The Professional Services Pursuit

Hosted by Kantata

BusinessInterviews guests

Website RSS feed

Episodes

118

Latest episode

May 2026

Language

About the show

Our goal is simple: to give professional services leaders a place to go to be inspired and tap into expert advice, trends and best practices in our collective pursuit of excellence. From agencies to IT services and every PS organization in between, our hosts and guests will provide the insights you need to drive a resource first organization and do what you do best, only better. Hosted on Acast. See acast.com/privacy for more information.

Listen to episodes

60 recent

June 16, 202632 min

Ep. 119 - Agent Sprawl: Why More AI Is Making Professional Services Harder w/ Michael Speranza & Sarah Edwards

In this episode of The Professional Services Pursuit, Brent sits down with Kantata CEO Michael Speranza and Chief Product Strategy Officer Sarah Edwards to explore a growing challenge facing professional services firms: AI sprawl.Michael and Sarah discuss why professional services require a different approach to AI — one built around business context, connected operations, and institutional knowledge. They share their perspective on how firms can move beyond isolated automation to intelligence-driven operations, and how those ideas shaped the development of Kantata's newly launched Expertise Agent capabilities.Key topics covered:Why the explosion of AI tools and role-specific agents is creating more complexity, silos, and noise for professional services firmsThe critical role of business context in AI, and why better decisions require a connected view across sales, resourcing, delivery, and financialsThe launch of Kantata's Expertise Agent and why the company chose to build a context-aware AI superagent instead of workflow-specific agentsHow leading firms can capture institutional knowledge, learn from every project, and turn expertise into a scalable competitive advantageWhat will separate the highest-performing professional services organizations in the emerging "Expertise Era"To learn more about Kantata’s new AI capabilities, click here. Hosted on Acast. See acast.com/privacy for more information.

May 29, 202624 min

Ep. 118 - Managing Unpredictability in Projects by Closing the Scope-to-Delivery Gap w/ Anish Udayakumar

In this episode, we explore how professional services organizations can reduce project unpredictability by closing the gap between scoping, pricing, and delivery. Banoo sits down with Anish Udayakumar, Senior Vice President of Product Management and Customer Experience at Provus, for a thoughtful conversation on why projects that start with strong plans and healthy margins often end up facing scope creep, resource constraints, margin erosion, and delivery risk.Topics discussed in this episode include:Why margin erosion often goes unnoticed until late in the project lifecycleHow disconnected sales, delivery, operations, and finance workflows create unpredictable outcomesWhy resource availability, skill alignment, and capacity planning should be incorporated earlier in the quoting processHow unified data, AI, and historical project insights can improve scoping accuracy, pricing confidence, and delivery predictabilityLearn more about Provus at https://provus.ai/ Hosted on Acast. See acast.com/privacy for more information.

May 14, 202623 min

Ep. 117 - The 3 Shifts That Will Make or Break Consulting Firms in 2026 w/ Sarah Edwards

In this episode, Brent sits down with Sarah Edwards, Kantata’s Chief Product Strategy Officer, for a practical look at why consulting firms can no longer rely on headcount-driven growth — and how AI is reshaping the traditional talent pyramid.Together, they break down the three critical shifts redefining consulting — and what leaders need to prioritize now to activate smarter resourcing, pricing, and delivery models.Other topics covered in this episode include: Why rising client expectations are putting pressure on delivery speed, cost, risk, and team capacityHow AI is changing consulting talent models, including the shift away from the traditional pyramid structureWhy outcome-based pricing, fixed-fee models, and productized services are becoming more importantHow connected data, trusted systems, and better operational visibility help firms make faster, more confident decisions Hosted on Acast. See acast.com/privacy for more information.

