In this conversation, Tim Kershaw reflects on 25 years of leading Libra Europe Consulting — including how the firm has retained clients for over two decades. Tim shares hard-won lessons on building long-term relationships, emphasising adaptability, team dynamics, and deeply understanding client needs.

We explore recruitment strategies grounded in empathy and humility, the importance of knowing exactly where profit comes from, and the key metrics that drive sustainable growth. Tim also discusses how to navigate industry trends without losing focus, empower team development, and build a consultancy clients never want to leave.

00:00 Reflecting on 25 Years of Growth

05:39 The Importance of Team Dynamics

08:31 Recruitment Strategies for Success

10:03 Understanding Profitability in Consultancy

16:15 Key Metrics for Sustainable Growth

20:27 Navigating Trends and Client Needs

27:30 Team Growth and Development

31:08 Building a Legacy of Trust and Reliability

Host: Craig Herd

Guest: Tim Kershaw

In this conversation, James O'Sullivan discusses the importance of mental simulations and scenario planning in both sports and business. He shares insights on how these techniques have shaped his approach to decision-making and leadership in consultancy. The discussion covers the challenges of navigating client expectations, fostering team skills, and balancing innovation with risk. O'Sullivan emphasises the need for practical strategies in change management and the future of consultancy, highlighting the importance of being open and honest with clients about the realities of the market.

02:00 The Power of Mental Simulations

07:58 Scenario Planning in Business

10:56 Navigating Decision-Making Challenges

15:58 Building Trust and Consensus

19:41 Transferring Knowledge and Skills

24:22 Balancing Optimism and Realism in Planning

25:37 Navigating Risk Appetite in Transformation

28:02 Embracing New Ideas and Perspectives

30:22 The Two-Way Door Concept in Innovation

32:15 Balancing Core Competencies with New Ventures

35:05 Evaluating New Ideas and Market Fit

38:55 The Future of Change Management

42:18 Strategic Planning in Uncertain Times

Host: Craig Herd
Guest: James O’Sullivan

For 20 years, John has helped consultancies win the kinds of high-stakes pitches where there’s only one winner and everything’s on the line—revenue, reputation, and momentum.

In this episode, John breaks down the real mechanics behind successful consultancy pitches, sharing his 7 Ps framework and what the best teams do differently. We talk WhatsApp dealmaking, shifting client expectations, and why the pitch is won long before the presentation begins.

If you’ve ever hit a losing streak, over-invested in a “perfect” deck, or wondered why a great relationship still didn’t close then this one’s for you.

02:00 What’s changed in 20 years of high-stakes pitches

06:40 Why remote consultants aren’t learning by osmosis anymore

11:00 The 7 Ps that shape every winning pitch

18:30 How firms lose before they’ve even sent the proposal

24:00 Conversation vs presentation: the game has changed

30:20 AI’s effect on thought leadership and positioning

36:15 The difference between trusted insight and generic content

42:40 How the best consultancies stay in the “penalty box”

48:50 The one move every founder should make this quarter

Host: Craig Herd
Guest: John Timperley