Consultancy Growth Podcast

Host: Craig Herd
Guest: John Howard

In this episode of the Consultancy Growth Podcast, I’m joined by John Howard to unpack what it really takes to move from founder-led sales to leadership-led growth, and why that shift is so critical if you want to scale sustainably.

We dive into how to build a senior team you can trust, how to evolve your commercial decision-making as you grow, and how to keep your culture intact during big transitions. John also shares what makes a consultancy more attractive to buyers, how to prepare for an exit, and the emotional rollercoaster that can come with handing over the reins. Plus, we explore the changing dynamics of the consultancy marketplace and the new challenges that come with it.

If you’re thinking about growing beyond founder-dependence or eventually selling your consultancy, this one’s for you.

00:00 - Introduction to the Consultancy Growth Podcast

00:25 - Making the Leap: From Founder-Led to Leadership-Led Growth

05:07 - Building a Senior Team You Can Actually Rely On

09:09 - Evolving Without Losing Your Culture

13:11 - Making Smarter Commercial Decisions as You Scale

18:29 - Why Bigger, Longer Contracts Matter for Growth

21:02 - Thinking About Exit? Here’s What Buyers Really Want

28:03 - How Long It Actually Takes to Sell a Consultancy

32:26 - The Emotional Side of Letting Go

34:43 - Navigating the New Challenges in Today’s Consultancy Market

Host: Craig Herd
Guest: Mark Peacock

In this episode of the Consultancy Growth Podcast, I’m joined by Mark Peacock. We dig into one of the most overlooked levers in consultancy growth: pricing strategy.

We unpack the common traps consultancies fall into, from undercharging to defaulting to hourly rates, and explore how shifting to a value-based pricing model can change the game. Mark shares why pricing confidence is key, how to better communicate value, and what it takes to move beyond legacy pricing mindsets. We also get into the nitty-gritty of tiered pricing, price anchoring, and the connection between your front-end and back-end offers, plus what to do if you’re ready to start reviewing (and raising) your prices today.

If pricing has ever felt like a guessing game or a subject you’ve avoided, this episode is for you.

00:00 - Introduction
03:12 - Why Pricing Confidence Is the First Step to Charging More

05:55 - Breaking Free from the Classic Consultancy Pricing Trap

8:53 - Rethinking Value: A Fresh Take on Value-Based Pricing

12:07 - How to Build a Customer Value Model That Actually Works

14:51 - The Link Between Positioning and Pricing (and Why It Matters)

18:11 - Tiered Pricing: Giving Clients Options Without Underselling Yourself

21:04 - Price Anchoring: How to Set the Stage for Better Deals

24:02 - Front-End vs. Back-End: Structuring Your Offers for Profit

26:53 - Pricing Is Both Art and Science and Here’s How to Balance It

29:53 - Not Sure Where to Start? How to Begin Your Pricing Review

32:57 - Busting the Biggest Myths About Consultancy Pricing

In this episode of the Consultancy Growth Podcast, I sit down with Professor Joe O’Mahoney to explore the impact of AI on the future of consultancy and why it’s so much more than just another tool in the tech stack.

We unpack the biggest misconceptions consultancy leaders have about AI, the risks firms need to be aware of, and the opportunities that come from embracing it thoughtfully. Professor Joe shares his perspective on AI as an enabling technology that’s reshaping the entire economy, including the consultancy landscape. We also dive into emerging concepts like digital twins, the critical role of trust and security, and why human connection still matters more than ever in an AI-driven world.

If you’re curious about how AI will shape your consultancy and how to stay relevant without losing the human touch, this episode is for you.

00:00 - Welcome to the Consultancy Growth Podcast
01:26 - Why AI Isn’t Just a Tool But a Game-Changer for Consultancies
03:13 - Busting the Biggest Myths About AI
05:14 - The Real Risks of AI in Consultancy (and How to Manage Them)
09:06 - What Digital Twins Could Mean for Your Consultancy
11:20 - Training AI to Deliver Value in a Consultancy Context
14:58 - Why Human Interaction Still Matters in an AI World
18:24 - Where AI is Taking the Consultancy Industry
22:00 - Trust, Security, and the Foundations of Responsible AI
25:06 - Smarter Alternatives to Large Language Models
29:04 - How AI is Redrawing the Map of the Consultancy Landscape
34:11 - The Future of Human Connection in an AI-Driven Consultancy

In this episode of the Consultancy Growth Podcast, James Stringer of The Results Consultancy, joins me to break down what it really takes to build a strong business development function in a consultancy.

We discuss why hiring for sales aptitude is just the start and how training, incentives, and leadership play a critical role in driving consistent growth. James shares insights on the habits and processes that separate high-performing consultancies from the rest, the power of AI tools like ChatGPT in streamlining business development, and why recognising success within your team is more important than you might think.

If you’ve ever struggled with building a business development engine that runs beyond the founder, this episode is for you.

