Explore every episode of the podcast The Consultant's Way Podcast
| Title | Pub. Date | Duration | |
|---|---|---|---|
| Season 3, Episode 5: Consulting in the Age of Augmentation | 08 Dec 2025 | 00:36:59 | |
About The Consultant's Way Podcast The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:
Brought to you by: • McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ • The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/ ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b • Email: podcast@consultantsway.com Interested in being a guest? We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. -------------------------------------------------------------------------------------------------------------------In this episode of The Consultant’s Way Podcast, hosts Anthony Paluska and Dean McMann sit down with Brandon Hammer, Senior Vice President of Global Services at Seismic, to explore how artificial intelligence is reshaping professional services. Brandon shares a clear and grounded view of what the next phase of AI looks like for consultants, going far beyond the simple use cases of automation and efficiency. Rather than focusing on replacing people, he discusses how AI can expand the impact of consultants by freeing them from repetitive work and allowing them to focus on higher-value conversations with clients. He introduces the idea of “virtual consultants” that can support live engagements in real time, drawing from company knowledge and best practices to help deliver better outcomes. The conversation also touches on how organizations are changing structurally because of AI, moving away from rigid silos and toward teams that are built around customer outcomes instead of products. Brandon explains how his teams are using AI to identify risks earlier, deliver results faster, and stay ahead of client needs. Beyond technology, the episode dives into what this transformation means for people. Brandon describes how the profile of a successful consultant is evolving, with curiosity, communication, and adaptability becoming just as essential as technical expertise. He also offers a perspective on preventing burnout and building longer, more fulfilling consulting careers in an industry that is shifting faster than ever. The episode closes with a challenge to leaders: make space for innovation inside your organization. Brandon believes the best ideas for using AI in professional services will come from the ground up, not the top down. His message is both practical and inspiring; a reminder that the consultants who learn to combine human judgment with intelligent technology will define the next era of the profession. | |||
| Season 3, Episode 4: From Startup Chaos to Corporate Rhythm | 24 Nov 2025 | 00:33:54 | |
About The Consultant's Way Podcast The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: • Build high-performing consulting and professional services teams • Differentiate your offerings and increase organizational growth • Deliver exceptional client value and drive impactful outcomes Brought to you by: • McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ • The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/ ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b • Email: podcast@consultantsway.com Interested in being a guest? We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. --------------------------------------------------------------------------------------------------------------- In this episode of The Consultant’s Way Podcast, hosts Anthony Paluska and Dean McMann talk with Catherine Sloan, a seasoned professional services leader with more than twenty-five years of experience across startups, large enterprises, and everything in between. Catherine brings an honest and insightful look at what it takes to thrive in organizations of very different sizes and why curiosity, adaptability, and courage matter more than ever in today’s consulting world. She paints a vivid picture of life inside a scrappy startup, where speed, improvisation, and napkin architecture rule the day. Then she contrasts that with large enterprises, where success depends on navigating process, hierarchy, and institutional memory. Her reflections reveal how the same skills that help consultants survive the chaos of small companies, such as flexibility, grit, and comfort with ambiguity, are the very traits that drive innovation in large ones. The discussion explores how professional services functions are evolving as AI, data, and outcome-based delivery reshape expectations. Catherine shares how both large and small firms must balance the need for speed with the need for structure, and why documentation, learning, and clarity are becoming essential for success. She and the hosts also talk about the universal tension between what customers want and what they actually need. Catherine explains that consultants must be confident enough to challenge clients when their requests steer projects off course because true partnership comes from honest dialogue, not blind agreement. Her perspective on leading within product-driven organizations highlights how professional services teams can demonstrate their value both internally and externally. Throughout the conversation, Catherine’s advice is practical and encouraging. She urges listeners to stay open, keep learning, and take opportunities even when they feel uncertain. Her Halloween story at the end, where a team finds humor and connection in the middle of a stressful quarter close, per | |||
| Season 2, Episode 44: From Cost Center to Growth Engine | 25 Aug 2025 | 00:30:51 | |
About The Consultant's Way Podcast The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: • Build high-performing consulting and professional services teams • Differentiate your offerings and increase organizational growth • Deliver exceptional client value and drive impactful outcomes
Brought to you by: • McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ • The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/
Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/ ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b • Email: podcast@consultantsway.com
Interested in being a guest? We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. ------------------------------------------------------------------------------------------------------------------- What if professional services is not just the cost of doing business, but the engine driving real outcomes? Osama Atta joins Dean McMann and Anthony Paluska to talk about what he calls the PS 2.0 mindset. In his words, professional services is no longer just there to make the software work. It is the bridge between promise and proof. Osama unpacks how his team at Altrio productized their services, shortened time to value, and started speaking the language of the business: revenue, ROI, and strategic impact. He shares how they reframed PS from a necessary evil to a strategic asset, and how that transformation started with better internal storytelling, stronger partnerships with sales, and clear data to back it all up. If you are trying to build a more scalable, profitable, and visible PS team, this conversation is packed with takeaways. You will hear how they aligned with sales, priced and packaged their services, created internal boundaries to avoid burnout, and tracked value instead of hours. This one is practical, insightful, and refreshingly honest. | |||
| Season 2 Episode 43: Why Boutique Firms Are Winning | 18 Aug 2025 | 00:40:56 | |
About The Consultant's Way Podcast The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: • Build high-performing consulting and professional services teams • Differentiate your offerings and increase organizational growth • Deliver exceptional client value and drive impactful outcomes
Brought to you by: • McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ • The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/
Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/ ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b • Email: podcast@consultantsway.com
Interested in being a guest? We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. ------------------------------------------------------------------------------------------------------------------- How do boutique consulting firms end up outpacing their embedded PS counterparts? Ben Edwards might have the answer, and the receipts. In this episode, Ben shares what he is seeing across the consulting and embedded services landscape, from shifting team structures to exploding demand for thought leadership and commercial fluency. He talks about the rise of the diamond-shaped team, the erosion of traditional consulting pyramids, and what it means for training, quality, and long-term sustainability. We also get into what is fueling the boom in boutique firms, how private equity is changing the game, and why go-to-market strategies are evolving fast. Ben outlines the shift from black book sales to scalable content machines, the rise of specialists with narrow niches and big reach, and how pure-play firms are out-marketing their embedded competition. If you are running a services organization, embedded or independent, this is a reality check you need to hear. | |||
| Season 2, Episode 42: Stop Throwing PS Over the Fence | 11 Aug 2025 | 00:28:58 | |
About The Consultant's Way Podcast The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: • Build high-performing consulting and professional services teams • Differentiate your offerings and increase organizational growth • Deliver exceptional client value and drive impactful outcomes Brought to you by: • McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ • The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/ ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b • Email: podcast@consultantsway.com Interested in being a guest? We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. ------------------------------------------------------------------------------------------------------------------- Sales and professional services may work for the same company, but often, it feels like they live on different planets. In this episode, Margarita Ginsberg joins Dean McMann and Anthony Paluska to unpack the tension and the opportunitybetween these two critical teams. Margarita shares real talk on what happens when PS gets looped in too late, how trust erodes when customers get hit with surprise services fees, and why too many sales cycles treat consulting like an afterthought. She breaks down different models for integrating PS into the sales process, including partner-led delivery, PS sales teams, and expert matchmaking. Most importantly, she reminds us that PS professionals can’t sit back and wait to be invited… they have to own the relationship, lean into the chaos, and make it work. Oh, and there’s also a horse. Yes, a real horse. You’ll want to stay for that story. Whether you're a PS leader, a sales exec, or just tired of cleaning up messes you didn’t make, this episode is a gut check on collaboration, role clarity, and the real job of driving outcomes for your clients. | |||
| Season 2 Episode 41: Values, Margins, and Hard Truths | 04 Aug 2025 | 00:31:26 | |
About The Consultant's Way Podcast The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: • Build high-performing consulting and professional services teams • Differentiate your offerings and increase organizational growth • Deliver exceptional client value and drive impactful outcomes Brought to you by: • McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ • The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/ ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b • Email: podcast@consultantsway.com Interested in being a guest? We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. -------------------------------------------------------------------------------------------------------------------What do you do when your values collide with your company’s behavior? Or when your team needs to grow but some want everything to stay the same? In this episode, Eric Dubiner joins Dean McMann and Anthony Paluska to talk about the hard parts of leadership. They explore how to navigate change, face ethical dilemmas, and learn to speak finance without losing yourself. Eric shares how he has helped teams shift from being task-takers to true consulting partners while maintaining trust along the way. He explains why financial fluency is essential for professional services leaders, how to deliver tough messages to both teams and clients, and why doing the right thing sometimes means walking away without a backup plan. This conversation is honest, gritty, and packed with lessons from someone who has been through it and stayed grounded. | |||
| Season 2 Episode 40: The Customer-First Playbook | 28 Jul 2025 | 00:37:05 | |
About The Consultant's Way Podcast The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: • Build high-performing consulting and professional services teams • Differentiate your offerings and increase organizational growth • Deliver exceptional client value and drive impactful outcomes
Brought to you by: • McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ • The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/
Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/ ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b • Email: podcast@consultantsway.com
Interested in being a guest? We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. ------------------------------------------------------------------------------------------------------------------- What happens when you stop saying “no” and start asking, “what else can we do for our customers?” Elie Mansour has built his career and his team around that question.
