unbillable hours - a podcast about better professional services marketing
Ash, Flo
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C2E26 - AI in consulting - exploring best practice (feat. Michael Boham)
It's 2026... and we're still wondering: How are consulting firms using AI? How should they use it? So, we decided to ask someone who should know: QVALNT's Michael Boham is building solutions for this…
C2E25 - From service to program - how to package consulting capabilities for greater impact
Sure, consulting services are great. But you know what's even better? Consulting programs! As in: Outcome-focused, time-boxed, and IP-supported bundles of services and capabilities. They're just so…
C2E23 - When and how to introduce your firm's services (without losing the plot)
Alright... you've stuck with us long enough - which is why, yes, finally: you'll get to talk about your services (yay!). In all seriousness, though: There IS a time and a place to introduce prospects…
C2E23 - Consulting's 2025 - a year in review with Jeff McKay
So how, exactly, did things go in 2025? And what, exactly, did we learn? We brought on advisor to the consulting industry, founder of Prudent Pedal and all-around sector strategist, Jeff McKay, to…
S2E22 C2E22 - Consultancy positioning in the AI era
Nah ... AI isn't going to kill consulting. But it'll certainly change the sector ... especially by influencing perceptions and expectations. So, how can firms prepare? Ash and Flo's workshop answers…
C2E21 - Your consulting proposition's second job: Building client self-confidence
THE PODCAST IS BACK! (Sorry for yelling...) And this time, we’re looking at the other side of the trust equation: not just whether clients trust you, but whether they trust themselves—to make the…
C2E20 - Frameworks That Work: Designing Your Consulting IP with Charlotte Crowther
Some frameworks just sit in decks. Others do real work. They spark interest, guide delivery, and help consulting firms stand out with confidence... and in this episode, we dive into the kind that do…
S25E5 C2E19 *Replay* Making rain (differently)
Ever heard of "Rainmakers" - the bizdev champions of the services world? HBR published a piece saying their game is changing. Ash and Flo dove in to figure out how, exactly (spoiler: it's related to…
S2E18 C2E18 - From proposition to thought leadership: How to plan consultancy content
We're back - and start our post-summer show with a deep dive into answers to the dreaded question "What should our consultancy post about?" (or some such): Tune in to hear Flo discuss the best…
S2E17 C2E17 - Everyone Sells: How to build your firm's holistic sales capability
You’ve nailed your value proposition—now what? In this episode, we show how consultancies can embed business development capabilities across the whole firm, turning scattered effort into a…
S2E17 C2E16 - Why "cold outbound sales" don't work in consulting (and what to reach out instead)
There, we'll say it: "Cold outreach selling" - whether by email, phone, or LinkedIn - doesn't really work in consulting (with a few exceptions perhaps confirming this rule). So... what can you do…
S2E15 C2E15 - AI and advisory - some notes
We pause our strategy guide curriculum for a bit of news-related coverage - and have Ash and Flo review the new "Trends - Artificial Intelligence" report by Mary Meeker and her Co-authors at VC firm,…
C2E14 - Acing case study creation
Ah, yes: Case studies - the workhorses of consultancy business development! So important to prove you can deliver your proposition! And yet, often in such sorry, sorry states... (Like, really: Many…
S2E13 C2E13 - "Stacking" propositions for a multi-service firm
Yes, we've explained how to design a value proposition. But what if a single proposition won't cut it - because your firm is large enough to house several practices, multiple service lines, and an…
S2E12 C2E12 - Competing (and winning) against bigger firms
Oh, hey - a "prequel!" Well, of sorts, at least: In this episode, Ash and Flo explore how small and mid-sized consultancies can compete—and win—against the big guys. They share four moves to help you…
S2E12 C2E11 - Positioning, productisation and pushing boundaries with Florian Heinrichs (Consultancy Edge re-broadcast)
Surprise episode! For this one, we'll break from our pre-planned curriculum of "how-to" episodes to syndicate a conversation between Total Growth Ownership's Matt Hodkinson and Flo for Matt's…
S2E10 C2E10 - Articulating your consultancy's point of view; designing its signature method
And, here we are: This is the sixth and final episode of our "value proposition design" mini-series introducing the "Value Proposition Canvas" by TheVisibleAuthority! In this one, we'll cover why…
S2E9 C2E9 - The right way to promise consulting results (Value Proposition Design part 5)
In this episode, we tackle the next big question in value proposition design: “What can clients expect from us?” Flo breaks down how to nail your expertise, immediate impact, and business…
S2E8 C2E8 - Describing your clients' needs, struggles, and options (Value Proposition Design, part 4)
On to the next part of our strategy/value proposition design series: Describing your ideal clients' needs and struggles - or, more specifically, jobs-to-do, hurdles to success, and options for…
S2E11 C2E7 - Who are our best clients, really? (Defining your consulting firm's ideal client profile)
In this episode, we'll dive even deeper into value proposition design ... and discuss the next critical issue: Defining your consulting firm's ideal client profile or "ICP." Flo will guide you…
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unbillable hours - a podcast about better professional services marketing has published 100 episodes since March 2023, covering topics in Business, Management.
unbillable hours - a podcast about better professional services marketing is currently sporadic with new episodes every 2 weeks. Average episode length is 28m.
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