.
After being board member on several great firms, Bill founded and led The Launch Box: a platform for starting and growing professional service firms that enables founders to focus exclusively on selling, serving clients, nurturing talent, and growing the business.
Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
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43: Organisational Health as a Growth Engine: The Q5 Approach with Olly Purnell
10 Dec 2025
00:44:23
What does it take to scale a consulting firm internationally without external capital? In this episode, Joe O’Mahoney speaks with Olly Purnell, Managing Partner and co-founder of Q5, about how the firm grew from a five-person partnership to a global consultancy. With nearly 30 years of consulting experience, he leads client engagements across sectors while also focusing on attracting top talent to support Q5’s growth in the UK, US, and Australia.
Olly explains why Q5 moved away from an associate-heavy model, how they built a culture around organisational health, and how their internal tool—Org Maps—supports operating model work by analysing spans, layers, and resource allocation directly from client ERP data.
They also discuss Q5’s shift from a traditional partnership to a broader shareholder structure, the targeted mergers that helped them enter new markets, and the leadership decisions that preserved the team during COVID-19.
Olly closes with insights into the future of consulting, the impact of AI, and Q5’s focus on strengthening their tools and international footprint.
In this episode, you will learn:
How Q5 scaled from a small founding team to an international consultancy
Why the firm shifted from an associate-led model to full-time hiring
What “organisational health” means in practice and how Q5 delivers it
How Org Maps supports operating model and workforce decisions
Why Q5 moved from a partnership to a broader shareholder structure
The leadership decision that protected the firm during COVID-19
How Q5 approaches growth, culture, and the future of consulting in an AI-driven era
This conversation offers a clear look into how Q5 has grown, adapted, and defined its approach to organisational health. Olly’s reflections on culture, structure, and leadership provide practical insights for any consultancy thinking about scale. We hope you found the discussion valuable and thought-provoking.
Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
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7: The Global Consulting Blueprint: Building a Boutique Empire with Jeffrey Cronkshaw
24 Mar 2022
00:45:31
Jeff is co-founder and CEO at LanciaConsult - a privately owned and fast growing employee led global Management and Technology Consultancy, with offices throughout Asia and Europe.
Founded in Singapore in 2012, LanciaConsult built its reputation delivering complex technology enabled transformation programmes and senior business advisory services through their entrepreneurial, genuine, practical, and invested values.
I can personally attest to the great dedicate and motivating culture which influences the consultants at the firm.
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Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
Follow Joe on LinkedIn: https://www.linkedin.com/in/joeomahoney/
Follow Joe on Twitter: https://twitter.com/joeomahoney
Visit Joe’s Website: https://www.equitysherpa.com
6: Scaling Small Consultancies: The Talent Challenge with Caroline Boston
23 Mar 2022
00:36:42
Caroline is founder and CEO at New Minds - supporting the growth agenda of consulting firms, through the successful recruitment and retention of key talent.
Caroline has over 20 years of experience as a Recruitment, Resourcing and Talent Leader with deep expertise in the management consultancy sector and was awarded "Best individual recruitment consultant 2017" by TopConsultant.com, for work in the management consultancy sector.
She provides great insights into how small consultancies can attract and use talent to grow more effectively.
Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
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5: Scaling a Consultancy with Culture, Quality, and Smart Marketing with Edward Beals
17 Mar 2022
00:29:57
Ed Beals co-founded and co-led the award-winning management consulting firm Loft9. Driven by a desire to embrace change and new challenges with a passion for management consulting, he works across multiple industries to solve complex business challenges while simultaneously running and scaling companies.
Ed is currently a Partner at Sia Partners, a unique management consulting firm composed of passionate consultants who are able to drive business changes among customers.
Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
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4: From Spreadsheet Chaos to Streamlined Success with Behram Khan
16 Mar 2022
00:49:33
After founding and being CEO at Time2Market (a software practice and business consultancy) Behram co-founded Avaza, a professional service automation company used by many consultancies across the globe.
As both a founder of a consultancy, and a provider of PSA, Behram has unique insights into how automation can help professional services companies scale.
