Boutiques are primed to win - if you tighten scoping, build an embedded sales culture, and obsess over 5 unsexy KPIs. In this episode, Ben Edwards (CMap & Consulting Pulse) and Matt go deep on what’s really happening in pro services right now: slower decisions, margin squeeze, and how the best boutiques are still crushing it with sharper positioning, productised offers, and data-driven ops. Ben breaks down the operations black hole most firms fall into - and how to fix it - plus an ...

Building a consultancy that helps other consultancies hire better - what does that actually take? In this episode, Caroline Boston, Managing Director of New Minds, shares the origin story behind her people-strategy firm and the hard-won lessons from partnering with boutique and challenger consultancies. We dig into the hiring do’s and don’ts that prevent expensive misfires, how to balance permanent teams with an associate bench without wrecking utilisation, and why clear career paths and role...

In this episode of The Consultancy Edge, host Matt Hodkinson sits down with Leena Sowambur, founder of Marcoms by Leena, whose career spans 25 years in digital marketing and PR, including global campaigns for icons like Beyoncé and Take That. Leena unpacks the so-called “expertise apocalypse” and the rise of AI-driven “Beachside Bros,” exploring how distorted visibility and performative purpose dominate today’s market. She shares candid advice for consultants on staying authentic, focusing ...

If you're tired of spammy sales cadences and tired outreach tactics, this episode is for you. I sit down with Mikey Hanson, founder of Growth Genie, to explore how consultancy leaders can break free from referral dependency and ignite real conversations with ideal prospects. Mikey reveals why polite persistence outperforms one-and-done outreach, how to leverage client stories to craft sales playbooks that actually convert, and his COSMIC framework for selling without ego while tapping into ge...

In this episode of The Consultancy Edge, I interview John Barrows, CEO of JB Sales, whose journey from hammering out 400 cold calls a week to advising Salesforce, LinkedIn and Amazon has made him one of the most respected voices in sales. We unpack why so many founder-led sales teams stall, how John rebuilt his business after losing $6 million in revenue virtually overnight and why authenticity - not AI - will be your ultimate sales advantage. John shares his no-nonsense approach to prospecti...

Most case studies suck. They’re long. They’re fluffy. They’re written for your ego, not your buyer’s anxiety. On this week’s episode of The Consultancy Edge, I speak with James de Roche, founder of Lead Comet, who’s on a mission to fix that. James shares how to build case studies that actually sell—not just tick a box. We explore: Why the standard “Challenge - Solution - Results” format is brokenThe proof assets that really build trust when you're not in the roomHow to capture ROI your pro...

What happens when the referrals stop rolling in? On this episode of The Consultancy Edge, I’m joined by Martin J. Williams - founder of Camford Management Consultants and the mind behind frameworks like the Pyramid of Trust and the 3x9 marketing strategy. Martin doesn’t just talk theory. He shares the raw, unfiltered story of hitting financial rock bottom - then betting what little he had on a better way to market consulting services. We unpack the trap of over-relying on referrals, the uncom...

If your exit strategy is “someday,” this episode is for you. Shawn Walsh doesn’t pull punches. The CEO of Encore Strategic Consulting and co-author of The Pumpkin Plan for MSPs joins Matt Hodkinson to talk about building businesses that grow without you - and don’t collapse when life throws a curveball. From founder-led sales bottlenecks to the myth of “hire slow, fire fast,” this episode rewires the way consultants think about growth, succession and true leadership. Shawn reveals why gross p...

The brand halo is dead. That’s the bold claim from Omaro Maseli - and she’s got the research to back it up. On this episode of The Consultancy Edge, Omaro joins Matt Hodkinson for a fascinating deep dive into the future of consulting. From G20 stages to boutique boardrooms, Omaro’s journey has taken her from law and public policy to advising global consulting firms on how to stay relevant in a world that no longer buys brand by default. Together, they explore: Why consulting firms must now e...

Consultants love to overcomplicate growth. Funnels. Ads. Paid traffic. Big teams. But what if you could build a multi-seven-figure business without any of that? Jeanne Omlor did exactly that - starting at 54, in debt, as a single parent and with zero following. In this episode, Jeanne cuts through the bull**** and shares how she scaled fast by focusing on what actually moves the needle: offers that knock people’s socks off, organic outreach, raw content and obsessive attention to the numbers....

