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In this episode of The Price and Value Journey, host John Ray welcomes Professor Joe O’Mahoney, a leading authority on the consulting industry. They discuss significant shifts in the consulting field, including industry growth, client sophistication, and the impact of AI on consulting processes and pricing. Joe highlights the importance of managed knowledge and systems in consulting firms and how firms can leverage AI to improve efficiency. They also touch on issues like value-based pricing, the role of luck in business success, and how consultants can build reliable, scalable models for long-term growth. Joe shares insights from his latest book, Growth: Building a Successful Consultancy in the Digital Age, making a compelling case for why modern consulting firms must embrace both digital transformation and personalized client relationships.
The Price and Value Journey is presented by John Ray and produced by the North Fulton affiliate of Business RadioX®.
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 resulted in leadership of high-profile government-funded research into the profession. Joe’s textbook on management consulting, Management Consultancy (published by Oxford University Press) was the best-selling book of its kind in Europe and his academic research has been published in the top international journals. His most recent, evidence-based book on growing consulting firms in the digital age, Growth: Building a Successful Consultancy in the Digital Age (published by Routledge), is the “go-to” growth text for consulting CEOs and managing partners all over the world.
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.
Joe has taught and coached over 2,000 executives and MBA students about management consultancy and helped hundreds of students gain places at leading consulting firms. Joe’s work has been recognized by awards from the British Academy of Management, the Centre for Consulting Excellence, the ESRC and several university prizes.
Joe studied history at Oxford University and obtained his PhD and MSc at Warwick University. He lives within Cardiff with his wife, Hannah, and two sons.
00:00 Welcome and Introduction to Prof. Joe O’Mahoney
01:36 Big Shifts in Consulting
04:08 Myths and Outdated Beliefs in Consulting
08:03 Scaling and Growth Challenges
14:23 Managed Knowledge and Intellectual Property
19:46 Artificial Intelligence in Consulting
23:35 Implementing AI for Long-Term Success
25:25 Strategizing with AI: Efficiency vs. Personalization
26:45 Leveraging Off-the-Shelf Solutions for Process Improvement
28:20 AI’s Role in Consulting: Current Capabilities and Future Potential
30:12 The Impact of AI on Consulting Pricing Models
36:19 Building Value and Trust in Client Relationships
44:50 The Role of Luck in Consulting Success
48:34 Conclusion and Contact Information
The title of this show describes the journey all professional service providers are on: building a services practice by seeking to convince the world of the value we offer, helping clients achieve the outcomes they desire, and trying to do all that at pricing that reflects the value we deliver.
If you feel like you’re working too hard for too little money in your solo or small firm practice, this show is for you. Even if you’re reasonably happy with your practice, you’ll hear ways to improve both your bottom line and the mindset you bring to your business.
The show is hosted and produced by John Ray and the North Fulton studio of Business RadioX®. The show can also be found on all the major podcast apps. The complete show archive is here.
John Ray is the host of The Price and Value Journey.
John owns Ray Business Advisors, a business advisory practice. John’s services include business coaching and advisory work, as well as advising solopreneurs and small professional services firms on their pricing. John is passionate about the power of pricing for business owners, as changing pricing is the fastest way to change the profitability of a business. His clients are professionals who are selling their expertise, such as attorneys, CPAs, accountants and bookkeepers, consultants, coaches, marketing professionals, and other professional services practitioners.
In his other business, John is a podcast show host and producer and owns the North Fulton (Georgia) affiliate of Business RadioX®. John and his team work with B2B professionals to create and conduct their own podcast using The Generosity Mindset™ Method: building and deepening relationships in a non-salesy way that translates into revenue for their business.
John is also the host of North Fulton Business Radio. With over 840 shows and having featured over 1,300 guests, North Fulton Business Radio is the longest-running podcast in the North Fulton area, covering business in its region like no one else.
John is the #1 national best-selling author of The Generosity Mindset: A Journey to Business Success by Raising Your Confidence, Value, and Prices.