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Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
Follow Joe on LinkedIn: https://www.linkedin.com/in/joeomahoney/
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Visit Joe’s Website: https://www.equitysherpa.com
3: Exit Strategies for Consultants with Bill Bierce
16 Mar 2022
00:41:21
Bill Bierce is the founder and managing attorney of the law firm Bierce & Kenerson. This is an interesting story in its own right, but for our purposes, Bill is also an expert on what happens when professional service firms experience trauma: when partners fall out, when M&As go wrong, and when governance is found wanting. He is the author of the book Smarter Business Exits which incorporates many of his learnings over and long and illustrious career.
I personally learned a huge amount from Bill’s experiences with the legal aspects of firm growth and on finishing the interview, immediately organised a governance meeting with my own partners, to implement some of his recommendations.
Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
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2: Maximising Your Consultancy's Sale Value with David Blois
16 Mar 2022
00:32:43
David Blois is a founder and Managing Partner of M&A Advisory, a niche boutique that initiates and executes M&A transactions with a sound cultural and business fit in order to maximise value. The firm focuses on the global marketing communications, digital and Martech sectors. With a strong research ethos, it works from a central London base for all sizes of client. M&A Advisory is the exclusive M&A partner for the PRCA and is part of Eaton Square, a global M&A firm. For further details please see website at www.mandaadvisory.com or email David directly at davidb@mandaadvisory.com
David is a Fellow of the Association of Chartered Certified Accountants (FCCA) and member of the Chartered Institute of Marketing. After a number of financial and business management positions in the UK and overseas he became part of the Plc. Corporate Finance team at Reed Elsevier, helping shape it through acquisition into a global information business. David then joined Saatchi & Saatchi as Commercial Director, Eastern Europe, where the business gained market leadership through merger. Prior to establishing M&A Advisory, David completed UK and international transactions as Director of Results International, a London based advisory firm.
Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
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1: Mastering Consultancy Growth: Insights from Robert Garner with Robert Garner
03 Mar 2022
00:41:47
Rob is a strategic advisor, non-executive director, and investor within the professional and technology service sector. He specialises in supporting organisations at inflexion points in their development, growth and/or ownership. He is currently a Partner in a professional services advisory business (Garwood), a Chairman/Investor of a health tech business and Chairman/Investor of a workplace reform advisory and training business.
Rob has over of 30 years’ experience in consulting, technology and business service organisations. This includes 20 years in executive leadership roles, during which time he successfully led the set up and growth, or transformation of a range of organisations including his own award-winning business. He has been responsible for the determination and implementation of corporate strategies and business plans, the recruitment and leadership of executive teams, the sales/pursuit management of large scale opportunities and the design / management of complex international business operations.
Rob concluded his executive leadership career as Interim CEO of the Tribal Group. Prior to that he held consecutively two Managing Director positions in the NHS and before that was co-founder of Avail Consulting. Rob spent much of his formative career in KPMG Consulting.
Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
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42: The Second Bite Strategy with Todd Taskey
03 Nov 2025
00:54:04
What if selling your business wasn't the end of your wealth creation journey, but rather the beginning? In this fascinating conversation with Todd Taskey, M&A advisor and host of the Second Bite Podcast, we explore how marketing agency founders can transform a business sale into an extraordinary wealth-building opportunity.
Todd reveals the three currencies every business seller receives – cash, earn-out, and equity – and explains why that third component often becomes the most valuable. Through real-world examples like Social SEO (which grew from $2M to $16M in EBIT DA after acquisition) and Endrock Solutions (whose founder went from running a 20-person team to becoming Chief Growth Officer at a 1,700-person powerhouse), Todd illustrates how the "second bite" strategy works in practice.
The conversation dives deep into the human elements that make or break these deals. We explore how personality fit between sellers and buyers determines long-term success, why private equity firms in the agency space focus on growth rather than cost-cutting, and the art of structuring earn-outs that actually motivate founders post-acquisition. Todd shares his counterintuitive advice for presenting conservative growth projections during sale negotiations to ensure achievable earn-outs later.
