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AI is forcing consulting firms to rethink what clients are really paying for. In this conversation, originally recorded for The Leaders in Consulting Podcast, Olly Purnell, Managing Partner and Co-Founder of Q5, joins Kantata’s Sarah Edwards to explore how AI is reshaping the traditional consulting model, why specialist expertise is becoming more valuable, and how services firms need to evolve across talent, pricing, delivery, and growth. In this episode, they discuss: Why AI is disrupting the traditional consulting modelThe shift from generalist consulting to specialist expertiseHow delivery is moving toward shorter, higher-value engagementsWhy the future workforce needs both human judgment and AI fluencyHow pricing, culture, and growth strategies need to evolve To learn more about Leaders in Consulting, the exclusive hub for like-minded consultancy leaders visit their website: https://www.leadersinconsulting.com/ Hosted on Acast. See acast.com/privacy for more information.

What gets a professional services firm to $30 million won’t necessarily get it to the next stage of growth. In this special compilation episode, we revisit the best of four podcast conversations exploring what separates firms that successfully scale from those that stall.  Featuring insights from industry leaders Tom Rodenhauser, Ramone Param, and Alex Klein, we challenge conventional wisdom around pricing, profitability, client relationships, talent, and operations — and explore what needs to change as a firm grows.  Key topics include:  Price for value: Align pricing with the outcomes clients value most Grow profitably: Avoid top line growth that masks margin erosion Build beyond relationships: Turn client trust into a scalable growth strategy Scale expertise: Build organizational capability beyond individual star performers Make operations an advantage: Strengthen the systems, discipline, and governance needed to scale  Scaling isn’t just about winning more business or hiring more people. It’s about building a firm that can consistently deliver its best work — profitably and at scale. Hosted on Acast. See acast.com/privacy for more information.

AI adoption is accelerating across professional services — but for many firms, the promised gains in growth, margins, and predictability have yet to materialize. In this episode of Pursuit Power Half Hour, Brent sits down with Dave Valliere, Founder and CEO of Form & Function Consulting, to explore what separates firms simply experimenting with AI from those positioned to turn it into a true competitive advantage. In this episode, you’ll learn: Why AI productivity gains aren’t translating into business performanceWhat separates “AI-enabled” from “AI-ready” firmsHow AI can capture and scale your firm’s most valuable expertiseWhere services leaders should focus over the next 90 daysHow to measure AI by outcomes that actually matter To learn more about Form & Function Consulting visit: https://www.form-function.co/ Hosted on Acast. See acast.com/privacy for more information.

For years, AI conversations have centered on efficiency and automation, but what if that's asking the wrong question? In this episode, Banoo and AI strategist Jamie Bykov-Brett explore why the future of professional services won't be defined by replacing people, but by amplifying their expertise. From human-centric leadership to the rise of AI-human "centaur teams," this conversation challenges leaders to rethink how they prepare their organizations for the expertise era. Key topics covered include:Why expertise, not efficiency is becoming the ultimate competitive advantageThe three roles AI can play in an organizationThe essential skills every organization needs to develop Why AI strategies fail without people strategiesWhat professional services firms must do to thrive in the expertise era Learn more about Bykov-Brett Enterprises and the services they provide. Hosted on Acast. See acast.com/privacy for more information.

In this episode of The Professional Services Pursuit, Kantata presents a special TSIA session exploring what outcome-based pricing really means and why most professional services firms misunderstand it. Peter Fitzpatrick, VP of Value Engineering at Kantata, and Bo DiMuccio, Distinguished VP of Professional Services Research at TSIA, explain the difference between outcome-aligned and fully contingent pricing, why hybrid base-fee and performance models are gaining traction, and what firms must change operationally before putting revenue at risk. Why outcome-aligned pricing is different from true outcome-based pricingWhy hybrid pricing models are emerging as the most practical option for professional services firmsHow attribution, telemetry, cash flow, and client readiness can determine whether a model succeedsWhy firms should standardize and productize delivery before pricing measurable outcomesReal-world examples, and a clear roadmap for navigating the transition. Hosted on Acast. See acast.com/privacy for more information.

In this episode, Brent sits down with Tom Rodenhauser, Managing Partner at K2 Consulting Research, to discuss why AI is forcing consulting firms to rethink the way they create value. For decades, consulting firms have been paid for outputs — deliverables, implementations, and billable hours — with the assumption those outputs would drive meaningful business outcomes. But, that assumption is starting to break. Demand is still there. Clients are still buying. The model is holding, for now. But beneath the surface, AI is rapidly reshaping the economics of consulting. Firms that continue selling effort instead of impact risk competing on speed and price, while the firms that embrace measurable outcomes will define the next era of consulting. In this episode, you'll learn: Why AI is disrupting far more than productivityThe critical difference between outputs (deliverables) and outcomes (business results)Why outcome-based pricing remains difficult to implement, despite years of industry discussion.How consulting firms need to rethink utilization, compensation, client relationships, and commercial models for the AI era.Tom's predictions for the future of consulting Hosted on Acast. See acast.com/privacy for more information.

