Climb In Consulting

Scaling up in a competitive sector, integrating new tech capabilities and responding to the continual push on fees, are all challenges that you’re probably wrestling with for your consultancy right now. And that’s why we invited today’s guest on to share his insights on how to solve these problems, having faced these challenges head on for both his own business and his clients. Jonathan Corrie has helped numerous consultancy firms navigate their way through these tricky waters and seize revenue-growing opportunities as CEO of Precursive, a professional services automation platform that helps turn services into repeatable products. In this episode of Climb in Consulting, Nick and Jonathan dive into the nitty gritty of productisation, discussing how consulting firms can make the leap from delivering one-off projects to providing a subscription-based service that drives up the value of your business. Nick and Jonathan explore the key elements to successfully productising all or part of your service, and some pitfalls to watch out for, including: - How to move from time and materials (TNM) to re-occurring to recurring revenue. - Why providing a repeatable service doesn’t mean you can’t charge premium fees. - How to design a product that harnesses the power of AI to accelerate and scale your service but doesn’t decimate the fees you can charge. - And why it’s so important that consultants stop talking like consultants. If you’re looking for new ways to grow your consultancy and want to harness the power of technology, Jonathan is the person to listen to. We hope you enjoy the show! Reach out to Jonathan: https://www.linkedin.com/in/jonathanfcorrie/ Learn more about Precursive: https://www.precursive.com/

For our milestone 150th episode of Climb in Consulting, we’re bringing back some of our top all-time guests—the individuals whose insights have resonated most with our listeners. Here’s who you’ll be hearing from in alphabetical order: - Adrian Bettridge - Keith Burgess - Mark Campbell - John Howard They’ll be answering five carefully chosen questions that dive deep into leadership, overcoming failure, setting goals, and personal growth. Here's a sneak peek at what they'll be sharing: 1. A Career-Defining Moment: What was the pivotal moment that shaped their leadership approach, and what did they learn from it? 2. Lessons from Failure: They'll reflect on how a failure—or what seemed like one—ultimately set them up for success. Expect some real-life “favorite failures” and the key lessons that came from them. 3. Evolving Goal Setting: From their early career days to now, how has their approach to setting and achieving goals changed? We’ll get the inside scoop on big goals and how they made them happen. 4. What Sets the Best Apart: After working with countless consultants, our guests share the traits that separate the best from the rest. What behaviors and mindsets consistently lead to success? 5. Books That Made an Impact: Since their last appearance, what books have influenced their thinking or leadership style? And how have they applied those insights in their work? Packed with the wisdom and practical advice that’s made these guests listener favorites, this episode is full of golden insights. Whether you’re new to consulting or a seasoned pro, there’s something for everyone. You won’t want to miss it!

How do you take a boutique doing a healthy $2m a year and transform it into an industry leader at $40m. In this episode of Climb In Consulting, Nick is joined by Mark Palmer, former Managing Director of OEE Consulting, to share his story of having done just that. Mark’s journey is a fascinating one, but also one that nearly didn’t happen. Had it not been for a chance meeting at a dinner party, Mark would have been on his way to McKinsey, and his story with OEE would never have begun. Fortunately for Mark, and for you listening, that chance meeting did happen and it led him on a journey to building OEE. A journey that he shares all of his advice, lessons, and learnings from in today’s episode. This conversation is packed with value, from the importance of client focus and collaboration to fostering a culture where successes and failures are shared by the whole team. Get ready to unlock the secrets to building – and scaling - a client-centric boutique consultancy, as we explore: How Mark's unique background equipped him for success in consulting. The strategies Mark and his team used to achieve phenomenal growth. Mark's approach to building a thriving team environment as well as strong client connections. This episode has so much in it to equip you to build a thriving consulting career - be that within a consultancy or leading your own. Reach out to Mark: https://www.linkedin.com/in/markpalmeroee/ Books, magazines, and websites mentioned in the show: Create Space: How to Manage Time and Find Focus, Productivity and Success by Derek Draper I'm Ok, You're Ok: A Practical Approach to Human Psychology, by Thomas Harris The Strategy of the Dolphin: Winning Elegantly by Coping Powerfully in a World of Turbulent Change, by Dudley Lynch and Paul L. Kordis Blackbox Thinking by Matthew Syed

