Consultancy Growth Podcast – Details, episodes & analysis

In this episode Craig speaks with Darryl Petticrew, Director at Lancia Consult, a firm known for stepping into transformation programmes at the exact moment others step out. When projects stall, when plans unravel, when teams lose confidence, Lancia is the first call. This conversation explores why.

Darryl spent more than fifteen years in major consulting firms before joining Lancia, drawn by its entrepreneurial culture and its obsession with real impact. 

We explore the realities of transformation work in 2025. Darryl explains why co creation beats traditional delivery, why capability transfer is now a core differentiator and why the firms that win today are those willing to take ownership while working on the client’s side of the desk.

Consultancy leaders will also hear a candid breakdown of the hidden fragility in growing consultancies and how to fix it. Darryl shares the warning signs inside firms that look successful on the surface but are operationally vulnerable. Over dependence on rainmakers. Decision making slowed by hierarchy. A small cluster of clients carrying the revenue. Teams stretched across delivery with no capacity for growth. These weaknesses tend to appear just as revenues rise.

Craig and Darryl explore how resilience is built. How trust creates speed. How the boutique advantage becomes real. And what it actually looks like to lead when your client has run out of answers.

In this episode you will learn

• Why boutique consultancies win transformation work the big firms lose
• How to build trust quickly in high pressure environments
• What programme recovery teaches about leadership, ownership and clarity
• The hidden fragility in growing consultancies and how to fix it
• How co creation and capability transfer create long term client loyalty
• Why clients drop big four firms for smaller teams that can deliver fast
• How to position your consultancy as the first call when a project turns red

For consultancy leaders facing a tougher market, this is a clear playbook for building a firm that clients trust with their hardest problems. Human. Fast. Under pressure. And impossible to replace.

Host Craig Herd
Guest Darryl Petticrew

In this episode Craig meets with Sarah Lyons and Hannah Bradshaw, co founders of Blue Sky, a consultancy that is fast becoming a top coaching partner for the UK's legal sector. Their client retention is exceptional. Their niche is clear. Their purpose is unmistakable. And their story is a powerful example of how passion and purpose can shape a consultancy that clients remain with for years.

Sarah and Hannah both trained and practised as employment lawyers. When they became new mothers they expected to return to the firm and continue their career trajectory. Instead they came face to face with a structural issue that affects thousands of women across the legal profession. The perception gap. While they were at home with their children their post qualification experience continued to increase on paper. When they returned they were measured against peers with a full year of additional experience. It was a disadvantage created by the system itself.

Rather than accept that as normal they decided to solve it. Blue Sky was born from personal frustration and a clear sense of purpose. Today their consultancy supports women through maternity leave, return to work and the long journey toward partnership in some of the most demanding firms in the world. The results are measurable and the loyalty they gain from clients reflects the depth of impact they create.

In this episode you will hear:

• How passion and purpose became Blue Sky’s commercial advantage. 
• Why great client retention is not luck but a direct outcome.
• How a narrow niche helped them win the trust of major law firms.
• The link between personal identity, leadership and client success.
• What senior consultancy leaders can learn from Blue Sky’s approach.

This is a conversation about building a consultancy that solves a real problem, attracts committed clients and retains them through trust, consistency and purpose. It is a blueprint for founders and leaders who care about long term value, meaningful work and commercial strength.

Host: Craig Herd
Guest: Sarah Lyons
Guest: Hannah Bradshaw

Nick and Craig delve into the intricacies of sales and marketing within consultancies. They emphasise the importance of listening to clients, understanding their problems, and creating value through effective content strategies. Successful consultancies are characterised by their commitment to marketing as a journey, the involvement of leadership, and a structured approach to content. The discussion also highlights the evolving landscape of marketing, where depth and quality are becoming more crucial than mere frequency. Nick shares personal insights and advice for younger professionals in the industry, underscoring the significance of consistency and expertise in building a successful consultancy.