In this episode of The Professional Services Pursuit, Brent sits down with Kantata CEO Michael Speranza and Chief Product Strategy Officer Sarah Edwards to explore a growing challenge facing professional services firms: AI sprawl. Michael and Sarah discuss why professional services require a different approach to AI — one built around business context, connected operations, and institutional knowledge. They share their perspective on how firms can move beyond isolated automation to intelligence-driven operations, and how those ideas shaped the development of Kantata's newly launched Expertise Agent capabilities. Key topics covered:Why the explosion of AI tools and role-specific agents is creating more complexity, silos, and noise for professional services firmsThe critical role of business context in AI, and why better decisions require a connected view across sales, resourcing, delivery, and financialsThe launch of Kantata's Expertise Agent and why the company chose to build a context-aware AI superagent instead of workflow-specific agentsHow leading firms can capture institutional knowledge, learn from every project, and turn expertise into a scalable competitive advantageWhat will separate the highest-performing professional services organizations in the emerging "Expertise Era" To learn more about Kantata’s new AI capabilities, click here. Hosted on Acast. See acast.com/privacy for more information.

In this episode, we explore how professional services organizations can reduce project unpredictability by closing the gap between scoping, pricing, and delivery. Banoo sits down with Anish Udayakumar, Senior Vice President of Product Management and Customer Experience at Provus, for a thoughtful conversation on why projects that start with strong plans and healthy margins often end up facing scope creep, resource constraints, margin erosion, and delivery risk. Topics discussed in this episode include: Why margin erosion often goes unnoticed until late in the project lifecycleHow disconnected sales, delivery, operations, and finance workflows create unpredictable outcomesWhy resource availability, skill alignment, and capacity planning should be incorporated earlier in the quoting processHow unified data, AI, and historical project insights can improve scoping accuracy, pricing confidence, and delivery predictability Learn more about Provus at https://provus.ai/ Hosted on Acast. See acast.com/privacy for more information.

In this episode, Brent sits down with Sarah Edwards, Kantata’s Chief Product Strategy Officer, for a practical look at why consulting firms can no longer rely on headcount-driven growth — and how AI is reshaping the traditional talent pyramid. Together, they break down the three critical shifts redefining consulting — and what leaders need to prioritize now to activate smarter resourcing, pricing, and delivery models. Other topics covered in this episode include:  Why rising client expectations are putting pressure on delivery speed, cost, risk, and team capacityHow AI is changing consulting talent models, including the shift away from the traditional pyramid structureWhy outcome-based pricing, fixed-fee models, and productized services are becoming more importantHow connected data, trusted systems, and better operational visibility help firms make faster, more confident decisions Hosted on Acast. See acast.com/privacy for more information.

In this episode we share a conversation from a recent Leaders in Consulting podcast, where Kantata’s Chief Product Strategy Officer, Sarah Edwards, sits down with James Cawthorne, CEO of FOIL. At the center of the discussion is a shift every services leader is starting to feel: clients no longer want dependency — they want independence. James makes the case for “autonomic consulting” — a model focused on embedding capability directly into the client’s business. Instead of delivering answers, firms must build systems that encode knowledge, drive consistency, and enable better decisions at scale. In this episode, you’ll learn: Why competing on productivity in the age of AI leads to diminishing returnsWhat “system intelligence” actually means, and why it matters more than standalone AI toolsHow client expectations are shifting from support to true capability-buildingWhy dependency-based models are becoming structurally unstableWhat it takes to stay relevant when value, not effort, becomes the primary differentiator If you’re rethinking how your firm delivers value, and how to create more predictable, scalable outcomes for clients this conversation is a must-listen. Hosted on Acast. See acast.com/privacy for more information.

AI isn’t just disrupting SaaS, it’s forcing a fundamental rethink of what software is actually worth. In this episode, Brent sits down with Kantata CEO Michael Speranza to unpack the growing tension across the market: buyers questioning why they should pay for software they think AI can build, and boards pushing leaders to prove long-term, defensible value. The conversation goes beyond the hype to explore what truly survives in an AI-driven world, and why the future of SaaS has far less to do with code and far more to do with context. Key Topics CoveredThe new “build vs. buy” reality: Why buyers are questioning SaaS in the age of AI, and where that thinking falls shortWho’s actually at risk: The types of SaaS companies most vulnerable in this shift (and why)The death of code as a moat: How value is moving from product to data, workflows, and domain expertiseContext as the new advantage: Why owning deep customer understanding is becoming the ultimate differentiatorWhat survives — and wins: The traits of SaaS companies that will endure and thrive in an AI-driven market Read Michael’s recent article, AI Is Coming for SaaS. Just Not the Way You Think to learn more about this topic and his perspective on the SaaSpocalypse. Hosted on Acast. See acast.com/privacy for more information.