Imagine building a high-performing consulting team of 40, brick by brick, from the ground up. That's the remarkable journey of Alan Frost, Partner at Forvis Mazars. In this episode of Climb in Consulting, Alan shares his inspiring story, and offers expert insights on cultivating a collaborative and empowering environment for consultants of all levels. Get ready to explore: - The unexpected benefits of an accounting background: Discover how Alan's experience as a chartered accountant provided a solid foundation for building a successful consulting team. - The pandemic's surprising silver lining: Explore how Alan's team leveraged remote work to strengthen collaboration, upskill, and build a deeper bond. - Why graduates are your secret weapon: Challenge the conventional wisdom about experience in consulting. Alan shares his philosophy on integrating graduates and creating a learning environment where they can flourish. - The team effort behind building trust: Learn why Alan prioritises a team-centric approach to client relationships, fostering trust and confidence across the entire consulting team. This episode is packed with insights for aspiring and seasoned consultants alike. Tune in and discover how Alan navigated an unconventional path to leadership, building a thriving team that delivers exceptional value to clients. We hope you enjoy the show! Reach out to Alan: https://www.linkedin.com/in/alan-frost/ Learn more about Forvis Mazars: https://www.forvismazars.com/uk/en Books, magazines, and websites mentioned in the show: - What Got You Here Won't Get You There, by Marshall Goldsmith: https://www.amazon.co.uk/What-Got-Here-Wont-There/dp/1846681375 - Will It Make The Boat Go Faster? by Harriet Beveridge: https://www.amazon.co.uk/Will-Make-Boat-Faster-Olympic-winning/dp/1838592962/ref=sr_1_1?crid=2GTLPAR2S16MP&dib=eyJ2IjoiMSJ9.A1QCCDHoKTiMOf__m-O3ZNlv96CzQKcjWmx6KbbNCYEfmEl6IvlH4WjkYJEAn68_3khQh1OGDFZX7jvcpar3Q_K3_iuyjgTohSEU37lq3X0xv2FidLwzVLmhi3_dlJ5l.PtxYAz3cxK6YcHY6OFVJyBJgSCs2XRZdjS3RLJnUbmY&dib_tag=se&keywords=Will+it+make+the+boat+go+faster%3F&qid=1719320593&s=books&sprefix=will+it+make+the+boat+go+faster+%2Cstripbooks%2C88&sr=1-1

Is your firm relying on the same handful of ‘rainmakers’ to bring in business? The latest episode of Climb in Consulting looks at the practical steps consultancies need to take to build a scalable sales engine that fuels growth and removes risk. Nick was joined by Alan Morton, Managing Director of SBR Consulting, a specialist global consultancy that focuses on growth and revenue acceleration. On the day SBR Consulting hit its 1000th client milestone, Alan shared his insights on: - The dangers of client concentration: Discover how to avoid over-dependence on one key client or contact. - Demystifying (and democratising) sales: Remove the stigma around sales and create a culture where everyone embraces it as a way to add value and build trust. - The power of "coffee conversations": Turn casual chats into opportunities by using curiosity-driven questions to uncover challenges and potential solutions. - Moving beyond a hope-based strategy: Develop a systematic approach to winning business through active listening and asking the right questions. - Metrics that matter: Learn the key sales pipeline metrics you should be tracking to gain predictability and optimise your sales process. - Building a coaching culture: Discover how data-driven insights can be used to identify development needs and fuel a strong coaching culture within your consultancy. - CRM done right: Avoid the "garbage in, garbage out" trap and learn how to leverage a CRM system to gain valuable insights and improve your sales effectiveness. This episode is packed with practical takeaways that will help you transform your consultancy from a reactive business to a proactive growth machine. We hope you enjoy the show! Reach out to Alan: https://www.linkedin.com/in/alanmorton/ Learn more about SBR Consulting: https://sbrconsulting.com Books, magazines, and websites mentioned in the show: Man’s Search for Meaning by Viktor Frankl Screw It, Let’s Do It by Sir Richard Branson

Ready to supercharge your consulting career? Packed with insights, this episode of Climb In Consulting brings you a whole host of valuable advice from some of the industry’s leading figures. Regular listeners will know that we occasionally change gears to bring you special round-up episodes. And if you’re new to the show, sit back and enjoy, you’re in for a real treat! In every interview, we ask our guests one key question: "What's your single best piece of advice for aspiring consultants, managers, and those aiming for partner?" Since our guests represent diverse backgrounds and career paths, their answers are as unique as they are insightful. Many of you have told us these pieces of advice are like gold, so we compile them into special episodes – just like this one. This time around, get ready to hear from a fantastic selection of guests featured over the past eight months on Climb In Consulting. Our experts include: - Graeme Curwen, Co-Founder and CEO of Enfuse Group - Assad Ahmed, CEO of Phase 3 - Simon Dixon, CEO of Hatmill - Marc Jantzen, Founder of The Consultancy Growth Network - David Bailey, Strategic M&A Advisor - Graeme Freeman, Co-founder of Freeman Clarke - Mark Grice, Co-founder of Total Negotiation Group - Sarah Matthew, Founder of The Vibrant Company These thought leaders share practical strategies for navigating every phase of your consulting career, so whether you're just starting out or seeking that push to the pinnacle, this episode delivers actionable guidance and inspiration. Ready to climb to new heights? Tune in to the new Climb In Consulting episode and unlock your full potential. Enjoy the show!