00:00 - Welcome to the Consultancy Growth Podcast

01:33 - Why Sales Aptitude Matters in Consultancy Growth

03:44 - The Training Strategies That Drive Business Development Success

06:41 - How Incentives and Recognition Fuel a Winning Sales Culture

10:28 - Strengthening Client Relationships for Long-Term Growth

12:35 - What Effective Business Development Training Really Looks Like

17:05 - Measuring the Impact of Your Business Development Training

18:35 - How to Build a Scalable Business Development Process

22:06 - Pinpointing Your Ideal Clients (and Reaching Them More Effectively)

23:20 - The Daily and Weekly Habits of High-Performing Teams

26:34 - Using AI to Streamline Business Development

30:05 - What’s Working: Business Development Success Stories

34:03 - The Leadership Shifts That Create a Stronger BD Culture

37:43 - Final Thoughts on Building a Growth-Focused Consultancy

Connect with James on Linkedin:
https://www.linkedin.com/in/james-stringer-0aaa339

Connect with me on Linkedin:
https://uk.linkedin.com/in/craigherd

In this episode of the Consultancy Growth Podcast, Matt Hodkinson, CEO of Total Growth Ownership, joins me to break down why differentiation and market positioning are make-or-break for consultancies.

We explore the common traps consultancy founders fall into—like mirroring competitors, struggling to communicate their value, and the knock-on effect weak positioning has on pricing and client engagement. Through real-world examples, we unpack how small shifts in messaging can lead to major growth.

If you’ve ever questioned what truly sets your consultancy apart—or worried that your positioning isn’t landing—this episode is for you.

00:00 – Introduction to the Consultancy Growth Podcast
01:16 – Why differentiation is non-negotiable for consultancies
03:10 – The real challenge: communicating your value clearly
06:29 – Signs your positioning isn’t working
10:24 – The power of saying no: how it strengthens your brand
12:53 – Making room for the clients you actually want
15:21 – Why sales is a positioning problem (not just a numbers game)
17:16 – Get this right before you promote
19:15 – Breaking down a real-world positioning shift
20:55 – Pricing pushback
22:01 –Reposition your consultancy without confusing your market
25:40 – Why positioning isn’t one-and-done 
28:26 – Should your positioning be controversial? 
31:15 – How positioning directly impacts your pricing power
35:19 – The 4 P’s of Positioning: A framework for getting it right
37:25 – Final thoughts & how to apply this to your consultancy

Connect with Matt on Linkedin:
https://uk.linkedin.com/in/matthodkinson

Connect with me on Linkedin:
https://uk.linkedin.com/in/craigherd

Summary

Most consultancy founders are told to chase product-market fit. But what if the real key to long-term success is founder-market fit? In this episode, Craig Herd and Clive Griffiths speak with Derry Hughes, founder of Honeycomb Consulting Skills Training, about how he reshaped his business to fit his strengths, his life, and his long-term vision.

Derry shares how he pivoted through three different businesses before focusing on training, where he found both growth and fulfilment. He opens up about the hard lessons learned from running two businesses at once, why focus is everything, and how building the right leadership team helped him scale sustainably, all while raising four children.

If you’re a consultancy founder wondering what’s next or how to build a business that works for you, not against you this episode is for you.

Episode Highlights and Insights

• Founder-Market Fit: The Overlooked Growth Strategy

Derry explains why aligning your business with your personal strengths, interests, and ambitions is the real key to sustainable growth.

• The Power of Focus

Why trying to run two businesses at once nearly derailed Derry—and how narrowing his focus to training unlocked real momentum.

• Pivoting with Purpose

How Derry moved from outsourced operations to recruitment, and ultimately to training consultancy teams, driven by market demand and his own interests.

• Building the Right Leadership Team

The importance of bringing in partners who complement your weaknesses, not mirror your strengths—and how this decision accelerated Honeycomb’s growth.

• Sustainable Growth vs Hypergrowth

Derry shares why he chose to build a business designed for long-term sustainability, rather than chasing rapid scale and exit strategies.

Why Listen

If you’re a consultancy founder asking, Is this the right business for me?, this episode will show you how to align your consultancy with your strengths, ambitions, and life outside the business—so you can scale on your own terms.

Subscribe to The Consultancy Growth Podcast for more conversations with experts who are helping consultancy founders build sustainable, scalable businesses.

Deri Hughes Linkedin
Honeycomb Consulting Skills Training

Summary

Most consultants are told their Value Proposition is everything. But is that really true? In this episode, Craig Herd and Clive Griffiths break down why the usual advice around value propositions often misses the mark—and what actually matters if you want to grow your consultancy.

Craig and Clive explore why many consultancy founders get stuck obsessing over a one-liner, while the real challenge is getting in front of the right clients and having deeper conversations. They discuss the difference between a value proposition and positioning, why your team needs clarity to avoid butchering your message, and how clients often stay with you for different reasons than why they first signed up.

If you’ve ever wrestled with articulating your consultancy’s value—or felt pressured to come up with a “unique” value proposition that sets you apart—this episode is for you.

...

Episode Highlights and Insights

• Value Proposition vs Positioning

 Craig and Clive discuss why consultants often confuse these two ideas—and why separating them can help clarify what you really offer.

