The Professional Services Pursuit

In this episode, host Brent reunites with Kennedy Intelligence’s Ramone Param and Alex Klein for Part 2 of the “Breaking the $30 Million Ceiling” series. This installment dives deep into the nuances of profitability and growth, challenging the conventional wisdom of chasing top-line revenue at the expense of sustainable success.

Together, they explore how consulting and professional services firms can transition from founder-led sales to scalable growth engines. The conversation is packed with tactical advice, real-world insights, and candid reflections drawn from decades of experience in strategy, M&A, and high-growth consulting environments.

• Why building a professional business development function is essential for long-term growth
• The foundational components of effective BD and marketing strategies
• How to go beyond a top line focus and drive better profitability over time
• The risks of anchor clients, the importance of diversification, and how a mature BD function can provide strategic freedom and enhance M&A attractiveness
• Practical ways to cultivate commercial acumen within delivery teams
• Why recurring revenue streams can be a game changer for valuation, resilience, and exit readiness

Exclusive Offer: Our listeners get preferred rates on Kennedy's market research, strategic advisory, performance improvement benchmarking, and M&A services! Mention Kantata for special pricing. Learn more at kenneyintel.com

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In this energizing episode Brent sits down with Patricia Rothenberg, Global COO and General Counsel of renowned creative agency 72andSunny. From iconic Super Bowl ads to pioneering value-based pricing and navigating AI disruption, Patricia brings a compelling mix of strategic insight, operational excellence, and unwavering creativity. Whether you're a fellow agency leader or operations guru, this episode is packed with thought-provoking takeaways:

• How 72andSunny is reshaping the industry by blending human creativity with AI assistance—without sacrificing originality.
• How value-based pricing has transformed their client relationships and internal culture.
• How technology helps Patricia’s team make smarter, faster decisions with real-time data.
• Insights into why operations done right can be the secret weapon behind world-class creativity.

Don’t miss Patricia’s parting advice on embracing change, navigating complexity, and leading with both data and intuition.

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In this episode, we kick off a new series with Kennedy Intelligence, diving into the challenges and strategies for professional services firms aiming to break through the $30 million revenue ceiling. Throughout this series will be challenging some of the most persistent myths in the consulting growth journey, backed by real stories, real data, and some healthy debate.

In this first session Brent is joined by Kennedy Intelligence experts Alex Klein and Tom Rodenhauser to discuss the critical importance of a strong, focused, compelling value proposition, and practical steps firms can take to achieve scalable growth.  

Key Topics Covered:

• Why a strong value proposition is essential (and what you're losing without it).
• The need to understand the specific role you play for your clients to effectively differentiate
• The interplay between a firm's proposition, positioning (differentiation), and pricing strategy 
• The common challenges firms face as they try to scale beyond $30 million in revenue, including over-reliance on principal relationships 

Exclusive Offer: Our listeners get preferred rates on Kennedy's market research, strategic advisory, performance improvement benchmarking, and M&A services! Mention Kantata for special pricing. Learn more at kenneyintel.com

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In this episode, Banoo sits down with David DeWolf, President and CEO of Knownwell, to talk about what it really takes to move from AI experimentation to AI-powered transformation. With 75% of firms now supporting GenAI (per the 2025 SPI Maturity Benchmark report), the question isn't if—it's how you adopt it in a way that drives real results.

David shares battle-tested insights and how Knownwell is helping service firms operationalize AI to strengthen relationships, prevent churn, and work smarter at every level. Here’s what you’ll learn:

• Why every relationship-driven firm needs a rock-solid operating model before layering on AI.
• How AI becomes your “Iron Man suit”—amplifying consultants with real-time sentiment and risk detection.
• Why the future of insight is natural information, not rigid data models.
• How businesses of the future will improve retention and growth over time.
• The winning formula: empower individuals from the ground up while transforming your operating model from the top down.

Want more insights from David? Discover Knownwell and check out his podcast, AI knowhow.

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When it comes to choosing and integrating new technology, the process can get messy—fast. In this episode, Banoo sits down with Austin Grigg, co-founder and CEO of Kalon Creative, to break down what it really takes to navigate a successful integration journey.

Austin shares hard-earned insights on what makes or breaks implementation, how to bring the right stakeholders along for the ride, and why a smooth buying journey starts well before evaluation.

