The Authentic Advisor

‘The Authentic Advisor’ interviews are packed with practical ideas, insights, and frank observations on what works (and what does not) when delivering high performance business advisory. Mindshop’s Managing Director, James Mason interviews senior independent and professional service firm business advisors from across the world. Exploring important advisory topics from creating leverage and building capability to marketing advisory services and how to be the best problem solver in the room, this podcast series is a ‘must listen’ for those who want to set themselves apart in a cluttered market.

The Authentic Advisor is a business podcast hosted by Mindshop, with 72 episodes on record and a Required Pod Score of 80. PitchCentric scores this show on Booking Probability, Listen Score, and live audience signals refreshed every 24 hours.

Mindshop hosts The Authentic Advisor, a business show with 72 episodes published.

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  The Authentic Advisor

  Why Advisors Struggle to Sell High Value Advisory Work with Mike Boyle, Strategy Shift, Australia

  Jul 31, 202630 min

  Winning higher value advisory work isn't about sending more proposals or increasing activity. It's about demonstrating better judgment. In this episode of The Authentic Advisor, James Mason speaks with Mike Boyle from Strategy Shift about why so many advisors struggle to move beyond transactional work and secure larger, more strategic engagements. Their message is clear: too many advisors are pursuing high value clients with outdated sales tactics. Mike explains why today's buyers have become increasingly resistant to AI-generated outreach, generic proposals and capability-led selling. Instead, premium clients are looking for advisors who understand their challenges, ask better questions and bring fresh thinking to complex problems. The conversation explores why advisors need to stop leading with credentials and start leading with insight. Mike shares practical questions that uncover what clients have already tried, what success really looks like and what happens if key issues remain unresolved. These conversations build trust long before a proposal is needed. James and Mike also discuss: the importance of targeted referrals, creating scarcity around your expertise using smaller pilot engagements to build confidence before expanding into larger advisory relationships four practical actions advisors can implement immediately to sharpen their positioning, improve conversion rates and win more premium advisory work. If you're looking to attract better clients, command higher fees and move further up the advisory value chain, this episode is packed with practical strategies you can apply immediately. Takeaways Move from shotgun proposals to precise, strategic conversations. Build trust through early qualification and understanding messy problems. Use storytelling and social proof to demonstrate credibility. Focus on referrals and reputation to access high-value clients. Always be closing by testing early and controlling next steps. Mastering high-value advisory sales in a noisy market Chapters 00:00 High-Value Advisory Work 03:30 The Great Mix-Up of 2026 08:28 Finding Quality Opportunities in a Noisy Market 13:29 Building Trust and Demonstrating Capability 18:23 Closing High-Value Deals 25:14 Key Actions for Winning High-Value Work

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  The Authentic Advisor

  Humanising Advisory in the Age of AI with Ritz Steytler, Abacus Partners, UK

  Jun 30, 202628 min

  If AI has “read every book” and advisory is rapidly moving into what Ritz Steytler calls a “post-knowledge world” how are advisors going to deliver value for clients? In this episode of The Authentic Advisor, Ritz explains why the future of advisory will depend on judgment, presence, implementation and the quality of the questions advisors ask. Drawing on 30 years building technology businesses and advising leadership teams, Ritz shares how he is using AI tools daily to sharpen preparation, personalise communication and reclaim time for the work that moves clients forward. As he explains, “the AI handles the synthesis, and the advisor is then fully prepared and free to be genuinely present.” James Mason and Ritz also tackle the hidden downside of AI acceleration, including burnout, relentless context switching and the pressure to produce more, faster. The conversation explores why “slow consulting” and giving problems “time to breathe” will become critical differentiators for trusted advisors over the next five years. A grounded and practical discussion for accounting firms and business advisors navigating the shift from knowledge work to judgment, wisdom and human connection. Chapters 00:00 AI in Advisory 01:14 Ritz Steytler's Background 03:12 AI Advisory Myths 05:43 Human Judgment in AI 07:54 AI in Advisory Applications 14:26 Trust & Human Connection 15:53 Slow Consulting 21:32 Tips to Stay Informed

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  The Authentic Advisor

  Poor Team Performance is Rising: What's Changed & What to Do About it. With Cameron Geddes, Australia

