Podcasts about Professional services

Elliot Moss didn't join a law firm to keep things the same. As Partner and Chief Brand Officer at Mishcon de Reya LLP, he brought a deep understanding of branding into a profession that often dismisses it, and changed how one of the UK's top firms thinks about growth and perception. He shares how clarity, consistency, and emotional intelligence turned Mishcon from a £45 million practice into a £380 million brand defined by truth and differentiation, not slogans. Clients, he says, may buy expertise, but they stay because of trust and how a firm makes them feel.   He talks candidly about leading change in a culture that prizes logic over emotion, showing how small wins and patience can reshape perception from within. The conversation moves beyond marketing into the psychology of leadership, exploring why authentic differentiation matters more than polish and how strong branding can become a firm's greatest competitive advantage. For Elliot, the future of law will belong to those who understand that perception drives performance—and that real brand power is earned, not advertised.   Episode Breakdown: 00:00 Building a Brand Inside a Law Firm 04:35 From Advertising to Legal Branding 06:30 Why Differentiation Matters in Professional Services 09:08 Changing Client Perception Through Authentic Branding 15:33 Strategy and Growth at Mishcon de Reya LLP 24:32 Leading Change in a Traditional Industry 31:16 AI, Private Capital, and the Future of Law Firms 36:59 Elliot Moss on Leadership and Opportunity Connect with Elliot Moss Connect with Elliot on LinkedIn Elliot's Web Bio   Connect with Howard Rosenberg: Connect with Howard on LinkedIn Howard's Company Web Profile   Connect with Chris Batz: Connect with Chris on LinkedIn  Follow Columbus Street on LinkedIn Columbus Street Website  Podcast production and show notes provided by HiveCast.fm

Want a quick estimate of how much your business is worth? With our free valuation calculator, answer a few questions about your business, and you'll get an immediate estimate of the value of your business. You might be surprised by how much you can get for it: https://flippa.com/exit -- In this episode of The Exit Podcast, host Steve sits down with Lee Smith, an acquisition entrepreneur at Verdani Capital with 12 years of M&A experience. Lee shares hard-won lessons from acquiring 20+ businesses and reveals what buyers really look for when evaluating companies for acquisition. KEY TOPICS COVERED: The #1 Red Flag Buyers See (And How to Fix It) Lee reveals why owner-dependency kills deals and how to build transferability into your business 2-3 years before exit Inside the Valuation Process Real multiples for blue-collar businesses (2-4x true profit, not EBITDA) and why adjusted earnings can backfire Deal Structure That Works How Lee structures acquisitions to align incentives: buying 60-80% stakes with future upside potential that often doubles the founder's payday The Biggest Deal Mistakes From buying distressed companies to discovering hidden equity agreements 30 minutes before closing—lessons learned the hard way The £1 Business Acquisition Strategy How Lee has purchased 20 businesses for just one pound, including a remarkable turnaround that saved a founder from £500K in debt When Concentration Risk Isn't a Deal-Breaker Strategic approaches to handling clients that represent 60-70% of revenue, including key customer clauses in SPAs Building Trust in M&A Deals Why "two ears, one mouth" matters more than spreadsheets when structuring successful acquisitions The EOS Framework for Integration Using simple systems to manage acquired businesses without disrupting teams or culture -- Lee Smith is a values-driven entrepreneur and dealmaker with more than 25 years of experience and a respected track record in UK M&A. After completing his first acquisitions in 2014, he went on to buy and turn around nine underperforming companies before founding Verdani Capital, where he continues to acquire and scale larger UK businesses. To date, Lee has completed 26 acquisitions across sectors such as Manufacturing, Professional Services, Construction, HVAC, and IT Services, supported by training from leading M&A mentors in the UK and US. His current portfolio generates over £2M in annual profit with a clear path toward £10M, strengthened by three strategic exits in 2024. Grounded in spirituality and conscious leadership, Lee combines substance, strategy, and long-term thinking in every partnership. Website - https://www.leeasmith.co.uk/ -- The Exit—Presented By Flippa: A 30-minute podcast featuring expert entrepreneurs who have been there and done it. The Exit talks to operators who have bought and sold a business. You'll learn how they did it, why they did it, and get exposure to the world of exits, a world occupied by a small few, but accessible to many. To listen to the podcast or get daily listing updates, click on flippa.com/the-exit-podcast/

On this episode of Stats on Stats, hosts Jordan, Tiffany, and Kenneth welcome Paul Stout, Field CTO and longtime tech veteran, for a conversation packed with insights, banter, and bold takes. From automating military workflows to tracking car data with Splunk, Paul shares how a nontraditional career path, business acumen, and humor have shaped his approach to tech leadership.Guest Connect:LinkedIn: https://www.linkedin.com/in/paulestout/Stats on Stats ResourcesCode & Culture: https://www.statsonstats.io/flipbooks    | https://www.codeculturecollective.io  Merch: https://www.statsonstats.io/shop   LinkTree: https://linktr.ee/statsonstatspodcast   Stats on Stats Partners & AffiliatesIntelliCON 2026Website: https://www.intelliguards.com/intellic0n-speakersRegister: www.eventbrite.com/e/1497056679829/?discount=STATSONSTATSUse Discount Code: "STATSONSTATS" for 30% offAntisyphon TrainingWebsite: https://www.antisyphontraining.com   MAD20 TrainingWebsite: https://mad20.io   Discount Code: STATSONSTATS15Ellington Cyber Academy: https://kenneth-ellington.mykajabi.com   Discount Code: STATSONSTATSKevtech AcademyWebsite: https://www.kevtechitsupport.com   Dream Chaser's Coffee Website: https://dreamchaserscoffee.com   Discount code: STATSONSTATSPodcasts We LikeDEM Tech FolksWebsite: https://linktr.ee/developeverymind   IntrusionsInDepthWebsite: https://www.intrusionsindepth.com  -----------------------------------------------------Episode was shot and edited at BlueBox Studio Tampahttps://blueboxdigital.com/bluebox-studio/

