How This Consultancy Retained Clients for 25 Years — And How You Can Too with Tim Kershaw
In this conversation, Tim Kershaw reflects on 25 years of leading Libra Europe Consulting — including how the firm has retained clients for over two decades. Tim shares hard-won lessons on building long-term relationships, emphasising adaptability, team dynamics, and deeply understanding client needs.We explore recruitment strategies grounded in empathy and humility, the importance of knowing exactly where profit comes from, and the key metrics that drive sustainable growth. Tim also discusses how to navigate industry trends without losing focus, empower team development, and build a consultancy clients never want to leave.00:00 Reflecting on 25 Years of Growth05:39 The Importance of Team Dynamics08:31 Recruitment Strategies for Success10:03 Understanding Profitability in Consultancy16:15 Key Metrics for Sustainable Growth20:27 Navigating Trends and Client Needs27:30 Empowering Team Growth and Development31:08 Building a Legacy of Trust and ReliabilityHost: Craig Herd Guest: Tim Kershaw
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47:34
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47:34
Inside Project One: The Thinking Strategy That Built a £ Multi-Million Consultancy with James O’Sullivan
In this conversation, James O'Sullivan discusses the importance of mental simulations and scenario planning in both sports and business. He shares insights on how these techniques have shaped his approach to decision-making and leadership in consultancy. The discussion covers the challenges of navigating client expectations, fostering team skills, and balancing innovation with risk. O'Sullivan emphasises the need for practical strategies in change management and the future of consultancy, highlighting the importance of being open and honest with clients about the realities of the market.02:00 The Power of Mental Simulations07:58 Scenario Planning in Business10:56 Navigating Decision-Making Challenges15:58 Building Trust and Consensus19:41 Transferring Knowledge and Skills24:22 Balancing Optimism and Realism in Planning25:37 Navigating Risk Appetite in Transformation28:02 Embracing New Ideas and Perspectives30:22 The Two-Way Door Concept in Innovation32:15 Balancing Core Competencies with New Ventures35:05 Evaluating New Ideas and Market Fit38:55 The Future of Change Management42:18 Strategic Planning in Uncertain TimesHost: Craig Herd Guest: James O’Sullivan
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44:25
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44:25
Refined Over 20 Years: The 7 Ps That Win High-Stakes Consultancy Pitches with John Timperley
For 20 years, John has helped consultancies win the kinds of high-stakes pitches where there’s only one winner and everything’s on the line—revenue, reputation, and momentum.In this episode, John breaks down the real mechanics behind successful consultancy pitches, sharing his 7 Ps framework and what the best teams do differently. We talk WhatsApp dealmaking, shifting client expectations, and why the pitch is won long before the presentation begins.If you’ve ever hit a losing streak, over-invested in a “perfect” deck, or wondered why a great relationship still didn’t close then this one’s for you.02:00 What’s changed in 20 years of high-stakes pitches06:40 Why remote consultants aren’t learning by osmosis anymore11:00 The 7 Ps that shape every winning pitch18:30 How firms lose before they’ve even sent the proposal24:00 Conversation vs presentation: the game has changed30:20 AI’s effect on thought leadership and positioning36:15 The difference between trusted insight and generic content42:40 How the best consultancies stay in the “penalty box”48:50 The one move every founder should make this quarterHost: Craig Herd Guest: John Timperley
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50:38
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50:38
How a Podcast Turned Into 60 Clients & Millions in Revenue with Nick Synnott
Nick and Craig delve into the intricacies of sales and marketing within consultancies. They emphasise the importance of listening to clients, understanding their problems, and creating value through effective content strategies. Successful consultancies are characterised by their commitment to marketing as a journey, the involvement of leadership, and a structured approach to content. The discussion also highlights the evolving landscape of marketing, where depth and quality are becoming more crucial than mere frequency. Nick shares personal insights and advice for younger professionals in the industry, underscoring the significance of consistency and expertise in building a successful consultancy.00:00 The Birth of Create Engage07:39 Identifying Gaps in Consultancy Marketing10:40 The Pragmatic Approach to Marketing12:29 The Importance of Professionalizing Marketing14:55 Misconceptions About Marketing in Consulting19:11 Evolving Business Development Strategies25:51 The Importance of Listening in Sales and Marketing27:56 Common Traits of Successful Consultancies30:41 Understanding Marketing as a Journey31:36 Frequency vs. Quality in Marketing39:23 The Shift Towards Depth in Marketing46:00 Advice for the Younger SelfHost Craig Herd Guest Nick Synnott
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42:38
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42:38
He Scaled from £5M to £34M by Building the Middle, Not Just the Top with Richard Goold
Too many consultancies rely on senior heroics to grow. Richard Goold did the opposite.In this episode, he shares how Moorhouse scaled from £5M to £34M by building a strong, empowered middle layer—one that could win work, lead teams, and grow the business without waiting for permission.We explore what happens when you shift from control to capability, why developing internal successors beats relying on experienced hires, and the quiet signs that your operating model is slowing you down.02:00 Scaling Success: The Moorhouse Journey06:55 Empowering Junior Talent: A Cultural Shift12:22 Leadership Dynamics: Delegation and Empowerment16:48 Identifying Growth Stalls in Consultancy28:21 Structural Upgrades for Sustainable Growth44:39 Enduring Qualities: Focus and Values in ConsultancyHost Craig Herd Guest Richard Goold
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.
Ireland