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| Season 2, Episode 39: What PS Teams Must Change to Keep Up | 21 Jul 2025 | 00:28:26 | |
About The Consultant's Way Podcast The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: • Build high-performing consulting and professional services teams • Differentiate your offerings and increase organizational growth • Deliver exceptional client value and drive impactful outcomes
Brought to you by: • McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ • The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/
Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/ ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b • Email: podcast@consultantsway.com
Interested in being a guest? We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. ------------------------------------------------------------------------------------------------------------------- In this episode of The Consultant’s Way Podcast, Dean McMann and Anthony Paluska sit down with Jim DeCristofaro, VP of Professional Services at Aptitude Software, to talk about the growing pressure on consulting teams to evolve—and fast. | |||
| Season 2, Episode 38 - Leading Without the Traditional Playbook | 17 Jul 2025 | 00:29:25 | |
About The Consultant's Way Podcast The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: • Build high-performing consulting and professional services teams • Differentiate your offerings and increase organizational growth • Deliver exceptional client value and drive impactful outcomes
Brought to you by: • McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ • The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/
Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/ ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b • Email: podcast@consultantsway.com
Interested in being a guest? We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. ------------------------------------------------------------------------------------------------- What happens when your background isn’t the “typical” consulting path, but you bring curiosity, people skills, and a strong sense of mission? Rico Oyola, Head of Post-Sales at IdeaScale, joins The Consultant’s Way to talk about his unconventional path from civil rights work and international development to leading customer success, professional services, and support. | |||
| Season 2, Episode 37 - Assume Nothing in Consulting and Culture | 14 Jul 2025 | 00:36:39 | |
About The Consultant's Way Podcast The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: • Build high-performing consulting and professional services teams • Differentiate your offerings and increase organizational growth • Deliver exceptional client value and drive impactful outcomes
Brought to you by: • McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ • The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/
Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/ ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b • Email: podcast@consultantsway.com
Interested in being a guest? We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. --------------------------------------------------------------------------------------------------------------- Cultural differences aren't just about countries. They show up in boardrooms, project teams, and even your neighbor’s backyard BBQ. On this episode, Dean McMann and Anthony Paluska sit down with Paulo Naddeo, VP of Global Professional Services at Stonebranch, to unpack what it really takes to work across cultures—and why it's probably harder than you think. Paulo brings a unique lens to the conversation. Born and raised in Brazil, he built his own software company before making the jump to a global role in the US. Along the way, he discovered that language barriers are only the tip of the iceberg. Whether you're working across countries, industries, or departments, cultural misunderstandings sneak in—and often blow up projects. In this episode, Paulo shares real-world lessons from his decades of global consulting, including how to stop assuming you’re being clear, why pre-meeting prep matters more than you think, and how small misunderstandings (like spicy cheese) can escalate fast. He also breaks down why building trust takes time, what consultants often miss when working with technical teams, and how to avoid the classic trap of thinking culture clashes only happen overseas. If you’ve ever struggled to communicate across teams, countries, or just different professional mindsets, this episode will make you think twice—and laugh along the way. | |||
| Season 2, Episode 36: The Cheat Code for Your First Five Years | 10 Jul 2025 | 00:45:58 | |
About The Consultant's Way Podcast The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: • Build high-performing consulting and professional services teams • Differentiate your offerings and increase organizational growth • Deliver exceptional client value and drive impactful outcomes Brought to you by: • McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ • The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/ ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b • Email: podcast@consultantsway.com Interested in being a guest? We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. ------------------------------------------------------------------------------------------------------------------ What if your first five years in consulting came with a cheat code? Drew McKechnie thinks they should. As a longtime leader in consulting and professional service as well as an advocate for building better consultants, Drew joins Dean McMann and Anthony Paluska for a candid conversation on how to set yourself apart early in your career. Drew reflects on his own path from the Beltway consulting scene to Google and the common pitfalls new consultants face today. He unpacks how remote work, AI, and shrinking training budgets are leaving gaps in the development of critical skills like executive presence, real-time problem solving, and good old-fashioned communication. More importantly, he offers simple, practical ways junior consultants can take ownership, get noticed, and accelerate their growth—without waiting years for someone to hand them an opportunity. You’ll hear why “don’t trip over the low bar” might be the most underrated career advice around, why meeting minutes can be your secret weapon, and how to avoid getting stuck in a specialist box without sacrificing your standout skill. Plus, Drew explains the value of becoming the go-to person for something useful, whether that’s AI prompts, spreadsheet wizardry, or the lost art of writing a decent follow-up email. For leaders building professional services teams, Drew shares his take on why companies need generalists, cross-pollination, and the mindset shift from siloed roles to true leverage. If you want to grow your career or your team in consulting, Drew’s no-nonsense insights deliver the real-world perspective you’ve been missing. | |||
| Season 2 Episode 35: Why Great Recommendations Die on the Shelf | 07 Jul 2025 | 00:35:37 | |
About The Consultant's Way Podcast The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: • Build high-performing consulting and professional services teams • Differentiate your offerings and increase organizational growth • Deliver exceptional client value and drive impactful outcomes
Brought to you by: • McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ • The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/
Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/ ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b • Email: podcast@consultantsway.com
Interested in being a guest? We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. ------------------------------------------------------------------------------------------------------------------- You’ve heard the horror stories. Consultants parachute in, drop big ideas, cash the check, and leave a strategy that gathers dust on a shelf. So why does this keep happening—and more importantly, how do we stop it? In this episode, Pete Machtley, Senior Director of Professional Services at BrightEdge, joins Dean and Anthony for a conversation every consulting leader needs to hear. They unpack why even smart recommendations often go unimplemented, what gets in the way, and how great consultants build momentum before, during, and after the sale. From navigating internal politics and cross-functional bottlenecks to tracking executive relationships like your future depends on it (because it might), Pete shares tactical ways to stay relevant, stay helpful, and ultimately stay hired. Whether you’re selling strategy, delivering implementation, or trying to avoid becoming a ghosted vendor, this one’s packed with real-life insight and advice. You’ll learn:
This episode isn’t about fancy frameworks. It’s about the unglamorous, unskippable work of helping clients get real results—and being the kind of consultant they actually want to call back. | |||
| Season 3, Episode 3: Building Trust Without the Buzzwords | 17 Nov 2025 | 00:30:36 | |
About The Consultant's Way Podcast The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: • Build high-performing consulting and professional services teams • Differentiate your offerings and increase organizational growth • Deliver exceptional client value and drive impactful outcomes Brought to you by: • McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ • The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/ ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b • Email: podcast@consultantsway.com Interested in being a guest? We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. ------------------------------------------------------------------------------------------------------------------- In this episode of The Consultant’s Way Podcast, hosts Anthony Paluska and Dean McMann sit down with JJ Navarro, a customer service leader whose career has spanned consulting, technology, and client success. JJ’s journey blends humor, humility, and hard-won lessons about what separates good consultants from great ones. It is not about titles or buzzwords. It is about curiosity, honesty, and building trust that lasts. JJ shares how his first job valet parking cars taught him more about customer service than any business course could. That early experience shaped his consulting mindset, treating every client interaction as personal and every problem as solvable. He also opens up about how avoiding jargon, asking better questions, and admitting when you do not have all the answers became cornerstones of his approach. The conversation moves from practical to philosophical as JJ, Dean, and Anthony trade stories about humility, client dynamics, and professional growth. JJ talks about the trap of trying to be the smartest person in the room and how real influence comes from listening and learning. He also introduces his “rocket ship” philosophy, where recognizing opportunity and deciding quickly whether to jump can shape an entire career. It is a framework for managing risk, spotting turning points, and knowing when to move forward. JJ’s insights on leading teams through constant change feel both authentic and timely. He talks about balancing pressure with perspective, keeping teams engaged when everything around them is shifting, and finding meaning in the chaos. Sprinkled throughout are moments of humor and grounded wisdom, including a story about how to make a lasting impression at a business lunch, a reminder that no one is above rolling up their sleeves, and a truth every consultant learns eventually: credibility is earned one genuine conversation at a time. This episode captures the mix of reflection and real talk that defines The Consultant’s Way. It reminds listeners to stay humble, keep their eye | |||
| Season 2, Episode 34: Why AI is Changing PS Delivery for Good | 30 Jun 2025 | 00:40:44 | |
About The Consultant's Way Podcast The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: • Build high-performing consulting and professional services teams • Differentiate your offerings and increase organizational growth • Deliver exceptional client value and drive impactful outcomes
Brought to you by: • McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ • The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/
Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/ ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b • Email: podcast@consultantsway.com
Interested in being a guest? We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. ------------------------------------------------------------------------------------------------------------------- AI is fundamentally reshaping how professional services teams deliver work, scale operations, and define value. In this episode, Dean and Anthony sit down with Sri Ganesan, Co-Founder and CEO of Rocketlane, to unpack what that means for PS teams today and where it is all headed. Sri shares why many PS organizations are missing the bigger opportunity with AI. While teams are focused on automating admin tasks, the real efficiency gains come from rethinking how the work itself gets done. Forward-thinking teams are embedding AI into delivery, not just back-office processes, changing everything from project scope to skills to pricing models. The conversation explores how the perception of value is shifting for both teams and customers. Deep technical knowledge is no longer the only currency. AI is taking on more of the heavy lifting, while human consultants will win by interpreting information, building relationships, and guiding customers to success in real time. Sri also explains how this evolution will reshape team structures and customer expectations. Services will become more modular, timelines will shrink, and outcome-based pricing will replace traditional hours and materials models. He offers real examples of organizations already making this shift and the cultural mindset it takes to get there. For PS leaders wondering where to start, Sri lays out how to experiment with AI without falling behind, how to build curiosity and adaptability into your team, and why clinging to outdated models may actually create more risk than change itself. This is a must-listen for anyone building, leading, or evolving a professional services function in today’s market. | |||
| Season 2, Episode 33: From Consulting to Capital | 26 Jun 2025 | 00:43:14 | |
About The Consultant's Way Podcast The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: • Build high-performing consulting and professional services teams • Differentiate your offerings and increase organizational growth • Deliver exceptional client value and drive impactful outcomes
Brought to you by: • McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ • The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/
Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/ ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b • Email: podcast@consultantsway.com
Interested in being a guest? We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. ---------------------------------------------------------------------------------------------------------------- In this episode, Dean and Anthony sit down with Jeffrey Fidelman, CEO and founder of Fidelman & Co, a fundraising partner to early-stage startups and emerging fund managers. Jeffrey shares the gritty truth about transitioning from corporate leader to founder and what it really takes to build something from scratch. Spoiler: it’s not just about having a strong resume. He reflects on his own journey from investment banking to launching a boutique consulting firm—and how that evolved into a scalable business with a productized offering. Along the way, Jeffrey outlines the common traps executives fall into when they try to freelance their way into entrepreneurship, and what separates the consultants who burn out from those who build something lasting. If you’re exploring life beyond the corporate walls, wondering how to monetize your experience, or thinking about raising capital for a service business, Jeffrey doesn’t sugarcoat it. He offers insight into what investors actually want, why network reliance isn’t a strategy, and how to tell if you’re building a business or just temporarily unemployed with a logo. From building repeatable systems to thinking like a scientist in your go-to-market experiments, Jeffrey’s take is refreshingly practical. The advice hits even harder if you’re in the consulting world and debating whether to stay solo or build something bigger. It’s the kind of conversation that pulls back the curtain on fundraising myths, shines a light on the risks you don’t see coming, and reminds you that “doing it right” is still a winning strategy. | |||
| Season 2, Episode 32: Stop Delivering Projects, Start Delivering Value | 23 Jun 2025 | 00:34:59 | |
About The Consultant's Way Podcast The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: • Build high-performing consulting and professional services teams • Differentiate your offerings and increase organizational growth • Deliver exceptional client value and drive impactful outcomes Brought to you by: • McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ • The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/ ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b • Email: podcast@consultantsway.com Interested in being a guest? We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. --------------------------------------------------------------------------------------------------------------------Canon’s print business isn’t what it used to be, and Kevin Roman is here to explain why that’s a good thing. As Director of Professional Services and Software Solutions, Kevin shares how his team at Canon USA is evolving from hardware-focused projects to outcome-driven partnerships. We dig into how they are blurring the lines between project delivery and customer success, building a model centered on long-term value and measurable impact. Kevin talks about shifting from install-and-exit to value-for-life, how service contracts and software subscriptions are reshaping the business, and why training customers’ sales teams might be the secret to driving adoption. He also gives a candid look at the realities of aligning executives and delivery teams to make it happen. Spoiler alert: metrics matter, but customer advocacy might matter more. If you’re trying to position professional services at the heart of long-term customer outcomes—and convince the rest of your organization to follow—Kevin’s story delivers real-world insights without sugar-coating the challenges. | |||
| Season 2, Episode 31: Why Discovery Matters More Than Delivery | 19 Jun 2025 | 00:30:26 | |
About The Consultant's Way Podcast The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: • Build high-performing consulting and professional services teams • Differentiate your offerings and increase organizational growth • Deliver exceptional client value and drive impactful outcomes Brought to you by: • McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ • The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/ ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b • Email: podcast@consultantsway.com Interested in being a guest? We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. -------------------------------------------------------------------------------------------------------------------- Paul Milana joins The Consultant’s Way to talk about the evolution from implementer to trusted advisor. A self-proclaimed data geek turned professional services leader, Paul shares how curiosity, communication, and a little trial and error shaped his career and his team. He dives into the discovery process and why it’s more than a sales step. For Paul, it’s a moment to listen, decode client dialects, build trust, and surface the real problems no spreadsheet can reveal. He talks about designing discovery sessions that are as useful to the client as they are to the vendor and how a great discovery lays the foundation for a lasting partnership. Paul also shares how he turned a scrappy integrations team into a full-fledged professional services organization and what it takes to turn a doer into an advisor. If you've ever felt like you’re doing more than implementing—you’re interpreting, connecting, guiding—this one will resonate. | |||
| Season 2, Episode 30: The Growth Paradox in Professional Services | 16 Jun 2025 | 00:35:53 | |
About The Consultant's Way Podcast The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: • Build high-performing consulting and professional services teams • Differentiate your offerings and increase organizational growth • Deliver exceptional client value and drive impactful outcomes Brought to you by: • McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ • The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/ ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b • Email: podcast@consultantsway.com Interested in being a guest? We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. -------------------------------------------------------------------------------------------------------------------- In this episode of The Consultant’s Way, we sit down with Justin Manduke, VP of Professional Services at AuditBoard, to explore what he calls the growth paradox. With experience leading post-sale teams at companies like Medallia, Blend, and Afresh, Justin brings a sharp perspective on why professional services teams often chase maturity too early—and how that can quietly derail growth. Many PS leaders feel pressure to act like a fully mature organization long before they’ve earned it. They jump into optimizing for margins, building partner networks, and tracking detailed KPIs when they haven’t yet mastered the basics of delivering value consistently. Justin explains why those efforts, while well-intentioned, can become roadblocks rather than milestones. We also talk about the difference between delivering well and scaling well, the risks of outsourcing before you’re ready, and the mistake of assuming that what worked at one growth stage will work at another. Justin lays out what PS leaders should focus on in each phase of growth and how to build credibility across the company by aligning your strategy with the real goals of the business. This conversation is for any PS leader who’s been told to "get more efficient" without being given a map, or who feels stuck between short-term demands and long-term goals. Justin offers a way forward, with smart, practical guidance based on years in the trenches. | |||
| Season 2, Episode 29: From Siloed Teams to Seamless Journeys | 12 Jun 2025 | 00:29:42 | |
About The Consultant's Way Podcast The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: • Build high-performing consulting and professional services teams • Differentiate your offerings and increase organizational growth • Deliver exceptional client value and drive impactful outcomes Brought to you by: • McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ • The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/ ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b • Email: podcast@consultantsway.com Interested in being a guest? We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. -------------------------------------------------------------------------------------------------------------- In this episode of The Consultant’s Way Podcast, we sit down with Kevin Keene, a veteran in professional services and technology leadership. With over 15 years of experience, Kevin shares hard-earned insights on the evolving role of professional services in SaaS organizations. He unpacks how PS can be more than just a delivery arm—becoming a strategic partner in customer success, upsells, and long-term value. We explore the importance of strong internal and external handoffs, cross-functional alignment, and building teams that can actually support the strategy leadership claims to want. Kevin breaks down the now-famous three-legged stool analogy, reminding us that sales, services, and support must be balanced to keep the customer relationship steady. He also offers practical advice for PS leaders trying to stay out of the silo, communicate impact to the C-suite, and make a compelling case for investing in team development. If you’ve ever felt like your PS team is doing too much with too little or you're struggling to convince leadership that services is more than just a line item, Kevin’s perspective is a must-hear. This conversation is smart, candid, and filled with real-world examples any leader can learn from—plus a few baseball takes that will hit home if you’ve ever rooted for a team that breaks your heart.