In this episode of Future Fuzz, Vince Quinn speaks with Stuart Jackson, Vice Chairman of L.E.K. Consulting, about the intersection of problem-solving and people skills in consulting. Stuart shares insights from his four-decade journey at L.E.K., from joining when it was a 10-person startup to helping it become a global force. He breaks down how L.E.K. identifies critical moments in a business, crafts tailored solutions, and fosters internal trust and collaboration. The episode also dives into L.E.K.'s unique approach to marketing professional services and why in-person connections still matter in the digital age.Guest BioStuart Jackson is Vice Chairman of L.E.K. Consulting, a global strategy consultancy that helps businesses tackle mission-critical decisions. With over 40 years at the firm, Stuart has held roles spanning from office leader to head of the U.S. and global managing partner. Under his leadership, L.E.K. tripled both revenue and profitability. He is the author of Predictable Winners, a book focused on what it takes for companies to consistently innovate successfully. Stuart is passionate about problem-solving, business diagnostics, and mentoring the next generation of consultants.TakeawaysThe hardest part of problem-solving is often figuring out the right question to ask.L.E.K. helps clients during “critical moments” like stalled growth or declining profitability.Deep client relationships and face-to-face interactions still matter—even in a digital world.L.E.K. transformed its business development by embedding structured outreach into its marketing operations.Trust across global offices enables seamless collaboration and high performance.Professional services must balance client delivery with proactive relationship management to avoid feast-or-famine cycles.Programs like international staff swaps build institutional knowledge and foster a “one firm” culture.Chapters00:00 Intro: Vince Quinn Welcomes Stuart Jackson 00:32 What L.E.K. Consulting Does and Stuart's Career Journey 02:37 Diagnosing Business Problems Like a Doctor 04:51 Growth Case Study: From $10M to $700M in Revenue 06:37 Profitability Case Study: Samsonite's Global Restructuring 08:07 Why Consulting at L.E.K. Is Like Solving a Puzzle 10:28 How L.E.K. Approaches Marketing in Professional Services 12:50 Building Client Relationships Beyond Projects 14:12 The Power of FaceTime in Client Retention 15:27 A Hunting Trip that Built Deeper Client Trust 17:11 Referrals and Staying Top of Mind 18:21 How Global Collaboration Works at L.E.K. 19:45 The Swap Program and Cross-Office Learning 20:46 Where to Learn More About L.E.K.LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Follow Stuart Jackson on LinkedIn ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Follow Vince Quinn on LinkedIn

Most teams treat annual planning like a spreadsheet exercise.Finance builds the numbers. Everyone else nods along. Then the plan gets filed away until next year.But real planning isn't about producing a static budget – it's about creating a rhythm that connects finance, operations, and delivery all year round.In this episode of The Handbook: The Ops Podcast, Harv sits down with Adam Cooper, founder of ACC Finance Solutions and host of The Fractional CFO Show, to unpack how finance can become your business's operating rhythm – one that brings clarity, accountability, and foresight to every decision.Here's what we cover:How to use finance as your sat nav, not your rear-view mirrorBuilding a monthly rhythm that links financials, KPIs, and team accountabilityCreating a planning cycle that goes beyond budgets – with scenarios, reforecasts, and 3 - 5 year goalsManaging cash flow and runway with discipline (and less stress)Why financial storytelling matters – and how it helps the whole business make smarter choicesIf your annual planning still feels like a finance ritual, this episode will help you reframe it as an operating plan for the year ahead – one that helps your team navigate, adapt, and grow with confidence.Additional Resources:

Most law firm CMOs agree that cross-selling is the fastest and most cost-effective way to grow law firm revenue. Yet, our latest research shows that 84% of law firms are missing out on these opportunities. The biggest barriers to cross-selling success are awareness and trust. Lawyers need the confidence to refer work which requires trust across teams, and they need visibility into the full scope of the firm's expertise so they know what their colleagues actually do. That's where CrossPitch AI comes in. At a recent CMO Series event in London, Connor Kinnear unpacked the challenges, the opportunities, and how AI can help firms finally make cross-selling happen. In this special edition of the CMO Series Podcast, Connor dives deeper into: The ongoing challenge of cross-selling, and why it remains so important How Passle's CrossPitch AI helps firms connect the dots What's behind the impressive engagement results clients are seeing How the new Cross-Selling Intelligence Map makes collaboration visible

In this episode of the Share PLM Podcast, we are joined by Aleksandra Matuszewska, a transformation leader with nearly two decades of experience at FLSmidth, where she most recently served as Head of Digital Transformation for Professional Services. Aleksandra has led large-scale rollouts of Microsoft Dynamics, introduced AI and remote support tools, and pioneered the use of mixed reality in service and training environments. Now moving into the next chapter of her career, she brings deep insights into what it takes to lead successful change in complex industrial organisations — and how to keep people at the heart of transformation. Aleksandra shared her career journey, leadership philosophy, and lessons learned, beginning with what was meant to be a three‑month internship at FLSmidth in Denmark. That short opportunity turned into 19 years of growth across multiple roles, each shaping her expertise and approach to transformation.⚉ From internship to the leadership⚉ Embracing change as opportunity⚉ Why people should be at the heart of transformation⚉ A blueprint for building global teams and community⚉ Securing stakeholder buy-in and communicating with top management⚉ Skills for digital transformation teams⚉ A proud achievement - Global field service scheduling tool⚉ Advice for women in tech⚉ Turning setbacks into launchpadsCONNECT WITH ALEKSANDRA:⚉ LinkedIn: https://www.linkedin.com/in/aleksandramatuszewska/ CONNECT WITH SHARE PLM:⚉ Website: https://shareplm.com/ Join us every month to listen to fascinating interviews, where we cover a wide array of topics, from actionable tips, to personal experiences, to strategies that you can implement into your PLM strategy.If you have an interesting story to share and want to join the conversation, contact us and let's chat. We can't wait to hear from you!

The following article of the Professional Services industry is: “Why Companies Need to Invest in Science, Conservation” by Erica Valencia, CEO, Ectagono.

The following article of the Professional Services industry is: “Business Growth Through Process Outsourcing” by Gabriel Aparicio, Director General, Kelly Mexico, Kelly Services.

The following article of the Professional Services industry is: “Mexico Arbitration: Past Lessons, Present Risks, Future Strategy” by Omar Guerrero, Partner, Hogan Lovells.

In this episode of the Business Leader's Voice podcast, Antonia Wade, Global Chief Marketing Officer for PwC, joins our Head of Content, Emma Carroll, to share her experience of PwC's recent rebrand.  Antonia shares insights on these matters and more:  Rather than focusing solely on demand generation, it is important that firms strategically invest at the broader brand level to increase awareness, perception, and consideration, especially as modern business requires reaching a broader set of C-suite executives than before.  Define distinctiveness through how work is done: Consulting firms should differentiate themselves by focusing on how they execute their services, rather than just what services they offer. A core component of brand strategy should be identifying and amplifying the distinctive ways your firm operates, which also aids in winning work as well as attracting and retaining top talent. It's important not to treat a brand transformation solely as a marketing exercise; instead, firms can establish co-ownership of the programme with other senior stakeholders and colleagues, including those from Human Resources, Account Management, and Client Experience, to achieve greater impact, relevance, and longevity.  Prioritise internal training for people. The workforce is the ultimate expression of you brand, so don't neglect internal buy-in. Provide compelling training on the brand's value and their ambassadorial role. Think about giving local teams the flexibility to adapt core materials and use other ways to secure commitment across regions.  To ensure brand efficacy, firms must establish a continuous client feedback loop. This process allows for constant refinement of the brand system, media spend, and service offerings. Effectiveness can be validated using tangible metrics like advertising recall, share of search, and proprietary brand consideration data.  If you enjoyed this conversation, don't miss our sister podcast, Business Leader's Voice. In a recent episode, we talked to Ahmed Abdel Wahab, General Manager for India at Mars, about what it takes to be a truly authentic leader today, particularly in a time of volatility.

Jacob Parks, co-author of The Growth Engine: A Guide to Building a World-Class Business Development Function in Professional Services. He has over 20 years of experience leading strategy, growth, and operations at Profitable Ideas Exchange (PIE for short) where he has helped professional services firms such as McKinsey, KPMG, and Accenture build sustainable growth engines.

