The Consultant's Way Podcast
In The Consultant's Way Podcast, we dive deep into the dynamic world of management consulting and professional services. Through insightful case studies, personal experiences, and expert interviews with industry leaders, we explore strategies to enhance consulting skills, refine business practices, and drive success in the consulting field. Whether you’re a seasoned consultant or new to the professional services industry, this podcast offers valuable insights to elevate your consulting career and business.
The Consultant's Way Podcast
Season 3, Episode 12: Speed To Value Is the Strategy
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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 of The Consultant’s Way Podcast, Stuart Millward shares a candid look at what happens when a legacy software company decides not just to “adapt” to change, but to sprint straight at it.
Set against the backdrop of AI disruption and shifting market valuations, the conversation explores how companies can no longer rely on product features or recurring revenue alone to stay competitive. Instead, differentiation is being redefined in real time. Stuart walks through how his organization is responding by doubling down on vertical expertise and repositioning professional services as a true strategic advantage (not a supporting function).
A major theme throughout the discussion is speed; specifically, speed to value. Customers are no longer willing to wait months (or years) to see outcomes, and that expectation is forcing a rethink of everything from product development to implementation strategy. Stuart shares a compelling example of how AI is being applied not as a buzzword, but as a practical lever to dramatically accelerate delivery timelines and improve customer outcomes.
But this shift isn’t just about technology...it’s about people. The episode digs into the evolving role of the consultant, highlighting why the “build whatever the client asks for” mindset is being replaced by something far more challenging: guiding clients toward better decisions, faster. That requires a different skill set, a different posture, and in many cases, a different kind of consultant altogether.
If you’re in professional services, SaaS, or any organization trying to figure out what actually creates value in an AI-driven world, this conversation offers a sharp, practical perspective, and a clear message: the old playbook isn’t just outdated, it’s a liability.