In honor of Women’s History Month, this episode features three very accomplished female leaders — Jennifer Schutz, Lauren Langston, and Melissa Korzun — sharing candid insights on their career journeys, pivotal moments, and the mindset shifts behind their success. The conversation highlights how growth comes not from linear paths, but from embracing opportunity, building confidence, and leading with authenticity. Key Topics CoveredHow curiosity, adaptability, and unplanned opportunities shape successful careersWhy leaning into challenges accelerates growth and opens new doorsThe role of self-awareness and authenticity in effective leadershipThe shift from execution to communication, influence, and alignment as you growHow to reframe setbacks as learning opportunities Book Recommendations for Leadership & Career GrowthMelissa’s Recommendations Crucial Conversations — Kerry Patterson, Joseph Grenny, Ron McMillan & Al SwitzlerRadical Candor — Kim ScottThe Secrets of Six-Figure Women — Barbara StannySwitch — Chip Heath & Dan HeathLead with a Story — Paul Smith Jennifer’s Recommendations Nice Girls Don’t Get the Corner Office — Lois P. FrankelExtreme Ownership: How U.S. Navy SEALs Lead and Win — Jocko WillinkHow Women Rise — Sally Helgesen & Marshall GoldsmithThe 48 Laws of Power — Robert GreeneYour Brain at Work — David Rock Lauren’s Recommendations Designing Your Life — Bill Burnett & Dave EvansPowerful — Patty McCordAmp It Up — Fred SlootmanScaling People — Claire Hughes JohnsonConscious Business — Fred Kofman Hosted on Acast. See acast.com/privacy for more information.

AI is no longer a futuristic add-on for consulting firms, it’s reshaping how firms operate, price, hire, and deliver outcomes. In this episode Brent sits down with Tom Rodenhauser of K2 Consulting Research (formerly Kennedy Intelligence) to unpack what’s actually happening inside consulting firms as they operationalize AI. From boutique firms building knowledge engines that rival global players, to the governance structures required to protect client trust, to the accelerating shift away from time-based billing, this conversation separates hype from reality. Key Topics Covered How boutique firms are competing with global giantsThe changing role of consultants (especially junior talent)Governance isn’t optional, it’s the prerequisite for trust.Transparency as a competitive advantageOutcome-based pricing is the future, but only for firms that can clearly define and measure results.Measurable internal impact and the time savings creating space for higher-value conversations and business development Hosted on Acast. See acast.com/privacy for more information.

In this special compilation episode, Brent revisits three powerful conversations with leaders who have fundamentally reimagined how agencies price, position, and deliver value. As AI accelerates productivity, procurement squeezes margins, and time-based billing becomes increasingly commoditized, one thing is clear: the traditional agency model is under pressure. The firms that redefine themselves as performance partners, not effort vendors, are pulling ahead. From valuation strategy to operational reinvention, this episode explores what it really takes to make the shift from selling hours to selling impact. In this episode, you’ll hear:Caroline Johnson, the Co-Founder of The Business Model Company discussing why selling time suppresses valuation — and how business model design can double or even triple firm multiples. (Ep. 63)Patricia Rothenberg, Global COO and General Counsel of renowned creative agency 72andSunny shares how they were able to eliminate individual timesheets and train teams to sell value instead of labor. (Ep. 94)Michael Farmer, Author of Madison Avenue Manslaughter and Madison Avenue Makeover - and the leader of Management consulting firm Farmer & Company provides practical lessons on leading scope discussions around outcomes—not procurement-driven deliverables—and what changes operationally when agencies focus on impact over hours. (Ep. 48) Hosted on Acast. See acast.com/privacy for more information.

In this episode of The Professional Services Pursuit, Brent is joined once again by Ramone Param, Managing Director at Kennedy M&A, to kick off a new series focused on mergers and acquisitions in professional services. Together, they reflect on the 2025 M&A landscape and look ahead to what 2026 holds for consulting firms navigating economic uncertainty, AI-driven disruption, and shifting buyer expectations. Ramone shares firsthand insights from the deal market, offering a clear view of where momentum is building, what buyers are prioritizing, and how firms can position themselves for stronger valuations in the year ahead. Key topics covered in this episode: What changed in 2025—and why optimism is returning in 2026Where buyer demand is strongestThe shift from buying headcount to acquiring AI-enabled consultants, proprietary data, and differentiated intellectual propertyNew value drivers in consulting valuationsRamone’s outlook on a potential transformational, cross-functional deal that could redefine the professional services landscape You can find Ramone’s newsletter by visiting: https://www.linkedin.com/in/ramoneparam/ Learn more about Kennedy M&A here: https://www.k2consultingresearch.com/ma-advisory Hosted on Acast. See acast.com/privacy for more information.