May 1, 202638 min

Ep. 116 - From Dependency to Autonomy: Consulting Rewired w/ Sarah Edwards & James Cawthorne

In this episode we share a conversation from a recent Leaders in Consulting podcast, where Kantata’s Chief Product Strategy Officer, Sarah Edwards, sits down with James Cawthorne, CEO of FOIL. At the center of the discussion is a shift every services leader is starting to feel: clients no longer want dependency — they want independence. James makes the case for “autonomic consulting” — a model focused on embedding capability directly into the client’s business. Instead of delivering answers, firms must build systems that encode knowledge, drive consistency, and enable better decisions at scale.In this episode, you’ll learn:Why competing on productivity in the age of AI leads to diminishing returnsWhat “system intelligence” actually means, and why it matters more than standalone AI toolsHow client expectations are shifting from support to true capability-buildingWhy dependency-based models are becoming structurally unstableWhat it takes to stay relevant when value, not effort, becomes the primary differentiatorIf you’re rethinking how your firm delivers value, and how to create more predictable, scalable outcomes for clients this conversation is a must-listen. Hosted on Acast. See acast.com/privacy for more information.

April 16, 202630 min

Ep. 115 - SaaS Is Under Fire: Who Survives the AI Shift, and Why It Matters for Services Leaders w/ Michael Speranza

AI isn’t just disrupting SaaS, it’s forcing a fundamental rethink of what software is actually worth. In this episode, Brent sits down with Kantata CEO Michael Speranza to unpack the growing tension across the market: buyers questioning why they should pay for software they think AI can build, and boards pushing leaders to prove long-term, defensible value. The conversation goes beyond the hype to explore what truly survives in an AI-driven world, and why the future of SaaS has far less to do with code and far more to do with context.Key Topics CoveredThe new “build vs. buy” reality: Why buyers are questioning SaaS in the age of AI, and where that thinking falls shortWho’s actually at risk: The types of SaaS companies most vulnerable in this shift (and why)The death of code as a moat: How value is moving from product to data, workflows, and domain expertiseContext as the new advantage: Why owning deep customer understanding is becoming the ultimate differentiatorWhat survives — and wins: The traits of SaaS companies that will endure and thrive in an AI-driven marketRead Michael’s recent article, AI Is Coming for SaaS. Just Not the Way You Think to learn more about this topic and his perspective on the SaaSpocalypse. Hosted on Acast. See acast.com/privacy for more information.

March 26, 202644 min

Ep. 114 - Women’s History Month: 3 Women, 3 Paths to Leadership and Impact w/ Lauren Langston, Jennifer Schutz and Melissa Korzun

In honor of Women’s History Month, this episode features three very accomplished female leaders — Jennifer Schutz, Lauren Langston, and Melissa Korzun — sharing candid insights on their career journeys, pivotal moments, and the mindset shifts behind their success. The conversation highlights how growth comes not from linear paths, but from embracing opportunity, building confidence, and leading with authenticity.Key Topics CoveredHow curiosity, adaptability, and unplanned opportunities shape successful careersWhy leaning into challenges accelerates growth and opens new doorsThe role of self-awareness and authenticity in effective leadershipThe shift from execution to communication, influence, and alignment as you growHow to reframe setbacks as learning opportunitiesBook Recommendations for Leadership & Career GrowthMelissa’s RecommendationsCrucial Conversations — Kerry Patterson, Joseph Grenny, Ron McMillan & Al SwitzlerRadical Candor — Kim ScottThe Secrets of Six-Figure Women — Barbara StannySwitch — Chip Heath & Dan HeathLead with a Story — Paul SmithJennifer’s RecommendationsNice Girls Don’t Get the Corner Office — Lois P. FrankelExtreme Ownership: How U.S. Navy SEALs Lead and Win — Jocko WillinkHow Women Rise — Sally Helgesen & Marshall GoldsmithThe 48 Laws of Power — Robert GreeneYour Brain at Work — David RockLauren’s RecommendationsDesigning Your Life — Bill Burnett & Dave EvansPowerful — Patty McCordAmp It Up — Fred SlootmanScaling People — Claire Hughes JohnsonConscious Business — Fred Kofman Hosted on Acast. See acast.com/privacy for more information.