We also tackle how AI and automation are reshaping the value equation for professional service firms. Rather than threatening agency values, these technologies may actually increase profitability by enabling firms to serve more clients with fewer people. Todd offers practical wisdom on why agency owners should focus on employee and client retention metrics as the true indicators of business quality, and how to distinguish between building a lifestyle business versus building to sell.
Whether you're years away from an exit or actively considering one, this episode provides invaluable insights into maximizing the value of what you've built while creating alignment between your personal goals and your business strategy. The path to extraordinary wealth might just involve taking a smaller slice of a much bigger pie.
Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
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41: The Future of Professional Services: How Agentic AI Will Reshape Consulting with Rob Price
15 Oct 2025
01:08:40
Agentic AI is rapidly transforming professional services, yet many consultancies remain cautious about its implementation. In this groundbreaking conversation, Professor Joe O'Mahony and Rob Price explore what happens when multiple AI agents work together as a team to tackle complex business challenges.
Rob explains how agentic AI differs from traditional AI applications by creating virtual team members with specific expertise, memory capabilities, and tools. These aren't simple chatbots – they're sophisticated systems that can handle complex workflows while maintaining human oversight. The most fascinating examples include agent teams already working in regulated environments for apprenticeship coaching and due diligence processes, reducing tasks from hours to minutes.
The conversation takes a profound turn when examining how this technology threatens the traditional consulting pyramid. As AI increasingly handles work previously done by junior consultants, firms face difficult questions about talent development, pricing models, and the very nature of their business. "It's not AI that will steal your job—it's the person using AI who will," warns Rob, highlighting the competitive advantage for those who master these technologies.
For young consultants, this shift demands a hybrid skillset combining technical understanding with enhanced human capabilities. The most valuable consultants will be those who build trust, understand context, and create innovative solutions that AI alone cannot. Meanwhile, established professionals might explore what the hosts call "influencer consultancy" – using AI to amplify their personal brand and impact beyond traditional firm structures.
The conversation concludes with a balanced view of consulting's future: short-term opportunities for those who embrace AI capabilities, alongside longer-term questions about how value and profits will be distributed. Whether you're leading a consultancy or considering a career in professional services, this episode provides crucial insights into navigating the agentic AI revolution that's already underway.
Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
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40: Scaling a Boutique Consultancy with Anish Patel
15 Sep 2025
00:42:03
Anish Patel takes us on a fascinating journey from his beginnings as a "physics geek" to building and selling a successful consultancy in this candid conversation about growth, leadership, and knowing when to exit.
With refreshing honesty, Anish reveals how his scientific background created the perfect foundation for consulting work. "The scientific method was something that really I was interested in," he explains, describing how identifying issues, gathering data, developing hypotheses, and convincing others translates perfectly from physics to business consulting.
The conversation delves into the struggles of transitioning from a well-known consultancy to founding Patel Miller. Anish shares a powerful realization that many founders experience: "I thought I was one of the best salesmen of consultancy in the retail industry out there... What I realized when I started my own firm was that I was brilliant at converting opportunities, but I wasn't very good at originating them." This distinction between originating and converting work becomes a crucial insight for anyone building a consultancy.
Perhaps most valuable is Anish's framework for success - the "three A's" that differentiated his boutique firm from larger competitors: Availability (being responsive when clients need you), Amiability (maintaining genuine relationships beyond projects), and Ability (delivering excellence beyond methodological competence). This approach helped his firm punch well above its weight in a competitive market.
The discussion also covers the eventual sale to Metis, with Anish offering candid reflections on the post-acquisition phase. His advice to avoid becoming overly focused on earn-out terms at the expense of activities that actually drive business success provides valuable perspective for consultancy owners considering an exit.
Whether you're contemplating starting your own consultancy, struggling with growth challenges, or considering an exit strategy, Anish's journey offers practical insights and honest reflections on what truly matters in building a successful consulting business.
Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
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39: Unlocking Consultancy Success: Richard Brackstone on Growth, Strategy, and Leadership
15 Mar 2025
00:43:04
Richard Brackstone, the managing partner of Moorhouse Consulting, and I talk about growing consultancies. We talk about his time at Andersen Consulting and spearheading projects in the Blair-Brown government era to leading major projects at Lloyds.
