Explore every episode of the podcast Consultancy Growth Podcast
| Title | Pub. Date | Duration | |
|---|---|---|---|
| How To Become The Firm Clients Call When Everything Is Going Wrong with Darryl Petticrew | 26 Nov 2025 | 00:44:45 | |
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
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.
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| How Passion & Purpose Shaped Blue Sky Into a Consultancy Clients Never Want to Leave with Sarah Lyons & Hannah Bradshaw | 12 Nov 2025 | 00:30:26 | |
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:
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. | |||
| How a Podcast Turned Into 60 Clients & Millions in Revenue with Nick Synnott | 24 Jun 2025 | 00:42:38 | |
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 | |||
| He Scaled from £5M to £34M by Building the Middle, Not Just the Top with Richard Goold | 23 Jun 2025 | 00:45:45 | |
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.
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 | |||
| He Scaled to £50M Without Capital. Then Helped 100 Founders Do the Same with Mike Kershaw | 16 Jun 2025 | 00:41:45 | |
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
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| He Spent 30 Years Building His Career. A Car Crash Made Him Rethink with Arun Dehiri | 12 Jun 2025 | 00:38:27 | |
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
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| They Call It a Lifestyle Business. He Calls It His Million Pound Cash Machine with Guy Beresford | 30 May 2025 | 00:47:28 | |
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
Guest Guy Beresford | |||
| One Conversation at a Time: The Quiet Strategy Behind Culture Change with Adam Woodroffe and Joel Greig | 28 May 2025 | 00:37:16 | |
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:
Whether you’re running a team, a consultancy, or just want to lead better — this one’s packed with no-fluff insight. | |||
| How One Founder Engineered His Freedom from Back Office to a Multi-Million Pound Exit with Campbell Fraser | 22 May 2025 | 00:54:19 | |
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 Host: Craig Herd | |||
| He Turned a £3M Stale Consultancy Into a £24M Referral Machine with Mark Palmer | 19 May 2025 | 00:37:46 | |
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 Craig Herd | |||
| The Neuroscience of High-Performing Teams: Why Trust, Psychological Safety & Play Matter with Mark Ashton & Ingmar Elm | 15 May 2025 | 00:40:37 | |
Mark Ashton and Ingmar Elm are cofounders of MAD Business, a consultancy focused on delivering powerful experiential learning days to improve team cohesion and performance. MAD Business was founded in 2024 to provide MAD events in the UK and other countries outside Estonia. MAD itself was originally founded in Estonia in 2002 and has delivered more than 2,000 team learning days for over 500 client organisations of all sizes. Ingmar has been a lead coach for MAD since 2004. We unpack the neuroscience of high performance from how emotions overpower logic, to why psychological safety isn't a “soft” concept but the hard foundation of innovation and resilience. We talk about the real cost of hidden fear in consultancy cultures, how founders can accidentally sabotage performance despite good intentions, and what leaders must do to build trust that scales. Mark and Ingmar also share practical tools and frameworks like “experience days” and behavioural pattern diagnosis to help you unlock the true performance potential of your team. Whether you're looking to exit, scale, or simply lead more effectively, this episode is a must-listen for founders who want their consultancy to thrive well beyond themselves.
Linkedin: Mark Ashton Linkedin: Ingmar Elm Website: https://mad-business.com/ | |||
| How Military Thinking Builds Stronger Consultancies (and Calmer Founders) with Adam Wellesley Wood | 08 May 2025 | 00:37:22 | |
In this episode of the Consultancy Growth Podcast, I’m joined by Adam Wellesley Wood, founder and CEO of W2 Strategy, for a conversation that challenges conventional thinking on leadership and strategy. We explore the core values behind W2 Strategy: boldness and humility. Adam unpacks common misconceptions about strategy, why many plans stall at implementation and shares how momentum, reflection time, and founder-led change are non-negotiable for sustainable progress. Drawing from his military background, Adam explains how consultancies can embed capability without building dependency, design value that goes beyond revenue, and stay resilient in a fast-shifting market. If you’ve ever felt your strategy looks good on paper but struggles to gain traction, this episode is for you. 00:00 - Introduction to the Consultancy Growth Podcast 01:44 - The Core Values of Boldness and Humility 05:01 - Understanding Strategy and Its Myths 07:56 - Closing the Gap Between Strategy and Implementation 12:00 - Shifting Focus from Activity to Progress 16:31 - The Role of Founders in Leadership 18:31 - Military Principles in Consultancy 23:18 - Embedding Capability Without Dependency 28:46 - Designing Value Beyond Revenue 33:24 - The Future of Consultancy and Final Thoughts | |||
| The Consultancy That Wins Clients by Standing Out, Not Chasing RFPs with Mark Green | 20 Aug 2025 | 00:36:57 | |
