The Professional Services Pursuit

In the fourth installment of our series with Kennedy Intelligence, Brent is joined again by Alex Klein and Tom Rodenhauser to explore one of the most persistent myths in the professional services industry: the belief that hiring a few “star” performers will unlock growth. Together, they unpack why overreliance on rainmakers can be a dangerous blind spot, the cultural risks of high-profile hires, and the critical importance of building scalable systems and developing talent from within. Key topics covered in this episode:How overreliance on rainmakers limits growth and adds riskUsing clear value propositions, processes, and coaching to scale beyond star talentWhy big-firm hires often fail without cultural alignmentBuilding principal-level talent to free partners for business developmentSuccess stories of promoting leaders from within over external hiresOur listeners receive exclusive preferred rates on Kennedy's market research, strategic advisory, performance improvement benchmarking and M&A services that are tailored to leaders of professional services firms. Just reference Kantata and you will receive preferred pricing on any of their assets or services. Go to https://www.kennedyintel.com/ to learn more. Hosted on Acast. See acast.com/privacy for more information.

In this third episode of our series with Kennedy Intelligence, host Brent reunites with Alex Klein and Tom Rodenhauser to break down why “Client Love” alone won’t scale your consulting firm past $30M. They share hard-won insights and practical strategies for shifting from founder-driven relationships to scalable, value-based client engagement.Key topics covered include:The limitations of client satisfaction as a growth metricWhy firms get stuck in the ‘friends and family’ trapFrameworks for pushing back on unprofitable client demandsTackling client concentration riskHow to measure what really mattersOur listeners receive exclusive preferred rates on Kennedy's market research, strategic advisory, performance improvement benchmarking and M&A services that are tailored to leaders of professional services firms. Just reference Kantata and you will receive preferred pricing on any of their assets or services. Go to www.kennedyintel.com to learn more. Hosted on Acast. See acast.com/privacy for more information.

How are today’s IT leaders adapting to the breakneck pace of AI and cybersecurity evolution? In this episode of The Professional Services Pursuit, host Banoo welcomes Taison Kearney, Chief Information Security Officer and Data Protection Officer at Kantata. With over two decades of experience, Taison shares how IT teams are shifting from traditional support roles to become strategic drivers in AI governance and cybersecurity leadership.This conversation offers a front-line view into the challenges and opportunities that come with AI adoption, from managing risk and “shadow AI” to building future-ready security teams and becoming a trusted advisor to clients.Key Topics Covered:The benefits and risks of enterprise AI adoptionHow the CISO role is expanding in the era of AIBuilding a proactive, secure, and AI-savvy IT cultureEarning client trust through strategic security partnershipThe specific risks facing professional services firms, and how data centralization helps mitigate them Hosted on Acast. See acast.com/privacy for more information.

In this episode Banoo welcomes back Andrew Cohen, EVP of Innovation & Ai at Netsurit, to explore how artificial intelligence, automation, and real-time data visibility are transforming the IT services and professional services industries. Building on their previous conversation from 2023, Andrew shares powerful insights into how the rapid evolution of AI is reshaping business agility, decision-making, and internal operations. Key Topics Covered:The seismic shift from digital transformation to AI-driven innovationHow organizations are overcoming data silos to centralize insights and drive business performance through advanced AI prompting and analyticsAI in action for M&A and operational agilityChange management and AI adoption strategiesAndrew’s 5-point framework for assessing AI readiness Hosted on Acast. See acast.com/privacy for more information.

In this episode, host Brent reunites with Kennedy Intelligence’s Ramone Param and Alex Klein for Part 2 of the “Breaking the $30 Million Ceiling” series. This installment dives deep into the nuances of profitability and growth, challenging the conventional wisdom of chasing top-line revenue at the expense of sustainable success.Together, they explore how consulting and professional services firms can transition from founder-led sales to scalable growth engines. The conversation is packed with tactical advice, real-world insights, and candid reflections drawn from decades of experience in strategy, M&A, and high-growth consulting environments.Key Topics Covered:Why building a professional business development function is essential for long-term growthThe foundational components of effective BD and marketing strategiesHow to go beyond a top line focus and drive better profitability over timeThe risks of anchor clients, the importance of diversification, and how a mature BD function can provide strategic freedom and enhance M&A attractivenessPractical ways to cultivate commercial acumen within delivery teamsWhy recurring revenue streams can be a game changer for valuation, resilience, and exit readinessExclusive Offer: Our listeners get preferred rates on Kennedy's market research, strategic advisory, performance improvement benchmarking, and M&A services! Mention Kantata for special pricing. Learn more at kenneyintel.com Hosted on Acast. See acast.com/privacy for more information.