Are you ready to take your consultancy to the next level? Then you’re in the right place! In the latest episode of Climb In Consulting, we delve deep into the world of consultancy marketing with Joe O'Mahoney, Professor of Consulting at Cardiff University and strategic advisor to consulting and tech leaders across the globe. This fantastic interview originally appeared in our brand new marketing podcast, Brand and Deliver, but it was packed full of so many gems, that we knew it was an episode that our Climb in Consulting audience wouldn’t want to miss. Tune in as Joe shares his unparalleled experience and sheds light on the crucial role marketing plays in propelling your firm to new heights. Here are some of the invaluable insights covered in this episode: - Craft a crystal-clear value proposition: Many consultancies struggle to define what will distinguish them from the masses and communicate it effectively. Learn how to develop a compelling value proposition that resonates with your ideal clients. - The power of "no": It's tempting to offer every service imaginable. However, strategically declining irrelevant projects allows you to develop deeper expertise in your niche, ultimately strengthening your proposition. - Pick up the phone: In today's noisy digital landscape, picking up the phone and fostering connections with existing and past clients is more important than ever. - Thought leadership: Discover how to create high-quality, reusable thought leadership content that positions you as a trusted advisor. - AI in marketing: The marketing landscape is constantly evolving, but what does AI mean for the future of consulting? This episode is a treasure trove of insights for any consultancy owner or marketer looking to harness the power of marketing to fuel growth. Tune in and gain the seasoned perspective you need to take your marketing efforts to the next level!

Forget climbing the corporate ladder. Today's Climb In Consulting dives into building your own. We welcome Sarah Matthew, founder of The Vibrant Company, as she shares her journey from bootstrapped startups to industry leader. Sarah's career is a masterclass in consultancy leadership. After moving from the corporate world of pharma marketing, she played a leading role in turning around the fortunes of an ailing marketing consultancy, before co-founding and selling her own successful consultancy, Virgo. In this fantastic episode, you'll learn the secrets to: - Avoiding the growth trap: How to build a sustainable consultancy that scales, without sacrificing your team. - Laying the groundwork for success: Ensure your consultancy is built on a rock-solid foundation before scaling. - Delivering client nirvana: Discover the three things clients crave most from their consultants (and how to provide them exceptionally). - Crafting your winning narrative: Develop a clear strategy and build a brand that resonates with your ideal clients. You’ll even learn why consultancies need to stop being jellyfish and instead embrace their inner swordfish! This episode is packed with hard-earned wisdom and valuable takeaways to take your career and consultancy to the next level, not one to be missed! Listen to the full episode now! Reach out to Sarah: https://www.linkedin.com/in/sarahmatthew/?originalSubdomain=uk Learn more about The Vibrant Company: https://thevibrantcompany.com/

The global pandemic threw a huge curveball at most businesses. Face-to-face interactions became a thing of the past, and consultancies offering in-person services found themselves struggling to adapt. But for Total Negotiation Group (TNG), strong leadership and a willingness to diversify helped turn the global crisis into a huge opportunity. In the latest episode of Climb In Consulting, Nick caught up with Mark Grice, Co-founder of Total Negotiation Group (TNG), a successful global consultancy that helps its clients to build more sustainable and valuable commercial partnerships. Nick and Mark explore how a clever pandemic pivot, along with a strong focus on asking the right questions, not only ensured the firm’s survival, but actually fueled phenomenal growth, helping them accelerate from £5m to £10m revenue during that time. They also dive into a huge number of topics, including: - The fascinating career journey that’s taken Mark from accounting to negotiating, via global stints at Guinness and Disney. - Why commercial negotiation has little in common with talking down hostages - despite what the movies would have you believe! - How TNG knew the time was right for them to expand into Australia – even though they were only in their second year of business. - Why finding the right business partner offers far more benefits than simply having two heads rather than one. - Why asking the right questions – and really listening to the answers – is the one crucial skill all business owners need to learn. …and much more besides! Mark’s story is fascinating and this episode is jam-packed with practical advice and insights for you to take away. Reach out to Mark: https://www.linkedin.com/in/markgrice1/ Learn more about Total Negotiation Group: https://www.totalnegotiation.com/ Books, magazines, and websites mentioned in the show: When Cultures Collide: Leading Across Cultures by Richard D. Lewis Getting to Yes: Negotiating an Agreement Without Giving In by Roger Fisher and William Ury