00:00 The Birth of Create Engage

07:39 Identifying Gaps in Consultancy Marketing

10:40 The Pragmatic Approach to Marketing

12:29 The Importance of Professionalizing Marketing

14:55 Misconceptions About Marketing in Consulting

19:11 Evolving Business Development Strategies

25:51 The Importance of Listening in Sales and Marketing

27:56 Common Traits of Successful Consultancies

30:41 Understanding Marketing as a Journey

31:36 Frequency vs. Quality in Marketing

39:23 The Shift Towards Depth in Marketing

46:00 Advice for the Younger Self

Host Craig Herd 

Guest Nick Synnott

Too many consultancies rely on senior heroics to grow. Richard Goold did the opposite.

In this episode, he shares how Moorhouse scaled from £5M to £34M by building a strong, empowered middle layer—one that could win work, lead teams, and grow the business without waiting for permission.

We explore what happens when you shift from control to capability, why developing internal successors beats relying on experienced hires, and the quiet signs that your operating model is slowing you down.

02:00 Scaling Success: The Moorhouse Journey

06:55 Empowering Junior Talent: A Cultural Shift

12:22 Leadership Dynamics: Delegation and Empowerment

16:48 Identifying Growth Stalls in Consultancy

28:21 Structural Upgrades for Sustainable Growth

44:39 Enduring Qualities: Focus and Values in Consultancy

Host Craig Herd
Guest Richard Goold

In this conversation, Mike shares his journey of building the Concerto Group into a  £50 Million business through focusing on acquisitions. He discusses the challenges of leading a large team of 150 people, the importance of company culture, and the role of sales in business success. Mike also reflects on his 10 years in consultancy, emphasising the value of industry-specific knowledge and the common traits of successful founders. He concludes with thoughts on legacy and the lessons he wishes to pass on to future generations.

00:00 Building a Business from Scratch

02:44 The Uniqueness of Acquisition in Business Growth

06:17 Lessons Learned from Growth through Acquisition

10:03 Leading a Large Team: Challenges and Strategies

13:18 Creating a Strong Company Culture

16:10 The Importance of Sales in Business

19:41 The Role of Referrals and Word of Mouth

26:06 Transitioning to Consultancy: Insights and Experiences

30:10 The Value of Industry-Specific Knowledge

35:24 Common Traits of Successful Founders

40:55 Legacy and Lessons for Future Generations

Host Craig Herd
Guest Mike Kershaw


Notable Mentions

• "Consultants working in the NHS" One Conversation at a Time: The Quiet Strategy Behind Culture Change with Adam Woodroffe and Joel Greig
  
  
• "Tesco Story" They Call It a Lifestyle Business. He Calls It His Million Pound Cash Machine with Guy Beresford

In this episode of the Consultancy Growth Podcast, I’m joined by Arun Dehiri as he reflects on his 30 years in the Industry, building his first consultancy which he then sold, and starting over anew founding Red Dawn Consulting which turns 15 years old, this month. 

But this isn’t just a story about business growth. It’s about what happens when a life-altering car crash forces you to stop, reflect and rethink everything. Arun opens up about the moment that changed his trajectory and how it led him to redefine success, shift from founder to mentor, and start thinking seriously about legacy.

We talk about the power of specialisation, sustaining momentum over decades, and what the next generation of consultants need most. If you're a founder thinking about your future, in business and beyond, this one’s for you.

00:00 - Introduction to Today’s Episode

01:19 - Arun Dehiri's early career

05:04 - Building, Selling and Rebuilding

06:25 - Challenges in Building Red Dawn Consulting

08:34 - Keys to Red Dawn's Success

10:32 - Advice for Aspiring Consultants

13:23 - Long-Term Vision in Consulting

17:24 - The Future of Telecoms, Media, and Technology

20:24 - Navigating AI and Industry Changes

23:08 - The Importance of Implementation in Consulting

24:17 - Standout Projects and Thought Leadership

26:53 - Writing his Memoirs and Sharing Lessons

34:20 - Future Aspirations and Legacy

Host: Craig Herd
Guest: Arun Dehiri

In this episode I sit down with Guy Beresford, founding partner of ISP Leadership Advisors, to unpack what it takes to build a profitable, boutique consultancy without scaling headcount.