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| Season 2, Episode 28: Rethink the Team, Rebuild the Trust | 09 Jun 2025 | 00:41:29 | |
About The Consultant's Way Podcast The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: • Build high-performing consulting and professional services teams • Differentiate your offerings and increase organizational growth • Deliver exceptional client value and drive impactful outcomes Brought to you by: • McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ • The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/ ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b • Email: podcast@consultantsway.com Interested in being a guest? We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. ----------------------------------------------------------------------------------------------------------------- In this episode, Blake Jensen, Senior Director of Professional Services at SOCi, joins us to unpack the tension between AI hype and real-world application in professional services. While AI dominates headlines and boardroom agendas, Blake argues most teams are not behind—they are simply sorting signal from noise. He shares how his team approaches AI adoption with discipline, focusing on use cases that genuinely improve client delivery and internal workflows. From automating kickoff prep to evaluating tools with an eye on data integrity, Blake offers a grounded look at what’s working and what is not. The conversation explores the limits of AI in consulting, where the true value still lies in emotional intelligence, strategic thinking, and human connection. Blake is optimistic about the future but clear that consultants will need to evolve. As information becomes more accessible, it will be how people think, connect, and lead that drives differentiation. We also step back to look at broader shifts in SaaS and PS models. Blake, Dean, and Anthony discuss how evolving expectations, changing client relationships, and AI-fueled disruption are reshaping what it means to deliver value. This episode offers honest insight, practical takeaways, and a few good laughs. Whether you are experimenting with AI or trying to define your PS team’s next chapter, there is something here for you. | |||
| Season 2, Episode 27: How Culture Shapes Consulting Success | 05 Jun 2025 | 00:31:23 | |
About The Consultant's Way Podcast The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: • Build high-performing consulting and professional services teams • Differentiate your offerings and increase organizational growth • Deliver exceptional client value and drive impactful outcomes Brought to you by: • McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ • The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/ ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b • Email: podcast@consultantsway.com Interested in being a guest? We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. --------------------------------------------------------------------------------------------------------------- In this episode of The Consultant’s Way, we sit down with Munish Khanna, VP of Professional Services at Tavant, who brings more than 20 years of experience building consulting and engineering teams that not only function but thrive. From leading a 5,000-person team at TCS to shaping engineering at Cisco, Munish shares practical insight on how to build team structures that scale, motivate, and deliver consistent value. We dive into how to define roles that adapt over time, how to foster psychological safety across global teams, and how to balance business outcomes with real human needs. Munish also shares his take on how AI can enable better staffing decisions, resource development, and team performance—provided your organization has the right data foundation. Culture comes up often, and for good reason. Munish explains why effective leadership starts with caring deeply about the growth and wellbeing of your team, and how that attitude can shape the success of an entire organization. He talks openly about what it takes to create a culture people want to be part of, and what happens when values get compromised for performance. Whether you’re leading a team or trying to build one from scratch, this conversation offers real-world takeaways on how to build and grow teams that work. | |||
| Season 2, Episode 26: From Vendor to Valued Partner | 02 Jun 2025 | 00:38:46 | |
About The Consultant's Way Podcast The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: • Build high-performing consulting and professional services teams • Differentiate your offerings and increase organizational growth • Deliver exceptional client value and drive impactful outcomes Brought to you by: • McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ • The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/ ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b • Email: podcast@consultantsway.com Interested in being a guest? We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. --------------------------------------------------------------------------------------------------------------- In this episode of The Consultant’s Way, we’re joined by Taylor Barnes, VP of Professional Services at Park Place Technologies, for a conversation that hits at the heart of what separates vendors from true consulting partners. Taylor shares what it means to move beyond transactional services and into strategic advisory roles. He breaks down the shift from simply fulfilling a Statement of Work to helping clients see the bigger picture. That could mean turning a basic relocation project into an opportunity for site readiness planning, data sanitization, or future-proofing compliance strategies. Clients often approach providers with a narrow view of what they need. It’s on us to guide them toward what will truly create value—without overcomplicating or overstepping the initial ask. The conversation also explores the fine line between consultative selling and overpromising. Taylor cautions against saying yes to every part of an RFP when your team may not have the capabilities or delivery model to back it up. Being self-aware and honest about what you can do builds more trust than chasing short-term wins that lead to long-term issues. Taylor also emphasizes delivery excellence. He explains how proactive communication shapes the relationship and sets the tone for long-term success. Surprises will happen. The key difference is who raises them first and how they are handled. One of his go-to coaching tips: pretend the work is already done, and you are writing the case study. That mindset improves how you qualify deals, scope the work, and engage clients throughout the journey. From sales to delivery, this episode is filled with practical tactics, real-world examples, and a few philosophical nuggets. If you are looking to elevate your professional services team from task-taker to trusted partner, this one is for you. It is about becoming the kind of consulting team clients remember—for all the right reasons. | |||
| Season 2, Episode 25: Transformation Is Never One and Done | 29 May 2025 | 00:32:37 | |
About The Consultant's Way Podcast The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: • Build high-performing consulting and professional services teams • Differentiate your offerings and increase organizational growth • Deliver exceptional client value and drive impactful outcomes Brought to you by: • McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ • The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/ ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b • Email: podcast@consultantsway.com Interested in being a guest? We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. --------------------------------------------------------------------------------------------------------------- In this episode of The Consultant’s Way, Thomas Gebhart joins Anthony and Dean for a rich discussion on what it really takes to lead successful transformations inside professional services organizations. Drawing from decades of experience across FinTech, healthcare, SaaS, and embedded PS teams, Thomas explains why change is so difficult even when everyone agrees it’s needed. The conversation kicks off with the forces pushing PS teams toward more consultative and outcomes-driven models—and why many organizations fail to fully evolve despite making the decision to transform. Thomas shares insights on the cultural resistance from within, especially among top performers whose roles are evolving, and how leaders can address this head-on. He dives into the challenges of executing transformation when there’s no “burning platform,” the importance of executive alignment, and the traps of trying to do too much too fast. From skill mapping and sales integration to project discipline and team buy-in, Thomas shares what’s worked, what hasn’t, and how to avoid common pitfalls. Whether you're in the middle of a major transformation or just beginning to question your organization’s next move, this episode delivers practical wisdom with real-world stories—plus a few candid warnings for leaders who think alignment is a one-time box to check. | |||
| Special Episode: 2025 TSIA Envision Conference Insights | 07 Nov 2025 | 00:52:12 | |
About The Consultant's Way Podcast The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: • Build high-performing consulting and professional services teams • Differentiate your offerings and increase organizational growth • Deliver exceptional client value and drive impactful outcomes Brought to you by: • McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ • The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/ ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b • Email: podcast@consultantsway.com Interested in being a guest? We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. --------------------------------------------------------------------------------------------------------------- In this special report from TSIA Envision, Anthony Paluska sits down with Brian Freeman, Blake Jensen, and Jackie McMann to unpack what they saw and heard at one of the industry’s most forward-looking events. The conversation moves quickly from the buzz around AI to the real transformation taking place inside professional services and customer success teams. The group discusses how the lines between these functions are starting to blur and what that means for leaders who are trying to build organizations around customer value. They share stories from companies that are rethinking their entire operating models, not just adding new tools. It is a conversation about what happens when services organizations stop being cost centers and start becoming the engines of growth. They explore the rise of the forward-deployed engineer and what that role represents for the next generation of services talent. It is part technologist, part consultant, and part translator between product and customer outcomes. The discussion also highlights how AI is accelerating the need for this evolution, forcing teams to think differently about where their people add the most value and how they measure success. Throughout the episode, the theme of convergence keeps resurfacing. Consulting, customer success, managed services, and product delivery are no longer separate tracks but parts of a larger system built to create and sustain customer outcomes. The guests bring perspective from across the services spectrum and share how their own organizations are navigating this shift. The conversation is fast, practical, and forward-thinking. It looks beyond the hype and into what services leaders actually need to do next. Listen to hear what TSIA Envision revealed about the future of services, how AI is influencing the path forward, and why the most successful companies are the ones bold enough to reimagine what “services” even means. | |||
| Season 2, Episode 24: Turning PS Into a Competitive Edge | 26 May 2025 | 00:35:57 | |
