The Professional Services Pursuit

In this episode, we kick off a new series with Kennedy Intelligence, diving into the challenges and strategies for professional services firms aiming to break through the $30 million revenue ceiling. Throughout this series will be challenging some of the most persistent myths in the consulting growth journey, backed by real stories, real data, and some healthy debate.In this first session Brent is joined by Kennedy Intelligence experts Alex Klein and Tom Rodenhauser to discuss the critical importance of a strong, focused, compelling value proposition, and practical steps firms can take to achieve scalable growth. Key Topics Covered:Why a strong value proposition is essential (and what you're losing without it).The need to understand the specific role you play for your clients to effectively differentiateThe interplay between a firm's proposition, positioning (differentiation), and pricing strategy The common challenges firms face as they try to scale beyond $30 million in revenue, including over-reliance on principal relationships Exclusive Offer: Our listeners get preferred rates on Kennedy's market research, strategic advisory, performance improvement benchmarking, and M&A services! Mention Kantata for special pricing. Learn more at kenneyintel.com Hosted on Acast. See acast.com/privacy for more information.

In this episode, Banoo sits down with David DeWolf, President and CEO of Knownwell, to talk about what it really takes to move from AI experimentation to AI-powered transformation. With 75% of firms now supporting GenAI (per the 2025 SPI Maturity Benchmark report), the question isn't if—it's how you adopt it in a way that drives real results.David shares battle-tested insights and how Knownwell is helping service firms operationalize AI to strengthen relationships, prevent churn, and work smarter at every level. Here's what you'll learn:Why every relationship-driven firm needs a rock-solid operating model before layering on AI.How AI becomes your “Iron Man suit”—amplifying consultants with real-time sentiment and risk detection.Why the future of insight is natural information, not rigid data models.How businesses of the future will improve retention and growth over time.The winning formula: empower individuals from the ground up while transforming your operating model from the top down.Want more insights from David? Discover Knownwell and check out his podcast, AI knowhow. Hosted on Acast. See acast.com/privacy for more information.

When it comes to choosing and integrating new technology, the process can get messy—fast. In this episode, Banoo sits down with Austin Grigg, co-founder and CEO of Kalon Creative, to break down what it really takes to navigate a successful integration journey.Austin shares hard-earned insights on what makes or breaks implementation, how to bring the right stakeholders along for the ride, and why a smooth buying journey starts well before evaluation.Key topics discussed:Why preparation before tech evaluation is criticalHow to align stakeholders for smoother collaborationThe three main types of integration—and how to approach each oneAustin's top implementation tips for long-term successCommon challenges to watch out for (and how to avoid them)Additional resources:- Austin's free checklist for evaluating and implementing software integrations: https://www.kaloncreative.com/psp Hosted on Acast. See acast.com/privacy for more information.

In this episode of The Professional Services Pursuit, Brent is joined by Angela Navarro, CEO of Kinavic Leadership Acceleration, to explore how consulting firms can unlock the full potential of their partner and Managing Director (MD) talent. Angela shares her firm's unique methodology and why performance acceleration—not just leadership development—is key to success at the partner level.What you'll learn:Why partners and MDs are essential drivers of growth and revenueAlarming failure rates of direct-admit partners—and how to prevent themHow shorter ramp-up times and lateral hiring are reshaping partner careersTactical ways to support and accelerate new partner performance using data-driven strategiesLearn more about Kinavic Leadership Acceleration and access more insights at kinavic.com/insights Hosted on Acast. See acast.com/privacy for more information.

In this episode of The Professional Services Pursuit, Banoo welcomes Melissa Korzun, Vice President of CX Operations at Kantata. Together, they explore the critical role of change management in selecting, implementing, and optimizing new technology solutions. Melissa shares actionable insights on how to engage stakeholders early, drive adoption, and ensure long-term success beyond implementation. If you're navigating a technology transition, this episode is packed with practical strategies to help you manage change effectively.Key topics covered:Why change management is more than a buzzword and how it impacts technology adoption.The best time to start change management. Hint: It's earlier than you think!Identifying key players and ensuring alignment for successful adoption.Implementation vs. long-term adoption – why change management doesn't stop at go-live.How to enable and motivate teams to embrace new technology. Hosted on Acast. See acast.com/privacy for more information.