We break down CB Insights' new report, The Future of Professional Services in an AI-First Workforce. Learn how firms can create value, protect brands, and compete in the fast-moving AI Agent Era transforming consulting, delivery, and differentiation. The post Capturing Value in the AI Agent Era: How Firms Can Compete and Win appeared first on Rattle and Pedal.

Dr. Bill Lampton on Communication and the Leap from Academia (The Price and Value Journey, Episode 151) For expert-service pros, communication is not polish; it is how work gets won. In this conversation, Dr. Bill Lampton, “The Biz Communication Guy,” shares practical habits that help professionals be understood the first time, steer tough moments, and […]

Tehillah Niselow speaks to Karishma Govender, General Counsel at National Economic Fund See omnystudio.com/listener for privacy information.

Ops Quickies – snackable episodes on tech, tools, and systems.

AI has stopped being a side project – it's rewriting the rules of how professional services businesses operate – and – stay competitive.Luke Alexander, Chief Digital & AI Officer at Four, has led an ambitious AI transformation in his business. From rolling out Microsoft Copilot across 300+ staff to launching client-facing AI services, Luke's approach to embedding AI is bold, practical, and refreshingly human.In this episode, Luke and Harv unpack what it really takes to move from AI experiments to AI integration – and the leadership, structure, and mindset that make it work.Here's what we dive into:• How Four operationalized AI across teams (and why fluency beats training)• The three categories of AI value – assistive, automated, and transformative• Why senior leadership buy-in is the single biggest success factor• How to overcome the “AI shame” still holding some teams back• The impact of AI on agency structures, staffing, and the future of junior rolesIf you're still just experimenting with AI – but haven't figured out how to truly embed it into the way you operate, this episode shows what that next stage looks like in practice — and what it demands from leadership.Additional Resources:

The following article of the Professional Services industry is: “From Space to Strategy: The New Value of Office Real Estate” by Alvaro Villar, Regional Head of Sales, WeWork LATAM.

In this episode, Jeff and Jason outline the top marketing priorities for 2026—expanding your firm's Performance Envelope, rethinking brand, and competing in the AI era. The post 2026 Marketing Priorities for Professional Services appeared first on Rattle and Pedal.

The following article of the Professional Services industry is: “Ethics Matter — in Actions, Not in Words” by Rubén Cano, Founding Partner, CR Legal Partners Mexico.

Send us a textAgentic AI is rapidly transforming professional services, yet many consultancies remain cautious about its implementation. In this groundbreaking conversation, Professor Joe O'Mahony and Rob Price explore what happens when multiple AI agents work together as a team to tackle complex business challenges.Rob explains how agentic AI differs from traditional AI applications by creating virtual team members with specific expertise, memory capabilities, and tools. These aren't simple chatbots – they're sophisticated systems that can handle complex workflows while maintaining human oversight. The most fascinating examples include agent teams already working in regulated environments for apprenticeship coaching and due diligence processes, reducing tasks from hours to minutes.The conversation takes a profound turn when examining how this technology threatens the traditional consulting pyramid. As AI increasingly handles work previously done by junior consultants, firms face difficult questions about talent development, pricing models, and the very nature of their business. "It's not AI that will steal your job—it's the person using AI who will," warns Rob, highlighting the competitive advantage for those who master these technologies.For young consultants, this shift demands a hybrid skillset combining technical understanding with enhanced human capabilities. The most valuable consultants will be those who build trust, understand context, and create innovative solutions that AI alone cannot. Meanwhile, established professionals might explore what the hosts call "influencer consultancy" – using AI to amplify their personal brand and impact beyond traditional firm structures.The conversation concludes with a balanced view of consulting's future: short-term opportunities for those who embrace AI capabilities, alongside longer-term questions about how value and profits will be distributed. Whether you're leading a consultancy or considering a career in professional services, this episode provides crucial insights into navigating the agentic AI revolution that's already underway.Prof. Joe O'Mahoney helps boutique consultancies scale and exit. Joe's research, writing, speaking and insights can be found at www.joeomahoney.com

Los Angeles moving experts reveal why professional packing services outweigh DIY approaches, covering time savings, stress reduction, and protection benefits that could transform your next move experience.Visit https://got2move.com/packers/los-angeles/ Got2Move City: San Francisco Address: 801 Avenue H Website: https://got2move.com/

In today's Cloud Wars Minute, I look at how Google Cloud is helping businesses create their futures — not just optimize their past — through Gemini Enterprise.Highlights00:14 — Google Cloud really stepped out here with the launch of Gemini Enterprise, and I would like to share with you eight reasons why I feel that the launch of Gemini Enterprise now makes Google Cloud the number one player in the world for AI for business. So first, I think the end-to-end capabilities that are resident within the Gemini AI platform are essential for customers01:16 — It's a little hard to know where to start and really hard to figure out: How do I put together the right mix of piece solutions from lots of different vendors? Now, Gemini Enterprise here offers the full set of end-to-end capabilities Two: While Gemini Enterprise does offer all the pieces, it also gives customers complete choice to use third-party solutions.02:34 — Flexible pricing: There's Google Enterprise, which is $30 per user per month. And then there's Google Business, that's $21 per user per month. It's got massive data access, right? So the need to ensure that these tools have access to the right data in a secure and fully integrated fashion is key. It's got that. The whole notion of governance and security.03:37 — The ecosystem that's been built out, that's been a huge part of Google Cloud's success. And it ties in with the openness for customers, giving lots and lots of different choices here — of who, of what Gemini Enterprise works with. And then a little bit of a not-so-secret secret here: the Delta team within Google Cloud Consulting and Professional Services.04:24 — What the most successful tech companies today are doing is helping companies create their futures, not just perfect what they've done in the past. And this is a long-standing thought here that Kurian has made. I've talked about this a number of times, and it goes back to six years ago when he took over as CEO of Google Cloud. Visit Cloud Wars for more.

It's not easy installing and maintaining an ATM or ITM. It takes a large team to handle the installation, software configuration, security and many other factors. As a result, many financial institutions are outsourcing these tasks to other vendors who provide professional ATM services.In today's episode of the Bank Customer Experience podcast, Jeshua Buchanan, director of fintech solutions at Cook Solutions Group and Wade Fieber, director of strategic verticals at Cook Solutions Group joined Bradley Cooper, editor of ATM Marketplace, to discuss what professional services entail for banks.During the podcast, Fieber and Buchanan discussed how professional services can help with both initial and ongoing ATM services including:ITM deployment.Server migrations.Check-imaging solutions.Testing software and products.Fieber and Buchanan also spoke on how Cook Solutions Group provides ongoing marketing support for ATMs through its Professional Services Team, such as crafting digital signage content to be used on the machines.Check out the full conversation above.

