Climb In Consulting
By Nick Synnott
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As a management consultant myself I’ve always been lucky to have mentors who have guided me through my career. When I was in house I regularly had quality time with Senior Partners that helped me rapidly accelerate my career and has continued to help since I’ve gone out on my own. While I had this great resource and knowledge bank to draw on I know many friends in Consulting aren’t as lucky with some only speaking with senior partners on a monthly or quarterly basis. That’s why I created this podcast. I wanted to help people like you who want to accelerate their careers in consulting by interviewing leaders in the field to share the advice, tips and strategies that they used to get to the top so that you can to so that you can to In each Episode I’ll be interviewing a senior figure in the industry so that you can learn from them. We’ll be going deep in to their background, how they succeeded and what their advice would be for you.
||CleanEpisode 31 - Nigel Walsh - Deloitte Digital||LISTEN ON ITUNES - HTTPS://APPLE.CO/2GM29CKLISTEN ON STITCHER - HTTP://BIT.LY/2BYEYF6LISTEN ON PLAYER FM – HTTP://BIT.LY/2M3M4SKLISTEN ON TUNE IN RADIO - HTTP://BIT.LY/2JJTLLJ“Innovation isn’t about getting all of the latest tools in to your environment and creating the longest set of buzzwords that don’t deliver anything. Focus on the ‘why’ and then work out the fastest and easiest path to that point.”Today’s guest is Nigel Walsh. Nigel is a Partner in Deloitte Digital and leads the firms proposition for InsurTech disruptors and how they engage across the insurance sector. Nigel is a respected industry commentator and influencer and is regularly featured in industry trade news sharing his take on the latest trends in innovation and InsurTech. He is the co-host of his own podcast, InsurTech Insider, where he shares the latest news, insight and debate within the InsurTech space. If that wasn’t enough he is also co-author of the recently launched InsurTech book sharing a chapter on ‘frictionless insurance in a land of utility’ which focuses on the intersection between customer experience and the rise of the sharing economy. We cover some really interesting topics in this conversation including: What successful innovation looks like and how corporates should be approaching innovation to deliver results. What really matters when it comes to selecting your insurer and why there’s more to think about then a toy Oleg. Disruption in the Consulting industry and what changes our own industry is facing. Collaboration in Consulting and the story behind Nigel’s industry leading podcast which he co-hosts with another Consulting firm. And much much more! It was great fun speaking to Nigel and getting his perspective on innovation within the Insurance industry and beyond. If you’re looking to move in to the start up space or want to understand how you can work with innovative tech businesses as a Consultant then this episode is a must listen! You can find out more about Nigel here: LinkedIn - https://www.linkedin.com/in/nigelwalsh/?originalSubdomain=uk Twitter - www.twitter.com/nigelwalsh And get in touch with him at firstname.lastname@example.org Specific things we discuss in the show: The InsurTech insider podcast - https://ii.11fs.com/ The INSURTECH book - https://www.amazon.co.uk/dp/1119362210/ref=cm_sw_r_tw_dp_U_x_4NZXBbJ3Q14W5 Pocket app - https://getpocket.com/ 'InsurTech top 50 influencers' - https://InsurTechnews.com/influencers Denim Labs - https://denimlabs.com/ Bold Penguin - https://www.boldpenguin.com/ Chris Cheatham - https://www.linkedin.com/in/chrischeatham/ What we talk about: 00:03:00 - What big corporates need to consider to deliver effective innovation. 00:04:34 - The importance of starting with ‘why’ when it comes to innovation. 00:09:08 - The difference between exponential and incremental innovation and why you should focus on the former. 00:10:33 - Innovation in the Insurance market and what you need to consider when buying your own insurance. 00:15:40 - Innovation in the Consulting industry and the changes our industry faces. 00:19:38 - The ‘gig economy’ and what it means for Consulting. 00:23:27 - The benefits Nigel’s seen from running his own podcast and how his partnership with 11:FS came about. 00:25:55 - The challenges and questions Nigel faced from internal colleagues when launching his own podcast. 00:29:28 - The common misconceptions that people have about the Big 4 and why they’re wrong. 00:32:26 - The importance of building your personal brand as a Consultant and how Nigel has built a successful personal brand for himself within the InsurTech space. 00:34:31 - David’s advice to Consultants looking to grow their personal brand, whether that’s through a podcas||19 10 2018||Free||View in iTunes|