In this insightful episode of The Professional Services Pursuit, Brent sits down with Charles Gustine, Director of Customer and Market Insights at Kantata, to break down the key findings from the 2025 Service Performance Insight (SPI) Professional Services Maturity Benchmark Report. Together, they explore the emerging trends, challenges, and opportunities shaping the professional services industry—and, most importantly, how firms can use this data to gain a competitive edge. Whether you're looking to improve operational efficiency, get away from reactive resourcing, or better adopt AI, this episode is packed with strategic insights you won't want to miss.Key topics covered:Breaking down the 2025 SPI Benchmark Report – why this industry barometer matters and what its latest findings reveal.How economic shifts are reshaping professional services The evolving role of AI, both as a disruptive force and a tool for enhancing operational efficiency.Why talent satisfaction, client engagement, and operational performance must work together for long-term success.The power of PSA technology – how better forecasting and data-driven decision-making can give firms a strategic advantage.Read the full SPI Professional Services Maturity Benchmark Report today. Hosted on Acast. See acast.com/privacy for more information.

This episode features a special recording from a recent Kantata webinar with Dave Hofferberth, Managing Director at Service Performance Insights. Each year, the release of the SPI Professional Services Maturity Benchmark Report is a much-anticipated moment for the industry—and this year's findings are a wake-up call.Dave breaks down what truly sets high-performing firms apart and explores the key industry metrics and trends uncovered in this year's research. He also shares his optimism for 2025 and why information visibility will be the foundation of future success.Key Takeaways:The five pillars of the benchmark: Leadership, Client Relationships, Talent, Service Execution, and Finance & OperationsMajor trends and challenges professional services firms are facingStrategies to overcome industry hurdles and drive continuous improvementThe impact of maturity levels and PSA adoption on success Critical KPIs influencing client and employee satisfactionSee how your firm stacks up—download the 2025 Professional Services Maturity Benchmark here. Hosted on Acast. See acast.com/privacy for more information.

Join host Banoo on the Professional Services Pursuit as she welcomes Monique Ludwig, Director of Global Services PMO at Ciena. With 30 years of experience in technology and project management, Monique offers expert insights into optimizing professional services, operations and resource management. This episode dives into common challenges in the field and strategies for future-proofing talent in a rapidly evolving industry.Key topics covered:Common mistakes in service operations.The importance of common expectations and collaboration.Strategies for staying ahead in skill development and adapting to new technologies.Monique's top 3 tips for those running a PMO organization in 2025.The importance of accurate forecasting and the challenges faced by organizations in managing resource demands and financial forecasts.Insights on leveraging AI to enhance project management efficiency.Tune in to gain valuable insights and practical advice for enhancing your professional services operations and resource management strategies. Hosted on Acast. See acast.com/privacy for more information.

In this episode of the Professional Services Pursuit, Brent teams up with Kurt Kilgore, the SVP of Global Professional Services at Kantata, to continue our series on simplifying the often daunting process of purchasing technology or software solutions. Together, they explore the complexities involved in buying and implementing tech solutions for businesses. Kurt draws on his extensive experience in professional services to provide valuable insights into the implementation process, highlighting its critical role in driving successful business outcomes.Key topics include:The crucial role of evaluating the service components of a tech solution to ensure business success.Various strategies for software implementation and the criteria for decision-making in different scenarios.A checklist of essential factors to consider before launching an implementation project.The importance of maintaining strong executive support and investing in change management.Kurt's top advice for achieving implementation success.This episode offers actionable insights for any leader looking to make informed decisions when purchasing software, ensuring a smoother path to successful implementation and long-term value. Hosted on Acast. See acast.com/privacy for more information.

In this episode of the Professional Services Pursuit, Banoo is joined by Meredith Brake, VP and Head of Service Ops and Enablement at Altus Group, to kick off a new series simplifying the complex process of purchasing technology or software solutions. This series breaks down each step, making it easier to navigate. Meredith shares actionable insights on evaluating workflows, addressing pain points, and setting clear goals for implementing new software solutions. The discussion highlights the selection and implementation of a platform, offering best practices for success.Core topics covered:Defining business requirements: Separating must-haves from nice-to-havesImplementation best practices and successful change managementUsing data to improve decision-making and track engagement marginsStrategies for effective training and ongoing support Hosted on Acast. See acast.com/privacy for more information.

Happy New Year! Join Brent and Bonoo as they kick off 2025 with a look into the future of the professional services industry. In this insightful episode, they reflect on the events of 2024 and discuss trends and predictions for the coming year, focusing on technology, AI, and talent management. They also explore the evolving landscape of business models and revenue strategies in the professional services sector.Key concepts covered:Reflection on 2024 and the economic, geopolitical, and technological shifts The transformative potential of AIThe importance of a solid technology stack for effective AI implementationThe importance of talent development and the need for agile environments Shifting revenue models in the professional services sectorOptimism for the coming year Hosted on Acast. See acast.com/privacy for more information.