• Why Your Team Needs your Value Prop More Than Your Clients

 When associates and consultants are tasked with business development, a clear message becomes critical. Without it, they’ll likely dilute your proposition.

• Why ‘Unique’ Misses The Point

 Most consultancies aren’t unique—and that’s okay. What matters more is trust, reliability, and credibility in the eyes of your clients.

• The Role of Your Value Proposition

 Think of it as the fishing line—not the entire strategy. It’s there to open the conversation, not close the deal.

• Who You Should Listen To

 Craig shares how reviewing client feedback uncovered the real value they deliver—something they hadn’t identified themselves.

• Productise or Expand?

 A candid chat on how consultancies can scale—whether through productising services or carefully expanding their offer—without becoming “all things to all people.”

...

If you’re a consultancy founder who’s ever felt stuck explaining what you do—or worried your team can’t articulate your value without you—this episode will help you rethink your value proposition and positioning in a more practical way.

Subscribe to The Consultancy Growth Podcast for candid conversations with experts helping consultancy founders build sustainable, scalable businesses.

Host: Craig Herd 

Most consultancy founders are stuck in a dumb loop. You start out hustling, doing everything yourself—winning deals, handling clients, hiring, marketing, even buying the office biscuits. Then you grow, hire people… and somehow still end up doing everything. Sound familiar?

In this episode, Craig breaks down why founders get trapped as Mr Everything, why hiring more people won’t fix it, and the real way to escape the grind. If you want a business that runs without you, this is the episode you need to hear.

Key Topics Covered

🔥 Why you’re stuck running everything.
⚠️ The myth that hiring will solve all your problems.
🛑 Being the bottleneck is killing growth.
📈 The reason your consultancy isn’t scaling.
🔧 The first system to build.
💰 Founder closed £36K deal while golfing.

Episode Highlights & Resources

The ‘Mr Everything’ Trap: Why Founders Get Stuck

• You’re running everything—sales, delivery, ops, hiring, admin.
• More team members? More problems. 
• This is the opposite of freedom. 

How to Escape: Systemise Everything

• If your consultancy only works when you’re working.
• The secret? Removing yourself from client acquisition.
• You don’t need to be the rainmaker. 

The Goal: A Business That Runs Without You

• If you're the business, it’s not sellable, scalable, or sustainable.
• Stop being the bottleneck. Stop doing everything.
• Systemise client acquisition, build leverage, and reclaim your time.

Related Episodes & Resources

📖 Built to Sell – A playbook for creating a business that runs itself
📖 The E-Myth – Why most small businesses fail (and how to avoid it)

If you’re tired of being Mr Everything and want to actually own a business (not just a job), listen to this episode and start making the shift today.

In this episode of the Consultancy Growth Podcast, Craig Herd and Clive Griffiths dive deep into the evolving role of AI in consultancy marketing and sales. They explore the challenges and consequences of mass AI-generated outreach, the importance of authenticity in marketing, and the future shift towards personalised, human-centric interactions. Listen in for insights on cutting through the noise, standing out in a crowded market, and leveraging AI as a research tool rather than a spam engine.

Host: Craig Herd
Host: Clive Griffiths

Key Topics Covered

• The evolution of AI in marketing & sales.
• The dangers of mass AI-driven outreach for consultancies.
• The power of authentic, personalised marketing strategies.
• How a thoughtful gift secured a meeting vs 205+ competitors.
• The future of sales: Human connection vs. AI-generated content.
• Leveraging AI for research & insight generation.
• Why consultancies need to lead with value.
  
  

Episode Highlights & Resources

AI in Marketing & Sales: Game-Changer or Brand-Damager?

• AI enables high-volume, personalised outreach but at what cost?
• How mass AI-driven emails can damage consultancy brands.
• The value of a finite market and lasting relationships.

Case Study: Personalised Gift vs. 206 LinkedIn Comments

• An HR consultant used a unique approach.
• The follow-up email that sealed the deal.
• How personalisation beats mass outreach every time.

The Future of Sales & Marketing in Consultancy

• AI is increasing digital noise.
• A resurgence in relationship-driven marketing.
• Your prospects' unconsidered needs.
• How to Leveraging AI while maintaining a human touch.

Related Episodes & Resources

• Consultancy Growth Podcast: Episode 3 Podcast recommendation.
• The Challenger Sale – Book recommendation.
• RAIN Group Study – Research on why buyers buy.

How do you secure meetings with senior executives without relying on cold emails, expensive paid ads, or personal introductions?

In this episode, Clive Griffiths shares the precise strategy that landed him a meeting with a Times 100 CEO, and how you can apply the same principles to connect with decision-makers at the highest levels.

We discuss:
- Why most outreach methods don't work with the best prospects.
- The "Shock & Awe" approach to cutting through the noise.
- How to turn a gatekeeper into your champion
-  The 'lumpy mail' strategy that can unlock major opportunities.
- The critical mistake most people make once they get the meeting.

If you’re looking to build real, high-value relationships with top-tier clients, this episode provides a proven framework you can start using today.

🎧 Listen now and put it into action.