Climb In Consulting

Hosted by Nick Synnott

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168

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Oct 2026

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About the show

As a management consultant myself I’ve always been lucky to have mentors who have guided me through my career. When I was in house I regularly had quality time with Senior Partners that helped me rapidly accelerate my career and has continued to help since I’ve gone out on my own. While I had this great resource and knowledge bank to draw on I know many friends in Consulting aren’t as lucky with some only speaking with senior partners on a monthly or quarterly basis. That’s why I created this podcast. I wanted to help people like you who want to accelerate their careers in consulting by interviewing leaders in the field to share the advice, tips and strategies that they used to get to the top so that you can to so that you can too. In each Episode I’ll be interviewing a senior figure in the industry so that you can learn from them. We’ll be going deep in to their background, how they succeeded and what their advice would be for you. This podcast is brought to you by Create Engage the Digital Marketing agency for the disruptive Management Consultancy. Digital Marketing has moved forward, but most consulting firms haven’t. Many Consulting firms still see their corporate blog as their sole Digital Marketing channel and find themselves frustrated when these blogs yield little if any results. To help those of you who want to harness the power of Digital Marketing to grow your Consulting Business but don’t have the knowledge, capacity or in-house capability to do so I launched Create Engage, the first Digital Marketing agency for the Management Consulting Industry. If you’d like to find out more about how Create Engage can help you use Digital Marketing to take your business to the next level then drop me an email at Nick@CreateEngage.co.uk or go to our website www.createengage.co.uk where you can download our free case study that breaks down down the Digital Marketing strategies used by one successful Consulting firm to help them grow over 400% in just 3 years and gives you the secrets they used, so that you can apply them in your own firm.

Listen to episodes

60 recent

October 27, 20261 hr 19 min

Episode 168: How to Build a Go-to-Market Engine That Actually Wins Work with Tony Clarke

Most consultancy founders know they need to do more to help their firms grow. But when you're busy winning work, delivering projects and running a business, it's hard to justify spending time on podcasts, content and events when you could be out meeting clients. So how do you build a go-to-market engine that actually helps you win work? In this episode, Nick Synnott is joined by Tony Clarke, Founder and CEO of NextWave Consulting, who returns to Climb in Consulting to share what's changed since his first appearance. Since they last spoke, Tony has navigated one of the consulting industry's toughest downturns, taken over the London FinTech Podcast (now with 220,000 YouTube subscribers), built a multi-channel go-to-market approach, and secured growth investment to take NextWave into its next chapter. He's also learned plenty along the way about what works, what doesn't, and what it really takes to turn marketing activity into client conversations and pipeline. This episode gets into the practical details of how Tony and his team are building NextWave's go-to-market engine, from using podcasting to open doors with senior decision-makers, to running breakfast roundtables that generate new opportunities, building technology partnerships that contribute 40% of pipeline, and investing in the right people to accelerate growth. What we cover: - Podcasting as a growth strategy - Turning marketing into pipeline - Building partnerships that generate work - Funding the next stage of growth - Getting your growth priorities right If you're running a consultancy and want to know how to build a go-to-market engine that does more than just raise your profile, this conversation is packed with practical ideas you can apply to your own business. If you're looking to accelerate growth, Tony's experience offers valuable lessons on where to focus, what to invest in, and the mistakes to avoid. Enjoy the show!

October 2, 20261 hr 5 min

Episode 167: Building Beyond the Founder - How Successful Firms Scale

Most boutique consultancies hit the same wall. The relationships and instincts that built the firm are the very things now capping how far it can grow. In this episode from a recent guest appearance on a CMap webinar, Nick sits down with Tom Hill from Revenue Shift to talk about what actually happens when a consultancy tries to grow past founder-led sales, and why so many get stuck trying. They get into why the usual suspects (the sales process, the offer, the team) are rarely where the real problem sits. The gap is almost always further back: in the absence of any repeatable way to generate demand that doesn’t depend on the founder being in the room. If you’re a founder who still signs off every proposal personally, or you’re wondering why growth has flattened despite good work going out the door, this conversation is for you. Listen if you want to: - Get a clearer sense of how to start letting go of deals without losing the quality that built your reputation - Understand the real reason founder-led growth stalls, and why it’s rarely the reason most people assume - Hear what a repeatable demand engine looks like in practice for a consultancy your size Enjoy the show!