Welcome to another episode of the Professional Services Pursuit. This episode features a recording from a recent webinar hosted by the 4A's. Brent joins Adam Cotumaccio, COO at 4A's, and Patricia Rothenberg, Global COO and General Counsel at 72andSunny, to explore the transformative role of AI in creative agencies. They discuss the idea of heroic delivery and how agencies are adjusting to new economic models influenced by AI.Key topics covered include:- The unsustainability of heroic delivery due to economic pressures and AI advancements.- AI's impact on agency pricing strategies.- Insights into how AI streamlines agency operations and affects client expectations.- An examination of the legal compliance and security concerns associated with integrating AI.- Predictions on the evolution of creativity within agencies as AI handles more routine tasks, highlighting the ongoing importance of human talent. Hosted on Acast. See acast.com/privacy for more information.

In this episode of the Professional Services Pursuit podcast, Banoo wraps up our series on Gen Z in the workplace. Featuring insights from three remarkable Gen Z professionals, this conversation delves into how their generation is reshaping work cultures and expectations. Listen in as they share their career journeys, the importance of company culture, and their visions for the future workplace.Key topics covered include: Career path exploration in the midst of uncertainty and global changesThe critical role that company culture and values played in their career decisions Essential elements for successful leadership and management in the modern workplacePerspectives on risk-taking from a Gen Z viewpoint The importance of networking, mentorship, and leveraging social media to build valuable professional relationships and guidance.If you would like to listen to the entire series on this topic check out these episodes as well: Ep. 72 - Understanding and Engaging Gen Z in the Workforce w/ Tessa MisiaszekEp. 76 - Navigating Multi-Generational Workforces w/ Meagan Johnson Hosted on Acast. See acast.com/privacy for more information.

In this insightful episode of the Professional Services Pursuit podcast, host Brent welcomes back John Ragsdale, Distinguished Researcher, Vice President of Technology Ecosystems at TSIA. The conversation dives deep into the key findings from Kantata's State of the Professional Services Industry Report and TSIA's 2024 Technology Survey. Join them as they geek out over some insightful new data and discuss the top trends happening in professional services.Key topics discussed include:Survey insights and market optimism The challenges with legacy PSA tools The importance of data quality and integration for AI implementation The need for better forecasting tools to manage demand and resource allocationThe shift from a launch and leave mentality to client retention and satisfaction Explore the full State of the Professional Services Industry Report now and visit TSIA Featured Insights to become a member and access all of the amazing content that they have available. Hosted on Acast. See acast.com/privacy for more information.

Welcome to a special Halloween-themed episode of The Professional Services Pursuit! Join hosts Banoo and Brent as they share spooky tales from their collective 40 years of experience in the professional services industry. Get ready for a chilling journey through the challenges, unexpected twists, and spine-tingling stories of projects gone wrong, nightmare clients and more.Key horror stories:The marketing microsite nightmareY2K panicA demanding clientM&A culture shockA long flight for a short meetingTune in for these and other haunting stories from the world of professional services. Don't forget to share your own horror stories with us at podcast@kantata.com, and stay tuned for a potentially more cheerful episode during the winter holidays! Hosted on Acast. See acast.com/privacy for more information.

In this episode of the Professional Services Pursuit podcast, Brent welcomes Igor Mamut, VP of Strategic Finance at Kantata, for a deep dive into the evolving role of the CFO in the professional services industry. They explore the strategic imperatives and considerations that finance leaders weigh when investing in new technologies and platforms. Igor shares his extensive experience, discussing the importance of aligning technology investments with both current and future business needs. Whether you're running a services company or selling software to one, this episode offers valuable perspectives on the financial and strategic dynamics at play.Key topics include:The CFO's expanded role from financial gatekeeper to strategic advisorCritical questions for evaluating new platformsAligning tech investments with future goals and operational efficiencyBalancing essential needs versus nice-to-havesLearning from past mistakes and refining decision-making frameworksPreparing for future challenges in a rapidly changing regulatory and economic landscape Hosted on Acast. See acast.com/privacy for more information.

In this episode of the Professional Services Pursuit, we share a recent webinar we did with The Society of Digital Agencies (SoDA). Tom Beck, SoDA's Executive Director, interviewed Brent, Deborah Heslip and Louise Martens from the Monks Agency. The discussion delves into the transformative trends impacting agencies today, market dynamics, the influence of AI, shifts in commercial models, and the importance of operational efficiency.Other key topics covered include:Agency transformation and AI's role in driving efficiency and innovationTraditional hours-based models vs. outcome-focused pricingThe importance of aligning business operations with client demandsPractical advice on integrating AI within agenciesThe risks of inaction in the face of technological advancements To explore the topic more, check out this report by SoDA and Kantata on the transformation of agency frameworks, focusing on operations, client relations, talent management, and innovation. Hosted on Acast. See acast.com/privacy for more information.

