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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.

--------------------------------------------------------------------------------------------------------------------Canon’s print business isn’t what it used to be, and Kevin Roman is here to explain why that’s a good thing. As Director of Professional Services and Software Solutions, Kevin shares how his team at Canon USA is evolving from hardware-focused projects to outcome-driven partnerships. We dig into how they are blurring the lines between project delivery and customer success, building a model centered on long-term value and measurable impact.

Kevin talks about shifting from install-and-exit to value-for-life, how service contracts and software subscriptions are reshaping the business, and why training customers’ sales teams might be the secret to driving adoption. He also gives a candid look at the realities of aligning executives and delivery teams to make it happen. Spoiler alert: metrics matter, but customer advocacy might matter more.

If you’re trying to position professional services at the heart of long-term customer outcomes—and convince the rest of your organization to follow—Kevin’s story delivers real-world insights without sugar-coating the challenges.