If you are a professional services provider, your goal is to do transformative work for clients you love working with and get paid commensurate with the value you deliver to those clients. While negative mindsets can inhibit your growth, adopting a different mindset, The Generosity Mindset®, can replace those self-limiting beliefs. The Generosity Mindset enables you to diagnose and communicate the value you deliver to clients and, in turn, more effectively price to receive a portion of that value.
Whether you’re a consultant, coach, marketing or branding professional, business advisor, attorney, CPA, or work in virtually any other professional services discipline, your content and technical expertise are not proprietary. What’s unique, though, is your experience and how you synthesize and deliver your knowledge. What’s special is your demeanor or the way you deal with your best-fit clients. What’s invaluable is how you deliver great value by guiding people through massive changes in their personal lives and in their businesses that bring them to a place they never thought possible.
The combination of all these elements is quite different for you compared to any other service provider in your industry. Therein lies your value, but it’s not the value you see. It’s the value your best-fit customers see in you.
If pricing your value feels uncomfortable or unfamiliar to you, this book will teach you why putting a price on the value your clients perceive and identify serves both them and you, and you’ll learn the factors involved in getting your price right.
The book is available at all major physical and online book retailers worldwide. Follow this link for further details.
Brad Gordon/Penon Partners
Penon Partners provides the consulting and leadership expertise you need to execute your strategic transformations successfully. If you are challenged by a critical transformation to execute, processes to optimize, or organizational changes to make in your operations, IT, finance teams, or HR, Penon can help, whatever your company size or industry!
Their team of experts in these domains, former executives or big4 consultants who draw on decades of hands-on experience in strategic executions, are there to help you get the results you need and reap the benefits of your investments.
Dr. Randy Rizor/The Rizor Institute
The Rizor Institute specializes in the treatment of chronic and acute pain. They are the only CARF-accredited adult inpatient and outpatient Interdisciplinary Pain Management (IPM) program in the country.
IPM is one of the most clinically and consecutive approaches in healthcare for the treatment of chronic pain. IPM programs in the past have produced results for the average chronic pain patient at a 276% increase in physical functioning, a 45% reduction in pain, an 85% reduction in opioid intake and a 60% return to work.
Gwinnett Business Radio is presented by
Celebrating Powerhouse Women salutes and recognizes women who are making an impact, whether it’s in business, philanthropy, public service, or elsewhere.
Amber Baird/McLaren Accord Consulting
With over 15 years of experience in product marketing, strategy, and consulting, Amber Baird excels in transforming positive customer experiences into tangible business growth. Having served in leadership roles in several consulting firms and in corporate America, Amber brings a unique perspective on what drives success. As Head of Product Marketing & Strategy at Ware2Go, a UPS-backed logistics and technology start-up, Amber maximized growth and market penetration through customer-focused strategies and innovative go-to-market initiatives.
Now, as Principal and co-founder of McLaren Accord Consulting, Amber specializes in bridging the gap between high-level strategy and ground-level execution. She prioritizes open communication and strong relationships to ensure alignment from C-suite executives to frontline teams, delivering practical and impactful results. Her customer-centric approach combines analytical thinking with a human touch, essential for sustainable growth in today’s competitive landscape.
Outside of work, Amber finds inspiration exploring Atlanta’s mountain trails and planning travel adventures with her husband. Their 2 cats must sadly remain at home. Balancing professional dedication and personal creativity fuels her ability to think outside the box and drive exceptional business outcomes.
Celebrating Powerhouse Women is presented by
Hosted by Amanda Pearch
Produced by Dan Braverman
In the 50th episode of Az TechCast, Karen Nowicki and Paisley Coxsey host a discussion on government contracting with Lisa Rehurek, Jenny Servo, and Sonia Vohnout, highlighting the nuances of state and local contracts, SBIR, and STTR programs. Lisa, Jenny, and Sonia stress the need for targeted research, understanding requirements, and proving technology feasibility, debunking misconceptions and outlining opportunities and challenges. The conversation provided insight to the nuanced application process and highlighting the strategic approach necessary for success in securing both government contracts and funding.