In this episode of the Professional Services Pursuit, Banoo continues her exploration of generational differences in the workplace by talking with Meagan Johnson. Meagan, a renowned generational expert, author, and corporate speaker, shares her insights on bridging the generational gaps to create a cohesive, productive, and harmonious work environment. With a focus on Generation Z, this episode also explores the historical evolution of generational dynamics and offers practical tips for recruitment, retention, and team collaboration.Other key topics include:Understanding generational signposts Effective communication across generations Tips and strategies for fostering collaboration among multi-generational teamsRecommendations for attracting and retaining Generation Z talent Techniques to keep Gen Z employees engaged and connected in a remote working environment.Learn more from Meagan by visiting meaganjohnson.com Hosted on Acast. See acast.com/privacy for more information.

In this compelling episode of the Professional Services Pursuit, Brent welcomes back Tom Rodenhauser and introduces Ramone Param, both from Kennedy Intelligence. They discuss the pivotal role private equity (PE) is playing in reshaping the consulting industry. They also delve into emerging trends, strategic growth, and the increasing influence of PE firms in transforming traditional consulting practices into more robust and scalable business models.Key Topics Covered:How traditional private partnership models are evolving The factors driving the surge in PE investment in the consulting sectorQualitative and quantitative elements that attract PE investmentAnalysis of supply and demand dynamics, and future trends in the consulting sectorThe necessity for consulting firms to adopt strategic operational reviews and benchmark against industry standardsTo learn more about Kennedy Intelligence, download the report or listen to their podcast, The Consulting Monitor, visit their website - https://www.kennedyintel.com/ Hosted on Acast. See acast.com/privacy for more information.

Welcome to another insightful episode of the Professional Services Pursuit podcast! Join our host, Banoo, as she dives deep into the professional services industry with Sabina Pons, Managing Director at Growth Molecules and co-author of the book “Pressing On As a Tech Mom”. This episode is packed with expert advice on creating seamless customer journeys, overcoming challenges in professional services, and balancing career with personal life.Key topics covered include:How to craft a cohesive, scalable customer program that ensures a remarkable customer experience from start to finish The common challenges companies face in making the customer journey seamless and how to overcome themThe importance of data governance and technology IntegrationSabina's career journey, the importance of mentorship, and how supportive leadership can significantly impact job satisfactionInsights from Sabina's bookThe first listener to email us at podcast@Kantata.com will win a free 55-minute consulting session with Sabina. Tap into her extensive customer success leadership expertise and learn how to turn your CS Org into a profit-center for your business. And if you would like to check out her book, it is available on Amazon here. Hosted on Acast. See acast.com/privacy for more information.

In this episode of the Professional Services Pursuit, Brent sits down with Anthony Gindin, founder and CEO of Agency Different. Anthony, humorously dubbed the Canadian Don Draper, brings over 23 years of experience in the agency world, having built six companies, sold four, and taken two public. His international bestseller, The Agency Secret, encapsulates his vast experience in fostering profitable growth in agencies. Listen in as they discuss the importance of differentiation, market specificity, and the necessity of continual transformation in the ever-evolving agency landscape.Other key topics discussed include:The current state of the agency industry and the cautious optimism looking forwardThe top three challenges the majority of agencies face todayInsights from Anthony's book on engineering value and systematizing repeatable growthHow agencies should approach and master AI to enhance efficiency without relying on it as a differentiatorTo learn more about Anthony and the services that he offers go check out his website. To win a copy of his book email us at podcast@kantata.com and we will send the first 5 listeners a free copy. Hosted on Acast. See acast.com/privacy for more information.

In this episode of The Professional Services Pursuit, Banoo talks with Tessa Misiaszek, head of research at the Korn Ferry Institute and host of The Happy at Work Podcast. They dive into the unique characteristics and values of Gen Z employees, discussing effective strategies to attract, retain, and engage this dynamic cohort within the professional services industry. With first-hand experience as a parent of Gen Z children and extensive research, Tessa offers actionable insights into building a work environment that resonates with younger employees.Other key topics covered include:Comparing generations - parallels between Gen Z and the Greatest Generation What Gen Z employees value and why traditional compensation and benefits packages might not suffice for retaining their talentsThe importance of authentic company values and actions Strategies for managers to effectively engage Gen Z employeesThe significance of understanding team dynamics, promoting inclusivity, and leveraging diverse skill setsTo learn more about Tessa, sign up for her newsletter or check out her book visit her website. Hosted on Acast. See acast.com/privacy for more information.