  May 31, 202631 min

  Why Teams Aren't Performing (And How Advisors Can Actually Help Fix Them). Everyone's busy. But busy isn't the same as effective and right now, most teams are doing a lot of the former while quietly losing grip on the latter. Cameron Geddes has spent close to two decades working inside teams across health, government and corporate organisations. In this episode he gives a frank, no-fluff assessment of what's actually breaking team performance right now, what high-performing leaders are doing differently and how business advisors can support them. The real culprits aren't the ones most leaders focus on. Fatigue and overload are symptoms, not causes. Poor operating cadence, absent leadership and weak alignment are what's actually doing the damage. Cam also draws a sharp distinction between training and learning that every advisor working with leaders needs to hear. Without follow-through and real application, behaviour simply doesn't change, and the gap doesn't close itself. His parting challenge is to stop being the answer to everything. In a world where AI is eroding the value of information and accelerating the value of judgment, the shift from giving answers to asking great questions is the single most important move a leader can make right now. A tight, honest conversation with someone who's seen what works from the inside. Well worth the 30 minutes. Chapters 00:00 Why good teams are struggling 02:13 Busy but not effective 06:05 When leaders go missing 10:10 Why alignment breaks down 14:15 Training vs learning 18:04 The one word: discipline 22:09 Stop being the answer

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  The Authentic Advisor

  Beyond Client Advisory Services (CAS). Why Business Advisory Skills Matter More Than Ever. With Dixie McCurley, GA, United States.

  Apr 30, 202637 min

  Accounting and professional service firms looking to scale client advisory services (CAS) are facing a structural shift. This episode examines what is required to move beyond packaged reporting and into commercially viable advisory. Dixie McCurley draws a clear line between activity and value. Most firms have invested in tools, dashboards and outsourced finance layers. Few have reworked how they think, price or deliver outcomes. The result is under-monetized services, low client engagement with reporting, and advisory positioned as an add-on rather than the core offer. Dixie’s discussion with James Mason reframes CAS as an “office of the CFO” capability focused on enhancing business value with forward-looking decision support, scenario modelling and ongoing measurement of outcomes. When historical reporting is assumed to be automated, the opportunity sits in influencing decisions that move enterprise value. Exploring the evolving landscape of client advisory services (CAS) in professional service firms, this episode emphasizes the importance of advisory skills, technology integration, and strategic transformation to stay relevant and deliver value. Key Topics The definition and scope of CAS in modern firms Critical skills for advisory success including valuation, communication, and pattern recognition The impact of AI and technology on advisory services Strategies for scaling and monetizing advisory offerings The importance of storytelling and facilitation in client relationships Chapters 00:05 What are Client Advisory Services (CAS)? 01:14 Dixie McCurley's Journey in CAS 02:49 Defining CAS & the CAS Evolution 05:12 Challenges & Opportunities 07:25 Importance of Insight & Context 09:35 Navigating Trends & Client Needs 12:12 Real Advisory Work in Practice 16:44 Critical Skills for Business Advisors 21:56 Real-World Examples of Advisory Packages 26:41 Monetizing & Scaling Advisory Services 31:38 The Future of High-Performing CAS Practices 34:01 Confronting Challenges in Professional Services

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  The Authentic Advisor

  From Elite Sport to Business: Lessons for High Performing Leaders with Neil Tunnah, The Performance Chain, Australia

  Mar 31, 202628 min

  Drawing on experience from professional rugby coaching and leadership advisory work, Neil Tunnah explores what defines elite leaders: the ability to create clarity under pressure, make decisions quickly, and build genuine connection with the people they lead. Discussing with James Mason the role of self-awareness, reflection, and understanding personal strengths as key drivers of sustained performance. Leaders who consistently improve prioritise decision-making velocity, simplify complexity for their teams, and focus their energy on the activities that move results. The conversation also examines how advisors can play a critical role in leadership development by meeting leaders where they are at, using diagnostics to accurately understand their starting point, and supporting meaningful behaviour change. Practical insights are shared on building habits, balancing intensity versus volume in leadership demands, and creating the emotional connection that inspires teams to perform at a higher level. Key Takeaways Great leaders create clarity under pressure. Self-awareness is crucial for performance improvement. Decision-making velocity is essential in today's market. Authenticity in leadership must be genuine. Reflection can lead to significant performance gains. Understanding personal strengths enhances team performance. Intensity versus volume is key for effective leadership. Advisors should meet leaders where they are. Building relationships is vital for leadership success. Creating connection and passion is essential in leadership. Chapters 00:00 Introduction to High Performing Leadership 01:05 Neil Tunnah's Unique Background 03:08 The Essence of Great Leadership 05:58 Decision-Making Velocity in Leadership 09:06 Self-Awareness and Reflection 12:02 Understanding Strengths for High Performance 14:54 Intensity vs. Volume 18:06 The Role of Advisors 21:16 Behavior Change and the Needs-Benefit Model 24:06 Creating Connection and Emotional Attachment

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