The Consultancy That Wins Clients by Standing Out, Not Chasing RFPs with Mark Green
In this episode of The Consultancy Growth Podcast, Craig Herd speaks with Mark Green, founder and CEO of Change Rebellion. After a near-fatal battle with COVID that left him in a coma for months, Mark came back with a new philosophy: empathy over ego, and change that’s human first.We dig into why clients now value implementation over clever slides, how authenticity and humour can be powerful differentiators in a crowded market, and what it takes to build a consultancy that wins clients by standing out, not chasing RFPs.Mark also shares his view on the role of AI in change management, the upside and downside of bold positioning, and why he believes consultancies should leave clients better equipped than they found them. If you’ve ever wondered whether playing it safe is holding your firm back, this conversation will make you rethink how you grow.Chapters 0:00 Introduction to Change Rebellion 01:17 From Coma to Consultancy: A Life-Changing Reset 05:30 Why Authenticity and Humour Stand Out in Consulting 10:00 Family First: Defining Success on Your Own Terms 14:55 The Upsides and Downsides of Being Bold 19:55 Why Implementation Now Beats Intelligence 22:13 AI’s Role in the Future of Change Management 28:11 Empathy Over Ego: Consulting Without the Ego Trap30:52 How to Ensure Clients Are Better Off After You Leave 35:13 The Future Vision for Change Rebellion
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36:57
The Hiring Blueprint Behind Consultancies That Break £10M with Richard Longstreet
In this episode Craig is joined by Richard Longstreet, founder of Tarka Talent, to explore what really drives successful hiring in boutique consultancies. Too often, firms bring in senior hires with impressive CVs only to find they don’t deliver the growth expected. Richard explains why success in a Big Four doesn’t always translate into a boutique environment, the critical distinction between developing existing accounts and winning new logos, and how cultural fit can determine whether a hire creates lasting value.They also discuss the infrastructure required to support growth, why equity should be tied to performance, and how consultancies can create a culture where business development is a shared responsibility rather than resting solely on the founder. If you’re thinking about making senior commercial hires, this episode offers a clear framework to avoid costly missteps.00:00 Introduction and Context02:59 The Role of Senior Hires in Boutiques 07:53 Account Development vs New Business 10:23 How to Vet Candidates for Commercial Roles 14:04 Why Infrastructure Matters for Growth 16:30 Marketing’s Role in Enabling Success 20:28 Systems and Processes That Scale 25:15 Escaping Founder Dependency 30:10 Building a Sustainable Hiring Strategy 34:14 Balancing Equity in Hiring 38:37 The Importance of Cultural Fit 43:01 Curiosity as a Growth MindsetHost Craig Herd Guest Richard Longstreet
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41:50
Purpose, Peace, Profit: The Simple Framework to Scale Your Consultancy Without Burning Out with Deena Priest
In this episode, Craig sits down with executive coach Deena Priest to unpack the three pillars of sustainable Consultancy leadership: Purpose, Peace, Profit. Along the way, they explore how to spot the early signs of unfulfillment, tackle the fear of selling, and break free from the micromanagement trap. Deena shares why emotional regulation is a non‑negotiable skill for leaders, and how to build a legacy that lasts through smart succession planning.00:00 — Introductions & Why Founders Lose Their Spark 05:42 — From Consulting to Coaching: Finding Purpose Again 11:37 — The Hidden Signs You’re No Longer Fulfilled 17:41 — Why Most Consultancy Founders Struggle With Sales 20:25 — Breaking the Micromanagement Habit That’s Draining You 24:05 — How to Lead With Confidence (Even Under Pressure) 27:44 — Using NLP to Reframe Setbacks Into Wins 30:32 — Mastering Emotional Regulation for High‑Stakes Leadership 36:07 — Building a Consultancy Legacy That Outlives YouHost Craig Herd Guest Deena Priest
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The Hidden Costs of Being the Boss: Mortgages, Mental Load, and The Family of Business with Mary Ewen
In this conversation, Mary Ewen shares her journey of founding MJV Consulting, the challenges and successes she has faced over the past decade, and the importance of family dynamics in running a consultancy. She discusses the significance of employee engagement, the necessity of having tough conversations, and the proactive strategies needed in HR to foster a healthy work environment. Mary emphasises the value of investing in people development and outlines her vision for the future of the consultancy as she transitions responsibilities to the next generation.00:00 Introduction and Background02:51 The Journey of MJV Consulting05:47 Family Dynamics in Business08:42 Defining Success in Consultancy11:21 Navigating People Challenges14:31 The Role of Social Media in Business Growth23:08 Navigating Tough Conversations26:59 The Value of HR in Business29:20 Engagement and Performance in Teams33:56 Emotional Aspects of Leadership36:54 Proactive HR Strategies40:30 Adapting to Legal Changes in Employment47:47 Investing in Personal Development49:36 Succession Planning and Future GoalsHost: Craig Herd Guest: Mary Ewen
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He Turns Casual Conversations into £ Million Consultancy Clients with Leigh Adams
In this episode, Leigh Adams breaks down how real business development happens through curiosity, consistency, and conversation.He shares how a pub chat led to a £2M deal, why being genuinely interested in people beats any sales script, and how most consultants underestimate the long-term power of relationship-first thinking.We talk about rejection, timing, trust, and what it really takes to build a pipeline without chasing — plus Leigh’s take on what most consultancies get wrong about growth. If you’re still relying on referrals or hoping people “just come back to you,” this one’s a must-listen.00:00 Building Relationships in Business Development06:22 The Importance of Authentic Communication09:46 Overcoming Networking Challenges13:03 Consistency in Relationship Building15:36 Tools for Maintaining Connections17:57 Building Authentic Relationships in Sales19:08 The Importance of Listening and Patience24:39 Overcoming Fear of Rejection in Networking28:48 Effective Follow-Up Without Pestering36:49 Long-Term Relationships vs. Short-Term Gains40:30 Niche Focus and Strategic Business DevelopmentHost: Craig Herd Guest: Leigh Adams
Hosted by Craig Herd, this podcast is your ultimate guide to scaling your consultancy. Tune in for strategic insights, candid conversations with industry experts, and stories from seasoned consultancy founders. Uncover the real drivers of success and actionable advice to fast-track your growth. Subscribe now and take your consultancy to the next level.
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