In this episode of The Consultancy Growth Podcast, Craig Herd speaks with Mark Green, founder and CEO of Change Rebellion. After a near-fatal battle with COVID that left him in a coma for months, Mark came back with a new philosophy: empathy over ego, and change that’s human first. We dig into why clients now value implementation over clever slides, how authenticity and humour can be powerful differentiators in a crowded market, and what it takes to build a consultancy that wins clients by standing out, not chasing RFPs. Mark also shares his view on the role of AI in change management, the upside and downside of bold positioning, and why he believes consultancies should leave clients better equipped than they found them. If you’ve ever wondered whether playing it safe is holding your firm back, this conversation will make you rethink how you grow. Chapters | |||
| How to Build a Consultancy Team That Scales to £10 Million with Caroline Boston | 05 May 2025 | 00:57:15 | |
Host: Craig Herd In this episode of the Consultancy Growth Podcast, I’m joined by Caroline Boston, Managing Director of New Minds. We dive into the critical role people strategy plays in scaling a consultancy to £10 Million and why getting your organisational design right is essential for sustainable growth. We unpack the patterns that hold consultancies back as they scale, from over-relying on founder relationships to under-investing in career paths and leadership succession. Caroline shares practical strategies on balancing employees and associates, building structures that support commercial growth, and retaining top talent without overpromoting. We also explore how benchmarking roles and salaries can protect profitability and how founders can step back without losing momentum. If you’re navigating the challenges of growing a high-performing consultancy team, this episode is packed with strategic insights you can apply immediately. Topics | |||
| Escape the Grind and Build a Lasting Consultancy for Freedom & Legacy with Craig Herd | 30 Apr 2025 | 00:48:10 | |
Host Craig Herd Craig shares his own story of nearly losing it all, rebuilding from the ground up, and the hard-won insights he now brings to boutique consultancy founders trying to scale beyond themselves.
Plus, Matt and Craig riff on personal energy, succession planning, personality profiling, and why every founder should take time to redesign the business from first principles. If you're a consultancy founder who's feeling stuck, tired, or unsure what the next stage looks like this one’s for you. | |||
| He Scaled a Consultancy to 80 People, £10 Million, and a PE-Backed Exit with John Howard | 22 Apr 2025 | 00:39:36 | |
Host: Craig Herd We dive into how to build a senior team you can trust, how to evolve your commercial decision-making as you grow, and how to keep your culture intact during big transitions. John also shares what makes a consultancy more attractive to buyers, how to prepare for an exit, and the emotional rollercoaster that can come with handing over the reins. Plus, we explore the changing dynamics of the consultancy marketplace and the new challenges that come with it. If you’re thinking about growing beyond founder-dependence or eventually selling your consultancy, this one’s for you. 00:00 - Introduction to the Consultancy Growth Podcast 00:25 - Making the Leap: From Founder-Led to Leadership-Led Growth 05:07 - Building a Senior Team You Can Actually Rely On 09:09 - Evolving Without Losing Your Culture 13:11 - Making Smarter Commercial Decisions as You Scale 18:29 - Why Bigger, Longer Contracts Matter for Growth 21:02 - Thinking About Exit? Here’s What Buyers Really Want 28:03 - How Long It Actually Takes to Sell a Consultancy 32:26 - The Emotional Side of Letting Go 34:43 - Navigating the New Challenges in Today’s Consultancy Market | |||
| How Consultants Go from £10k Projects to £100k Engagements with Mark Peacock | 15 Apr 2025 | 00:47:00 | |
Host: Craig Herd We unpack the common traps consultancies fall into, from undercharging to defaulting to hourly rates, and explore how shifting to a value-based pricing model can change the game. Mark shares why pricing confidence is key, how to better communicate value, and what it takes to move beyond legacy pricing mindsets. We also get into the nitty-gritty of tiered pricing, price anchoring, and the connection between your front-end and back-end offers, plus what to do if you’re ready to start reviewing (and raising) your prices today. If pricing has ever felt like a guessing game or a subject you’ve avoided, this episode is for you. 00:00 - Introduction | |||
| Why The Future of Your Consultancy Depends on Understanding AI Today With Professor Joe O’Mahoney | 08 Apr 2025 | 00:41:28 | |
In this episode of the Consultancy Growth Podcast, I sit down with Professor Joe O’Mahoney to explore the impact of AI on the future of consultancy and why it’s so much more than just another tool in the tech stack. We unpack the biggest misconceptions consultancy leaders have about AI, the risks firms need to be aware of, and the opportunities that come from embracing it thoughtfully. Professor Joe shares his perspective on AI as an enabling technology that’s reshaping the entire economy, including the consultancy landscape. We also dive into emerging concepts like digital twins, the critical role of trust and security, and why human connection still matters more than ever in an AI-driven world. If you’re curious about how AI will shape your consultancy and how to stay relevant without losing the human touch, this episode is for you. 00:00 - Welcome to the Consultancy Growth Podcast | |||