About The Consultant's Way Podcast The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: • Build high-performing consulting and professional services teams • Differentiate your offerings and increase organizational growth • Deliver exceptional client value and drive impactful outcomes Brought to you by: • McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ • The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/ ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b • Email: podcast@consultantsway.com Interested in being a guest? We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. ------------------------------------------------------------------------------------------------------------------ What happens when a professional services team stops seeing itself as an implementation machine and starts acting like a long-term strategic partner? In this episode, Edgar Amaya, VP of Professional Services and Customer Experience at Accruent, shares how his team is rewriting the role of services inside a fast-moving software organization. Edgar walks us through his transition from Customer Success to leading PS, and what surprised him most when stepping back into the world of delivery. Spoiler: a lot has changed. From pushing beyond project completion to owning post-go-live value, Edgar explains why being “just the delivery team” is no longer enough, and how PS can (and should) play a central role in client loyalty, revenue retention, and long-term strategic growth. He opens up about the internal shifts needed to make this happen, from transforming how his team thinks about consultative work to building stronger partnerships with sales. Whether you’re figuring out how to evolve your own PS org or trying to align advisory offerings with what the market actually needs, Edgar’s perspective will hit home. He talks real challenges, real mindset shifts, and real outcomes—and how giving your team the space to think can drive innovation you didn’t see coming. This episode is especially relevant for PS leaders navigating change, tech execs rethinking service models, or anyone trying to transform their team from a “doers” mindset to true business problem solvers. | |||
| Season 2, Episode 23: Stealing Hats and Solving Problems | 22 May 2025 | 00:35:40 | |
About The Consultant's Way Podcast The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: • Build high-performing consulting and professional services teams • Differentiate your offerings and increase organizational growth • Deliver exceptional client value and drive impactful outcomes Brought to you by: • McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ • The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/ ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b • Email: podcast@consultantsway.com Interested in being a guest? We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. ----------------------------------------------------------------------------------------------------------- In this episode, Dean McMann and Anthony Paluska sit down with Anand Pallapalayam, VP of Enterprise Data Protection at LPL Financial, for a conversation that blends technical leadership, service philosophy, and human-centered consulting. With over a decade of experience in professional services before stepping into his current enterprise role, Anand shares lessons learned from both sides of the client/vendor relationship—and why viewing everyone as a customer fundamentally changes the way you work. Anand challenges the “get in, get out” mindset that still dominates some professional services cultures, arguing instead for a more thoughtful, outcome-driven approach. He shares how his teams have leaned into design discovery workshops to break down complex client needs, and how “agree to disagree” is sometimes the best place to start when trying to shift enterprise thinking. Throughout the conversation, Anand keeps it real with stories of early training missteps, leadership lessons, and how small moments of humility and humanity can forge deep client loyalty. This episode is packed with sharp insights for anyone balancing the tension between standardized solutions and tailored services, especially in technical and security-heavy environments. Whether you're leading a PS team, trying to evolve how your organization sees services, or just someone who wants to keep learning (and keep your ego in check while doing it), this one’s worth the listen. Anand’s style is equal parts service-minded, hands-on, and people-first—a reminder that deep technical knowledge means very little if you can’t connect with the humans across the table. | |||
| Season 2, Episode 22: Why Mentorship Is the Real ROI | 19 May 2025 | 00:36:38 | |
About The Consultant's Way Podcast The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: • Build high-performing consulting and professional services teams • Differentiate your offerings and increase organizational growth • Deliver exceptional client value and drive impactful outcomes Brought to you by: • McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ • The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/ ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b • Email: podcast@consultantsway.com Interested in being a guest? We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. --------------------------------------------------------------------------------------------------------------- In this episode of The Consultant’s Way podcast, Dean McMann and Anthony Paluska sit down with Mike Vazquez, Director of Professional Services at Avanti, to explore the power of mentorship in consulting. Mike shares his journey from startup environments to leading large professional services teams, emphasizing the critical role that mentorship has played in his own career development and the success of those he leads. Mike discusses his approach to onboarding, coaching, and mentoring, breaking it down into distinct phases. He highlights the importance of not just technical training, but also developing the consulting skills that truly differentiate top performers. From guiding new hires through their first few months to helping more seasoned professionals navigate complex client interactions, Mike shares how he structures support to ensure long-term career growth. The conversation also touches on the challenges of managing burnout, especially in remote work settings, and the importance of building strong, lasting relationships with clients and colleagues. Mike’s insights into balancing immediate project needs with long-term career planning provide valuable guidance for anyone looking to make a lasting impact in the consulting world. Listen in for practical advice on creating mentorship frameworks, balancing technical and consulting skills, and the small habits that drive big career gains. | |||
| Season 2, Episode 21: Why We Still Undervalue Services | 15 May 2025 | 00:43:32 | |
About The Consultant's Way Podcast | |||
| Season 2, Episode 20: Beyond the SOW | 12 May 2025 | 00:30:09 | |
About The Consultant's Way Podcast The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: • Build high-performing consulting and professional services teams • Differentiate your offerings and increase organizational growth • Deliver exceptional client value and drive impactful outcomes Brought to you by: • McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ • The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/ ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b • Email: podcast@consultantsway.com Interested in being a guest? We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. -------------------------------------------------------------------------------------------------------------- In this episode, Anthony Paluska and Dean McMann sit down with Debbie O'Meara, a 20-year veteran in the software industry, to discuss the critical role of professional services in delivering client outcomes. Debbie’s extensive experience spans companies like Contract Logix, PennyMac, Qvidian, and Upland, where she has overseen everything from onboarding and education to high-stakes project management. The conversation dives into the often-overlooked but crucial handoff between sales and professional services. Debbie emphasizes that one of the biggest gaps is the disconnect between what was promised during the sales process and what is actually implemented. She shares insights on the importance of capturing customer goals early, ensuring these are clearly communicated to delivery teams, and maintaining alignment throughout the customer journey. Debbie recalls a project where the initial handoff missed critical context, leading to major challenges when the implementation team met the client for the first time, underscoring the need for better internal communication. Dean and Anthony also explore the importance of outcome-focused project management. Debbie argues that project managers should be more than just task managers – they should act as trusted advisors, guiding clients toward meaningful outcomes rather than just checking boxes on a statement of work (SOW). This mindset shift, she explains, not only leads to more satisfied clients but also strengthens long-term customer relationships. The discussion wraps up with practical advice for services leaders, including the need to "replan" at the start of every project to account for evolving client needs, capture critical context, and avoid common pitfalls. Debbie’s insights underscore the need for a more holistic approach to professional services, one that prioritizes long-term client success over short-term deliverables. Listen in to learn how shifting from task-based to outcome-based project management can transform your client relationships and set your services team up for la | |||
| Special Episode: 2025 TSIA Conference Insights | 07 May 2025 | 00:36:14 | |
In this special episode of The Consultant’s Way Podcast, Anthony Paluska sits down with Jackie McMann to break down key insights from the recent TSIA Interact conference. With the tech services industry evolving at breakneck speed, they cover the hottest topics shaping the future of professional services, including the rapid rise of AI, the critical role of data, and the ongoing struggle to align sales and delivery teams. Jackie shares her observations on how AI is transforming the way services are delivered, highlighting both the opportunities and challenges it brings to PS leaders. From reducing manual tasks to enabling data-driven decision-making, AI is changing the game, but only for those willing to invest in the right tools and skills. They also dive into the importance of data hygiene, a recurring theme at the conference. As more companies rely on data to drive strategy and customer insights, keeping that data clean, accurate, and actionable has never been more critical. Jackie emphasizes that while it might not be the most glamorous topic, it’s a foundational piece for scaling any successful services business. Finally, they discuss the often-misunderstood relationship between sales and professional services. As companies continue to push for rapid growth, the need for alignment between these teams has never been greater. Jackie offers practical advice for breaking down silos, improving collaboration, and ensuring that services teams are positioned as strategic partners rather than just post-sale support. Whether you attended TSIA Interact or are simply looking to stay ahead in the fast-paced world of tech services, this episode is packed with actionable insights for PS leaders at every level. Listen now to get a front-row seat to the conversations shaping the future of professional services. | |||
| Season 2, Episode 18: Measuring What Really Matters in Services | 05 May 2025 | 00:25:34 | |
About The Consultant's Way Podcast The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: • Build high-performing consulting and professional services teams • Differentiate your offerings and increase organizational growth • Deliver exceptional client value and drive impactful outcomes Brought to you by: • McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ • The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/ ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b • Email: podcast@consultantsway.com Interested in being a guest? We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. ------------------------------------------------------------------------------------------------------------ What does “quality” actually mean in consulting and professional services? In this episode, Dean McMann and Anthony Paluska sit down with Dr. Jose Bronet to dig into that exact question—and why most firms aren’t measuring the right things to answer it. While delivery metrics like timelines and budgets may be easy to track, they rarely reflect what really matters to clients: trust, clarity, and outcomes. Drawing from his work leading global customer experience efforts, Jose shares a refreshingly practical framework: five questions every services leader should be asking to evaluate quality through the client’s eyes. The conversation dives into why intent matters, how to tell if your team is aligned with client goals, and what it means to deliver excellence beyond a scope of work. They also explore the unique challenge of remote consulting, where "showing up" looks different but matters just as much, and the subtle ways teams either build or erode credibility with stakeholders. Spoiler: just doing what’s asked isn’t enough. This episode is a must-listen for anyone leading or supporting service teams, especially if you’re rethinking how to improve consistency, loyalty, or client outcomes in today’s hybrid, high-stakes environment. Whether you run a PS organization or are just trying to help your team have more impact, you’ll walk away with a more human, more rigorous way to define—and deliver—quality. | |||