August 19, 202654 min

Episode 166: The PE Playbook for Consultancy Growth

You’re running a consultancy doing between £5m and £30m. You’re winning work. You’re growing. And somewhere in the back of your mind, you’re asking a question you probably haven’t said out loud yet: is what I’m building actually scalable? In this episode Nick Synnott is joined by Ravi Monteiro, Partner at Growth Capital Partners, to answer that question. GCP has backed 54 specialist businesses over 26 years. Ravi has seen what separates the consultancies that scale well from the ones that just get bigger and harder to run. He’s seen positioning decisions that doubled a firm’s value. He’s seen acquisitions that destroyed it. And he’s seen businesses go from 70 to 400 people by doing something most founders wouldn’t think to try. This episode is built around the three decisions that have the biggest impact on whether a consultancy grows into something genuinely valuable: where you focus, who you hire, and how you think about growth beyond your existing client base. What we cover: - Positioning and where to place your bets - Hiring for growth, including when experience isn’t the most important thing - Organic vs inorganic growth and how to make acquisitions actually work - What to do now if PE could ever be part of your future If you are purely focused on growing revenue and building a stronger business, this conversation will give you a sharper view of how the best firms do it. If you have one eye on investment, acquisition, or an eventual exit, you will leave with a clearer picture of what that path actually requires and what to do about it now. Enjoy the show!

July 2, 202657 min

Episode 165 - The Consultancy Marketing Engine That Fueled 7-Figure Growth

Most consultancies don’t lack expertise, they lack visible proof. Join Nick Synnott and Susannah Clarke from PMI to learn how PMI build a content-led marketing engine that grows awareness, generates leads and strengthens bids, proposals, and buyer confidence. This session gives you the secrets to creating real business growth through an effective growth marketing engine. If you run a £4m - £20m consultancy, this is for you. Consultancies do not stall because they lack expertise. They stall because the market does not recognise their value quickly enough, and buyers do not see proof fast enough to choose them. Process Management International (PMI) used to do a bit of advertising and sponsorship, but they did not have a joined-up, strategic approach to growth marketing. Then they went all-in. They built an engine at a scale most firms never reach: weekly webinars, multiple podcasts, email campaigns, whitepapers, and now their own conference. The output is only part of the story. The real shift is how it all connects to build reputation, authority, and commercial momentum. In this episode, Nick Synnott is joined by Susannah Clarke (Managing Partner, PMI) to unpack how PMI embraced marketing as a growth lever, differentiated from lookalike competitors, and turned thought leadership into measurable outcomes: stronger visibility in their market, increased credibility in competitive processes, winning new clients, awards momentum, and accelerating their growth journey from approaching £2m to charging towards their £10m goal, in under five years. You will learn: - How PMI built a strategic marketing engine that drives both visibility and revenue growth - How they translate authority into ROI: creating demand, supporting bids, and improving win rates - How their “library of proof” strengthens buyer confidence, fuels award submissions, and shortens time-to-trust - How PMI operationalised cadence, workflow, and governance to sustain quality and consistency at scale - How they use audience signals and feedback loops to refine what they produce and compound results over time You’ll leave with a practical blueprint for creating differentiation that’s visible, reusable, and commercially valuable.

May 29, 202656 min

Episode 164 - How PEN built a marketing engine to take them from 50 to 100+ in less than 5yrs

If you’re looking to understand what it really takes to grow and successfully exit a consultancy, this webinar shares how one firm built the marketing engine that helped support that journey. PEN had grown in its first partner networking-led phase to a 50-person, sub-£10m FS and Pharma consultancy - ambitious, capable, but relatively unknown outside their core client base. Over the next five years, they grew into a 100-person+ firm. Supporting that significant growth was a repeatable marketing engine that drove leads, increased visibility, supported recruitment, and helped strengthen the story behind their exit to Wavestone. Former PEN partner Neil Sharp and Create Engage Director Nick Synnott break down the structural, operational, and commercial elements that made it work and how you can apply the same approach in your consultancy. They go beyond the content, campaigns and tactics to show you the strategic elements that made it work; from the hub-and-spoke model that gathered inputs from across the firm, to the campaign-led approach that delivered real business results, to the reporting that kept partners bought in. This episode will give you actionable insights into building a marketing engine that works and lasts. You’ll learn how to: Keep marketing moving with a model that works across multiple practices with over 100 consultants Build consistent visibility without sapping consultant time Run campaigns that generate leads, not just impressions Win partner buy-in with a scorecard they actually care about Enjoy the show!

May 6, 202655 min

Ep. 163: Make Your Marketing Work: The Framework To Drive Conversations & ROI From Your Marketing

You’re committing time, budget, and attention with a clear expectation. Marketing should create leads and help you open up the right client conversations. Many consultancies are busy doing lots, but struggle to turn that activity into consistent conversations. Momentum comes in waves. Results feel hard to predict. Confidence in the plan starts to wobble. If this sounds familiar, then this episode is for you. In this episode, Nick Synnott walks you through our 12-part marketing framework, built around the four core drivers of effective consultancy marketing. Our framework will give you a clear, end-to-end view of how marketing needs to work to deliver for your firm in 2026. In this episode, you’ll learn: Where marketing typically breaks down before a lead ever appears Why activity often fails to convert into conversations, even with good intent The simple but often overlooked elements of your marketing setup that can have a huge impact on your results. You’ll know exactly where you stand and what you need to fix to set your firm up for the rest of the year. Enjoy the show!