| How To Empower Your Team to Win New Consultancy Work With James Stringer | 02 Apr 2025 | 00:39:58 | |
In this episode of the Consultancy Growth Podcast, James Stringer of The Results Consultancy, joins me to break down what it really takes to build a strong business development function in a consultancy. We discuss why hiring for sales aptitude is just the start and how training, incentives, and leadership play a critical role in driving consistent growth. James shares insights on the habits and processes that separate high-performing consultancies from the rest, the power of AI tools like ChatGPT in streamlining business development, and why recognising success within your team is more important than you might think. If you’ve ever struggled with building a business development engine that runs beyond the founder, this episode is for you. 00:00 - Welcome to the Consultancy Growth Podcast Connect with James on Linkedin: Connect with me on Linkedin: | |||
| How to Grow 2X Faster While Outsmarting Your Competition With Matt Hodkinson | 26 Mar 2025 | 00:39:28 | |
In this episode of the Consultancy Growth Podcast, Matt Hodkinson, CEO of Total Growth Ownership, joins me to break down why differentiation and market positioning are make-or-break for consultancies. We explore the common traps consultancy founders fall into—like mirroring competitors, struggling to communicate their value, and the knock-on effect weak positioning has on pricing and client engagement. Through real-world examples, we unpack how small shifts in messaging can lead to major growth. If you’ve ever questioned what truly sets your consultancy apart—or worried that your positioning isn’t landing—this episode is for you. 00:00 – Introduction to the Consultancy Growth Podcast Connect with Matt on Linkedin: Connect with me on Linkedin: | |||
| Build Your Consultancy Around Your Life (Founder Market Fit) With Deri Hughes | 18 Mar 2025 | 00:45:02 | |
Summary Most consultancy founders are told to chase product-market fit. But what if the real key to long-term success is founder-market fit? In this episode, Craig Herd and Clive Griffiths speak with Derry Hughes, founder of Honeycomb Consulting Skills Training, about how he reshaped his business to fit his strengths, his life, and his long-term vision. Derry shares how he pivoted through three different businesses before focusing on training, where he found both growth and fulfilment. He opens up about the hard lessons learned from running two businesses at once, why focus is everything, and how building the right leadership team helped him scale sustainably, all while raising four children. If you’re a consultancy founder wondering what’s next or how to build a business that works for you, not against you this episode is for you. Episode Highlights and Insights
Derry explains why aligning your business with your personal strengths, interests, and ambitions is the real key to sustainable growth.
Why trying to run two businesses at once nearly derailed Derry—and how narrowing his focus to training unlocked real momentum.
How Derry moved from outsourced operations to recruitment, and ultimately to training consultancy teams, driven by market demand and his own interests.
The importance of bringing in partners who complement your weaknesses, not mirror your strengths—and how this decision accelerated Honeycomb’s growth.
Derry shares why he chose to build a business designed for long-term sustainability, rather than chasing rapid scale and exit strategies. Why Listen If you’re a consultancy founder asking, Is this the right business for me?, this episode will show you how to align your consultancy with your strengths, ambitions, and life outside the business—so you can scale on your own terms. Subscribe to The Consultancy Growth Podcast for more conversations with experts who are helping consultancy founders build sustainable, scalable businesses. | |||
| Why Your 'Unique Value Proposition' Is Holding You Back ( + The Fix ) | 12 Mar 2025 | 00:42:03 | |
Summary Most consultants are told their Value Proposition is everything. But is that really true? In this episode, Craig Herd and Clive Griffiths break down why the usual advice around value propositions often misses the mark—and what actually matters if you want to grow your consultancy. Craig and Clive explore why many consultancy founders get stuck obsessing over a one-liner, while the real challenge is getting in front of the right clients and having deeper conversations. They discuss the difference between a value proposition and positioning, why your team needs clarity to avoid butchering your message, and how clients often stay with you for different reasons than why they first signed up. If you’ve ever wrestled with articulating your consultancy’s value—or felt pressured to come up with a “unique” value proposition that sets you apart—this episode is for you. ... Episode Highlights and Insights
Craig and Clive discuss why consultants often confuse these two ideas—and why separating them can help clarify what you really offer.
When associates and consultants are tasked with business development, a clear message becomes critical. Without it, they’ll likely dilute your proposition.
Most consultancies aren’t unique—and that’s okay. What matters more is trust, reliability, and credibility in the eyes of your clients.
Think of it as the fishing line—not the entire strategy. It’s there to open the conversation, not close the deal.
Craig shares how reviewing client feedback uncovered the real value they deliver—something they hadn’t identified themselves.