In this episode of the Professional Services Pursuit Podcast, we revisit our April webinar with TSIA. In the ever-evolving world of professional services, outstanding client experiences are the benchmark of success. Achieving this requires a holistic, real-time perspective on project health and performance. Jared Haleck, Kantata's Chief Product Officer, joins John Ragsdale, Distinguished Researcher and Vice President of Technology Ecosystems at TSIA, to discuss Kantata Pulse. Jared shares how this innovative solution aims to revolutionize PS technology by natively gathering client and employee feedback, leveraging AI-driven insights to enhance project outcomes.Other topics covered in this episode include:Limitations of legacy professional services automation toolsWhy cost and schedule are no longer enoughThe crucial role of proactive project sentiment and client satisfactionThe role of AI in the future of PS technologyWatch the full webinar recording here Hosted on Acast. See acast.com/privacy for more information.

Welcome to another episode of the Professional Services Pursuit! This week Brent sits down with Jacob Parks, the president of Profitable Ideas Exchange (PIE) and co-author of the renowned book Never Say Sell: How the World's Best Consulting and Professional Services Firms Expand Client Relationships. They discuss the importance of trust-building, effective cross-selling strategies, and how firms can leverage AI and other technologies to stay ahead in the ever-evolving landscape of consulting and professional services. Other topics covered in this conversation include:Practical tips and strategies to build trust and expanding client relationships How to effectively cross-sell servicesThe importance of being at the center of solving your clients problemsWhat the biggest consulting firms do differentlyThe role of AI in Professional Services - how technology is transforming business developmentHow AI is impacting consulting businesses and their ability to land, expand, be stickier, and sell value to their clientsFind out more about Profitable Ideas Exchange by checking out their website and be sure to pick up a copy of Jacob's book, at your local book retailer or here. Hosted on Acast. See acast.com/privacy for more information.

In this episode, Brent talks to Matthew Kasindorf, SVP of Business Intelligence and Insights at the 4A's. Matt brings a wealth of knowledge from his agency experience in account management, business development, and his current role at 4A's. They discuss the crucial topic of agency transformation, delving into the obstacles many agencies face, the significance of evolving in the current economic landscape, and the role of AI in the industry's future.Additional topics covered in the conversation include:The cost of inaction for agencies in today's rapidly changing environmentThe transition from billable hours to alternative compensation models such as fixed fees and value-based pricingPractical applications of AI in the agency settingThe critical importance of operational rigor and technology in fostering agency growth and sustainabilityEthical considerations and consumer trust in AI-generated contentTo access more information and resources visit the 4A's website. To learn more about the two research reports mentioned during the podcast click the links below:Decoding Compensation Models & Implementing the Right ModelPreserving Agency Value in the Era of GenAI Transformation Hosted on Acast. See acast.com/privacy for more information.

This episode of the Professional Services Pursuit is a recording from a recent TSIA webinar hosted by John Ragsdale, Distinguished Researcher, Vice President, Technology Ecosystems at TSIA. In it we discuss the hidden costs associated with technical debt—the cumulative consequences of using outdated or overly customized technology— and how it blocks predictable value delivery across the professional services lifecycle. Other topics discussed include:Understanding technical debtThe cost of outdated technology and the impact it has on employee and customer experienceHow to identify technical debt within your organizationStrategies for prioritizing and addressing these challengesHow to leverage AI and other emerging technologies to enhance forecasting, resource management, and decision-making processes Hosted on Acast. See acast.com/privacy for more information.

In this episode of the Professional Services Pursuit podcast, Banoo is joined by Doug Baxter, founder of Consultant Academy. The conversation explores the critical importance of talent development and systematic training within IT services companies, the pitfalls of current industry practices, and the powerful role of strategic methodologies in enhancing service delivery and achieving business growth. Other topics covered include: Compelling industry data from the SPI Maturity BenchmarkCommon mistakes made by IT consulting firmsActionable strategies for building a more robust and resilient consulting practiceThe evolving landscape of professional servicesThe role of AI and automation in refining service delivery and client relationships Hosted on Acast. See acast.com/privacy for more information.

Ken Ringdahl, Chief Technology Officer at Kantata, joins Banoo on the podcast to discuss AI and its impact on professional services. They dive deep into the benefits and key opportunities that GenAI is creating for PS firms through operational efficiency, how to get started using a phased approach, and how to ultimately use AI to enhance customer and employee experiences. Other topics include:The Gartner GenAI hype cycle and how AI can benefit PS organizationsThe primary focus areas for development and planning in PSThe impact on employee and talent experienceThe risk associated with not adopting an AI forward strategyThe importance of clean data sources to maximize AI effectivenessHow Kantata is utilizing AI to help our customers to be more efficient Hosted on Acast. See acast.com/privacy for more information.