| Season 2, Episode 17: Thriving Through Growth and Turbulence in Consulting | 28 Apr 2025 | 00:26:17 | |
About The Consultant's Way Podcast The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: • Build high-performing consulting and professional services teams • Differentiate your offerings and increase organizational growth • Deliver exceptional client value and drive impactful outcomes Brought to you by: • McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ • The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/ ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b • Email: podcast@consultantsway.com Interested in being a guest? We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. ---------------------------------------------------------------------------------------------------------------- In this episode of The Consultant’s Way, Chris Holmgren joins Dean and Anthony to share real-world lessons from leading professional services teams through growth, change, and disruption. Drawing on his experiences managing large digital event teams before, during, and after the pandemic, Chris discusses how adaptability, communication, and proactive leadership were critical to success. Chris highlights the importance of recognizing team strengths early, scaling thoughtfully—not just adding headcount—and preserving institutional knowledge through periods of rapid change. He emphasizes the need for strong internal and client-facing communication, proactive transparency with leadership, and creating scalable systems that balance personal leadership with structured data insights. Through stories of scaling teams up and down under extreme pressure, Chris offers practical takeaways about building trust, empowering team members, and maintaining motivation even when workloads are high. He also shares a humorous moment where a last-minute national ad campaign required an "all hands on deck" scramble—reinforcing that even with strong plans, agility always wins. Key themes include: putting the right people in the right roles, the power of communication at every level, fostering adaptability, and designing systems that help leaders stay close to the business without micromanaging. Whether navigating hypergrowth or a strategic contraction, Chris’s insights offer valuable lessons for PS leaders managing in an unpredictable world. | |||
| Season 2, Episode 16: Talk Outcomes, Not Output | 21 Apr 2025 | 00:31:56 | |
About The Consultant's Way Podcast The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: • Build high-performing consulting and professional services teams • Differentiate your offerings and increase organizational growth • Deliver exceptional client value and drive impactful outcomes Brought to you by: • McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ • The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/ ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b • Email: podcast@consultantsway.com Interested in being a guest? We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. --------------------------------------------------------------------------------------------------------- In this episode of The Consultant’s Way, Mitchell Palsson joins Dean and Anthony to explore a critical blind spot in professional services: the lack of business acumen across many consulting teams—and the impact it has on client value, internal credibility, and career development. Mitchell, a PS operations leader turned chief of staff, shares how his own path revealed the disconnect between technical consulting excellence and true business understanding. While consultants are often deeply knowledgeable about their product or platform, they frequently struggle to connect that knowledge to client outcomes—or communicate effectively with executives inside and outside the business. He argues that this isn’t a skills gap—it’s a development gap. Many organizations have deprioritized investment in their people, leaving consultants to figure out business basics like revenue recognition, margin, and customer lifetime value on their own. And when consultants don’t understand how the business works, they can’t articulate their impact, defend the value of services, or build long-term relationships with clients. Throughout the conversation, Mitchell offers a call to action for PS leaders: invest in your people beyond the technical. Help them connect their work to what matters to the business and the customer. Track more than project dates—track how your work drives revenue, retention, and stickiness. And train your teams to speak the language of both clients and executives. Whether you're leading a PS org, building your own business acumen, or trying to turn technical SMEs into trusted advisors, this episode delivers a thoughtful, experience-based look at how to bridge the gap between delivery and impact. | |||
| Season 2, Episode 15: The Professional Services Identity Crisis | 14 Apr 2025 | 00:35:33 | |
About The Consultant's Way Podcast The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: • Build high-performing consulting and professional services teams • Differentiate your offerings and increase organizational growth • Deliver exceptional client value and drive impactful outcomes Brought to you by: • McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ • The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/ ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b • Email: podcast@consultantsway.com Interested in being a guest? We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. ----------------------------------------------------------------------------------------------------------- In this episode of The Consultant’s Way, Ghazal Moore joins Dean and Anthony to tackle a long-standing and deeply entrenched challenge in SaaS: the identity crisis of professional services. Are they meant to be a revenue-generating business unit? A loss leader? An afterthought bundled into product deals? The answer, for many organizations, is murky—and the consequences of that ambiguity are real. Ghazal draws from her 20+ years of experience across consulting, SaaS, and operations to explain how misalignment between executive leadership, sales, customer success, and professional services creates ongoing confusion, shifting priorities, and internal friction. That misalignment doesn't just frustrate employees—it impacts retention, weakens customer outcomes, and erodes the perceived value of services. She contrasts organizations that intentionally operate PS as a loss leader—with aligned KPIs and clear expectations—against those that fall into it by accident, stuck between revenue goals and a culture of “just give it away.” The result? Overworked teams, underperforming financials, and a slow bleed of talent. But the episode doesn’t stop at diagnosis—it offers a path forward. Ghazal shares a practical three-part framework focused on:
She emphasizes the importance of treating sales as a customer, tracking time spent on non-billable but valuable work, and giving professional services teams the tools and autonomy to control their own destiny—even within complex SaaS ecosystems. Whether you’re leading a PS team in a fast-growing tech company, trying to make your case for investment, or just tired of being everyone’s favorite fire drill, this conversation offers grounded, strategic advice you can act on today. | |||
| Season 3, Episode 1: Owning Your Destiny in the AI Era | 27 Oct 2025 | 00:37:03 | |
About The Consultant's Way Podcast The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: • Build high-performing consulting and professional services teams • Differentiate your offerings and increase organizational growth • Deliver exceptional client value and drive impactful outcomes Brought to you by: • McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ • The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/ ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b • Email: podcast@consultantsway.com Interested in being a guest? We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. -------------------------------------------------------------------------------------------------------------------- The consulting world is living through a transformation that feels as big as the leap from typewriters to touchscreens. In this episode, Dean McMann and Anthony Paluska sit down with Richard Henderson, a global Professional Services leader whose path runs from cello performance to SaaS strategy, to talk about what this AI-driven era really means for consulting. What begins as a conversation about artificial intelligence quickly turns into something much deeper. The group explores what it means to own your destiny as a professional in a world where machines are learning faster than ever. Richard challenges the idea that AI will simply replace human work and argues that the real competitive edge now lies in the skills that are hardest to automate: curiosity, empathy, storytelling, trust, and creativity. From there, things get lively. The trio dives into Richard’s favorite metaphor, basketball, and explores what it would look like if consulting had its own 24-second shot clock, a film room for reviewing performance, and even a combine to test the next generation of consultants. The parallels between sports, leadership, and consulting performance are uncanny and at times hilariously accurate. Throughout the discussion, one theme keeps resurfacing: accountability. Whether you are leading a global PS organization or just getting started in your consulting career, Richard makes a compelling case for treating your own development with the same rigor athletes bring to their craft. Equal parts energizing and thought-provoking, this episode blends AI strategy, talent development, and practical wisdom into one fast-moving conversation. If you have ever wondered how to stay relevant when technology keeps evolving or what basketball can teach you about being a great consultant, this one is worth every minute. | |||
| Season 2, Episode 14: Keeping the Lights On Isn't Enough | 07 Apr 2025 | 00:58:36 | |
About The Consultant's Way Podcast The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: • Build high-performing consulting and professional services teams • Differentiate your offerings and increase organizational growth • Deliver exceptional client value and drive impactful outcomes Brought to you by: • McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ • The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/ ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b • Email: podcast@consultantsway.com Interested in being a guest? We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. ---------------------------------------------------------------------------------------------------- In this episode of The Consultant’s Way Podcast, Dean and Anthony sit down with Bo DiMuccio, head of the Professional Services practice at TSIA and one of the most respected voices in the industry. Together, they unpack the findings of TSIA’s 2025 State of Professional Services report—and the reality check is as eye-opening as it is insightful. Bo shares why, despite ongoing disruption, embedded professional services organizations still look strikingly similar to how they did five years ago—and why that's both a strength and a warning sign. The conversation dives deep into the paradox of PS leaders trying to “keep the lights on” while also transforming their operating models to support subscription revenue, AI integration, and scalable delivery. They explore why strategies around AI and recurring service models are gaining attention, but implementation is lagging, with only 3% of PS leaders rating their AI maturity as high. Bo also highlights the top four challenges PS leaders are grappling with today, which split evenly between operational efficiency and long-term transformation. Throughout the episode, Bo calls out a critical problem: too many PS leaders are operating without a documented strategy, leading to misalignment, unrealistic financial expectations, and missed opportunities. He explains how lacking a clear mission often forces PS teams into reactive mode, distorting their business models and creating friction with executive stakeholders. Whether you're trying to build a scalable PS function, make sense of AI’s role, or just stop being the “tail” in a product-led org, this episode is packed with data, experience, and practical advice to help PS leaders take control of their future. | |||