A candid chat on how consultancies can scale—whether through productising services or carefully expanding their offer—without becoming “all things to all people.” ... If you’re a consultancy founder who’s ever felt stuck explaining what you do—or worried your team can’t articulate your value without you—this episode will help you rethink your value proposition and positioning in a more practical way. Subscribe to The Consultancy Growth Podcast for candid conversations with experts helping consultancy founders build sustainable, scalable businesses. | |||
| Why 90% of Consultancies Never Scale (And How to Be the 10%) | 26 Feb 2025 | 00:09:24 | |
Host: Craig Herd Most consultancy founders are stuck in a dumb loop. You start out hustling, doing everything yourself—winning deals, handling clients, hiring, marketing, even buying the office biscuits. Then you grow, hire people… and somehow still end up doing everything. Sound familiar? In this episode, Craig breaks down why founders get trapped as Mr Everything, why hiring more people won’t fix it, and the real way to escape the grind. If you want a business that runs without you, this is the episode you need to hear. Key Topics Covered 🔥 Why you’re stuck running everything. Episode Highlights & Resources The ‘Mr Everything’ Trap: Why Founders Get Stuck
How to Escape: Systemise Everything
The Goal: A Business That Runs Without You
Related Episodes & Resources 📖 Built to Sell – A playbook for creating a business that runs itself If you’re tired of being Mr Everything and want to actually own a business (not just a job), listen to this episode and start making the shift today. | |||
| The Hiring Blueprint Behind Consultancies That Break £10M with Richard Longstreet | 18 Aug 2025 | 00:41:50 | |
In this episode Craig is joined by Richard Longstreet, founder of Tarka Talent, to explore what really drives successful hiring in boutique consultancies. Too often, firms bring in senior hires with impressive CVs only to find they don’t deliver the growth expected. Richard explains why success in a Big Four doesn’t always translate into a boutique environment, the critical distinction between developing existing accounts and winning new logos, and how cultural fit can determine whether a hire creates lasting value. They also discuss the infrastructure required to support growth, why equity should be tied to performance, and how consultancies can create a culture where business development is a shared responsibility rather than resting solely on the founder. If you’re thinking about making senior commercial hires, this episode offers a clear framework to avoid costly missteps. 00:00 Introduction and Context Host Craig Herd | |||
| AI Noise vs Authenticity: How One Consultant Beat 206 Competitors | 19 Feb 2025 | 00:18:36 | |
In this episode of the Consultancy Growth Podcast, Craig Herd and Clive Griffiths dive deep into the evolving role of AI in consultancy marketing and sales. They explore the challenges and consequences of mass AI-generated outreach, the importance of authenticity in marketing, and the future shift towards personalised, human-centric interactions. Listen in for insights on cutting through the noise, standing out in a crowded market, and leveraging AI as a research tool rather than a spam engine. Key Topics Covered
Episode Highlights & Resources AI in Marketing & Sales: Game-Changer or Brand-Damager?
Case Study: Personalised Gift vs. 206 LinkedIn Comments
The Future of Sales & Marketing in Consultancy
Related Episodes & Resources
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| Use This Old School Strategy To Land £100,000 Projects In 2025 | 12 Feb 2025 | 00:32:22 | |
How do you secure meetings with senior executives without relying on cold emails, expensive paid ads, or personal introductions? In this episode, Clive Griffiths shares the precise strategy that landed him a meeting with a Times 100 CEO, and how you can apply the same principles to connect with decision-makers at the highest levels. We discuss: If you’re looking to build real, high-value relationships with top-tier clients, this episode provides a proven framework you can start using today. 🎧 Listen now and put it into action. | |||
| The Decline Of The Trusted Advisor & The Rise Of The Visible Expert | 05 Feb 2025 | 00:17:35 | |
The Decline of the Trusted Advisor & The Rise of the Visible Expert If you're still relying on the trusted advisor model to grow your consultancy, this episode is for you. A major shift is happening in 2025—and those who don’t adapt risk getting left behind. In this episode: Why the Trusted Advisor Model is Holding You Back The Rise of the Visible Expert How One Consultancy Landed £36,000 While the Founder Was on Holiday The 90-Minute Content System That Fuels Six Months of Thought Leadership Key Takeaways: Tune in now to learn how consultancy founders are moving from time-consuming, relationship-based selling to scalable authority positioning—while still maintaining deep expertise and trust. Subscribe to The Consultancy Growth Podcast and get a front-row seat to the strategies transforming boutique consultancies in 2025. | |||
| Build a £10M Consultancy with Just 100 Prospects (Here’s How) | 25 Jan 2025 | 00:52:35 | |
If you're ready to unlock your consultancy's full potential, this is the episode for you. Today, we're diving deep into a game-changing strategy: Identifying Your Ideal Client Profile (ICP). Here's what to expect: Why Focusing on Your ICP Will Make You Millions: The Dream 100 Strategy: Actionable Takeaways:
Tune In Now to learn how identifying your ICP and executing the Dream 100 strategy can streamline your marketing, boost your conversion rates, and secure high-value projects. Subscribe to The Consultancy Growth Podcast and transform the way you approach client acquisition. Don’t miss this blueprint for boutique consultancy success! | |||
| Purpose, Peace, Profit: The Simple Framework to Scale Your Consultancy Without Burning Out with Deena Priest | 04 Aug 2025 | 00:33:37 | |
In this episode, Craig sits down with executive coach Deena Priest to unpack the three pillars of sustainable Consultancy leadership: Purpose, Peace, Profit. Along the way, they explore how to spot the early signs of unfulfillment, tackle the fear of selling, and break free from the micromanagement trap. Deena shares why emotional regulation is a non‑negotiable skill for leaders, and how to build a legacy that lasts through smart succession planning. 00:00 — Introductions & Why Founders Lose Their Spark 05:42 — From Consulting to Coaching: Finding Purpose Again 11:37 — The Hidden Signs You’re No Longer Fulfilled 17:41 — Why Most Consultancy Founders Struggle With Sales 20:25 — Breaking the Micromanagement Habit That’s Draining You 24:05 — How to Lead With Confidence (Even Under Pressure) 27:44 — Using NLP to Reframe Setbacks Into Wins 30:32 — Mastering Emotional Regulation for High‑Stakes Leadership 36:07 — Building a Consultancy Legacy That Outlives You Host Craig Herd Guest Deena Priest | |||
| The Hidden Costs of Being the Boss: Mortgages, Mental Load, and The Family of Business with Mary Ewen | 31 Jul 2025 | 00:36:46 | |
In this conversation, Mary Ewen shares her journey of founding MJV Consulting, the challenges and successes she has faced over the past decade, and the importance of family dynamics in running a consultancy. She discusses the significance of employee engagement, the necessity of having tough conversations, and the proactive strategies needed in HR to foster a healthy work environment. Mary emphasises the value of investing in people development and outlines her vision for the future of the consultancy as she transitions responsibilities to the next generation. 02:51 The Journey of MJV Consulting 05:47 Family Dynamics in Business 08:42 Defining Success in Consultancy 11:21 Navigating People Challenges 14:31 The Role of Social Media in Business Growth 23:08 Navigating Tough Conversations 26:59 The Value of HR in Business 29:20 Engagement and Performance in Teams 33:56 Emotional Aspects of Leadership 36:54 Proactive HR Strategies 40:30 Adapting to Legal Changes in Employment 47:47 Investing in Personal Development 49:36 Succession Planning and Future Goals | |||
| He Turns Casual Conversations into £ Million Consultancy Clients with Leigh Adams | 21 Jul 2025 | 00:42:30 | |
In this episode, Leigh Adams breaks down how real business development happens through curiosity, consistency, and conversation. He shares how a pub chat led to a £2M deal, why being genuinely interested in people beats any sales script, and how most consultants underestimate the long-term power of relationship-first thinking. We talk about rejection, timing, trust, and what it really takes to build a pipeline without chasing — plus Leigh’s take on what most consultancies get wrong about growth. If you’re still relying on referrals or hoping people “just come back to you,” this one’s a must-listen. 00:00 Building Relationships in Business Development 06:22 The Importance of Authentic Communication 09:46 Overcoming Networking Challenges 13:03 Consistency in Relationship Building 15:36 Tools for Maintaining Connections 17:57 Building Authentic Relationships in Sales 19:08 The Importance of Listening and Patience 24:39 Overcoming Fear of Rejection in Networking 28:48 Effective Follow-Up Without Pestering 36:49 Long-Term Relationships vs. Short-Term Gains 40:30 Niche Focus and Strategic Business Development Host: Craig Herd Guest: Leigh Adams | |||
| How This Consultancy Retained Clients for 25 Years and How You Can Too with Tim Kershaw | 18 Jul 2025 | 00:47:34 | |
In this conversation, Tim Kershaw reflects on 25 years of leading Libra Europe Consulting — including how the firm has retained clients for over two decades. Tim shares hard-won lessons on building long-term relationships, emphasising adaptability, team dynamics, and deeply understanding client needs. We explore recruitment strategies grounded in empathy and humility, the importance of knowing exactly where profit comes from, and the key metrics that drive sustainable growth. Tim also discusses how to navigate industry trends without losing focus, empower team development, and build a consultancy clients never want to leave. 00:00 Reflecting on 25 Years of Growth 05:39 The Importance of Team Dynamics 08:31 Recruitment Strategies for Success 10:03 Understanding Profitability in Consultancy 16:15 Key Metrics for Sustainable Growth 20:27 Navigating Trends and Client Needs 27:30 Team Growth and Development 31:08 Building a Legacy of Trust and Reliability Host: Craig Herd Guest: Tim Kershaw | |||
| Inside Project One: The Thinking Strategy That Built a £ Multi-Million Consultancy with James O’Sullivan | 09 Jul 2025 | 00:44:25 | |