On this episode Brent is joined by Matt O'Dette, Vice President of Operations and Talent Management at Cramer. They discuss how Cramer puts their people and values first in everything they do in order to build a culture that encourages collaboration, creativity, trust and financial responsibility. They also discuss how they have built and fostered that culture over time and the steps and tools they used to get there. Other topics include:The importance of transparent leadership Finding balance between doing the right thing for your employees, clients and businessEmpowering teams to make decisions autonomouslyUtilizing “healthy conflict” and post mortems to collectively understand successes and failuresHow they use data and technology to enhance their culture of transparency and collaborationWhy it's critical to never lose sight of the people doing the work, listen to their needs and make sure they understand what success looks like Hosted on Acast. See acast.com/privacy for more information.

In the latest episode of The Professional Services Pursuit, Banoo talks to Eisha Armstrong, Executive Chairman & Co-Founder of Vecteris. They dive into Eisha's book, her insights on the rapidly changing professional services industry, including the pivotal role of AI and the importance of integrating technology with strategic planning for success.This episode also explores:AI automation statistics in the professional services industryThe challenges faced by professional services firms and four ways AI can mitigate these issuesCritical aspects of workforce transformation and other considerations for effective change managementThe top seven mistakes in productizing servicesAn exclusive book giveaway for our audience!The first 10 listeners to submit their information through this form will be sent a complimentary copy of Eisha's book, Productize, a hands-on guide for transforming professional services into scalable products.Discover more about Vecteris here. Hosted on Acast. See acast.com/privacy for more information.

On this episode Brent is joined by the Co-Founder of The Business Model Company, Caroline Johnson. They discuss why 2024 is the year to change your businesses belief system and move towards a revenue and pricing model that provides more efficient, transparent engagements that utilize repeatable products and provide maximum value.Topics covered in this episode include:The shift towards selling value and the need for changeWhy disruption is a friend, not a foe, and how AI plays a roleThe importance in shifting your belief system in order to changeTop-down program development and productization The hybrid revenue model and its impact on the client engagement model Hosted on Acast. See acast.com/privacy for more information.

On this episode of The Professional Services Pursuit, Banoo talks with Greg Daines. Greg is the CEO of ChurnRX, the premier retention analysis and coaching platform that helps organizations to diagnose and solve churn within their customer base. They discuss data-backed customer retention strategies and the secret sauce to identifying and measuring the right results. Other topics in this episode includeThe lack of correlation between customer satisfaction and retentionThe importance of getting results and measuring themThe 3 laws of customer retentionGreg's take on value-based commercial models and how to rethink that approach Hosted on Acast. See acast.com/privacy for more information.

This episode of the Professional Services Pursuit podcast features Tom Rodenhauser, Managing Partner of Kennedy Research Reports LLC. Tom offers expert insights on the trends shaping the consulting industry, with a particular focus on the move towards productization and the challenges and opportunities it presents.Topics in this episode include:The shift away from traditional time-based billing models The changing demographics of the workforce and how it's impacting consultingCultural and organizational changes needed to transition to a product-based modelThe 4 mega trends impacting consulting services Examples of firms that are successfully adapting to the evolving landscapeTips for consultants and firms looking to embrace the move towards productizationLearn more about Kennedy Research Reports and read some their great content at https://www.kennedyresearchreports.com/

Sarah Edwards and Jared Haleck, Chief Product Officers at Kantata, join us to talk about the role of professional services technology in our current market and how it has become so much more than just a way to track margins and operating process.Other topics in this episode include:Why vertical SaaS has become critical to success in modern services businessesHow the staffing manager model has changed and the demands shaping the industryHow technology is impacting, transforming, and keeping pace with the PS value chainThe pitfalls of legacy PSA tools and the cost of continuing to use outdated technology to run your businessKey technical innovations in the PS industry and what Kantata is working on to help firms deliver value to clients

Welcome back for part 2 of our SoDA webinar recording with Brian Williams - Founder and CEO at Viget, and Andrew Howlett - Partner and CEO at Struck. In the second part of this conversation we took a look at areas of agency business that are seeing some positive indicators for 2024 and where Brian and Andrew are cautiously optimistic for the year ahead. Other topics covered in this episode include:The affect interest rates will have on business uncertaintyHow return to office mandates will impact recruiting and hiringIndicators for a strong 2nd half of 2024Where Viget and Struck are placing their Ai betsBe sure to read the State of Agency Operations Survey referenced in this episode for additional agency trends and priorities in 2024.