Key topics discussed:

• Why preparation before tech evaluation is critical
• How to align stakeholders for smoother collaboration
• The three main types of integration—and how to approach each one
• Austin’s top implementation tips for long-term success
• Common challenges to watch out for (and how to avoid them)

Additional resources:

- Austin's free checklist for evaluating and implementing software integrations: https://www.kaloncreative.com/psp

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In this episode of The Professional Services Pursuit, Brent is joined by Angela Navarro, CEO of Kinavic Leadership Acceleration, to explore how consulting firms can unlock the full potential of their partner and Managing Director (MD) talent. Angela shares her firm’s unique methodology and why performance acceleration—not just leadership development—is key to success at the partner level.

What you’ll learn:

• Why partners and MDs are essential drivers of growth and revenue
• Alarming failure rates of direct-admit partners—and how to prevent them
• How shorter ramp-up times and lateral hiring are reshaping partner careers
• Tactical ways to support and accelerate new partner performance using data-driven strategies

Learn more about Kinavic Leadership Acceleration and access more insights at kinavic.com/insights

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In this episode of The Professional Services Pursuit, Banoo welcomes Melissa Korzun, Vice President of CX Operations at Kantata. Together, they explore the critical role of change management in selecting, implementing, and optimizing new technology solutions. Melissa shares actionable insights on how to engage stakeholders early, drive adoption, and ensure long-term success beyond implementation. If you're navigating a technology transition, this episode is packed with practical strategies to help you manage change effectively.

Key topics covered:

• Why change management is more than a buzzword and how it impacts technology adoption.
• The best time to start change management. Hint: It’s earlier than you think!
• Identifying key players and ensuring alignment for successful adoption.
• Implementation vs. long-term adoption – why change management doesn’t stop at go-live.
• How to enable and motivate teams to embrace new technology.

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In this insightful episode of The Professional Services Pursuit, Brent sits down with Charles Gustine, Director of Customer and Market Insights at Kantata, to break down the key findings from the 2025 Service Performance Insight (SPI) Professional Services Maturity Benchmark Report. Together, they explore the emerging trends, challenges, and opportunities shaping the professional services industry—and, most importantly, how firms can use this data to gain a competitive edge. Whether you're looking to improve operational efficiency, get away from reactive resourcing, or better adopt AI, this episode is packed with strategic insights you won’t want to miss.

Key topics covered:

• Breaking down the 2025 SPI Benchmark Report – why this industry barometer matters and what its latest findings reveal.
• How economic shifts are reshaping professional services 
• The evolving role of AI, both as a disruptive force and a tool for enhancing operational efficiency.
• Why talent satisfaction, client engagement, and operational performance must work together for long-term success.
• The power of PSA technology – how better forecasting and data-driven decision-making can give firms a strategic advantage.

Read the full SPI Professional Services Maturity Benchmark Report today.

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This episode features a special recording from a recent Kantata webinar with Dave Hofferberth, Managing Director at Service Performance Insights. Each year, the release of the SPI Professional Services Maturity Benchmark Report is a much-anticipated moment for the industry—and this year’s findings are a wake-up call.

Dave breaks down what truly sets high-performing firms apart and explores the key industry metrics and trends uncovered in this year’s research. He also shares his optimism for 2025 and why information visibility will be the foundation of future success.

Key Takeaways:

• The five pillars of the benchmark: Leadership, Client Relationships, Talent, Service Execution, and Finance & Operations
• Major trends and challenges professional services firms are facing
• Strategies to overcome industry hurdles and drive continuous improvement
• The impact of maturity levels and PSA adoption on success
•  Critical KPIs influencing client and employee satisfaction

See how your firm stacks up—download the 2025 Professional Services Maturity Benchmark here.

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Join host Banoo on the Professional Services Pursuit as she welcomes Monique Ludwig, Director of Global Services PMO at Ciena. With 30 years of experience in technology and project management, Monique offers expert insights into optimizing professional services, operations and resource management. This episode dives into common challenges in the field and strategies for future-proofing talent in a rapidly evolving industry.

Key topics covered:

• Common mistakes in service operations.
• The importance of common expectations and collaboration.
• Strategies for staying ahead in skill development and adapting to new technologies.
• Monique’s top 3 tips for those running a PMO organization in 2025.
• The importance of accurate forecasting and the challenges faced by organizations in managing resource demands and financial forecasts.
• Insights on leveraging AI to enhance project management efficiency.

Tune in to gain valuable insights and practical advice for enhancing your professional services operations and resource management strategies.

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