Larry Levine on Selling in a Post-Trust World (The Price and Value Journey, Episode 149) Trust is in short supply. Clients today are more skeptical than ever, which makes trust the real differentiator for professional service providers. In this episode of The Price and Value Journey, host John Ray welcomes Larry Levine, best-selling author of […]

Ops isn't just about keeping the lights on anymore.As Aušrinė Keršanskaitė, co-founder of Operations Nation, puts it – today's ops leaders are expected to drive growth, protect culture, and build resilience. And if you've ever felt like the “glue” holding everything together without always getting recognition, this one will hit home.In this episode of The Handbook: The Operations Podcast, Aušrinė joins Harv to talk about the evolution of operations, the community she's built for ops leaders everywhere, and what it takes to step into leadership with confidence.Here's what we get into:How so many of us “fall into” operations without a playbook – and how to build one for yourselfThe loneliness of ops roles, and why communities like Operations Nation matterTraits that define a brilliant ops leader today – from resilience to influence over executionHow startups' scrappy mindset can sharpen your approach to tooling, automation, and scalingThe real opportunity with AI in ops (hint: it's not about replacing your team)Whether you're a COO, head of ops, or still figuring out your path – this conversation is packed with lessons on how to elevate your role and find support along the way.Additional Resources: 

Client experience is more than good service. In this episode of the PSM Show, Damion Morris and Deirdre Booth talk with Tim Amos, CPSM and Head of Growth at Client Savvy, about how AEC firms can design and manage client experiences that create measurable business results. Tim shares his journey from in-house marketing to leading CX strategy and explains why repeat business does not always equal loyalty. He introduces practical ways to measure client sentiment, including Net Promoter Score and share of spend, and describes how firms can use feedback to inform go/no-go decisions, increase profitability, and strengthen retention. For marketers, this conversation shows how CX can open the door to leadership. Small wins such as mapping the proposal process or implementing a client feedback program can build momentum and demonstrate the connection between marketing strategy and firm performance. The discussion also highlights findings from the SMPS Foundation's research on CX in the AEC industry. Listeners will gain a clear view of how intentional client experience shapes reputation, growth, and long-term success.

The professional services industry is evolving at record speed — is your firm ready to keep pace? In this special episode, we bring you the recording of an expert-led discussion with Bo DiMuccio, VP of Professional Services Research at TSIA, and Fortuné Alexander, VP of Product Marketing at Kantata. Together, they share forward-looking insights and practical guidance on what firms must do today to thrive in tomorrow's market.In this episode, you'll learn how to:Build a winning transformation strategyIntegrate AI into your operationsAdapt to emerging business modelsNavigate an evolving technology landscapeDrive customer success in a new eraTo learn more download a copy of the whitepaper they discussed, 3 Ways Inaction Is Holding Your Professional Services Business Back, that breaks down the real cost of standing still across three critical areas:Reactive resourcingInconsistent service deliveryInaccurate or untimely performance data Hosted on Acast. See acast.com/privacy for more information.

Welcome back to Season Two of the PIE-Cast, where we will be diving into The Growth Engine, A Guide to Building a World-Class Business Development Function in Professional Services. In this episode, TJ Dennis sits down with Jacob Parks, the President and Partner of Profitable Ideas Exchange and one of the four authors of The Growth Engine. Jacob talks through building a growth culture in professional services and what's missing post-pandemic, incentivization structures that work (and ones that don't work), and how AI should be used in professional services instead of how it's currently being used.If you have feedback about the show or would like to learn more about working with PIE, please contact us at: connect@profitableideas.com. You can also learn more about our previous books, How Clients Buy and Never Say Sell, by visiting our website.Profitable Ideas Exchange - connecting powerful minds, making the world smarter and smaller.

Are countless hours and inconsistent formats plaguing your project status reports? For GlideFast, managing over 500 ongoing engagements, this was a critical operational challenge. Discover the solution that transformed their process from a manual headache into a streamlined, professional, and automated system.In this episode of GlideChat, host Brett Karl, VP of Solutions & Alliances at GlideFast, sits down with Ed Shea, VP of Professional Services at GlideFast, and the leadership team from VividCharts: Co-Founder and CEO Mitch Stutler, and Head of Account Management Rob Walsh. Together, they pull back the curtain on the exact reasons GlideFast chose VividCharts to revolutionize their project management reporting directly within ServiceNow.

Yup, it's time folks - the Enterprise Month in Review is upon us. This time we'll bear down on the so-called AI disruption of professional services and research, with epic special guest Frank Scavo. We'll also get Frank's take on Brian's leadership research reveal, and why we may need a leadership detox - or detox from toxic leaders. As usual, bring your savviest and snarkiest as we share our picks and pans, along with Brian's infamous slide deck. Note: to see the slides in action, you can catch the full video replay on YouTube: https://youtube.com/live/t09j0chQ_Uc.

Yup, it's time folks - the Enterprise Month in Review is upon us. This time we'll bear down on the so-called AI disruption of professional services and research, with epic special guest Frank Scavo. We'll also get Frank's take on Brian's leadership research reveal, and why we may need a leadership detox - or detox from toxic leaders. As usual, bring your savviest and snarkiest as we share our picks and pans, along with Brian's infamous slide deck. Note: to see the slides in action, you can catch the full video replay on YouTube: https://youtube.com/live/t09j0chQ_Uc.