In this energizing episode Brent sits down with Patricia Rothenberg, Global COO and General Counsel of renowned creative agency 72andSunny. From iconic Super Bowl ads to pioneering value-based pricing and navigating AI disruption, Patricia brings a compelling mix of strategic insight, operational excellence, and unwavering creativity. Whether you're a fellow agency leader or operations guru, this episode is packed with thought-provoking takeaways:How 72andSunny is reshaping the industry by blending human creativity with AI assistance—without sacrificing originality.How value-based pricing has transformed their client relationships and internal culture.How technology helps Patricia’s team make smarter, faster decisions with real-time data.Insights into why operations done right can be the secret weapon behind world-class creativity.Don’t miss Patricia’s parting advice on embracing change, navigating complexity, and leading with both data and intuition. Hosted on Acast. See acast.com/privacy for more information.

In this episode, we kick off a new series with Kennedy Intelligence, diving into the challenges and strategies for professional services firms aiming to break through the $30 million revenue ceiling. Throughout this series will be challenging some of the most persistent myths in the consulting growth journey, backed by real stories, real data, and some healthy debate.In this first session Brent is joined by Kennedy Intelligence experts Alex Klein and Tom Rodenhauser to discuss the critical importance of a strong, focused, compelling value proposition, and practical steps firms can take to achieve scalable growth.  Key Topics Covered:Why a strong value proposition is essential (and what you're losing without it).The need to understand the specific role you play for your clients to effectively differentiateThe interplay between a firm's proposition, positioning (differentiation), and pricing strategy The common challenges firms face as they try to scale beyond $30 million in revenue, including over-reliance on principal relationships Exclusive Offer: Our listeners get preferred rates on Kennedy's market research, strategic advisory, performance improvement benchmarking, and M&A services! Mention Kantata for special pricing. Learn more at kenneyintel.com Hosted on Acast. See acast.com/privacy for more information.

In this episode, Banoo sits down with David DeWolf, President and CEO of Knownwell, to talk about what it really takes to move from AI experimentation to AI-powered transformation. With 75% of firms now supporting GenAI (per the 2025 SPI Maturity Benchmark report), the question isn't if—it's how you adopt it in a way that drives real results.David shares battle-tested insights and how Knownwell is helping service firms operationalize AI to strengthen relationships, prevent churn, and work smarter at every level. Here’s what you’ll learn:Why every relationship-driven firm needs a rock-solid operating model before layering on AI.How AI becomes your “Iron Man suit”—amplifying consultants with real-time sentiment and risk detection.Why the future of insight is natural information, not rigid data models.How businesses of the future will improve retention and growth over time.The winning formula: empower individuals from the ground up while transforming your operating model from the top down.Want more insights from David? Discover Knownwell and check out his podcast, AI knowhow. Hosted on Acast. See acast.com/privacy for more information.

When it comes to choosing and integrating new technology, the process can get messy—fast. In this episode, Banoo sits down with Austin Grigg, co-founder and CEO of Kalon Creative, to break down what it really takes to navigate a successful integration journey.Austin shares hard-earned insights on what makes or breaks implementation, how to bring the right stakeholders along for the ride, and why a smooth buying journey starts well before evaluation.Key topics discussed:Why preparation before tech evaluation is criticalHow to align stakeholders for smoother collaborationThe three main types of integration—and how to approach each oneAustin’s top implementation tips for long-term successCommon challenges to watch out for (and how to avoid them)Additional resources:- Austin's free checklist for evaluating and implementing software integrations: https://www.kaloncreative.com/psp Hosted on Acast. See acast.com/privacy for more information.

In this episode of The Professional Services Pursuit, Brent is joined by Angela Navarro, CEO of Kinavic Leadership Acceleration, to explore how consulting firms can unlock the full potential of their partner and Managing Director (MD) talent. Angela shares her firm’s unique methodology and why performance acceleration—not just leadership development—is key to success at the partner level.What you’ll learn:Why partners and MDs are essential drivers of growth and revenueAlarming failure rates of direct-admit partners—and how to prevent themHow shorter ramp-up times and lateral hiring are reshaping partner careersTactical ways to support and accelerate new partner performance using data-driven strategiesLearn more about Kinavic Leadership Acceleration and access more insights at kinavic.com/insights Hosted on Acast. See acast.com/privacy for more information.