In this conversation, James O'Sullivan discusses the importance of mental simulations and scenario planning in both sports and business. He shares insights on how these techniques have shaped his approach to decision-making and leadership in consultancy. The discussion covers the challenges of navigating client expectations, fostering team skills, and balancing innovation with risk. O'Sullivan emphasises the need for practical strategies in change management and the future of consultancy, highlighting the importance of being open and honest with clients about the realities of the market. 02:00 The Power of Mental Simulations 07:58 Scenario Planning in Business 10:56 Navigating Decision-Making Challenges 15:58 Building Trust and Consensus 19:41 Transferring Knowledge and Skills 24:22 Balancing Optimism and Realism in Planning 25:37 Navigating Risk Appetite in Transformation 28:02 Embracing New Ideas and Perspectives 30:22 The Two-Way Door Concept in Innovation 32:15 Balancing Core Competencies with New Ventures 35:05 Evaluating New Ideas and Market Fit 38:55 The Future of Change Management 42:18 Strategic Planning in Uncertain Times | |||
| Refined Over 20 Years: The 7 Ps That Win High-Stakes Consultancy Pitches with John Timperley | 28 Jun 2025 | 00:50:38 | |
For 20 years, John has helped consultancies win the kinds of high-stakes pitches where there’s only one winner and everything’s on the line—revenue, reputation, and momentum. In this episode, John breaks down the real mechanics behind successful consultancy pitches, sharing his 7 Ps framework and what the best teams do differently. We talk WhatsApp dealmaking, shifting client expectations, and why the pitch is won long before the presentation begins. If you’ve ever hit a losing streak, over-invested in a “perfect” deck, or wondered why a great relationship still didn’t close then this one’s for you.
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| How Specialising Earned bpmd Long-Term Programmes with Multi-Billion-Pound Companies with Liam O’Neill & Sam Lewis | 30 Jan 2026 | 00:44:09 | |
Craig is joined by Liam O’Neill and Sam Lewis, senior leaders at bpmd, a consultancy that works with large, complex organisations to build lasting process, transformation, and change capability. Over the last decade, bpmd has grown from three people working out of a spare room with a single client into a specialist consultancy trusted to support enterprise-scale transformation programmes. Their work spans global organisations, complex operating models, and long-running change initiatives where process, data, and execution genuinely matter. They are particularly well known for helping organisations turn platforms like SAP Signavio into something that delivers real business value, rather than shelfware. In this episode, we cover:
This is a practical, experience-led conversation with consultancy leaders who have operated inside complex organisations, navigated long sales cycles, and learned where real value is actually created. | |||
| How to Build a 10-Person Specialist Consultancy in 12 Months with Leo Chancellor | 27 Mar 2026 | 00:24:49 | |
Leo Chancellor is Co-Founder of aro, a boutique consultancy serving the wealth and asset management sector. Leo spent the best 3 years at KPMG and then the best part of a decade at Penn Partnership. Joining Pen when it was around 20 people and riding that growth journey all the way to 80 before the firm was acquired by a larger global consultancy. That acquisition was the catalyst. Finding himself back inside a large organisation after years in a growing boutique, Leo and a small group of colleagues launched aro in April 2025. In this conversation, Craig and Leo explore why the boutique end of the wealth and asset management market is opening up, how aro's revenue-share model allows the firm to put senior experienced people in front of clients at roughly half the cost of the big four, what 90 meetings in the first two months taught them about building momentum from a standing start, and why financial discipline in year one matters far more than most founding teams anticipate. This is a candid, experience-led conversation with a consultancy leader who has seen what a 20 to 80 person growth journey looks like from the inside, and is now building one of his own. Host: Craig Herd, MD at ConsultancyGrowth.com | |||
| They Built a Public Service Reform Consultancy Over 15 Years. The Next Three Are Their Most Ambitious Yet with Andrew Laird | 20 Mar 2026 | 00:46:03 | |
Andrew Laird is Chief Executive and Co-Founder of Mutual Ventures, a specialist public service reform consultancy working with central government departments and local areas to make public services work better for the people who need them most. Andrew co-founded the business in 2011 and has spent the last 15 years building it into one of the most respected independent voices in public service reform. In this conversation, Craig and Andrew explore how Mutual Ventures has grown from a niche startup responding to a government agenda into a firm with a bold three-year growth strategy, why appointing two non-executive directors was one of the best decisions they ever made, and how thought leadership became part of the DNA of the firm rather than a bolt-on marketing exercise. This is a practical, experience-led conversation with a consultancy leader who has navigated government instability, built a culture of radical transparency and learned what it really takes to grow a specialist firm without losing what makes it special. Host: Craig Herd, MD at Consultancy Growth | |||
| He Grew a £50k Project Into a £1.8 Million Engagement Just by Asking the Right Questions with Sam Gulliver | 13 Mar 2026 | 00:14:37 | |