Welcome back to the Alt Goes Mainstream podcast.Today's episode is with one of the executives who has helped to build one of the industry's leading alternative asset managers.We sat down in Permira's London office with Co-CEO Dipan Patel to discuss the firm's evolution and how the business has grown to over €80B in AUM.Dipan brings a deep background in private equity investing to bear as he and his Co-CEO Brian Ruder now lead the firm through its next phase of growth.Dipan joined Permira from Gores Group and is Co-Managing Partner and Co-CEO of the firm. He serves on Permira Holdings Limited Board and Permira's Investment Committee and Executive Committee. He's focused on technology and services investing, working on deals such as Renaissance Learning, Informatica, Axiom, AllTrails, Ancestry, LegalZoom, and more.Dipan and I had a thought-provoking conversation about what it takes to build and run a scaled alternative asset manager and how to differentiate a firm and a culture. We discussed:The founding story of Permira and the evolution of the firm since spinning out of Schroder Ventures in 1996.How the firm's beginnings have shaped the culture that has been built and how that culture has permeated how they make investment decisions, work with companies, founders, and LPs.How would an LP underwrite Permira's culture?How the firm's European heritage helps as an investor.The opportunity set in Europe.The investment culture at Permira and how its structure and set up helps investment processes and decision-making.Why software buyouts have become a larger part of the buyout investing landscape.How AI is impacting software investing and how AI is impacting services businesses.Why the firm has expanded into credit.The thought process behind launching a wealth solutions business, Permira Wealth, and how it reflects the culture of the firm.Thanks Dipan for coming on the show to share the evolution of Permira and your expertise and wisdom in private markets.A word from AGM podcast sponsor, Ultimus Fund SolutionsThis episode of Alt Goes Mainstream is brought to you by Ultimus Fund Solutions, a leading full-service fund administrator for asset managers in private and public markets. As private markets continue to move into the mainstream, the industry requires infrastructure solutions that help funds and investors keep pace. In an increasingly sophisticated financial marketplace, investment managers must navigate a growing array of challenges: elaborate fund structures, specialized strategies, evolving compliance requirements, a growing need for sophisticated reporting, and intensifying demands for transparency.To assist with these challenging opportunities, more and more fund sponsors and asset managers are turning to Ultimus, a leading service provider that blends high tech and high touch in unique and customized fund administration and middle office solutions for a diverse and growing universe of over 450 clients and 1,800 funds, representing $500 billion assets under administration, all handled by a team of over 1,000 professionals. Ultimus offers a wide range of capabilities across registered funds, private funds and public plans, as well as outsourced middle office services. Delivering operational excellence, Ultimus helps firms manage the ever-changing regulatory environment while meeting the needs of their institutional and retail investors. Ultimus provides comprehensive operational support and fund governance services to help managers successfully launch retail alternative products.Visit www.ultimusfundsolutions.com to learn more about Ultimus' technology enhanced services and solutions or contact Ultimus Executive Vice President of Business Development Gary Harris on email at gharris@ultimusfundsolutions.com.We thank Ultimus for their support of alts going mainstream.Show Notes00:00 Introduction to our Sponsor, Ultimus01:55 Welcome Back to the Alt Goes Mainstream Podcast02:03 Introduction to Permira and our guest, Dipan Patel03:47 Discussion on Distributions and Market Conditions04:19 Selling A-Grade Businesses in Current Market05:03 Flight to Quality in Times of Stress06:07 Reflecting on Career and Lessons Learned06:29 Early Career Experiences at Arthur Andersen and Lehman Brothers07:29 Impact of Early Career on Leadership Style09:04 Challenges in Today's Investment Environment10:15 Underwriting in Unpredictable Times10:45 Locating Good Companies for Investment14:31 Importance of Market Leadership14:59 Partnering with Founders and Executive Teams16:22 Permira's Co-Leadership Model19:49 Investment Decision Process at Permira21:02 Underwriting Character in Executives22:54 Permira's Organizational Character and Culture23:29 Understanding Organizational Culture23:54 Thriving in Chaos: The Concept of Anti-Fragility24:51 Capital Flows in Private Markets25:26 Developing Investment Theses25:54 Strategic Exit Channels26:24 Supply Creates Its Own Demand27:24 The Necessity of Access to Private Markets28:10 Managing Stress Moments in Private Markets28:50 Navigating Industry Evolutions29:20 Focusing on Core Strengths30:09 Balancing Growth and Differentiation31:21 Investing in Growth and Buyout Businesses32:26 Synergies Between Growth and Mature Businesses33:38 Risk Spectrum in Investments34:27 Understanding Runway and Market Position35:42 Disruption vs. Destruction in AI36:49 Investing in Platform Shifts37:58 Control and Duration in Private Equity39:08 The Role of AI in Incumbent Success40:25 Cultural Adaptability to AI42:21 Specialism vs. Generalism in Investing43:56 Professional Services and AI45:27 Future Investment Ideas46:34 Mission Critical Investing47:28 Conclusion and Final ThoughtsEditing and post-production work for this episode was provided by The Podcast Consultant.

In this episode of “Building the Premier Accounting Firm,” host Roger Knecht interviews Eric Gordon, Vice President of Professional Services at B10 Energy, about real estate accounting, tax strategies, and career insights. Gordon shares his journey from aspiring dentist to accounting professional, offering advice on commercial real estate acquisitions, cost segregation, and tax-saving strategies like Historically Significant Items (HSI) and Renewable Energy Tax Credits (RETC). This episode provides actionable insights for accounting professionals looking to expand their service offerings and better advise their clients. In This Episode: 00:00 Introduction to Eric Gordon 04:18 Accounting in Commercial Real Estate 10:11 Maximizing Real Estate Investments 14:55 Historically Significant Items (HSI) 19:24 Renewable Energy Tax Credits 25:19 Collaborating with Tax Professionals 30:37 Capital Gains & 1031 Exchange 37:58 Conclusion and Resources Key Takeaways: Advise clients on essential financial aspects of commercial real estate acquisitions, including income projection and vacancy rates. Utilize cost segregation studies to accelerate depreciation and maximize tax benefits for real estate owners. Explore HSI charitable giving strategies for high-income clients to preserve historical documents and save on taxes. Consider renewable energy tax credits as a transferable option for C corporations with significant tax liabilities. Build a team of experts to better serve clients and offer comprehensive tax planning and advisory services. Featured Quotes: Eric Gordon “Somehow, to 700 students, Norm made accounting seem cool.” Eric Gordon “I think cost segregation is the eighth wonder of the world. If you own real estate, you need to look at that.” Eric Gordon “Our firm exists to be an asset to CPA firms out there. We don't do any prep and file of any tax returns for clients.” Behind the Story: Eric Gordon's journey began with aspirations of becoming a dentist, but a single accounting class changed everything. Inspired by a professor who taught accounting for free, Eric switched his major and eventually landed at Deloitte. His audit background proved invaluable in commercial real estate, where he honed his skills in due diligence and asset acquisition. Now, as VP at B10 Energy, he helps accounting professionals leverage tax strategies like HSI and RETC to better serve their clients. Conclusion: Thank you for joining us for another episode of Building the Premier Accounting Firm with Roger Knecht. For more information on how you can establish your own accounting firm and take control of your time and income, call 435-344-2060 or schedule an appointment to connect with Roger's team here. Sponsors: Universal Accounting Center Helping accounting professionals confidently and competently offer quality accounting services to get paid what they are worth.   Offers: Free exclusive consultation with Eric to see what option best suits your needs. Simply visit www.b10cap.com and fill out the Contact Us form, or call 833.210.2278.   Get a FREE copy of these books all accounting professionals should use to work on their business and become profitable.  These are a must-have addition to every accountant's library to provide quality CFO & Advisory services as a Profit & Growth Expert today: “Red to BLACK in 30 days – A small business accountant's guide to QUICK turnarounds” – This is a how-to guide on how to turn around a struggling business into a more sustainable model. Each chapter focuses on a crucial aspect of the turnaround process - from cash flow management to strategies for improving revenue. This book will teach you everything you need to become a turnaround expert for small businesses. “in the BLACK, nine principles to make your business profitable” – Nine Principles to Make Your Business Profitable – Discover what you need to know to run the premier accounting firm and get paid what you are worth in this book, by the same author as Red to Black – CPA Allen B. Bostrom. Bostrom teaches the three major functions of business (marketing, production and accounting) as well as strategies for maximizing profitability for your clients by creating actionable plans to implement the nine principles. “Your Strategic Accountant” - Understand the 3 Core Accounting Services (CAS - Client Accounting Services) you should offer as you run your business. Help your clients understand which numbers they need to know to make more informed business decisions. “Your Profit & Growth Expert” - Your business is an asset. You should know its value and understand how to maximize it. Beginning with the end in mind helps you work ON your business to build a company you can leave so that it can continue to exist in your absence or build wealth as you retire and enjoy the time, freedom, and life you want and deserve. Follow the Turnkey Business plan for accounting professionals.  This is the proven process to start and build the premier accounting firm in your area.  After more than 40 years we've identified the best practices of successful accountants and this is a presentation we are happy to share.     Also learn the best practices to automate and nurture your lead generation process allowing you to get the bookkeeping, accounting and tax clients you deserve.  GO HERE to see this presentation and learn what you can do today to identify and engage with your ideal clients.   Check it out and see what you can do to be in business for yourself but not by yourself with Universal Accounting Center.   It's here you can become a:   Professional Bookkeeper, PB Professional Tax Preparer, PTP Profit & Growth Expert, PGE   Next, join a group of like-minded professionals within the accounting community.  Register to attend GrowCon and Stay up-to-date on current topics and trends and see what you can do to also give back, participating in relevant conversations as they relate to offering quality accounting services and building your bookkeeping, accounting & tax business.   The Accounting & Bookkeeping Tips Facebook Group The Universal Accounting Fanpage Topical Newsletters: Universal Accounting Success The Universal Newsletter   Lastly, get your Business Score to see what you can do to work ON your business and have the Premier Accounting Firm. Join over 70,000 business owners and get your score on the 8 Factors That Drive Your Company's Value.   For Additional FREE Resources for accounting professionals check out this collection HERE!   Be sure to join us for GrowCon, the LIVE event for accounting professionals to work ON their business. This is a conference you don't want to miss.   Remember this, Accounting Success IS Universal. Listen to our next episode and be sure to subscribe.   Also, let us know what you think of the podcast and please share any suggestions you may have.  We look forward to your input: Podcast Feedback   For more information on how you can apply these principles to start and build your accounting, bookkeeping & tax business please visit us at www.universalaccountingschool.com or call us at 8012653777  