Dive into to unlock expert insights on government contracting and funding programs. 
The RFP Success Company helps small and mid-sized businesses bid on state government RFPs.
Lisa Rehurek is a kind, spunky, rule-breaking entrepreneur who thrives on creatively pushing past fear, taking risks, chasing audacious goals, and inspiring others to do the same.
She is the founder & CEO of The RFP Success Company, an impactful seven-figure business that helps small certified diverse and mid-market businesses secure millions of dollars in state government contracts.
Lisa is among the top 2% of women business owners, as well as a best-selling author, speaker, trainer and podcast host. Her new book, Winning in State Government: A Roadmap for RFP Success in 2023, is being released this fall.
Lisa recently led her company to be named one of Inc. 5000’s fastest-growing private companies in America.
Connect with Lisa on LinkedIn.
For over 30 years, Dawnbreaker has provided commercialization assistance to small, advanced technology firms that have received funding through the Small Business Innovation (SBIR) and Small Business Technology Transfer (STTR) programs.
Organized around three centers, Dawnbreaker’s market research team develops hundreds of high, quality market research reports annually in fields as diverse as fusion, isotope separators, sustainable aviation, trauma induced coagulopathy and the use of AI to enhance weather predictions.
The business strategist team serves as coaches at every part of the commercialization spectrum: with companies that are applying for their first Small Business Innovation Research award as well as successful graduates of the SBIR/STTR programs that need a manufacturing assessment to help them scale up production. Dawnbreaker Design, the award- winning marketing communications department, assists companies develop and enhance their face to their potential customers and partners.
Since 1990 Dawnbreaker has provided commercialization mentoring and support to over 10,000 SBIR and STTR awardees. Cumulatively these firms have received more than $2.5B in Phase III funding. The company has worked closely with many of the federal agencies and offers Train-the-Trainer services to organizations that wish to enhance their ability to support advanced technology development within their community utilizing the SBIR/STTR programs.
Dr. Jenny C. Servo, the founder and President of Dawnbreaker® has more than 30 years of experience in the management of government contracts and in the design of programs for highly creative individuals. Change has been an on-going focus in her efforts with “transformational entrepreneurs”.
Cognizant of both the objectives and budget constraints of each federal customer, Dr. Servo combines the best practices from instructional design and change management to the development of unique programs to fill each customer’s objectives. Each program developed for Federal and state agencies are distinct and contain within them variations that address the heterogeneity of the companies participating in each program.
Dr. Servo prescribes to the policy of “management by objectives” and has been responsible for ensuring that program process and outcome match agency expectations for all programs across multiple agencies.
Since 1990 companies that have worked with Dawnbreaker through a government sponsored program have cumulatively received in excess of $2.5B in Phase III funding. Dawnbreaker has been recognized for its contributions, as well as its own growth and principles by the Tibbetts Award received in 2002, the Rochester Top 100 award in 2005 and 2008, the Rochester Business Ethics Award in 2009, the Best Place to Work Award in 2014 and Small Business Champion Award in 2018.
Dr. Servo is an avid writer and readily conveys best practices in innovation and entrepreneurship in innovation and entrepreneurship in books, articles and magazines on these topics. Most recently Jenny led the team that developed the report entitled “Women’s Inclusion in Small Business Innovation Research and Small Business Technology Transfer Program” released by the National Women’s Business Council in August, 2020. Dr Servo also serves on the Invention, Innovation and Entrepreneurship Advisory Committee (IIEAC) to the Small Business Administration.
Follow Dawnbreaker on X.
OppsSpot provides consulting services for start-ups and small technology companies looking to commercialize their ideas through strategic partnering and Federal funds.
