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.
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In this episode of The Consultant’s Way Podcast, hosts Dean McMann and Anthony Paluska sit down with Neil Parekh, a seasoned professional services leader, to discuss the evolving landscape of consulting, the shift from traditional billing models, and the importance of balancing technical expertise with consulting skills.
Neil shares insights from his career in IT and professional services, noting that buyer expectations have dramatically shifted over the years. Clients are more informed than ever about technology and business solutions, meaning the old-school approach of staffing projects with junior consultants while a senior leader parachutes in no longer works. Instead, firms must focus on delivering real value, strategic advice, and tangible business outcomes.
One of the biggest changes in professional services is the transition from time-and-materials (T&M) billing to fixed-fee and outcome-based models. Neil explains that while T&M was once the gold standard, today’s clients expect clearer pricing, predictable costs, and guaranteed results. However, this shift creates challenges for firms that must rethink how they price, sell, and staff projects while ensuring profitability. Fixed-fee engagements demand better planning, stronger consulting skills, and a disciplined approach to execution—qualities that many organizations are still developing.
The discussion also touches on how consulting teams must evolve, particularly in developing the soft skills needed to engage clients effectively. Many technical experts struggle with client-facing interactions, and Neil emphasizes the need for training, mentoring, and structured learning to help them grow into trusted advisors. With hybrid and remote work limiting traditional mentorship opportunities, firms must be more intentional about developing consulting skills in a digital-first environment.
The episode closes with a conversation about external pressures on professional services firms, particularly from private equity and investors. Neil highlights how firms that thrived du