We'll explore the interesting evolution of Moorhouse Consulting, tracing its rise from Dom Moorhouse's vision to the fast-paced expansion that followed their management buyout. We explore how leadership changes, a commitment to diversity, and service line transformations fueled the firm's expansion to a powerhouse of nearly 300 dedicated professionals.
Richard also offers an insider's perspective on the nuances of ownership transitions in the consultancy sector, illuminating the management buyout process when BT sold Morehouse. He discusses the strategic decisions that shaped the firm's future, from choosing between private equity and independent ownership to the cultural shifts that ensued. We delve into the importance of a robust operational structure, highlighting the role of a strong leadership team and strategic systems to support sustained growth.
Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
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38: Chris Tomlinson on AI-Driven Transformation and Boutique Firm Advantages
20 Feb 2025
00:38:50
Chris Tomlinson, the founder and CEO of Muuto, is reshaping his firm by embracing AI. Learn how Chris and his team are leveraging the power of generative technologies to shift their consulting practices.
Chris shares his insights on how boutiques can outpace larger organizations by harnessing the agility to innovate without the usual constraints. We explore the potential of AI agents in modeling and refining work processes, transforming traditional consulting models to be more adaptive and efficient.
Chris and I discuss the critical role of leadership in this transformation and share strategies for fostering a culture of experimentation. Whether you're in the camp of early adopters or cautious observers, this episode offers valuable perspectives on the organizational change needed to harness the exciting opportunities presented by AI and digital transformation.
Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
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49: Scaling a Consulting Firm Without Losing Culture with Stuart Packham
10 Jun 2026
00:45:25
How do you scale a consulting business from £2M to £30M without losing culture, customer focus, or entrepreneurial energy?
In this episode, Joe O’Mahoney speaks with Stuart Packham, Group CEO of Alchemist Group, about scaling professional services businesses through a combination of organic growth, acquisitions, operational rigor, and people-first leadership. Stuart shares lessons from building a private equity-backed buy-and-build platform across leadership development, sales training, and experiential learning.
The conversation explores the realities of integrating acquired firms, managing founders during M&A transitions, and balancing infrastructure with entrepreneurial culture. Stuart also discusses how consulting firms should think about AI, both as a customer-facing capability and as an internal scalability lever, while avoiding “technology for technology’s sake.” The discussion also covers private equity partnerships, the importance of financial discipline and operational infrastructure, and why culture and sales enablement become critical as firms grow internationally.
Chapters:
(00:00) Introduction (03:20) Building a Buy-and-Build Consulting Platform (07:50) AI’s Impact on Consulting and Sales Training (15:50) Scaling from £2M to £30M Revenue (19:40) Infrastructure, Systems, and Operational Control (26:00) What Private Equity Really Changes (33:20) Culture, Retention, and Integration in M&A (39:30) Common Sales Mistakes in Boutique Consultancies
Prof. Joe O'Mahoney helps boutique consultancies scale and exit.
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48: How Smart Founders Build Repeatable Growth with Jamie Shanks
13 May 2026
00:36:12
How do you build multiple successful agencies, recover from failure, and keep scaling without burning out?
In this episode, Joe speaks with Jamie Shanks, founder and CEO of Get Levrg, and a three-time agency founder who has built businesses in sales training, technology, and outsourced revenue operations. Jamie shares the entrepreneurial mindset that has driven him through wins, setbacks, and multiple reinventions. He explains why founders must learn to enjoy the climb rather than chase a final destination, and why resilience often matters more than strategy alone.
Jamie also breaks down the practical systems behind scaling revenue. He explains his “lighthouse and tugboat” framework for balancing inbound authority-building with outbound prospecting, how Sales for Life grew rapidly by leveraging partnerships and repeatable campaigns, and why many founders make the mistake of buying tools before defining principles and process.
The conversation also explores recurring revenue, founder-led sales, outsourcing, and cash flow discipline. Jamie offers candid lessons from mistakes made in earlier ventures, including project-based revenue dependency and poor payment terms, and explains how he rebuilt Get Levrg using a stronger economic model from day one.