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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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Paul Milana joins The Consultant’s Way to talk about the evolution from implementer to trusted advisor. A self-proclaimed data geek turned professional services leader, Paul shares how curiosity, communication, and a little trial and error shaped his career and his team. He dives into the discovery process and why it’s more than a sales step. 

For Paul, it’s a moment to listen, decode client dialects, build trust, and surface the real problems no spreadsheet can reveal. He talks about designing discovery sessions that are as useful to the client as they are to the vendor and how a great discovery lays the foundation for a lasting partnership. 

Paul also shares how he turned a scrappy integrations team into a full-fledged professional services organization and what it takes to turn a doer into an advisor. If you've ever felt like you’re doing more than implementing—you’re interpreting, connecting, guiding—this one will resonate.