| Season 2, Episode 13: Smart Staffing for Agile Consulting Teams | 31 Mar 2025 | 00:32:18 | |
About The Consultant's Way Podcast The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: • Build high-performing consulting and professional services teams • Differentiate your offerings and increase organizational growth • Deliver exceptional client value and drive impactful outcomes Brought to you by: • McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ • The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/ ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b • Email: podcast@consultantsway.com Interested in being a guest? We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. ----------------------------------------------------------------------------------------------------------- In this episode of The Consultant’s Way Podcast, Dean McMann and Anthony Paluska sit down with seasoned professional services leader Brian Silverman to talk about one of the most overlooked—and most critical—aspects of running a high-performing PS organization: strategic workforce planning. Brian unpacks the real-world implications of getting staffing wrong: delayed revenue, client dissatisfaction, burnout, and missed growth opportunities. He explains why the “just-in-time” staffing mindset doesn’t work in consulting, and why so many PS orgs fall into the trap of reacting to demand instead of planning for it. From building a proactive hiring model to embracing college recruiting as a long-term strategy, Brian offers practical advice for leaders who want to create a staffing strategy that scales. The conversation covers the balancing act between utilization metrics and talent development, the risks of holding onto underperformers, and how having a strong “next person up” bench can transform a practice. Brian also shares insights on leveraging third-party partners effectively—without damaging client trust or team morale. Whether you’re managing a team of 10 or 1,000, this episode will challenge you to rethink how you’re developing talent, planning headcount, and preparing your firm for what’s next. | |||
| Season 2, Episode 12: How Market Shifts and AI Are Reshaping Consulting | 24 Mar 2025 | 00:25:23 | |
About The Consultant's Way Podcast In this episode of The Consultant’s Way Podcast, hosts Dean McMann and Anthony Paluska discuss key events shaping consulting and professional services. They start by analyzing the new administration’s efforts to cut government spending, including the cancellation of 22 consulting contracts totaling $45 million. While these cuts mainly affect firms specializing in government contracts, they signal a broader shift toward scrutinizing consulting expenditures. The hosts debate the long-term impact, acknowledging that while some realignment is necessary, the ripple effects could disrupt Washington, D.C.'s economy and lead to job losses. They also note some consulting firms may still find opportunities advising on these very cost-cutting initiatives. The conversation shifts to the trend of professional services teams in SaaS and product companies expanding beyond implementation. Many organizations now push PS teams toward strategic, consultative roles, increasing their value and making software offerings “stickier” with clients. The hosts question whether this is an industry-wide movement or a trend among firms already inclined toward this shift. They express interest in gathering data to determine if this transformation is a corporate mandate or an organic evolution led by ambitious PS leaders. Next, they discuss research from Future CIO on barriers to enterprise software adoption. Findings reveal that internal misalignment on desired outcomes, uncertainty about vendor capabilities, and disagreement on key features are major hurdles. The hosts note these challenges highlight the need for tech providers to go beyond selling software and instead help clients clarify business objectives before making a purchase. Finally, they explore the latest AI developments, specifically DeepSeek’s cost-effective AI model. SAP’s CEO recently praised this innovation, suggesting it could democratize AI access for mid-sized tech firms previously unable to compete with giants like Google and Meta. The hosts agree this shift could level the playing field and accelerate AI adoption across industries. They close by emphasizing the need to stay ahead of these changes and invite listeners to share topics for future discussions. | |||
| Season 2, Episode 11: Winning in SaaS by Shifting from Land Grab to Growth | 17 Mar 2025 | 00:28:18 | |
About The Consultant's Way Podcast Bob explains that many SaaS firms still operate under outdated acquisition-focused models, failing to see they are running three distinct businesses—customer acquisition, upsell and expansion, and renewals. Companies that master all three are thriving in today’s tighter buying climate. This shift demands a new mindset, new talent, and a stronger emphasis on consultative selling over pure tech deployment. A major theme is positioning. Bob stresses that companies must shift from feature-driven messaging to problem-driven storytelling. Buyers are overwhelmed with tech options and need a compelling reason to act. The most successful firms sell a big, high-stakes problem rather than just a product, carving out a unique and defensible position—what he calls “owning a corner of the room.” The conversation also touches on AI as both a disruptor and opportunity. While AI is transforming businesses, Bob argues that simply adding “AI” to a product won’t drive real differentiation. Instead, companies need a clear, specialized AI narrative tied to solving critical business problems. The episode closes with a call for professional services leaders to take charge of this transformation. Those who embrace a consultative, problem-solving approach will become the key differentiators in their markets. | |||
| Season 2, Episode 10: Helping Clients Uncover What They Really Need | 10 Mar 2025 | 00:22:25 | |
About The Consultant's Way Podcast Dan emphasizes the critical role consultants play as "corporate therapists," uncovering real issues beneath surface-level concerns. He illustrates this with an example from the food and beverage industry, where clients may believe recipe errors are the problem, but the real issue lies in outdated systems and infrastructure. His approach involves deeply understanding the business, stakeholders, and underlying causes before crafting a solution, ensuring clients feel involved rather than being handed a pre-packaged answer. The conversation also explores the challenges of shifting organizations from product-based selling to solution-driven consulting. Dan recounts times when executives resisted this evolution, preferring to sell straightforward products over complex solutions requiring consulting and professional services. He discusses navigating internal resistance by selectively adopting leadership guidance while demonstrating the value of a holistic, outcome-driven sales approach. A major theme of the discussion is trust. Dan highlights that successful consulting isn’t just about having the right technical solution—it’s about fostering strong relationships. Clients buy from people they trust, and trust is built by understanding their needs, providing early value in conversations, and making them feel like co-creators of the solution. Dean and Anthony praise Dan’s ability to craft his own messaging and solutions, noting how he’s thrived even in organizations that failed to provide structured marketing or positioning support. The episode closes with a key takeaway: success in consulting is rooted in relationships, trust, and a problem-solving mindset. | |||
| Season 2, Episode 9: How Remote Consulting Is Changing Client Relationships | 03 Mar 2025 | 00:23:40 | |
About The Consultant's Way Podcast The conversation explores the growing trend of remote professional services and the challenges it presents, particularly in fostering client relationships and mentoring junior consultants. Prashant notes that while remote work increases efficiency, it also makes it harder to build personal connections and learn from in-person interactions. He emphasizes the value of on-site engagements, where informal moments—like sharing a meal—allow for deeper client relationships extending beyond a single project. As professional services teams move from implementation to more strategic, outcome-based consulting, Prashant stresses the importance of soft skills training. He believes consultants must learn to communicate solutions effectively, navigate client concerns without creating resistance, and develop a consultative mindset rather than just solving technical problems. He also touches on imposter syndrome, sharing how he overcame self-doubt by asking clarifying questions, seeking mentorship, and continually learning from industry experts. The episode highlights the broader theme of career growth, particularly for those transitioning from technical to leadership roles. Prashant shares his experience leading a managed services initiative, where he had to navigate uncertainty, align leadership expectations, and push through resistance from different teams. He advocates for a mindset of trial and learning, believing failing and iterating are essential parts of growth. The hosts commend Prashant’s journey as a technical professional who embraced consulting and an individual who successfully adapted to a new culture and business environment. They close by emphasizing that consulting remains an evolving field | |||
| Season 2, Episode 8: Navigating Change in Professional Services in 2025 | 24 Feb 2025 | 00:19:28 | |
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| Season 2, Episode 7: The Shift from Time-Based Billing to Value-Driven Services | 17 Feb 2025 | 00:28:00 | |
About The Consultant's Way Podcast Alex shares insights on the Service Points Model, shifting from traditional time-based billing to a value-driven, consumption-based system that enhances customer engagement and efficiency. He outlines the challenges of traditional SaaS service models, where ongoing client changes get bogged down in lengthy approval processes. Unifyr’s points-based system allows customers to pre-purchase service points, streamlining transactions and shifting the focus from hours worked to value delivered. This approach reduces admin overhead, improves forecasting, and enhances staffing visibility. The discussion explores the benefits of bundling service points into tiered support packages, integrating technical account management, training, and ongoing customer enablement. By embedding service support into contracts, Unifyr has boosted client retention and reduced churn. Alex compares this model to a subscription service, where customers who actively use their points see greater success and deeper engagement. Dean and Anthony dig into how this shift makes professional services more strategic, driving customer adoption, success, and revenue growth. Alex explains how PS teams work with customer success managers to proactively reduce low adoption risks, ensuring clients maximize value. The episode wraps with Alex’s advice for firms hesitant to move away from traditional billing. He emphasizes constant innovation, breaking free from outdated pricing models, and overcoming fear of change. With an engaging and insightful discussion, this episode offers a fresh perspective on making professional services more scalable, predictable, and customer-aligned. | |||
| Season 2, Episode 6: Transforming Professional Services into a Strategic Asset | 10 Feb 2025 | 00:27:04 | |
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| Season 2, Episode 5: Balancing Consulting Skills, Pricing Models, and Client Expectations | 03 Feb 2025 | 00:27:39 | |