Sam Gulliver is Managing Director of Consult LDN, a commercially focused property consultancy specialising in technical due diligence, asset management and development consultancy across London and the UK. With over 15 years in the property world, Sam has worked across small partnerships and large national firms before building the kind of business he always wanted to work in. In this conversation, Craig and Sam explore what it really means to advise clients on the commercial outcome rather than just the technical problem, how starting small with new clients consistently leads to much bigger relationships, and why listening more than you talk might be the most underrated skill in consultancy. This is a practical, experience-led conversation with a property consultancy leader who has built a business around trust, attentiveness and understanding what clients are actually trying to achieve. Host: Craig Herd, MD at Consultancy Growth | |||
| He Learned Leadership in the Finnish Army and Now His Consultancy Runs the Same Way with Pekka Metsaranta | 06 Mar 2026 | 00:40:01 | |
Pekka Metsaranta is CEO and founder of Sisua, a program management consultancy named after the Finnish concept of inner strength, resilience and determination. Before consultancy, Pekka served as a second lieutenant in the Finnish Defence Forces and the leadership principles he learned there, humility and leading from the front, are baked into everything he has built since. In this conversation, Craig and Pekka explore how those military principles translate into a consultancy culture, what it really takes to grow from a founding idea to one of the UK's top independent project consultancies, and why radical transparency might be the most powerful tool in a leader's kit. This is a practical, experience-led conversation with a consultancy leader who has operated inside complex programmes, built a team from scratch and learned what it really takes to grow a firm people actually want to work for. Host: Craig Herd, MD at Consultancy Growth
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| How AI Adoption and a Better Business Model Built This Fast Growing Consultancy with Depesh Pankhania | 27 Apr 2026 | 00:36:30 | |
Depesh Pankhania is Co-Founder and COO of Evotra, a specialist implementation consultancy serving the wealth and investment management sector. Depesh co-founded the business in 2020 alongside Sally Merritt after spending 15 years observing a persistent gap in the market: firms investing heavily in technology transformation and then losing all the implementation knowledge the moment the project team disbanded. Evotra was built to close that gap, combining hands-on delivery with an ongoing fractional support proposition called Resolve. In this conversation, Craig and Depesh explore why Evotra chose a permanent employee model over the associate-heavy approach most consultancies rely on, how a deliberate niche in specialist technology has become a foundation for strong client retention rather than a ceiling on growth, and what it took to apply AI to the firm's most complex capability first rather than starting with something safe and low-risk. This is a grounded, practical conversation with a consultancy leader who has built a fast-growing specialist firm by staying close to delivery, staying close to clients and resisting the temptation to expand before the model was proven. Host: Craig Herd, MD at Consultancy Growth | |||
| GTM Strategy for the £10 Million Boutique Consultancy with Danny Philamond | 22 Apr 2026 | 00:25:58 | |
Danny Philamond is Partner at Magnus Consulting, a B Corp certified growth consultancy recognised by the Financial Times as one of the UK's leading management consultancies. Danny is also a Forbes Council Member and specialist in go-to-market strategy and complex enterprise account growth. In this conversation, Craig and Danny explore why increasing activity is almost never the right response when growth stalls, the uncomfortable finding that only 9% of commercial leaders are confident in hitting their targets, why go-to-market strategy has to be treated as a living operating system rather than a document on a shelf, and how decision discipline, once it loosens, is one of the hardest things to rebuild. This is a practical, data-informed conversation with a growth consultant who has worked across PE-backed firms and large enterprises, and has a very clear view of where the real leverage is when commercial growth starts to stall. Host: Craig Herd, MD at Consultancy Growth | |||
| What 1,000 Consulting Leaders Taught Luke Badiali About Growing A UK Boutique Consultancy Firm | 04 May 2026 | 00:39:25 | |
Luke Badiali is Co-founder of BeDeveloped, where he partners with boutique consulting firms and PE/VC-backed businesses looking to scale their business development capability. Over the past five years Luke and his business partner George Berrington have supported more than 1,000 consulting leaders. In this conversation, Craig and Luke explore why the gap between knowing business development matters and building something that works consistently is almost always a problem of execution rather than intent, why over-reliance on a small number of rainmakers persists even when leaders know it's a structural vulnerability, how to build a BD engine through the right sequence of CRM, lead generation, sales and marketing alignment, and people development, and what private equity investors really see when revenue is concentrated in one or two individuals. This is a structured, practical conversation with a business development specialist who has a clear view of what it actually takes to build a repeatable commercial engine inside a boutique consulting firm. Host: Craig Herd, MD at Consultancy Growth | |||