Ops Quickies – snackable episodes on tech, tools, and systems.

IMPACT OF AI IN THE BLUE CHIP GRADUATE CAREER   In the before times, the passport to comfortable middle class prosperity was go to a good University, get a 2.1 or above, and apply to a graduate scheme with a blue chip organisation. Most attractive were the global professional services firms - McKinsey, Accenture, PwC, KPMG, BCG and the rest. With the advent of AI replacing a great deal of the knowledge related tasks previously performed by graduate entry into these firms, is this path no longer as viable as it once was?     Lets deep dive:   - State of the blue chip graduate recruiting market - What is the volume of intake 2020-2025? - What type of work might we have expected from early entry employees in PS? - How much of this is 'exposed' to AI disintermediation? - Does AI have a different impact rather than direct replacing the task? - What do PS firms expect from early entry talent in 2025 and beyond? - How can early entry talent best position for a future in PS? - How will Management Consultancy itself change over time?   All this and more, with Yazad Dalal, Chief Growth Officer (Joveo), Marketa Simkova, Partner, Head of People, Performance, Culture - KPMG Middle East & Sophie Jablansky, Senior PM (Veris Insights)from within the Professional Services and Management Consultancy sector.   We are on Friday 12th Sep, 2pm BST - follow the channel here (recommended) and save your spot for this demo by clicking on the green button.     Ep329 is sponsored by our friends Joveo   As the global leader in AI-powered recruitment marketing and candidate engagement, we are transforming talent attraction and recruitment media buying for the world's largest and smartest employers, staffing businesses, RPOs, and recruitment advertising agencies.   Want to find out more?   Speak to one of our team today.

Touch the same piece of information more than twice – fix the workflow. That's the kind of CFO-meets-COO thinking we get into in this episode of The Handbook, where Harv sits down with Lindsey Head to connect the dots between finance, ops, tech, and people – and what really changes when you standardise how the business runs. Lindsey helped scale a PR agency from 5 to 125 people and $750k to $25m in revenue, leading finance, ops, HR, tech, legal and M&A along the way – so she's seen where the cracks form, and how to close them.Here's what we dive into:• The case for “non-billable” hires early – why dedicated new-business and ops roles pay for themselves, and a simple admin-as-%-of-revenue rule of thumb (aim for ~7–8%).• Systems thinking > shiny tools – map the ideal information flow first, then pick tech to automate it. If you're touching the same data repeatedly, the process is broken.• Change management that actually works – phase rollouts, involve users early, test, train, and measure adoption before you “go live.”• Multi-entity without the migraines – standardise what you can across entities, respect local nuance (currency, tax, PTO), and use partners/EORs when expanding fast.• Run the business by the numbers – utilisation, gross margin by client, and labour % tell the truth; AI can accelerate FP&A and reporting, but you still sanity-check the outputs.If you're feeling buried under tools, processes, and hiring questions, Lindsey's final nudge is simple: pause, map “how it's going” vs “how it should go,” and focus this quarter on the single change that unlocks the most leverage.Additional Resources: 

In this episode, Craig Jeffery talks with Garry Capers of Deluxe about what really drives successful treasury implementations. They explore the roles of people, process, planning, and change management, going well beyond the technology itself. How can teams ensure smoother go-lives, user adoption, and long-term impact? Listen in for practical insights and leadership-level strategy.  

Welcome to the flagship episode of the Jeep Talk Show! Join hosts April and the crew as they dive into the latest Jeep news, upcoming Jeep events, and share some hilarious banter about life as Jeep enthusiasts. From CEO updates to DIY repairs vs. professional services, we're covering it all!

In this Self-Publishing Advice Conference highlight, Martin Cavannagh of Reedsy moderates a panel with editor Rebecca Heyman, designer Danna Mathias Steele, and marketeer Ricardo Fayet. The session examines the role of professional services in the success of self-published books, focusing on how expert editing, design, and marketing can increase sales and long-term profitability. The discussion also outlines how Reedsy's marketplace connects authors with established industry professionals and includes case studies of authors who improved their publishing results through professional partnerships. This is a post from SelfPubCon (The Self-Publishing Advice Conference), an online author event run free twice yearly in association with the Alliance of Independent Authors. Find more author advice, tips, and tools at our Self-publishing Author Advice Center, with a huge archive of nearly 2,000 blog posts and a handy search box to find key info on the topic you need. And, if you haven't already, we invite you to join our organization and become a self-publishing ally. You can do that at http://allianceindependentauthors.org.

In this episode of The PSM Show, co-host Damion Morris welcomes Allison Tivnon, strategic advisor, author, and City Councilor for Beaverton, Oregon. Allison has spent nearly two decades guiding AEC firms through the complexities of marketing, planning, and leadership. Damion and Allison explore why so many strategic plans lose momentum after the retreat and how to create alignment that lasts. They discuss the importance of involving marketing in the process, the role of a skilled facilitator, and how to make sure vision translates into action. Guest Bio: Allison Tivnon has dedicated her career to city and regional planning, partnering with municipalities, DOTs, and regional governments on behalf of urban planners, transportation engineers, economists, and policy analysts. She presents for SMPS, ACEC, and AGC, and is the author of Marketing at Low Tide: How to Recession-Proof Your Marketing Department. She also serves as a City Councilor for the City of Beaverton, Oregon. Learn more about Allison at AEC Pursuit Strategies or connect with her on LinkedIn.

Welcome back to Season Two of the PIE-Cast, where we will be diving into The Growth Engine, A Guide to Building a World-Class Business Development Function in Professional Services. In this episode, TJ Dennis sits down with Andi Baldwin, the CEO of Profitable Ideas Exchange and one of the four authors of The Growth Engine. Andi talks through building a growth culture in professional services and why it should be democratized, gives even MORE sports analogies (we cant help ourselves) and how it pertains to a sales-to-delivery handoff, and the necessity that is a CRM system for your business.If you have feedback about the show or would like to learn more about working with PIE, please contact us at: connect@profitableideas.com. You can also learn more about our previous books, How Clients Buy and Never Say Sell, by visiting our website.Profitable Ideas Exchange - connecting powerful minds, making the world smarter and smaller.