About The Consultant's Way Podcast The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: • Build high-performing consulting and professional services teams • Differentiate your offerings and increase organizational growth • Deliver exceptional client value and drive impactful outcomes Brought to you by: • McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ • The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/ ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b • Email: podcast@consultantsway.com Interested in being a guest? We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. --------------------------------------------------------------------------------------------------------------- In this episode of The Consultant’s Way Podcast, hosts Dean McMann and Anthony Paluska sit down with Neil Parekh, a seasoned professional services leader, to discuss the evolving landscape of consulting, the shift from traditional billing models, and the importance of balancing technical expertise with consulting skills. Neil shares insights from his career in IT and professional services, noting that buyer expectations have dramatically shifted over the years. Clients are more informed than ever about technology and business solutions, meaning the old-school approach of staffing projects with junior consultants while a senior leader parachutes in no longer works. Instead, firms must focus on delivering real value, strategic advice, and tangible business outcomes. One of the biggest changes in professional services is the transition from time-and-materials (T&M) billing to fixed-fee and outcome-based models. Neil explains that while T&M was once the gold standard, today’s clients expect clearer pricing, predictable costs, and guaranteed results. However, this shift creates challenges for firms that must rethink how they price, sell, and staff projects while ensuring profitability. Fixed-fee engagements demand better planning, stronger consulting skills, and a disciplined approach to execution—qualities that many organizations are still developing. The discussion also touches on how consulting teams must evolve, particularly in developing the soft skills needed to engage clients effectively. Many technical experts struggle with client-facing interactions, and Neil emphasizes the need for training, mentoring, and structured learning to help them grow into trusted advisors. With hybrid and remote work limiting traditional mentorship opportunities, firms must be more intentional about developing consulting skills in a digital-first environment. The episode closes with a conversation about external pressures on professional services firms, particularly from private equity and investors. Neil hi | |||
| Season 2, Episode 49: Special Report - Professional Services at a Crossroads of Change | 14 Oct 2025 | 00:25:54 | |
About The Consultant's Way Podcast The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to: • Build high-performing consulting and professional services teams • Differentiate your offerings and increase organizational growth • Deliver exceptional client value and drive impactful outcomes Brought to you by: • McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ • The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ Connect with us: • LinkedIn: ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/ ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b • Email: podcast@consultantsway.com Interested in being a guest? We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode. ---------------------------------------------------------------------------------------------------------------- Professional Services is at an inflection point. In this episode of The Consultant’s Way Podcast, Dean and Anthony dig into the findings of a new Embedded Professional Services Report, the first study of its kind to capture the state of PS organizations across SaaS and product companies. What they found confirms what many leaders have been feeling. Pressure is mounting from every angle. Internally, PS teams are being asked to drive revenue, create stickiness, and take on a more strategic role. Externally, new competitors and technologies—especially AI—are reshaping the way services are delivered and valued. No matter the company size or industry, the themes were consistent: expectations are rising, models are shifting, and the old “middle ground” approach may no longer be viable. The conversation highlights how PS leaders are navigating this landscape, from market maturity challenges to leadership buy-in. Anthony shares why some teams are finding success by clarifying their role, simplifying portfolios, and building intentional offers, while others remain stuck in reactive mode. The data points are eye-opening, but it’s the implications for careers, leadership, and the very identity of PS that make this report essential listening. Whether you are a PS leader trying to influence your executive team, a consultant interested in where the industry is heading, or simply someone who wants to understand how organizations are adapting in real time, this episode offers both perspective and encouragement. The choice ahead for PS is clear: become more advisory and outcome-driven, or double down on efficient delivery tied tightly to product adoption. Both paths are viable, but being stuck in between is not. Tune in to hear Dean and Anthony break down the report, share what surprised them, and offer practical ideas for how PS organizations can chart their course forward. You can access the full report here: https://mcmannransford.com/embedded-ps-report-2025-balancing-growth-goals-with-long-term-roles/ | |||
| Season 2, Episode 4: Escaping the Implementation Trap for SaaS Success | 27 Jan 2025 | 00:30:01 | |
About The Consultant's Way Podcast | |||
| Season 2, Episode 3: Mastering the Art of Selling Professional Services | 20 Jan 2025 | 00:29:17 | |
Dean McMann and Anthony Paluska of The Consultant's Way Podcast explore the nuances of selling professional services, emphasizing the importance of engaging early in the decision-making process. They introduce a framework highlighting three pivotal questions executives consider when purchasing: whether to act, how to act, and with whom to act. To avoid being relegated to a mere vendor, they stress the need to focus on the "whether" and "how" stages, where the most value can be demonstrated, rather than competing solely on price during vendor selection. The hosts underline the importance of building relationships by letting ideas carry the conversation and relaxing in meetings to foster genuine dialogue. Professional services, they note, are not product sales and should avoid the pitfalls of over-preparing or leading with case studies. Instead, success lies in showcasing expertise through insightful questions and tailored guidance that align with the client’s needs. McMann and Paluska also discuss the challenges of integrating professional services into broader sales efforts, emphasizing the value of team selling. They note that collaboration between consultants and sales teams is essential to manage client expectations effectively and reduce risks. This requires preparation, empathy, and a unified approach to delivering solutions. The ability to navigate between technical and strategic conversations further enhances credibility and helps address challenges in complex sales environments. Key attributes of successful professional services sellers include being content-rich, conceptual, and genuinely interested in client outcomes. They advocate for developing consultative skills alongside traditional sales practices, which can be trained and honed over time. Additionally, McMann argues that selling more services is a moral imperative—essential for creating lasting value for clients. The episode concludes with practical advice for handling challenging meetings, interrupting constructively, and managing pricing conversations. By meeting clients where they are, sellers can reframe discussions to focus on partnership and mutual success. These strategies, McMann and Paluska assert, are vital for thriving in the professional services marketplace. | |||
| Episode 2: The SaaS Paradox - Why More Services Isn't Always Better | 13 Jan 2025 | 00:27:07 | |
This episode of "The Consultant's Way Podcast" features Bill Henry, a seasoned executive who shares insights from his journey from consulting to running global product and software companies. Henry discusses the fundamental differences between pure professional services and product-attached services, particularly in the SaaS world, where too much services revenue can actually decrease company valuation. The conversation explores the challenges of software implementation in the SaaS era, with Henry noting that many customers only realize a fraction of their software's value due to inadequate implementation processes. He emphasizes that while customer success teams are important, they don't fully address the need for tailored solutions that professional services provide. A significant portion of the discussion focuses on Henry's international business experience, particularly in Europe. He highlights the misconception of treating Europe as a single market, explaining how different countries have distinct business cultures, decision-making processes, and market dynamics. For instance, he shares how SAP's dominance in Europe created unique challenges compared to the U.S. market. Henry provides valuable insights into cross-cultural communication, describing how phrases like "quite okay" in Belgium versus "great" in America carry very different meanings. He also contrasts American and European approaches to problem-solving, noting that Europeans tend to take a more holistic, process-focused approach compared to the American tendency to attribute problems to individuals. The discussion concludes with Henry sharing experiences about international contract negotiations, particularly in Asian markets, where signing a contract might be viewed as just an early milestone rather than the end of negotiations. He emphasizes the importance of understanding cultural nuances in communication, such as how "yes" might mean "I heard you, but I still disagree" in some Asian cultures, and how asking the right questions becomes crucial in cross-cultural business interactions. | |||
| Episode 1: The Profit Pivot: Redefining Professional Services Success | 06 Jan 2025 | 00:29:27 | |
In this episode of The Consultant's Way Podcast, hosts Dean McMann and Anthony Paluska interview Brian Freeman, Vice President of Professional Services at Zywave, a SaaS InsurTech company. With 25 years of experience, including 12 years in Big Four consulting and 10 years in SaaS professional services, Freeman discusses the shifting landscape of professional services organizations. Freeman explains how the industry has moved from a hypergrowth mindset to focusing on profitable growth over the past two years. This transition has placed greater emphasis on professional services organizations as key contributors to driving profitable growth. He emphasizes the importance of viewing professional services as a "business inside a business," with its own products, marketing, pricing, and delivery mechanisms. The conversation delves into the challenges of achieving profitability, including the need for executive alignment, particularly with the CEO and CFO. Freeman stresses the importance of measuring both leading indicators (like services bookings) and lagging indicators (like margins) to track progress. He advocates for breaking down profitability metrics by different offers and project levels, while acknowledging that imperfect data shouldn't prevent organizations from taking action and testing hypotheses. Freeman also discusses the evolution of professional services teams from being primarily implementation-focused to developing more comprehensive business development and sales capabilities. He emphasizes the importance of quantifying opportunity costs when making strategic decisions about which services to offer and how to price them. The episode concludes with three key takeaways: the critical nature of executive alignment on both high-level strategy and detailed execution, the importance of establishing and tracking leading and lagging indicators, and the need for professional services leaders to identify and address knowledge gaps by leveraging internal resources and external networks. The hosts note that this conversation only scratches the surface of the complex journey toward professional services profitability in the SaaS industry. | |||