In this episode of The Consultancy Growth Podcast, Craig Herd speaks with Mark Green, founder and CEO of Change Rebellion. After a near-fatal battle with COVID that left him in a coma for months, Mark came back with a new philosophy: empathy over ego, and change that’s human first.

We dig into why clients now value implementation over clever slides, how authenticity and humour can be powerful differentiators in a crowded market, and what it takes to build a consultancy that wins clients by standing out, not chasing RFPs.

Mark also shares his view on the role of AI in change management, the upside and downside of bold positioning, and why he believes consultancies should leave clients better equipped than they found them. If you’ve ever wondered whether playing it safe is holding your firm back, this conversation will make you rethink how you grow.

Chapters
0:00 Introduction to Change Rebellion
01:17 From Coma to Consultancy: A Life-Changing Reset
05:30 Why Authenticity and Humour Stand Out in Consulting
10:00 Family First: Defining Success on Your Own Terms
14:55 The Upsides and Downsides of Being Bold
19:55 Why Implementation Now Beats Intelligence
22:13 AI’s Role in the Future of Change Management
28:11 Empathy Over Ego: Consulting Without the Ego Trap
30:52 How to Ensure Clients Are Better Off After You Leave
35:13 The Future Vision for Change Rebellion

In this episode Craig is joined by Richard Longstreet, founder of Tarka Talent, to explore what really drives successful hiring in boutique consultancies. Too often, firms bring in senior hires with impressive CVs only to find they don’t deliver the growth expected. Richard explains why success in a Big Four doesn’t always translate into a boutique environment, the critical distinction between developing existing accounts and winning new logos, and how cultural fit can determine whether a hire creates lasting value.

They also discuss the infrastructure required to support growth, why equity should be tied to performance, and how consultancies can create a culture where business development is a shared responsibility rather than resting solely on the founder. If you’re thinking about making senior commercial hires, this episode offers a clear framework to avoid costly missteps.

00:00 Introduction and Context
02:59 The Role of Senior Hires in Boutiques
07:53 Account Development vs New Business
10:23 How to Vet Candidates for Commercial Roles
14:04 Why Infrastructure Matters for Growth
16:30 Marketing’s Role in Enabling Success
20:28 Systems and Processes That Scale
25:15 Escaping Founder Dependency
30:10 Building a Sustainable Hiring Strategy
34:14 Balancing Equity in Hiring
38:37 The Importance of Cultural Fit
43:01 Curiosity as a Growth Mindset

Host Craig Herd
Guest Richard Longstreet

In this episode, Craig sits down with executive coach Deena Priest to unpack the three pillars of sustainable Consultancy leadership: Purpose, Peace, Profit. Along the way, they explore how to spot the early signs of unfulfillment, tackle the fear of selling, and break free from the micromanagement trap. Deena shares why emotional regulation is a non‑negotiable skill for leaders, and how to build a legacy that lasts through smart succession planning.

00:00 — Introductions & Why Founders Lose Their Spark

05:42 — From Consulting to Coaching: Finding Purpose Again

11:37 — The Hidden Signs You’re No Longer Fulfilled

17:41 — Why Most Consultancy Founders Struggle With Sales

20:25 — Breaking the Micromanagement Habit That’s Draining You

24:05 — How to Lead With Confidence (Even Under Pressure)

27:44 — Using NLP to Reframe Setbacks Into Wins

30:32 — Mastering Emotional Regulation for High‑Stakes Leadership

36:07 — Building a Consultancy Legacy That Outlives You

Host Craig Herd

Guest Deena Priest

In this conversation, Mary Ewen shares her journey of founding MJV Consulting, the challenges and successes she has faced over the past decade, and the importance of family dynamics in running a consultancy. She discusses the significance of employee engagement, the necessity of having tough conversations, and the proactive strategies needed in HR to foster a healthy work environment. Mary emphasises the value of investing in people development and outlines her vision for the future of the consultancy as she transitions responsibilities to the next generation.


00:00 Introduction and Background

02:51 The Journey of MJV Consulting

05:47 Family Dynamics in Business

08:42 Defining Success in Consultancy

11:21 Navigating People Challenges

14:31 The Role of Social Media in Business Growth

23:08 Navigating Tough Conversations

26:59 The Value of HR in Business

29:20 Engagement and Performance in Teams

33:56 Emotional Aspects of Leadership

36:54 Proactive HR Strategies

40:30 Adapting to Legal Changes in Employment

47:47 Investing in Personal Development

49:36 Succession Planning and Future Goals


Host: Craig Herd
Guest: Mary Ewen

In this episode, Leigh Adams breaks down how real business development happens through curiosity, consistency, and conversation.

He shares how a pub chat led to a £2M deal, why being genuinely interested in people beats any sales script, and how most consultants underestimate the long-term power of relationship-first thinking.

We talk about rejection, timing, trust, and what it really takes to build a pipeline without chasing — plus Leigh’s take on what most consultancies get wrong about growth. If you’re still relying on referrals or hoping people “just come back to you,” this one’s a must-listen.

00:00 Building Relationships in Business Development

06:22 The Importance of Authentic Communication

09:46 Overcoming Networking Challenges

13:03 Consistency in Relationship Building

15:36 Tools for Maintaining Connections

17:57 Building Authentic Relationships in Sales

19:08 The Importance of Listening and Patience

24:39 Overcoming Fear of Rejection in Networking

28:48 Effective Follow-Up Without Pestering

36:49 Long-Term Relationships vs. Short-Term Gains

40:30 Niche Focus and Strategic Business Development

Host: Craig Herd

Guest: Leigh Adams

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