Learn how FastWill went from a simple digital will service to a full-fledged SaaS platform revolutionizing estate planning for financial advisors and clients alike.   In this episode of Sharkpreneur, Seth Greene speaks with Zach Tsakiris, founder of FastWill.com. He shares how he expanded his digital estate planning platform into a successful SaaS business that now serves thousands of clients. Starting in the financial services sector, Zach saw the need for an affordable and efficient estate planning solution for mid-tier clients and professionals. He discusses building a SaaS platform for financial advisors, insurance brokers, and clients, offering an easy way to create wills and trusts. Zach outlines the key decisions, partnerships, and strategies that have fueled FastWill's growth and success in a competitive market.   Key Takeaways: → The initial inspiration behind turning FastWill into a SaaS platform. → Key challenges business founders face when scaling and how to overcome them. → The value of a seamless user experience in attracting both clients and professionals. → Why FastWill's SaaS model is a game-changer for estate planning professionals. → The importance of constantly evolving your product to meet user needs and market demands.   Born in Dallas and based in Manhattan, Zach Tsakiris became a top financial advisor in estate planning. He founded FastWill to simplify the process for clients and advisors. As the world goes digital, he envisions estate planning's future online and aims to make FastWill the industry leader.   Connect With Zach: Website Instagram Facebook LinkedIn Learn more about your ad choices. Visit megaphone.fm/adchoices

Welcome back to Season Two of the PIE-Cast, where we will be diving into The Growth Engine, A Guide to Building a World-Class Business Development Function in Professional Services. In this episode, TJ Dennis sits down with returning guest Erika Flowers, the Chief Client Officer and Partner at Profitable Ideas Exchange. Erika is one of the four authors of The Growth Engine and she talks through what an Ideal Client Profile (ICP) looks like and why it matters, gives us a few sports analogies that help paint a picture of working as a team in business, and why professional services need to find their niche. If you have feedback about the show or would like to learn more about working with PIE, please contact us at: connect@profitableideas.com. You can also learn more about our previous books, How Clients Buy and Never Say Sell, by visiting our website. Profitable Ideas Exchange - connecting powerful minds, making the world smarter and smaller.

Here's a question that'll drive you absolutely crazy: How do you sell professional services without giving away everything for free? That's the burning question from Laura and Adam, attorneys who are struggling with the classic professional services dilemma. Their intake team and attorneys want to showcase their expertise by giving away everything for free during sales conversations. Meanwhile, they're also trying to figure out what kind of salesperson they need to hire to sell high-value legal services effectively. If you're nodding your head right now, you're not alone. This is the most common trap I see professional service providers fall into, and it's bleeding them dry while their competitors who keep their mouths shut are crushing them in conversion rates. The Professor Problem: Why Being Smart Is Making You Broke Laura nailed it when she described their current approach as "professorial." They show their talents and knowledge, thinking, "How can they not want to hire us because we're so brilliant?" But here's the brutal, kick-you-in-the-gut truth: The more you teach on sales calls, the lower your closing ratio becomes. Period. No exceptions. The less information you give, the higher your closing ratio goes. This isn't just theory—it's what I've learned from years of training consultants and professional service providers. When practitioners get on sales calls, it's incredibly hard not to show all our cards or teach people during the conversation. But you're not running a free consultation. You're running a sales process. Why Information Is Your Leverage—Not Your Gift Here's what Laura and Adam's team needs to understand: Information is your leverage. Are you going to give your leverage away for free? The key is teaching your intake team how to ask questions and bring the person through a process. You're connecting with prospects, learning about them, getting them talking about their fears, helping them articulate what they want, and then building a quick value bridge to why they should sign with your firm. Then—and only then—do you ask for the commitment. When prospects start fishing for free legal advice, you shut it down fast with this exact response: "That's a really, really good question. And that's exactly why we need to get you booked with an attorney so that you can sit down with a professional who can walk you through that strategy. Let's go ahead and get you signed up." The High-Stakes Hire: What to Look for in Professional Services Salespeople When you're selling high-value services instead of products, you need a special type of salesperson. Here are the three make-or-break qualities that will determine whether your hire is a rockstar or a disaster: They Need to Be Street Smart - Not book-smart—street-smart. They need to think on their feet because you've got different types of people coming to you with different cases. If someone is used to just following a script, they're not the right person for you. High Emotional Intelligence with Outcome Drive - This is the tricky balance. They need high emotional intelligence to quickly connect with people and build relationships. But they also need enough outcome drive to ask for the commitment and not let people off the hook. You're essentially running a one-call close. A person comes in, you take them through the journey, and then you ask them to make a commitment. If they don't commit on that call, your chances of signing them as a client go down exponentially over time. The Goldilocks Zone - If you hire someone too far on the outcome-driven side, they'll be pushy schmucks who pressure people, strongarm prospects, and destroy your reputation. You'll end up with buyers' remorse and angry clients. If you hire someone too relationship-driven with too much empathy, they'll have great conversations and make wonderful friends—but they won't convert anybody into customers.

Industrial Talk is onsite at Hexagon LIVE and talking to Dilraj Kahai and Eric Shufelt with 21Tech about "Data is gold and key to success". Scott Mackenzie hosts an industrial podcast featuring Dilraj and Eric from 21 Tech, discussing asset management and AI solutions. They highlight the challenges of integrating AI into asset management due to incomplete and dirty data. 21 Tech's approach involves developing AI point solutions to automate processes and clean data incrementally, making it more manageable for clients. They focus on public sector industries like transit, utilities, and public works, offering pre-built solutions to expand market reach. Eric Shufelt emphasizes the importance of understanding client needs and processes to ensure successful implementations and continuous improvement of systems. Action Items [ ] @Scott MacKenzie - Follow up with Eric Shufelt on LinkedIn to discuss 21 Tech's professional services offerings and how they can help organizations improve their asset management processes. [ ] @Scott MacKenzie - Connect with Dilraj Kahai and Eric Shufelt to learn more about 21 Tech's approach to leveraging AI and Hexagon's software to solve industry-specific challenges. [ ] Explore opportunities to collaborate with 21 Tech on bringing AI-powered asset management solutions to the transportation, utilities, and public works sectors. Outline Introduction and Welcome to Industrial Talk Podcast Scott Mackenzie introduces the Industrial Talk Podcast, emphasizing its focus on industry innovations and trends. Scott welcomes the audience and highlights the importance of the industrial sector, including manufacturing, oil and gas, and data. Scott introduces the guests, Dilraj and Eric, from 21 Tech, and praises their contributions to the industry. The podcast aims to celebrate industry professionals and their contributions to solving daily problems. Introduction of Guests and Initial Discussion Scott Mackenzie introduces Dilraj and Eric, highlighting their roles and contributions to the industry. Dilraj introduces Eric Schmidt, Vice President of Professional Services at 21 Tech, as a brilliant mind in asset management. Dilraj and Eric discuss the progress and changes in the industry since their last conversation. Scott Mackenzie refers to the current industrial landscape as an "industrial Renaissance," indicating the rapid advancements and changes. Challenges in Asset Management and AI Integration Dilraj discusses the challenges companies face in integrating AI into asset management, particularly the issue of incomplete and dirty data. 21 Tech has developed AI solutions to automate processes and clean up data, making it more efficient and reliable. Scott Mackenzie and Dilraj discuss the importance of clean data in making informed decisions and avoiding bad decisions based on dirty data. 21 Tech's AI solutions help automate data entry and ensure pristine data, saving time and improving efficiency. Addressing Historical Data and Incremental AI Solutions Dilraj explains how 21 Tech addresses the issue of historical data, either by starting clean from now or using AI to clean up old data. The AI solutions provide incremental steps to clean data, making the process less overwhelming and more manageable. Scott Mackenzie and Dilraj discuss the importance of having clean data for accurate insights and decision-making. 21 Tech's approach helps organizations incrementally improve their data quality without...