Ep. 58 - (Part 1) 2023 in Review and Operating Priorities for the Year Ahead w/ Brian Williams and Andrew HowlettThis episode of The Professional Services Pursuit is part one of a two-part series taken from a recent SoDA (Society of Digital Agencies) webinar. Brent interviews agency leaders Brian Williams - Founder and CEO at Viget, and Andrew Howlett - Partner and CEO at Struck. They provide some great insights on how their agencies fared in 2023 and where they plan to focus their efforts in 2024 from an operations standpoint and beyond. Other topics covered in this episode include:The unique challenges faced in 2023 How each agency handled uncertainty The impact big tech had on the agency spaceBalancing staff against profitabilityStriking the right balance of hybrid work for optimal creativity and productivityThe critical importance of revenue forecasting and utilization in 2024Be sure to read the State of Agency Operations Survey referenced in this episode for additional agency trends and priorities in 2024.

Happy Holidays everyone! As 2023 comes to a close we wanted to revisit some of our favorite episodes and moments from the year. These 3 clips offer some great tangible advice for PS leaders on how to best run projects and manage a skills database for improved forecasting. Enjoy. We'll see you in the new year! Clips in this episode include: Ep. 40 with Shane Anastasi - advice on how to deliver the most successful project outcomesEp. 42 with Peter Taylor - discussing the impact of AI on project managementEp. 33 with Marc Lacroix - do's and don'ts for managing a skills database

On this episode Banoo interviews Tim Tutt, CEO and Cofounder of Night Shift Development, Inc. They discuss how Tim created “Analytics for Humans”, his 7 key data strategies, and how to leverage predictive analytics to better serve your clients. Other topics covered in this episode include:The importance of data quality and managing your dataset cohesivelyDefining your outcomes to understand what is needed from your data and making it more accurate How PS orgs can use predictive analytics to improve their understanding of their own business to better serve their clientsTim's 7 key data strategiesThe problem with dashboardsYou can follow Tim's blog here:https://timtutt.com/

On this episode of The Professional Services Pursuit, Orrin Klopper, CEO of Netsurit, joins us to talk about his company's unique approach to creating a people-centric culture that ensures employees and clients are engaged, happy and productive. Their Dreams Program helps team members identify their top 10 personal and professional goals each year – and helps to turn them into a reality. We discuss what a ‘Dream Book' is, and Orrin shares how this concept changed, not only his business, but his life as well.Other topics discussed in this episode include:The inspiration behind Netsurit's driving force - supporting the dreams of the doersWhy good leaders need to be good coaches and know what their teams aspirations areThe importance of aligning your cultures when going through mergers and acquisitionsWhy it is critical to make connecting (in-person or virtually) a priority for your teams How the authenticity of your culture improves your customer experience

On this episode of The Professional Services Pursuit Banoo is joined by Kantata's CEO, Michael Speranza. They discuss the dramatic shifts that have taken place in the professional services industry over the past 12 months and the pressure that's placed on businesses.  They also dive into how vertical SaaS solutions are reshaping the future of PS and helping organizations to overcome the arduous task of achieving more with less.Other key topics include:The trends and rate of change the industry has experienced in the last 12 monthsTechnologies role in adapting to major changesThe fundamental difference between the PS Cloud and legacy PSA toolsHow PS Cloud technology goes beyond project success and financialsThe cost of avoiding change

On this episode of The Professional Services Pursuit Brent talks to Ingo Roemer, Chief Operating Officer and Senior Solution Architect at Solvit. They dig into the topic of merger and acquisition change management and discuss best practices, common pitfalls, and where to focus your efforts for the best outcomes.Other topics discussed in this episode include:The right time to engage with an implementation partner when going through the M&A processA sequence of actions for merged companies to optimize their operations6 best practices to follow and pitfalls to avoidThe importance of involving the right people at the right timesImplementing a phased approach to get the most out of your systems and process

Welcome back to another exciting podcast episode of Professional Services Pursuit! In this episode, Andrew Cohen, Managing Director at Netsurit, joins us to talk about their value based go-to-market commercial delivery model and how they are bringing innovation into the world of IT services and digital transformation. Other topics discussed in this episode include:Project-based work vs. services-based workDefining automation and innovation opportunities within companiesThe benefits of productizing servicesDigital transformation and perpetual innovationConnect with Andrew on LinkedIn:https://www.linkedin.com/in/andrew-cohen-91945a4/ Learn more about Netsurit:https://netsurit.com/en-us/

In this episode Banoo and Kristi Faltorusso, CCO at ClientSuccess, dig into the importance of trust and how we can all be better at building and establishing trust for better business outcomes. Kristi also provides her top tips for optimizing cross-functional relationships to improve your corporate culture and customer success. Other topics discussed in this episode include:The 5 elements to building trust and credibilityCompetence vs. confidence and understanding your own limitationsThe implications of trust betrayal and how to recoverNurturing trust for better corporate cultureThe importance of failing forwardReducing friction among services teams Learn more about Kristi and access more insights here:https://www.linkedin.com/in/kristiserrano/https://www.kristifaltorusso.com/

