Consultancy Growth Podcast

In this episode, Craig sits down with executive coach Deena Priest to unpack the three pillars of sustainable Consultancy leadership: Purpose, Peace, Profit.  Along the way, they explore how to spot the early signs of unfulfillment, tackle the fear of selling, and break free from the micromanagement trap. Deena shares why emotional regulation is a non‑negotiable skill for leaders, and how to build a legacy that lasts through smart succession planning.

00:00 — Introductions & Why Founders Lose Their Spark

 05:42 — From Consulting to Coaching: Finding Purpose Again

 11:37 — The Hidden Signs You’re No Longer Fulfilled

 17:41 — Why Most Consultancy Founders Struggle With Sales

 20:25 — Breaking the Micromanagement Habit That’s Draining You

 24:05 — How to Lead With Confidence (Even Under Pressure)

 27:44 — Using NLP to Reframe Setbacks Into Wins

 30:32 — Mastering Emotional Regulation for High‑Stakes Leadership

 36:07 — Building a Consultancy Legacy That Outlives You

Host Craig Herd 

Guest Deena Priest 

In this conversation, Mary Ewen shares her journey of founding MJV Consulting, the challenges and successes she has faced over the past decade, and the importance of family dynamics in running a consultancy. She discusses the significance of employee engagement, the necessity of having tough conversations, and the proactive strategies needed in HR to foster a healthy work environment. Mary emphasises the value of investing in people development and outlines her vision for the future of the consultancy as she transitions responsibilities to the next generation.


00:00 Introduction and Background

02:51 The Journey of MJV Consulting

05:47 Family Dynamics in Business

08:42 Defining Success in Consultancy

11:21 Navigating People Challenges

14:31 The Role of Social Media in Business Growth

23:08 Navigating Tough Conversations

26:59 The Value of HR in Business

29:20 Engagement and Performance in Teams

33:56 Emotional Aspects of Leadership

36:54 Proactive HR Strategies

40:30 Adapting to Legal Changes in Employment

47:47 Investing in Personal Development

49:36 Succession Planning and Future Goals


Host: Craig Herd
Guest: Mary Ewen

In this episode, Leigh Adams breaks down how real business development happens through curiosity, consistency, and conversation.

He shares how a pub chat led to a £2M deal, why being genuinely interested in people beats any sales script, and how most consultants underestimate the long-term power of relationship-first thinking.

We talk about rejection, timing, trust, and what it really takes to build a pipeline without chasing — plus Leigh’s take on what most consultancies get wrong about growth. If you’re still relying on referrals or hoping people “just come back to you,” this one’s a must-listen.

00:00 Building Relationships in Business Development

06:22 The Importance of Authentic Communication

09:46 Overcoming Networking Challenges

13:03 Consistency in Relationship Building

15:36 Tools for Maintaining Connections

17:57 Building Authentic Relationships in Sales

19:08 The Importance of Listening and Patience

24:39 Overcoming Fear of Rejection in Networking

28:48 Effective Follow-Up Without Pestering

36:49 Long-Term Relationships vs. Short-Term Gains

40:30 Niche Focus and Strategic Business Development

Host: Craig Herd 

Guest: Leigh Adams

In this conversation, Tim Kershaw reflects on 25 years of leading Libra Europe Consulting — including how the firm has retained clients for over two decades. Tim shares hard-won lessons on building long-term relationships, emphasising adaptability, team dynamics, and deeply understanding client needs.

We explore recruitment strategies grounded in empathy and humility, the importance of knowing exactly where profit comes from, and the key metrics that drive sustainable growth. Tim also discusses how to navigate industry trends without losing focus, empower team development, and build a consultancy clients never want to leave.

00:00 Reflecting on 25 Years of Growth

05:39 The Importance of Team Dynamics

08:31 Recruitment Strategies for Success

10:03 Understanding Profitability in Consultancy

16:15 Key Metrics for Sustainable Growth

20:27 Navigating Trends and Client Needs

27:30 Team Growth and Development

31:08 Building a Legacy of Trust and Reliability

Host: Craig Herd 

Guest: Tim Kershaw

In this conversation, James O'Sullivan discusses the importance of mental simulations and scenario planning in both sports and business. He shares insights on how these techniques have shaped his approach to decision-making and leadership in consultancy. The discussion covers the challenges of navigating client expectations, fostering team skills, and balancing innovation with risk. O'Sullivan emphasises the need for practical strategies in change management and the future of consultancy, highlighting the importance of being open and honest with clients about the realities of the market.

02:00 The Power of Mental Simulations

07:58 Scenario Planning in Business

10:56 Navigating Decision-Making Challenges

15:58 Building Trust and Consensus

19:41 Transferring Knowledge and Skills

24:22 Balancing Optimism and Realism in Planning

25:37 Navigating Risk Appetite in Transformation

28:02 Embracing New Ideas and Perspectives

30:22 The Two-Way Door Concept in Innovation

32:15 Balancing Core Competencies with New Ventures

35:05 Evaluating New Ideas and Market Fit

38:55 The Future of Change Management

42:18 Strategic Planning in Uncertain Times

Host:  Craig Herd
Guest: James O’Sullivan

For 20 years, John has helped consultancies win the kinds of high-stakes pitches where there’s only one winner and everything’s on the line—revenue, reputation, and momentum.