Specializing in the SBIR / STTR program and Technical and Business Assistance (TABA) services.
Sonia Vohnout is a seasoned professional with a wealth of experience in executive management and senior technical roles. With a background in co-founding successful ventures, she boasts nearly two decades of expertise in the SBIR/STTR program.
Sonia has consistently demonstrated her ability to contribute to the development, submission, and successful funding of proposals, employing a comprehensive “systems engineering” approach to enhance their quality and competitiveness.
Her impact in the SBIR/STTR space extends to consulting services, where she has played a pivotal role in helping startups and small businesses secure tens of millions of dollars in federal funding.
Recognized as a leading consultant, Sonia brings a depth of experience in commercialization strategies, forging strong relationships with small businesses, industry stakeholders, research institutions, state organizations, and incubators.
Her collaborative approach translates innovative ideas into tangible realities, reflecting her success in the field. Sonia holds a B.S and M.S in Systems Engineering from the University of Arizona, providing a solid academic foundation for her professional journey.
Connect with Sonia on LinkedIn.
Steve Zylstra serves as president and CEO of the Arizona Technology Council, a role he assumed in 2007. He is responsible for strategy, operations, finance and policy development. Zylstra is a vocal spokesman for the value technology can provide in raising social and economic standards in Arizona.
Zylstra serves on numerous councils, committees and boards, was named “Leader of the Year, Technology,” by the Arizona Capitol Times, and “Most Admired Leader” by the Phoenix Business Journal. In addition, he was awarded an honorary doctorate of science in technology from the University of Advancing Technology in Tempe, Ariz.
Zylstra earned a bachelor’s degree in automotive engineering technology from Western Michigan University.
Karen Nowicki is a successful author, speaker and the creator of Deep Impact Leadership™ and SoulMarks Coaching™. She is a two-time recipient of the prestigious national Choice Award® for her book and personal development retreat. Karen was crowned the first-ever “Mompreneur of the Year” Award in 2010 for the southwestern states. She was recognized for her leadership, business acumen, and work-life balance.
Karen has been an expert guest on regional TV and radio shows, including Fox Phoenix Morning Show, Sonoran Living, Good Morning Arizona, The Chat Room, and Mid-Day Arizona. She has been a regular contributor to many print and online magazines – publishing articles and blogs for business and education.
In addition to working with private coaching clients, Karen is also the Owner & President of Phoenix Business RadioX. The Business RadioX Network amplifies the voice of business – serving the Fortune 500,000, not just the Fortune 500. Phoenix Business RadioX helps local businesses and professional associations get the word out about the important work they’re doing to serve their market, profession, and community.
Of all the experiences Karen has had the privilege of participating in over her vast career, she shares that Phoenix Business RadioX is a pinnacle adventure!
Connect with Karen on LinkedIn and follow Phoenix Business RadioX on Facebook and Instagram.
Paisley Coxsey is a marketing contractor with the AZ Technology Council. She has 10+ years experience in the tech industry, working at an AZ based SaaS company.
During her tenure she has used her marketing and sales expertise to help grow multiple product offerings and services. She has a passion for helping businesses grow and reach new heights, and loves to meet with business owners to discuss what they can do to achieve their goals.
When she is not working with AZTC or helping small businesses grow, she can be found hanging out with her dog or niece!
The Arizona Technology Council, Arizona’s only statewide organization serving the technology sector, fosters a climate of innovation to enhance technology in Arizona.
A trusted resource in strengthening Arizona’s technology industry, the Council proactively eliminates impediments that companies face, accelerates the entrepreneurial mindset in the state’s expanding innovation ecosystem, and works to create a destination for companies to be, thrive and stay.
Follow Arizona Technology Council on LinkedIn, Facebook, and Instagram.
Celebrating Powerhouse Women salutes and recognizes women who are making an impact, whether it’s in business, philanthropy, public service, or elsewhere.