January 28, 20261 hr 15 min

Episode 162: From Startup to Sector Leader: The Growth Lessons Behind The PSC’s Growth

How do you build a consultancy where people love to work, grow and stay while scaling fast and staying focused? The PSC team share the decisions that made it possible. In this episode, Nick sits down with Catherine Mulcahy and Dr. Antonio Weiss from The PSC, the consultancy on a mission to make public services brilliant and one that’s built a reputation as one of the UK’s most respected specialists in the space. They share the inside story of that journey - the real decisions that fuelled their growth, why operations mattered from day one, and how they’ve built a culture that people genuinely want to stick around for. We get into: - Why hiring an ops lead at 8 people was the smartest move they made - The internal battles behind building structure (and what finally worked) - How to embrace AI without losing the human touch It’s a masterclass in thoughtful consulting growth, grounded in real-world decisions, not just buzzwords. If you're leading, scaling or thinking about the future of your consultancy, this one’s a must-listen. Enjoy the show!

November 27, 20251 hr 16 min

Episode 161: How to Think (and Sell) Smarter with Paul Craven

What drives real people to make real decisions in the real world? That’s the question Paul Craven has been answering for decades. Throughout his senior roles at some of the biggest names in finance, including Goldman Sachs, Paul used behavioural science to understand how clients think, how relationships are built, and how decisions are really made. Today, he’s a global expert in the field. A keynote speaker, founding partner of the Cialdini Institute, and trusted coach to organisations around the world, he teaches others how to use the psychology of persuasion to drive real results. In this episode, Paul joins Nick to explore the world of behavioural science and how understanding human decision-making can transform how we lead, sell, and work. You’ll discover the practical behavioural science approaches you can use in your consultancy to help you build stronger relationships, sell more effectively and influence decisions in a way that lands well. They dive into: ✅ Paul’s journey from Goldman Sachs to founding his own business ✅ Dr Robert Cialdini’s seven scientifically-proven techniques of ethical persuasion and how to use them ✅ Why your brain is tricking you and what to do about it ✅ How magic reveals the surprising shortcuts our minds take Whether you’re running a consultancy, leading a team, or just curious about what makes people tick, this episode will shift how you see the world. Enjoy the show!

October 29, 20251 hr 33 min

Episode 160: Built to Sell, Led with Heart: How Sue Lohr Scaled and Exited Three Businesses

What does it take to build and sell two consulting firms and scale faster the second time around? In this episode of Climb in Consulting, Nick speaks with Sue Lohr, a leader who’s done just that. Sue played a pivotal role in building Synergy and Cormis into high-performing consultancies, both of which went on to successful exits. (Oh, and she sold a product business along the way too.) Sue’s story is about building businesses that people genuinely want to buy, shaped by a clear proposition, confident pricing, and with culture at the core. Sue shares how she: ✅ Took the lessons from Synergy to supercharge growth at Cormis ✅ Created strong cultures that scaled ✅ Developed clear value and confident pricing to drive sustainable growth ✅ Now shares these lessons with consulting founders and leaders via The Vibrant Company and The Consultancy Growth Network If you’re building a firm, leading a team, or plotting your next move, this episode gives you a rare inside look at the mindset, strategy and leadership behind two successful consulting exits from someone who’s lived them. Enjoy the show!

September 25, 20251 hr 20 min

Ep. 159: The Consultancy Built Without Consultants with Gita Singham-Willis

What if your consultancy didn’t look like everyone else’s? What if it was built on values from day one, hired people most firms overlooked, and kept culture at the core as it grew? This month’s guest has done precisely that, and then some. Gita Singham-Willis is one of the three co-founders of Cadence Innova, a multi-award-winning transformation consultancy. From her early days running textile factories in Portugal to reshaping how consulting firms think about people, culture, and growth, Gita’s journey is anything but ordinary. In this episode, she sits down with Nick Synnott to share the entire story, from founding Cadence Innova with a mission to be different, to building a consultancy that said no thanks to traditional hierarchies and yes, please, to working parents, diverse teams, and radical inclusion. She also shares the thinking behind Cadence’s eventual sale, how they maintained their culture throughout the process, and what she has learned about leadership, DEI, and what truly matters in consulting. If you’re building a consultancy, scaling a team, or wondering how to keep your values alive as you grow, this one’s packed with practical insight and plenty of inspiration. We cover: ✅ Why Cadence started by hiring women returning to work and why it worked ✅ The “family model” that replaced traditional line management ✅ How to spot consulting potential outside of traditional CVs ✅ The truth about selling your firm and how to protect your culture in the process ✅ Why DEI isn’t a ‘nice to have’ it’s a business necessity ✅ The advice Gita would give to junior, mid-career, and aspiring partner consultants Enjoy the show!

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