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

Nick and Craig delve into the intricacies of sales and marketing within consultancies. They emphasise the importance of listening to clients, understanding their problems, and creating value through effective content strategies. Successful consultancies are characterised by their commitment to marketing as a journey, the involvement of leadership, and a structured approach to content. The discussion also highlights the evolving landscape of marketing, where depth and quality are becoming more crucial than mere frequency. Nick shares personal insights and advice for younger professionals in the industry, underscoring the significance of consistency and expertise in building a successful consultancy.

00:00 The Birth of Create Engage

07:39 Identifying Gaps in Consultancy Marketing

10:40 The Pragmatic Approach to Marketing

12:29 The Importance of Professionalizing Marketing

14:55 Misconceptions About Marketing in Consulting

19:11 Evolving Business Development Strategies

25:51 The Importance of Listening in Sales and Marketing

27:56 Common Traits of Successful Consultancies

30:41 Understanding Marketing as a Journey

31:36 Frequency vs. Quality in Marketing

39:23 The Shift Towards Depth in Marketing

46:00 Advice for the Younger Self

Host Craig Herd

Guest Nick Synnott

Too many consultancies rely on senior heroics to grow. Richard Goold did the opposite.

In this episode, he shares how Moorhouse scaled from £5M to £34M by building a strong, empowered middle layer—one that could win work, lead teams, and grow the business without waiting for permission.

We explore what happens when you shift from control to capability, why developing internal successors beats relying on experienced hires, and the quiet signs that your operating model is slowing you down.

02:00 Scaling Success: The Moorhouse Journey

06:55 Empowering Junior Talent: A Cultural Shift

12:22 Leadership Dynamics: Delegation and Empowerment

16:48 Identifying Growth Stalls in Consultancy

28:21 Structural Upgrades for Sustainable Growth

44:39 Enduring Qualities: Focus and Values in Consultancy

Host Craig Herd
Guest Richard Goold

In this conversation, Mike shares his journey of building the Concerto Group into a £50 Million business through focusing on acquisitions. He discusses the challenges of leading a large team of 150 people, the importance of company culture, and the role of sales in business success. Mike also reflects on his 10 years in consultancy, emphasising the value of industry-specific knowledge and the common traits of successful founders. He concludes with thoughts on legacy and the lessons he wishes to pass on to future generations.

00:00 Building a Business from Scratch

02:44 The Uniqueness of Acquisition in Business Growth

06:17 Lessons Learned from Growth through Acquisition

10:03 Leading a Large Team: Challenges and Strategies

13:18 Creating a Strong Company Culture

16:10 The Importance of Sales in Business

19:41 The Role of Referrals and Word of Mouth

26:06 Transitioning to Consultancy: Insights and Experiences

30:10 The Value of Industry-Specific Knowledge

35:24 Common Traits of Successful Founders

40:55 Legacy and Lessons for Future Generations

Host Craig Herd
Guest Mike Kershaw


Notable Mentions

• "Consultants working in the NHS" One Conversation at a Time: The Quiet Strategy Behind Culture Change with Adam Woodroffe and Joel Greig
  
  
• "Tesco Story" They Call It a Lifestyle Business. He Calls It His Million Pound Cash Machine with Guy Beresford

In this episode of the Consultancy Growth Podcast, I’m joined by Arun Dehiri as he reflects on his 30 years in the Industry, building his first consultancy which he then sold, and starting over anew founding Red Dawn Consulting which turns 15 years old, this month.

But this isn’t just a story about business growth. It’s about what happens when a life-altering car crash forces you to stop, reflect and rethink everything. Arun opens up about the moment that changed his trajectory and how it led him to redefine success, shift from founder to mentor, and start thinking seriously about legacy.

We talk about the power of specialisation, sustaining momentum over decades, and what the next generation of consultants need most. If you're a founder thinking about your future, in business and beyond, this one’s for you.

00:00 - Introduction to Today’s Episode

01:19 - Arun Dehiri's early career

05:04 - Building, Selling and Rebuilding

06:25 - Challenges in Building Red Dawn Consulting

08:34 - Keys to Red Dawn's Success

10:32 - Advice for Aspiring Consultants

13:23 - Long-Term Vision in Consulting

17:24 - The Future of Telecoms, Media, and Technology

20:24 - Navigating AI and Industry Changes

23:08 - The Importance of Implementation in Consulting

24:17 - Standout Projects and Thought Leadership

26:53 - Writing his Memoirs and Sharing Lessons

34:20 - Future Aspirations and Legacy

Host: Craig Herd
Guest: Arun Dehiri

In this episode I sit down with Guy Beresford, founding partner of ISP Leadership Advisors, to unpack what it takes to build a profitable, boutique consultancy without scaling headcount.

We explore how Guy’s approach to growth differs from the traditional consultancy playbook, touching on the risks of recruitment, the nuance between cash and capital, and why sustainable growth demands a different kind of thinking. The conversation also dives into the realities of board leadership, the importance of diversity at the top, and the transition from founder to chair.

If you’re rethinking what growth looks like or how to build value that outlives you, this episode will challenge your assumptions.

00:00 - Introduction to Today's Episode

01:34 - The Journey of Building a Boutique Firm

07:12 - The Unique Business Model of ISP Leadership Advisors

11:21 - Navigating Risks and Challenges in Recruitment

15:33 - Understanding Cash vs. Capital in Consultancy

21:26 - The Importance of Sustainable Growth

26:58 - Capital vs. Cash: The Business Dilemma

28:53 - The Dynamics of Board Leadership

32:28 - Navigating Board Structures and Diversity

35:40 - From Founder to Chair: Transitioning Roles

40:02 - The Value of Legacy and Personal Satisfaction

50:04 - Understanding Business Valuation in Consultancy

Host Craig Herd

Guest Guy Beresford