In this The Consultant’s Way Podcast episode, Dean McMann and Anthony Paluska interview Brent Wesler, VP of Strategic Technology at PIF Technologies. Wesler provides insights into his company’s approach to document-based workflow automation, emphasizing that while he operates in a highly technical role, his focus is on guiding clients through transformational changes, blending technology with consultative advisory.

Wesler addresses a common pitfall in consulting: technical experts being viewed merely as solution providers. Instead, he advocates for a consulting mindset, where understanding a client’s unique challenges comes before offering solutions. This begins with an in-depth discovery phase, where Wesler and his team assess a client’s real needs, ensuring that the solution aligns with business goals. He explains that this approach avoids prematurely jumping into solutions, often saving resources and reducing the chance of misalignment.

Managing client expectations and project risk are key topics in the discussion. Wesler shares his practice of conducting paid discovery phases for complex projects, allowing his team and the client to understand feasibility and ROI before committing to full-scale implementation. He emphasizes that for smaller consultancies, focusing on niche industries helps build credibility and deep expertise, making it easier to meet client needs and manage risks effectively.

A recurring theme in Wesler’s approach is balancing technical execution with a deep understanding of the client’s business. His hands-on experience adds credibility, enabling him to relate to client challenges, but he also highlights the importance of training his team to carry this consultative approach. This way, the organization doesn’t rely solely on a few individuals for client relations.

McMann and Paluska echo Wesler’s focus on specialization, agreeing that successful consulting hinges on combining industry knowledge with technical skills to become true advisors. Wesler’s approach showcases how thoughtful consulting practices can lead to effective, scalable solutions that drive real client value.

In this episode of "The Consultant’s Way Podcast," Dean McMann and Anthony Paluska interview Jason Mele, who shares insights from his extensive experience in event tech and marketing tech, particularly in managing professional services in complex organizations. He highlights the constructive role of friction between departments, such as product development, sales, and professional services. Rather than seeking complete alignment, Mele believes in using the natural tensions to explore innovative solutions that benefit both the customer and the organization.

Mele explains how professional services often mediate between product teams, which focus on long-term roadmaps, and sales teams, which are driven by immediate customer needs. He shares examples of how he has successfully balanced these priorities, positioning professional services as a valuable partner to the product team. By using customer projects as opportunities to test future product features, Mele turns competing priorities into collaborative successes.

A major theme is the trust and collaboration between professional services and sales. Mele emphasizes the importance of building strong relationships with sales teams, showing that professional services can add value during the sales process by helping scope and deliver complex projects. He also discusses how professional services teams often have deeper customer knowledge, making them essential in expanding and growing accounts.

Mele also discusses his approach to fostering collaboration within his team, encouraging cross-functional brainstorming to elevate everyone’s skills. By creating a collaborative environment, he has been able to turn specialists into more well-rounded generalists while maintaining their subject matter expertise.

In closing, Mele underscores the importance of viewing friction and tension as opportunities for growth. By embracing these dynamics, professional services teams can not only deliver better customer outcomes but also contribute to the broader success of the organization.

In this episode of The Consultant's Way Podcast, Dean McMann and Anthony Paluska interview Caitlin Ferguson, founder of Co-Pilots.io, which helps founders of professional services and SaaS companies streamline their operations and grow sustainably. Caitlin discusses her journey, starting in her parents’ accounting firm, through founding her own business, and ultimately establishing Co-Pilots.io after years of consulting and supporting entrepreneurs.

Caitlin highlights the common challenges faced by founders of professional services firms. Often, they experience operational chaos, struggle with cash flow, and lack clarity around financial data. These issues are compounded by founders wearing too many hats, leading to burnout and inefficiency. Caitlin emphasizes the importance of financial visibility and structured processes to eliminate bottlenecks and scale the business. She advocates for founders to step out of day-to-day operations by creating clear workflows, tracking key metrics, and building accountability structures.

The hosts discuss the different types of founders: sales-focused rainmakers, operations-focused operators, and delivery-focused gurus. Caitlin notes that regardless of their role, many founders face similar challenges, particularly in transitioning to a more strategic leadership role. She stresses the importance of getting the founders’ vision on paper and aligning operations with their long-term goals for sustainable growth.

Caitlin shares her process for aligning founders and partners through values-based decision-making, using tools like card sorting to identify core values that inform strategy. She gives an example of a client whose profits increased tenfold after optimizing operations and delivery processes.

Caitlin concludes by emphasizing the importance of external perspectives in consulting, as founders often struggle to see their own operational blind spots. She also talks about her new VIP workshops, which offer founders a one-day intensive session to diagnose issues and create an actionable 90-day plan for improvement.