We explore how Guy’s approach to growth differs from the traditional consultancy playbook, touching on the risks of recruitment, the nuance between cash and capital, and why sustainable growth demands a different kind of thinking. The conversation also dives into the realities of board leadership, the importance of diversity at the top, and the transition from founder to chair.

If you’re rethinking what growth looks like or how to build value that outlives you, this episode will challenge your assumptions.

00:00 - Introduction to Today's Episode

01:34 - The Journey of Building a Boutique Firm

07:12 - The Unique Business Model of ISP Leadership Advisors

11:21 - Navigating Risks and Challenges in Recruitment

15:33 - Understanding Cash vs. Capital in Consultancy

21:26 - The Importance of Sustainable Growth

26:58 - Capital vs. Cash: The Business Dilemma

28:53 - The Dynamics of Board Leadership

32:28 - Navigating Board Structures and Diversity

35:40 - From Founder to Chair: Transitioning Roles

40:02 - The Value of Legacy and Personal Satisfaction

50:04 - Understanding Business Valuation in Consultancy

Host Craig Herd 

Guest Guy Beresford 

Adam and Joel from Practive join Craig to break down what great leadership actually looks like — and why most leaders miss it. They explain how culture is built (or broken) one conversation at a time, why roleplay is feared (and how they deal with that), and how they got 750 NHS leaders to embrace tough conversations during a strike.

This episode covers:

• Why most leaders become transactional under pressure
• How to spot (and fix) your communication blind spots
• What “The Arc of Distortion” is and how it builds trust
• Real case studies: NHS maternity teams, trade negotiators, architecture firms
• The one thing elite leaders do that average ones avoid

Whether you’re running a team, a consultancy, or just want to lead better — this one’s packed with no-fluff insight.

Craig Herd 

Adam Woodroffe
Joel Greig
Practive Website

In this episode of the Consultancy Growth Podcast, I’m joined by Campbell Fraser, telecoms consultant turned founder, turn chairman for an honest conversation about growing, systemising, and successfully exiting his consultancy.

We unpack Campbell’s journey from working solo out of a client’s back office to leading a 40-person team and engineering a £ Multi-Million exit. He shares the unfiltered realities of delegation, firing a misaligned exec team, and why most founders wait too long to remove themselves from the business. 

This is a masterclass in scaling up without burning out and in building a consultancy that works without you. If you’re a founder thinking about stepping back, selling, or just building with more freedom in mind, this is your playbook.

0:00 – Introduction to the Consultancy Growth Podcast
01:25 – From solo consultant to launching a full-service consultancy
04:51 – Why the early years were “say yes, figure it out later”
08:43 – How values and vision turned a scrappy team into a real company
12:12 – The first major mistake: hiring the wrong MD
17:48 – Firing your leadership team (and surviving it)
21:06 – Building an EOS-based business with operational maturity
26:14 – Becoming exit-ready: stepping back and making yourself redundant
31:40 – What PE buyers really want to see in a consultancy
36:22 – Dealing with the emotional side of letting go
42:17 – Advice for founders stuck in delivery
47:05 – Post-exit life and what’s next for Campbell Fraser

Host:  Craig Herd
Guest: Campbell Fraser

Mark Palmer shares how he transformed OEE Consulting from a £3 million business into a £24 million consultancy, earning recognition as one of the Sunday Times Top 100 Employers and winning the MCA Award for Client Service.

Mark highlights key inflection points in the business's growth, the importance of recruitment and team dynamics, and the need for a strong value proposition. He emphasises the significance of understanding client needs and delivering value.

00:00 Transforming Company Culture on Day One

10:23 Key Inflection Points in Business Growth

17:32 Navigating Challenges and Protecting Core Values

22:01 The Importance of Recruitment and Team Dynamics

29:11 Rethinking Business Development Strategies

34:44 Delivering Value and Understanding Client Needs

Connect with Mark Palmer 

Connect with Craig Herd