Have you ever tried running a business like it's a utility function? Today's guest has. CJ is joined by Michaela Lehr, a seasoned FP&A leader and former CFO of ActionIQ, who breaks down how CFOs can pull levers like growth, retention, margin, and cash runway to maximize value without blowing something up. Michaela explains how not all growth is created equal and why how you grow matters as much as how much you grow. She talks about gross margin as the most sensitive area of the P&L and how to communicate with engineers about their impacts on it. The conversation also covers the rise of “experimental recurring revenue” in AI-first products, why investors are obsessed with net dollar retention, the risks of over-servicing customers, looking out for your own finance team, and what it means to budget in the real world when everything changes after board approval.—LINKS:Michaela Lehr on LinkedIn: https://www.linkedin.com/in/michaela-lehr-2908996/ActionIQ: https://www.uniphore.com/actioniqCJ on X (@cjgustafson222): https://x.com/cjgustafson222Mostly metrics: Loveable: https://lovable.devCanva: https://www.canva.comConcourse: https://www.concourse.co—TIMESTAMPS:(00:00) Preview and Intro(02:20) Sponsor – Rillet | Pulley | Brex(07:33) What It Means To Run a Company Like a Utility Function(10:45) An Example of Optimising for This Utility Function Regarding AI Spend(15:36) Sponsor – Aleph | RightRev | Navan(19:35) Less Visible but High-Impact Levers That Drive Revenue(22:15) Gating Headcount Based on Performance Milestones(25:09) Cloud Costs as a Hidden Lever(27:30) Why How You Grow Matters As Much as How Much You Grow(30:08) Professional Services as a Necessary Investment(32:43) What ERR (Experimental Recurring Revenue) Is(36:39) Margin As the Most Sensitive Area of the P&L(38:13) Communicating With Engineers About Gross Margin(41:56) Why Investors Care So Much About Net Dollar Attention(43:53) Making Sure Your Upsells Don't Mask a Churn Problem(44:40) What Over-Servicing Your Customer Looks Like(46:58) Why the “Just Give Me My Budget” Mindset Doesn't Work(49:23) Brokering the Budget With Execs in Real Time(51:38) Looking Out for Your Own Team as a CFO(56:26) The First Sign of an Erosion of Trust(59:50) Finance's Role in Upholding Capital-T Truth(1:01:31) Long-Ass Lightning Round: A COVID-Era Multitasking Mistake(1:02:06 ) Advice to Younger Self(1:04:07) Michaela's Favorite Finance Tool(1:04:17) Craziest Expense Story—SPONSORS:Rillet is the AI-native ERP modern finance teams are switching to because it's faster, simpler, and 100% built for how teams operate today. See how fast your team can move. Book a demo at https://www.rillet.com/metrics.Pulley is the cap table management platform built for CFOs and finance leaders who need reliable, audit-ready data and intuitive workflows, without the hidden fees or unreliable support. Switch in as little as 5 days and get 25% off your first year: https://pulley.com/mostlymetrics.Brex offers the world's smartest corporate card on a full-stack global platform that is everything CFOs need to manage their finances on an elite level. Plus, they offer modern banking and treasury as well as intuitive expenses and accounting automation, bill pay, and travel. Find out more at https://www.brex.com/metricsAleph automates 90% of manual, error-prone busywork, so you can focus on the strategic work you were hired to do. Minimize busywork and maximize impact with the power of a web app, the flexibility of spreadsheets, and the magic of AI. Get a personalised demo at https://www.getaleph.com/runRightRev automates the revenue recognition process from end to end, gives you real-time insights, and ensures ASC 606 / IFRS 15 compliance—all while closing books faster. For RevRec that auditors actually trust, visit https://www.rightrev.com and schedule a demo.Navan is the all-in-one travel and expense solution that helps finance teams streamline reconciliation, enforce policies automatically, and gain real-time visibility. It connects to your existing cards and makes closing the books faster and smarter. Visit https://navan.com/runthenumbers for your demo.#UtilityFunction #FPandA #BusinessStrategy #GrossMargin #NetDollarRetention This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit www.mostlymetrics.com

When we talk about the future of enterprise software, AI is front and center. But behind the buzzwords, real transformation is happening in how businesses plan, execute, and deliver professional services. In this episode, I sat down with Raju Malhotra, Chief Product and Technology Officer at Certinia, to explore how AI is shifting from theory to practice in high-scale environments. Certinia, a native ISV on Salesforce, is helping global tech and service firms like Cisco, Siemens, and PwC automate their services operations. With over two million users and six million active projects, the platform isn't just adding AI for the sake of it. It's embedding it directly into workflows to solve tangible business challenges. Raju shares a clear framework for understanding how different types of AI are being implemented. Predictive AI is already deeply integrated into enterprise processes. Generative AI is gaining traction for simplifying content and communication. Agentic AI, the most recent frontier, enables digital agents to complete complex tasks independently within enterprise guardrails. What stood out in our conversation was the emphasis on outcomes over features. Raju makes a compelling case for starting every technology decision by understanding the customer's goals. Certinia's approach avoids chasing trends for the sake of headlines. Instead, the focus is on delivering results like improved margins, higher resource utilization, and smarter project delivery. We also discussed Certinia's early adoption of Salesforce's Agent Force and how their team works closely with Salesforce engineering to align on AI strategy. Rebranding their ERP Cloud to Financial Management Cloud was another move that reflects their sharper focus on services-centric financials, rather than trying to be everything to everyone. There's a clear message in this conversation. Innovation in AI must be matched with investment in performance, latency, scale, and user experience. For any tech leader navigating the AI landscape, Raju's insights provide a grounded, real-world guide. How are you aligning your AI investments with measurable business outcomes?

NautobotGPT is a new AI assistant for Nautobot that helps engineers with network automation, answers questions, recommends tooling, and delivers working code. We discuss the user experience of NautobotGPT with Matthew Schwen, Associate Director of Network Automation at Humana, CoFounder and CTO of PortalCX; and Brad Haas, VP of Professional Services at Network to Code.... Read more »

NautobotGPT is a new AI assistant for Nautobot that helps engineers with network automation, answers questions, recommends tooling, and delivers working code. We discuss the user experience of NautobotGPT with Matthew Schwen, Associate Director of Network Automation at Humana, CoFounder and CTO of PortalCX; and Brad Haas, VP of Professional Services at Network to Code.... Read more »