March 5, 202631 min

Ep. 113 - Operationalizing AI in Consulting: Governance, Talent Shifts & the Move to Outcome-Based Pricing w/Tom Rodenhauser

AI is no longer a futuristic add-on for consulting firms, it’s reshaping how firms operate, price, hire, and deliver outcomes.In this episode Brent sits down with Tom Rodenhauser of K2 Consulting Research (formerly Kennedy Intelligence) to unpack what’s actually happening inside consulting firms as they operationalize AI. From boutique firms building knowledge engines that rival global players, to the governance structures required to protect client trust, to the accelerating shift away from time-based billing, this conversation separates hype from reality.Key Topics CoveredHow boutique firms are competing with global giantsThe changing role of consultants (especially junior talent)Governance isn’t optional, it’s the prerequisite for trust.Transparency as a competitive advantageOutcome-based pricing is the future, but only for firms that can clearly define and measure results.Measurable internal impact and the time savings creating space for higher-value conversations and business development Hosted on Acast. See acast.com/privacy for more information.

February 19, 202633 min

Ep. 112 - Reinventing Agency Value for What’s Next w/ Caroline Johnson, Patricia Rothenberg and Michael Farmer

In this special compilation episode, Brent revisits three powerful conversations with leaders who have fundamentally reimagined how agencies price, position, and deliver value. As AI accelerates productivity, procurement squeezes margins, and time-based billing becomes increasingly commoditized, one thing is clear: the traditional agency model is under pressure. The firms that redefine themselves as performance partners, not effort vendors, are pulling ahead.From valuation strategy to operational reinvention, this episode explores what it really takes to make the shift from selling hours to selling impact.In this episode, you’ll hear:Caroline Johnson, the Co-Founder of The Business Model Company discussing why selling time suppresses valuation — and how business model design can double or even triple firm multiples. (Ep. 63)Patricia Rothenberg, Global COO and General Counsel of renowned creative agency 72andSunny shares how they were able to eliminate individual timesheets and train teams to sell value instead of labor. (Ep. 94)Michael Farmer, Author of Madison Avenue Manslaughter and Madison Avenue Makeover - and the leader of Management consulting firm Farmer & Company provides practical lessons on leading scope discussions around outcomes—not procurement-driven deliverables—and what changes operationally when agencies focus on impact over hours. (Ep. 48) Hosted on Acast. See acast.com/privacy for more information.

February 5, 202623 min

Ep. 111 - Consulting M&A Trends for 2026 w/ Ramone Param

In this episode of The Professional Services Pursuit, Brent is joined once again by Ramone Param, Managing Director at Kennedy M&A, to kick off a new series focused on mergers and acquisitions in professional services. Together, they reflect on the 2025 M&A landscape and look ahead to what 2026 holds for consulting firms navigating economic uncertainty, AI-driven disruption, and shifting buyer expectations. Ramone shares firsthand insights from the deal market, offering a clear view of where momentum is building, what buyers are prioritizing, and how firms can position themselves for stronger valuations in the year ahead.Key topics covered in this episode:What changed in 2025—and why optimism is returning in 2026Where buyer demand is strongestThe shift from buying headcount to acquiring AI-enabled consultants, proprietary data, and differentiated intellectual propertyNew value drivers in consulting valuationsRamone’s outlook on a potential transformational, cross-functional deal that could redefine the professional services landscapeYou can find Ramone’s newsletter by visiting: https://www.linkedin.com/in/ramoneparam/Learn more about Kennedy M&A here: https://www.k2consultingresearch.com/ma-advisory Hosted on Acast. See acast.com/privacy for more information.

January 22, 202630 min

Ep. 110 - A Crawl–Walk–Run Path to Outcome-Driven Services w/ Melissa Korzun

AI is rewriting the rules of professional services. As delivery time compresses and impact accelerates, traditional pricing models — T&M, fixed-fee, retainers — are starting to break.In this episode, Banoo is joined by Melissa Korzun, Kantata’s VP of Industry Solutions to explore what outcome-driven delivery really looks like in an AI-powered services world. When utilization is no longer the scoreboard, firms are being judged on time to value, customer lifetime value, and portfolio ROI.We cover:How to redesign service offerings and commercial models around measurable outcomesWhat changes when delivery becomes hybrid across humans and AI agentsWhy sales, delivery, and ops must evolve together—not in silosA practical crawl-walk-run approach to transformationHow transparency and accountability become margin protectors, not overheadThe firms that win next won’t just deliver faster—they’ll make outcomes visible, repeatable, and profitable. This episode shows how to get there. Hosted on Acast. See acast.com/privacy for more information.