Consultancies are already being outplayed on LinkedIn and beyond - not because their expertise is weaker, but because they’re invisible on video.

In this episode of The Consultancy Edge, I’m joined by John Wilson of Honest Video and Explainer to unpack exactly how consultancies can use video to build authority, shorten sales cycles, and stay top-of-mind with the right buyers.

We cover everything from iPhone-level DIY to agency-produced thought leadership and explainer videos - plus how to stay consistent when you’re already flat out with client work.

🎯 In this episode, you’ll learn:

• Why founder-led video is now a non-negotiable for ambitious consultancies
• How to turn your expertise into thought leadership content without overthinking it
• The truth about production value vs just getting content out
• Simple setups for DIY video (Zoom, phone, lighting, audio) that still protect your brand
• How to use webinars, podcasts and live sessions as content engines for months
• Where different types of video belong in your marketing & sales funnel
• Why consistency beats cinematic polish for winning trust and inbound opportunities
• How to think about attribution when nobody is liking or commenting, but everyone is watching
• The smart way to use AI as a production helper, not as a content replacement

And of course we wrap up with our signature segment: Snog, Marry, Avoid - John’s quick win, long-term keeper, and what to ditch right now in your video strategy.

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Boutiques are primed to win - if you tighten scoping, build an embedded sales culture, and obsess over 5 unsexy KPIs.

 In this episode, Ben Edwards (CMap & Consulting Pulse) and Matt go deep on what’s really happening in pro services right now: slower decisions, margin squeeze, and how the best boutiques are still crushing it with sharper positioning, productised offers, and data-driven ops.

Ben breaks down the operations black hole most firms fall into - and how to fix it - plus an exact play to add +5 margin points next quarter.

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Building a consultancy that helps other consultancies hire better - what does that actually take? In this episode, Caroline Boston, Managing Director of New Minds, shares the origin story behind her people-strategy firm and the hard-won lessons from partnering with boutique and challenger consultancies. We dig into the hiring do’s and don’ts that prevent expensive misfires, how to balance permanent teams with an associate bench without wrecking utilisation, and why clear career paths and role modelling matter more than ever for retention.

We also tackle AI’s real impact on recruitment and staffing: what’s already automatable, where human judgement still wins, and how leaders can future-proof teams with critical thinking, client credibility, and change leadership. Caroline opens up about designing organisation structures that scale, creating standout candidate experiences for lesser-known brands, and the behaviours that consistently predict success in consulting roles.

If you found this useful, hit subscribe, drop a comment with your biggest takeaway, and share with a consultancy leader who’s hiring. 

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In this episode of The Consultancy Edge, host Matt Hodkinson sits down with Leena Sowambur, founder of Marcoms by Leena, whose career spans 25 years in digital marketing and PR, including global campaigns for icons like Beyoncé and Take That.

Leena unpacks the so-called “expertise apocalypse” and the rise of AI-driven “Beachside Bros,” exploring how distorted visibility and performative purpose dominate today’s market. She shares candid advice for consultants on staying authentic, focusing on diagnostic expertise, and building trust through owned channels, while warning against chasing vanity metrics and formulaic funnel tactics.

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If you're tired of spammy sales cadences and tired outreach tactics, this episode is for you. I sit down with Mikey Hanson, founder of Growth Genie, to explore how consultancy leaders can break free from referral dependency and ignite real conversations with ideal prospects.

Mikey reveals why polite persistence outperforms one-and-done outreach, how to leverage client stories to craft sales playbooks that actually convert, and his COSMIC framework for selling without ego while tapping into genuine human connection.

Packed with actionable advice - from warm outbound strategies to emotional triggers that drive deals - this is your roadmap to building a sales approach that feels natural, personal and effective in today’s noisy market.

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In this episode of The Consultancy Edge, I interview John Barrows, CEO of JB Sales, whose journey from hammering out 400 cold calls a week to advising Salesforce, LinkedIn and Amazon has made him one of the most respected voices in sales.

We unpack why so many founder-led sales teams stall, how John rebuilt his business after losing $6 million in revenue virtually overnight and why authenticity - not AI - will be your ultimate sales advantage.

John shares his no-nonsense approach to prospecting, the overlooked power of referrals and why working smart and hard is non-negotiable if you want to stay ahead.

If you’ve ever wondered how to sell in tougher markets, balance human connection with tech or avoid becoming obsolete in the AI era, this is a conversation you can’t afford to miss.

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Most case studies suck.

They’re long. They’re fluffy. They’re written for your ego, not your buyer’s anxiety.

On this week’s episode of The Consultancy Edge, I speak with James de Roche, founder of Lead Comet, who’s on a mission to fix that.

James shares how to build case studies that actually sell—not just tick a box. We explore:

• Why the standard “Challenge - Solution - Results” format is broken
• The proof assets that really build trust when you're not in the room
• How to capture ROI your prospects will believe (and not just scroll past)
• What to do if you’re just starting out and have zero social proof

We also get into his background as an English teacher, his love of interviews over assumptions and why SEO content can do more harm than good for expert-led consultancies.

If you're tired of case studies that get politely ignored, this one’s for you.

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What happens when the referrals stop rolling in?

On this episode of The Consultancy Edge, I’m joined by Martin J. Williams - founder of Camford Management Consultants and the mind behind frameworks like the Pyramid of Trust and the 3x9 marketing strategy.

Martin doesn’t just talk theory. He shares the raw, unfiltered story of hitting financial rock bottom - then betting what little he had on a better way to market consulting services. We unpack the trap of over-relying on referrals, the uncomfortable (but necessary) shift from selling yourself to solving real problems, and why “trust trumps traffic” isn't just a phrase - it’s a survival strategy.

We also explore the real reason most consultants struggle with marketing, how to think like a strategist (not a salesperson), and why flashy marketing agencies often miss the mark completely.

This one’s a wake-up call for any consultancy hoping to grow without building a real marketing engine.

Plug in. Take notes. Then rethink how you show up in the market.

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If your exit strategy is “someday,” this episode is for you.

Shawn Walsh doesn’t pull punches. The CEO of Encore Strategic Consulting and co-author of The Pumpkin Plan for MSPs joins Matt Hodkinson to talk about building businesses that grow without you - and don’t collapse when life throws a curveball.

From founder-led sales bottlenecks to the myth of “hire slow, fire fast,” this episode rewires the way consultants think about growth, succession and true leadership. Shawn reveals why gross profit should be your holy grail, why peer groups outperform one-on-one consulting, and how poor communication - not poor performance - is behind most failed hires.

If you want a smarter exit, stronger team and real traction (not just topline noise), press play.

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The brand halo is dead.
That’s the bold claim from Omaro Maseli - and she’s got the research to back it up.

On this episode of The Consultancy Edge, Omaro joins Matt Hodkinson for a fascinating deep dive into the future of consulting. From G20 stages to boutique boardrooms, Omaro’s journey has taken her from law and public policy to advising global consulting firms on how to stay relevant in a world that no longer buys brand by default.

Together, they explore:

• Why consulting firms must now earn trust, not expect it
• The hidden ethical costs of AI (hint: it’s not just bias, it’s human exploitation)
• What it really means to think like a futurist - and why the next generation of consultants might need to be part coder, part philosopher, part empath
• How boutiques are stepping up to challenge the behemoths - but not by mimicking them

This episode is your wake-up call if you’re still coasting on name recognition or defaulting to tired thought leadership formulas. As Omaro puts it: “Thought leadership should mould the market, not mirror it.”

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