In this episode, John breaks down the real mechanics behind successful consultancy pitches, sharing his 7 Ps framework and what the best teams do differently. We talk WhatsApp dealmaking, shifting client expectations, and why the pitch is won long before the presentation begins.

If you’ve ever hit a losing streak, over-invested in a “perfect” deck, or wondered why a great relationship still didn’t close then this one’s for you.

02:00  What’s changed in 20 years of high-stakes pitches

06:40  Why remote consultants aren’t learning by osmosis anymore

11:00    The 7 Ps that shape every winning pitch

18:30   How firms lose before they’ve even sent the proposal

24:00  Conversation vs presentation: the game has changed

30:20  AI’s effect on thought leadership and positioning

36:15   The difference between trusted insight and generic content

42:40  How the best consultancies stay in the “penalty box”

48:50 The one move every founder should make this quarter

Host: Craig Herd
Guest: John Timperley

Nick and Craig delve into the intricacies of sales and marketing within consultancies. They emphasise the importance of listening to clients, understanding their problems, and creating value through effective content strategies. Successful consultancies are characterised by their commitment to marketing as a journey, the involvement of leadership, and a structured approach to content. The discussion also highlights the evolving landscape of marketing, where depth and quality are becoming more crucial than mere frequency. Nick shares personal insights and advice for younger professionals in the industry, underscoring the significance of consistency and expertise in building a successful consultancy.

00:00 The Birth of Create Engage

07:39 Identifying Gaps in Consultancy Marketing

10:40 The Pragmatic Approach to Marketing

12:29 The Importance of Professionalizing Marketing

14:55 Misconceptions About Marketing in Consulting

19:11 Evolving Business Development Strategies

25:51 The Importance of Listening in Sales and Marketing

27:56 Common Traits of Successful Consultancies

30:41 Understanding Marketing as a Journey

31:36 Frequency vs. Quality in Marketing

39:23 The Shift Towards Depth in Marketing

46:00 Advice for the Younger Self

Host Craig Herd 

Guest Nick Synnott

Too many consultancies rely on senior heroics to grow. Richard Goold did the opposite.

In this episode, he shares how Moorhouse scaled from £5M to £34M by building a strong, empowered middle layer—one that could win work, lead teams, and grow the business without waiting for permission.

We explore what happens when you shift from control to capability, why developing internal successors beats relying on experienced hires, and the quiet signs that your operating model is slowing you down.

02:00 Scaling Success: The Moorhouse Journey

06:55 Empowering Junior Talent: A Cultural Shift

12:22 Leadership Dynamics: Delegation and Empowerment

16:48 Identifying Growth Stalls in Consultancy

28:21 Structural Upgrades for Sustainable Growth

44:39 Enduring Qualities: Focus and Values in Consultancy

Host Craig Herd
Guest Richard Goold

In this conversation, Mike shares his journey of building the Concerto Group into a  £50 Million business through focusing on acquisitions. He discusses the challenges of leading a large team of 150 people, the importance of company culture, and the role of sales in business success. Mike also reflects on his 10 years in consultancy, emphasising the value of industry-specific knowledge and the common traits of successful founders. He concludes with thoughts on legacy and the lessons he wishes to pass on to future generations.

00:00 Building a Business from Scratch

02:44 The Uniqueness of Acquisition in Business Growth

06:17 Lessons Learned from Growth through Acquisition

10:03 Leading a Large Team: Challenges and Strategies

13:18 Creating a Strong Company Culture

16:10 The Importance of Sales in Business

19:41 The Role of Referrals and Word of Mouth

26:06 Transitioning to Consultancy: Insights and Experiences

30:10 The Value of Industry-Specific Knowledge

35:24 Common Traits of Successful Founders

40:55 Legacy and Lessons for Future Generations

Host Craig Herd
Guest Mike Kershaw


Notable Mentions

• "Consultants working in the NHS" One Conversation at a Time: The Quiet Strategy Behind Culture Change with Adam Woodroffe and Joel Greig
  
  
• "Tesco Story" They Call It a Lifestyle Business. He Calls It His Million Pound Cash Machine with Guy Beresford

In this episode of the Consultancy Growth Podcast, I’m joined by Arun Dehiri as he reflects on his 30 years in the Industry, building his first consultancy which he then sold, and starting over anew founding Red Dawn Consulting which turns 15 years old, this month. 

But this isn’t just a story about business growth. It’s about what happens when a life-altering car crash forces you to stop, reflect and rethink everything. Arun opens up about the moment that changed his trajectory and how it led him to redefine success, shift from founder to mentor, and start thinking seriously about legacy.

We talk about the power of specialisation, sustaining momentum over decades, and what the next generation of consultants need most. If you're a founder thinking about your future, in business and beyond, this one’s for you.

00:00 - Introduction to Today’s Episode

01:19 - Arun Dehiri's early career

05:04 - Building, Selling and Rebuilding

06:25 - Challenges in Building Red Dawn Consulting

08:34 - Keys to Red Dawn's Success

10:32 - Advice for Aspiring Consultants

13:23 - Long-Term Vision in Consulting

17:24 - The Future of Telecoms, Media, and Technology

20:24 - Navigating AI and Industry Changes

23:08 - The Importance of Implementation in Consulting

24:17 - Standout Projects and Thought Leadership

26:53 - Writing his Memoirs and Sharing Lessons

34:20 - Future Aspirations and Legacy

Host: Craig Herd
Guest: Arun Dehiri