Send us a text £10m exits. KFC chaos. And the truth about consultancy growth. In this episode of The Consultancy Edge, Matt sits down with Marc Jantzen, founder of The Consultancy Growth Network and former CEO of Blue Sky, which he scaled and sold to Capita for £10 million. Marc shares his unfiltered journey - from managing 200 people at KFC (yes, really), to leading a 17-year consultancy adventure filled with success, betrayal and ultimately, a lucrative exit. Expect lessons that go way beyo...

Send us a text Consultancy is still often seen as pale, male and stale. This episode is your wake-up call. Gillian Jones-Williams is the founder of Emerge, a coaching and training consultancy specialising in leadership, women’s development and DEI. She’s seen it all: mishandled harassment cases, performative panel invites, surface-level “initiatives” that change nothing - and cultures that quietly exclude. In this powerful and practical episode, she shares: Why inclusion must be built into ev...

Send us a text Truth is attractive. That’s Craig Herd’s mantra - and this episode proves why. Craig is the founder of Consultancy Growth. He works with boutique consultancy founders to help them scale sustainably, systemise growth and escape the treadmill they built for themselves. In this candid conversation, Craig gets fun, fascinating and focused on what it really takes to build a consultancy that doesn’t burn you out - or bore you senseless. We cover: Why your content should give away the...

Send us a text Still waiting on referrals to fill your pipeline? Danilo Kreimer says that’s not a growth strategy - it’s a gamble. In this episode of The Consultancy Edge, I sit down with Danilo, founder of the Boutique Consulting Club, to dig into the brutal truths behind go-to-market success for early-stage consultancies. We get into: Why referrals run dry - and what to do insteadThe secrets to building a real business development habitHow to position your consultancy so clients say “yes” f...

Send us a text How do you take a consultancy from zero to £20m in just seven years? Marcia Marini did it - and then became the first female executive leader at Mott MacDonald Group. In this powerhouse episode of The Consultancy Edge, Marcia shares the turning points that fuelled her firm's explosive growth, the challenges of integrating into a global giant and why boutiques have the upper hand against the big consultancies. She also breaks down: The one move that transformed her business traj...

Send us a text Think great leadership is all about talking? Think again. In this episode of The Consultancy Edge, communication expert Isobel Camier breaks down why listening is the ultimate leadership superpower - especially when managing Gen Z. Who make up at least 20% of our workforce btw! We tackle: The presenteeism trap - why showing up doesn’t mean switching onGen Z expectations - how to engage a generation that demands promotions every yearReducing communication - why less is more in t...

Send us a text On this episode of The Consultancy Edge, I talk with Florian Heinrichs of The Visible Authority. We dive deep into the power of positioning for consultancies, the pursuit of higher performance and the controversial stance on productising consulting services. Florian challenges conventional wisdom, arguing that productisation might actually accelerate the demand for experienced consulting. Tune in to hear bold opinions, strategic insights and why playing it safe won’t get you t...

Send us a text In this episode of The Consultancy Edge, I sit down with Matt Atkinson, a military veteran turned consultancy leader, to unpack his incredible journey from high-stakes operations to driving digital transformation and business growth. Matt shares how his decade of military service shaped his leadership style, decision-making and ability to act with clarity under pressure. We also explore his pivotal role in scaling Waymark from £700k to over £2.5m in just two years, the strategi...

Send us a text On the 12th episode of The Consultancy Edge, I talk with Dom Moorhouse - a powerhouse of scaling consultancy success with precision, culture and courage. Dom’s journey is nothing short of remarkable. From Royal Marine to founder of Moorhouse - a consultancy that grew to a £20m valuation - Dom has blazed a trail of success that continues to inspire. But that's just the tip of the iceberg.

Send us a text On this episode of The Consultancy Edge, I sit down with the incredible Umbar Shakir - a technologist, consultant and advocate for human-centered innovation. From her 25+ years of consulting experience to her forward-thinking perspectives on AI and organisational culture, Umbar delivers insights that challenge the status quo and inspire change. We cover rehumanising work, evolving consultancy culture and metrics that matter.