JeJuan Stewart/EAGLE 7 Consulting & The John and JeJuan Stewart, Jr. Foundation
JeJuan Stewart is the CEO and Lead Consultant of EAGLE 7 Consulting which has been serving families in Metro-Atlanta for over 11 years. As a retired PA Anesthetist, and now small business owner, JeJuan has designed EAGLE 7 Consulting to address the needs of underrepresented communities through innovative solutions. Solutions that are committed to empowering all to give, lead & excel (EAGLE). She is a STEAMM Advocate and Parent Coach, who is determined to disrupt the why parents are engaged.
JeJuan is also the Executive Director for the John & JeJuan Stewart, Jr. Foundation. Their vision is to create a group of focused, empowered youth who make a positive difference as individuals in their families and communities. Through tutorship, learning programs, and leadership training, they aim to raise the bar in the community and impact the next generation.
As a mother of four amazing children who are now adults, and eight delightful grandchildren. JeJuan has worked in the Metro-Atlanta area for over 30 years and currently resides in the Stone Mountain area. She enjoys connecting-the-dots in her community and baking lemon pound cakes (her specialty).
Whether it is serving the marginalized parent community or aligning organizations to increase their impact, she remains committed to cultivating relationships through servant-leadership by the Power of One.
Celebrating Powerhouse Women is presented by
Hosted by Amanda Pearch
Produced by Dan Braverman
In this episode of Phoenix Business Radio, Karen Nowicki and Jennifer Schielke discuss Jennifer’s journey in IT staffing and Summit Group Solutions’ commitment to tailored talent solutions. Jennifer highlights the pivotal role of her husband in navigating the company’s growth and reflects on transitioning from accounting to IT staffing, emphasizing adaptability and continuous learning. Throughout their conversation, they explore leadership, organizational culture, and professional development, with Jennifer emphasizing the importance of humility and fostering meaningful connections in the workplace.
As they wrap up, Karen and Jennifer stress the importance of supporting loved ones during tough times and the significance of empathy in both personal and professional realms.
Summit Group Solutions, LLC is a multi-year Inc. 5000 awardee and 2023 Inc. Power Partner, uniting talent and technology through relationship-focused staffing and recruiting solutions. We are guiding, growing, and giving to the future of technology through its people, investing in the talent that brings the unimaginable to fruition. Our value-centered approach fuels our vision to pour into the communities where we live and work. We embrace the dignity and worth of every person and their ability to make a positive impact.
Jennifer Schielke is the co-founder and CEO of Summit Group Solutions, LLC. She is a distinguished business professional and thought leader on values-based leadership. Her book, Leading for Impact: The CEO’s Guide to Influencing with Integrity reached Amazon’s #1 Best Seller status in February 2024. It encourages leaders to invest in self-reflection, purposeful development, and meaningful relationships. This has a transformative impact on the growth and influence of leaders and the people they are privileged to serve.
Schielke left her beloved island of Kauai, where she was born and raised, to foster her passion for learning and faith anchored her to a new purpose. This advanced her commitment to serve others generously and to lead with integrity. Her devotion to people overflows into leadership development and team engagement.
As she establishes a new homebase in Scottsdale, AZ, the author looks forward to remaining focused on contentment, gratitude, and growth. This chapter of life will continue to be rooted in professional development and purposeful impact. Her storytelling as a hula dancer has transformed into a written tool for reflective leadership investment though the pages of her book. Schielke’s own life journey established her high regard for relational leadership and a commitment to continuous growth, for herself and those whom she leads.
Connect with Jennifer on LinkedIn and follow Summit Group Solutions on Facebook, X and Instagram.
Celebrating Powerhouse Women salutes and recognizes women who are making an impact, whether it’s in business, philanthropy, public service, or elsewhere.
