Appearance on the consulting growth podcast
I recently had the pleasure of joining the Consulting Growth Podcast for an insightful discussion on pricing strategy and the future of consulting. Hosted by Prof. Joe O'Mahoney, this episode dives deep into my journey from real estate investment banking to becoming a specialist in global pricing strategy.
Listen here: How to Price Your Consulting Services
A Great Experience with Prof. Joe O'Mahoney
It was a great experience being on this podcast. Prof. Joe is an expert in his craft, and it was an honor to be featured as a guest on his show. Joe is a leading authority on the consulting industry and a consultant to boutiques and small consulting firms. His research on the profession has won several prestigious awards and publications and led to leadership of high-profile government-funded research into the profession.
Joe’s textbook on Management Consulting (published by Oxford University Press) was the best-selling in Europe, and his academic research has been published in top international journals. His most recent evidence-based book on growing consulting firms in the digital age (published by Routledge) is the ‘go-to’ growth text for CEOs and Managing Partners worldwide.
Joe also practices what he preaches: he has been a corporate consultant, an internal consultant, and a solo consultant. He has spent fifteen years providing advisory services to small consulting firms on growth and, in 2007, sold his own company, StayMobile Technology Ltd. In addition to his private practice, he is the founder of Repair Café Wales CIC and Consulting Mastered Ltd.
What We Covered in This Episode
In this conversation, we explored my experiences at GE Digital, PwC, and McKinsey, as well as my transformative work at FGS Global. One of the key topics we tackled was the shift from traditional time-and-materials pricing to value-based pricing models—a game-changer that not only enhances client value but also reshapes business models for long-term success.
I shared insights into:
Leading pricing transformations and overcoming objections consultants often face.
How AI and automation are disrupting consulting practices.
Why time-based pricing is outdated and what to use instead.
Practical steps to implement value-based pricing, including confidence in negotiations and presenting engaging scope options.
This was a truly insightful and engaging conversation, and I hope it provides valuable takeaways for anyone navigating pricing strategy in the consulting space. The future of consulting is evolving rapidly, and adapting to value-based pricing, automation, and AI-driven solutions is key to staying ahead of the curve.
If you're a consultant looking to refine your pricing approach and drive more value for your clients, I highly recommend tuning into this episode. And if you have any thoughts, questions, or experiences with value-based pricing, I'd love to hear from you—let’s continue the conversation!
Additional Resources
AI Pricing Advisor: Try it here
Connect with me on LinkedIn: Ethan Williams
Learn more about Prof. Joe O'Mahoney: www.joeomahoney.com