Welcome back, to another exciting episode of the Professional Services Pursuit podcast! On this episode business transformation expert Niels Haagsman joins us to talk about current trends in mergers and acquisitions and how service organizations can mitigate common headwinds when accessing and adopting new technology.  Other topics included in this podcast include:The 4 biggest post-acquisition challenges and how to solve for themHow to rationalize and standardize your tech stackDecision factors that go into selecting new technology after a mergerBeyond ROI, assessing the impact technology selection has on retention, adoption and overall business performance

On this latest episode of The Professional Services Pursuit, we are joined by the President of Koehn Consulting, Brad Koehn. Brad takes us through the tools and frameworks he coaches leaders on so they can better tackle management and technology challenges in their business.Other topics we also discussed on this episode include:How the downturn is impacting employees in their mid 30's who might be experiencing this type of downturn for the first timeEmbracing the right level of changeThe framework for change - the 4 R'sBalancing the human dynamics of change managementDownload a copy of ‘The 4 R's' here: https://leadership-engineering.com/kantata

On this episode of the Professional Services Pursuit podcast we bring you a special recording from a recent webinar with Michael Farmer, Management Consultant and owner of Farmer & Company. Join us as we dive into Michael's book, Madison Avenue Makeover: The Transformation of Huge and the Redefinition of the Ad Agency Business, which provides unique insight into how one company changed in order to survive, and at the same time, redefined the advertising agency business.Other topics covered in this episode include:The key to long term agency success despite pressures from holding companiesAI's impact on agency SOW's and revenue Pivoting from labor based billable workImproving client performance and how Huge productized their agency offeringsThe importance of improving the dialogue during the scope setting processFor more information, you can find an article about Michael's book here:https://lnkd.in/eHVHTm2PGrab a copy of Michael's book here: https://amzn.to/3FIkAjW

Welcome back for part two of our episode with Simon England, Partner at the specialist advisory firm Garwood Solutions. The conversation continues between Simon and our host Banoo Behboodi as they discuss how new technologies are impacting business processes. Simon also touches on some important factors to consider during the selection and implementation stages of software buying.Other topics covered in this episode include:The benefit of utilizing technology to manage talent pools and resourcesImportant considerations when optimizing an organization's tech stackComplexities of software implementation and the need to adapt

In the first of this two-part episode, Simon England, Partner at the specialist advisory firm, Garwood Solutions, joins us to dig into the fundamentals of consulting. Alongside our host Banoo Behboodi, Simon spotlights the unique operational challenges and business needs of consultancies. With a wide variety of experiences, Simon has some great insights to share with anyone in the consulting field.Other topics discussed in this podcast include:Best practices to optimize operations and processes in a consultancyThe criticality of effectively managing resourcesHow enterprise technology enables company transformation

We are excited to share another episode of The Professional Services Pursuit! In EP. 45, Ilan Gendellman, Global Head of Professional Services at Infoblox, joins us to discuss what differentiates the top-tier professional services teams, and where best to focus optimization efforts within an organization.Other topics discussed in this podcast include:The importance of ARR for SaaS companiesBest practices for SaaS companies to structure their service sales responsibilityDriving success and revenue targets for professional services companies

Michael Burton, CEO of the martech consulting company Stitch, joins this podcast episode to discuss best practices to use in today's environment of a boutique consultancy!Other topics discussed in this episode include:The connection between embedded services and a boutique consultancyCriteria for selecting the right business partnersThe importance of building up consultants within your organizationHow to make sure your partners are growing alongside your firmThe three paths to focus on when growing your consultancyWhat services look like on an ongoing basis as opposed to initial implementationHow to grow your consultancy without adding more clientsLearn more about Michael and Stitch here: https://www.stitch.cx/

On this episode of The Professional Services Pursuit, we are joined by Blair Enns, esteemed author and founder of Win Without Pitching. Our host Brent Tremble joins Blair to discuss the art of winning deals without the need to pitch for a client. The conversation includes valuable insights from his book, The Win Without Pitching Manifesto, which has sold over 80,000 copies and garnered more than 1,500 5-star reviews on Amazon.Other topics also discussed in this episode include:Where winning without pitching is applicable to a firmAn “advantaged player” and how that influences a relationshipThe new value-based approach to agency pricingA special giveaway opportunity for those who listen through the entire episode! For more information about the podcast or to enter the giveaway, please contact podcast@kantata.com.Click here to learn more about Blair's company – Win Without PitchingClick here to learn more about Blair's marketing podcast – 20% – The Marketing Procurement PodcastClick here to learn more about Blair's entrepreneurship podcast – 2Bobs: Conversations on the Art of Creative Entrepreneurship