| 17 Years In and 9,500 Delegates Later: Mark Grice's Patient Path to a Global Consultancy | 27 May 2026 | 00:16:59 | |
Mark Grice is CEO and Co-Founder of Total Negotiation Group, a global negotiation consultancy operating across Europe, the Middle East, the Americas and Asia Pacific. Mark co-founded the firm 17 years ago with Mark Cranstoun after the two met working at Guinness. Today the business has trained more than 9,500 delegates across 72 countries, with clients who have stayed for over a decade. In January this year, Mark transitioned from Chief Commercial Officer into the CEO role. In this conversation, Craig and Mark explore the three insights that shaped Total Negotiation Group from day one, why the client rarely loses clients, how Mark handles clients asking for a quick fix when they really need a longer engagement, and how he balances a core team of employees with a wider network of associates. This is a measured, practical conversation with a consultancy CEO who has built a global firm by sticking to the long view, on client relationships, on capability, and on the kind of business worth building. Host: Craig Herd, MD at Consultancy Growth | |||
| What Purpose Driven Strategy Looks Like in Practice for a Specialist Consultancy with Belden Menkus | 18 May 2026 | 00:29:23 | |
Belden Menkus is the Founder of Menkus & Associates and host of The Purposeful Strategist podcast. Belden started his career at McKinsey, where he worked with clients across the UK, Europe, the US and Japan, before going on to lead consulting and venture businesses in London. He founded Menkus & Associates over twenty years ago and has spent more than thirty years working at board and ExCo level with regulated utilities, infrastructure bodies, professional institutions and law firms, what he calls businesses with a public remit. In this conversation, Craig and Belden explore why purpose only works as a driver of strategic action when the business model is genuinely lined up behind it, why alignment between a consultancy and its clients creates both speed and trust in a commercial relationship, and why most away day decisions never survive contact with the organisation. They also dig into the difference between a consultancy that is stalled and one that is stuck, and why distraction has quietly become one of the biggest issues most organisations are dealing with. This is a considered, practical conversation with an advisor who has spent decades helping leaders cut through complexity, find the conditions for action, and turn strategy on paper into something that actually moves. Host: Craig Herd, MD at Consultancy Growth | |||
| What Change Exposes in a Consultancy Leader with Richard Jones | 13 May 2026 | 00:38:18 | |
Richard Jones is a leadership coach at OLIA. Before founding OLIA, Richard spent nearly eight years as a partner and board member at Moorhouse, where he established and led the firm's health practice and was part of the leadership team that took Moorhouse through a management buyout in 2014. He is a senior accredited practitioner coach, a chartered management consultant, and has trained in psychotherapy and positive psychology. In this conversation, Craig and Richard explore how leadership has evolved over the last fifty years and why the old model of the leader as custodian of all the answers is firmly a thing of the past, why consultancy attracts insecure overachievers, and the inflection point almost every consultant reaches when the behaviours that got them here stop being the foundation for what comes next. They also dig into why more than 50% of senior hires fail within the first two years, why treating a senior hire as an organisational change event rather than a recruitment decision is what separates the firms that get it right, and what leaders who navigate change well consistently have in common. This is a thoughtful, reflective conversation with a leadership coach who has sat on both sides of the table, as a partner inside a consultancy going through significant change and as an advisor to the leaders running through it now. Host: Craig Herd, MD at Consultancy Growth | |||
| The Productised Diagnostic That Enabled This Consultancy To Sign 100+ Clients with David Watt | 02 Jun 2026 | 00:23:39 | |
David Watt is a Partner at Kershaw Partners, a consultancy that has spent the last decade working with event businesses across the UK on growth, systemisation and exit. David's career in the events industry spans almost thirty years. He co-founded his first event business in 1996, before going into commercial roles at the European Tour and the Ryder Cup, and Spotless Group. He later founded Pubs on Wheels, an award-winning mobile bar business, before stepping into consultancy alongside Mike Kershaw and Richard Dean at Kershaw Partners. In this conversation, Craig and David explore how Kershaw Partners productised advisory into a simple, easy-to-buy diagnostic review, why conviction in that first offering matters when clients try to skip straight to the bigger engagement, and how the firm's six pillars of growth. They also dig into why founders get stuck in the weeds, the importance of falling in love with your ideal client rather than your product or service, and why preparing a business for exit and preparing it for growth are essentially the same exercise. This is a grounded, practical conversation with a consultancy partner who has lived the founder journey himself and now helps other owner-led firms systemise, scale and create the option to exit. Host: Craig Herd, MD at Consultancy Growth | |||