Sarah Hathorn/Hathorn Consulting Group
Sarah Hathorn, CEO of Hathorn Consulting Group, is the go-to expert in working with leaders and companies to create successful corporate DNA. Over the past 30+ years she has developed her own unique Creating Successful Corporate DNA™ approach. Sarah focuses on ensuring that organizations have the right DNA permeating their leadership deck, workplace culture, business strategy, talent pipeline, and departmental teams. She optimizes teams/individuals to reach their highest potential and boost their productivity and level of engagement. The conscientious alignment of those strands of essential value helps to measurably improve and accelerate multiple levels of company productivity, performance, and profitability.
As a C-Suite and senior-level trusted advisor, executive coach, consultant, and public speaker she collaborates globally with clients and brands such as Deloitte, Sherwin-Williams, Southern Company, Georgia Power, Kimberly Clark, Home Depot, and other leading organizations. Sarah is also a world renowned expert on multifaceted and adaptable corporate and executive leadership communications. Thanks to her consulting, Fortune 500 organizations and leaders dramatically improve their success at communicating with greater influence, efficiency, and persuasive impact. That includes superior communication of vision and inspiration, innovation and collaboration, and key presentations to senior decision-makers, external customers, strategic partners, and major stakeholders.
Sarah is also an internationally sought-after thought leader and has advised leaders in 39 countries. As an active member of the National Speakers Association, she earns rave reviews as an engaging speaker with top value content by captivating audiences across the United States, as well as Japan, Australia, Singapore and Mexico. Her leadership tips, insights, and advice have been published by the New York Times, Chicago Tribune, U.S. News & World Report, and Forbes.com – as well as many other major publications and media outlets.
Celebrating Powerhouse Women is presented by
Hosted by Amanda Pearch Marmolejo
Produced by Dan Braverman
Mycal Anders is Founder of Next Level Performance Consulting with 3700+ leaders coached since 2011. Mycal is a Performance Consultant, Marine Corps veteran, husband & father of two.
As a Marine Corps veteran with nearly 25 years of strategic leadership experience backed by multiple graduate degrees from Arizona State and Thunderbird School of Global Management, he realized the plight of leaders, people of influence, and high achievers is losing themselves in pursuit of momentous achievement. 
In 2011 Mycal founded Next Level Performance Consulting to build the fittest leaders by empowering Next Level men & women to prioritize their health, eliminate stress and create alignment between their habits and behaviors! Making space to be present for the things that matter: health, wealth, relationships and time.
Mycal has been featured on the Radio Business X Podcast, Barbell Shrugged, Barbell Business, Gym Lords, Theta Wave, Paradise Valley Lifestyle Magazine, Team Red, White & Blue’s “The Eagle” Podcast, and is a regularly featured speaker for Charles Schwab and Amazon.
The Next Level mantra is “Progress Always” because the journey is ongoing and the greatest stories are told through the process that is life. The story is in the logo. Why the 4th Star incomplete? Firstly, the stars are representative of Mycal’s military roots and service to others before self. The highest rank one can achieve in military service is symbolized by 4 stars.
The Next Level stars also represent what we should all be trying to achieve: our highest and best self. Stacked upon the foundation of your physical body, emotional, mental and spiritual states of being. The 4th star is broken because we will forever be a work in progress. This is a never ending journey.
Nicole Anders, CEO of Next Level Performance Consulting, excels in leading the organizational process, coordinating the chaos, and assisting her husband and business partner to help executives and high performers make themselves a priority again by using the Next Level Method. Her value is in her exceptional attention to detail, strong communication skills, and the ability to take a vision and project from the starting line to the finish line.
For the past 10 years in various executive and personal assistant roles, Nicole coordinated and managed everything from travel, corporate meetings and conferences to cocktail and dinner parties, to founder’s dinner’s for top donors at multi-million dollar charity galas, by executing a discovery process of a team’s ultimate vision and making it become a reality.
Nicole is a former Division 1 basketball athlete and graduate from the University of Wisconsin- Milwaukee with a degree in Elementary Education.
Connect with Mycal and Nicole on LinkedIn and Instagram, and follow Next Level on Facebook and Instagram.
