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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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Sales and professional services may work for the same company, but often, it feels like they live on different planets. In this episode, Margarita Ginsberg joins Dean McMann and Anthony Paluska to unpack the tension and the opportunitybetween these two critical teams.

Margarita shares real talk on what happens when PS gets looped in too late, how trust erodes when customers get hit with surprise services fees, and why too many sales cycles treat consulting like an afterthought.

She breaks down different models for integrating PS into the sales process, including partner-led delivery, PS sales teams, and expert matchmaking. Most importantly, she reminds us that PS professionals can’t sit back and wait to be invited… they have to own the relationship, lean into the chaos, and make it work.

Oh, and there’s also a horse. Yes, a real horse. You’ll want to stay for that story.

Whether you're a PS leader, a sales exec, or just tired of cleaning up messes you didn’t make, this episode is a gut check on collaboration, role clarity, and the real job of driving outcomes for your clients.