Episode #23
Season 3, Episode 23: Beyond Implementation to Advisory and Growth
Send us Fan Mail 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. ------------------------------------------------------------------------------------------------------------- What happens when professional services stops being viewed as the team that simply gets customers live? In this episode of The Consultant’s Way Podcast , Ana Gole joins Dean McMann and Anthony Paluska to share how her organization began shifting from traditional implementation work toward a more advisory, value-focused model. Ana walks through what that transformation looked like in practice, from identifying the business results customers actually cared about to redesigning discovery, developing new consulting capabilities, and creating a more connected customer journey across sales, professional services, and customer success. The conversation also explores what happens when consultants become more strategic partners to their clients. As trust grows, so does their ability to uncover new opportunities, recommend additional services, and help customers see a clearer path to long-term value. But making that shift is not as simple as changing a methodology or giving a team a new set of talking points. Ana shares some of the challenges her organization encountered along the way, including the realities of changing behaviors across functions, building repeatable processes, and helping customers navigate change within their own organizations. The result is a practical conversation about how professional services teams can move beyond implementation, strengthen their advisory role, and create greater value for both customers and the broader business.
