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About The Consultant's Way Podcast
The Consultant's Way podcast is your go-to resource for navigating the complexities of the consulting and professional services world. We bring you insightful conversations with industry thought leaders and executives from top Professional Services organizations, sharing their expertise on how to:
 • Build high-performing consulting and professional services teams 
• Differentiate your offerings and increase organizational growth 
• Deliver exceptional client value and drive impactful outcomes

Brought to you by: 
• McMann & Ransford: A strategy consulting firm with over 30 years of experience helping leading B2B organizations escape commoditization and achieve sustainable growth. Learn more: https://mcmannransford.com/ 
• The Consultant's Way: Your one-stop shop for training and enabling consultants and professional services teams to deliver exceptional client value. Learn more: https://www.consultantsway.com/ 

Connect with us: 
• LinkedIn: 
 ○ Dean McMann - https://www.linkedin.com/in/deanmcmann/ 
 ○ Anthony Paluska - https://www.linkedin.com/in/anthony-paluska-5081804b 
• Email: podcast@consultantsway.com 

Interested in being a guest? 
We're always looking for insightful guests to share their expertise. Reach out to us via email or LinkedIn if you'd like to be considered for a future episode.
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In this episode, Dean McMann and Anthony Paluska sit down with Eric Sanchez, a seasoned professional with over 25 years in the software industry. They tackle a recurring challenge in professional services – the "Groundhog Day" effect, where the same mistakes are repeated despite abundant data on what drives long-term customer success. 

Eric shares insights from his career, emphasizing the critical role of professional services in accelerating customer growth, reducing risk, and increasing retention. He highlights the importance of data-driven decisions, the pitfalls of short-term thinking, and the power of aligning professional services early in the sales process to maximize customer lifetime value. 

With real-world examples and hard-hitting data, this episode offers a practical playbook for PS leaders looking to drive impact and influence strategic sales decisions.