||ExplicitEpisode 30 - Karina Brown and Jim Stichbury - GroHappy||“It never felt like as much of a dramatic risk as people think. In the early days we knew that if it really goes wrong we can go back and we won’t have lost that much, in fact we will have gained a whole load of new skills that we wouldn’t have developed otherwise. Making the decision was hard, but once we’d made the decision it wasn’t as scarey as we’d anticipated.” Today’s guests are Karina Brown and Jim Stichbury.s Co founders of GroHappy. GroHappy is a B2B software business that helps companies to give their employees the career development that they crave. GroHappy's tools and technologies help employees to get clear on their career aspirations, have better conversations about it and discover recommended steps (from podcasts, to courses, to events) to move towards their goals. I was introduced to Karina in the very early days of GroHappy and I have had the privilege of watching as Karina and Jim take GroHappy from an idea that they worked on in evenings and weekends to a successful, investor backed, tech start up with a growing professional services client base. I had a great time speaking with Karina and Jim and we cover some really interesting topics in this conversation including: How Karina and Jim came up with the idea of GroHappy and how they managed the earlier phase of the business to turn it from a side project in to their full time focus. Karina and Jim’s top tips for prioritisation and productivity when growing a start up. The importance of advisors when growing an early stage start up and how Karina and Jim identified their gaps and then found advisors to fill them. The lessons from their recent funding round and their advice for those looking to do the same. Any much much more! If you are planning on starting your own business, you have an idea that you’d like to give a go but aren’t sure how to do it or you want to learn how to apply successful start-up principles in your own Consulting career then this episode is a must listen! You can find out more about Karina and Jim on their LinkedIn Karina – https://www.linkedin.com/in/karinabrown01 Jim – https://www.linkedin.com/in/jamesstichbury If you want to find out more about GroHappy you can check out their website - http://www.grohappy.co.uk Specific things we discuss in the show: Zero to one by Peter Thiel and Blake Masters - http://amzn.eu/d/4aIRRuT Harry Gaskell - https://www.linkedin.com/in/harry-gaskell-ab94271/?originalSubdomain=uk London and partners growth programme - https://business.london/business-growth-programme The Design Sprint by Google - http://www.gv.com/sprint/ The Agile Manifesto - http://agilemanifesto.org/ Deep Work by Cal Newport - https://www.amazon.co.uk/dp/0349411905/ref=cm_sw_r_tw_dp_U_x_O0JUBbCPADQ23 The Alliance by Reid Hoffman - https://www.amazon.co.uk/dp/1625275773/ref=cm_sw_r_tw_dp_U_x_E1JUBb8938SZ6 The Poisonwood Bible by Barbara Kingsolver - https://www.amazon.co.uk/dp/0571339794/ref=cm_sw_r_tw_dp_U_x_J3JUBbFFGRDQ2 Homo Deus by Yuval Noah Harari - https://www.amazon.co.uk/dp/1784703931/ref=cm_sw_r_tw_dp_U_x_-3JUBb3VKXC34 Exponential Organisations by Salim Ismail et al - https://www.amazon.co.uk/dp/1626814236/ref=cm_sw_r_tw_dp_U_x_C4JUBb48HC81D Reinventing Organisations by Frederic Laloux - https://www.amazon.co.uk/dp/2960133501/ref=cm_sw_r_tw_dp_U_x_m5JUBb86N2TZ4 The Lean Start Up by Eric Ries - https://www.amazon.co.uk/dp/0670921602/ref=cm_sw_r_tw_dp_U_x_65JUBbT0ND3J1 What we talk about: 00:04:00 - Karina and Jim’s background and how they got to where they are today. 00:05:51 - How the idea for GroHappy came about and how Karina and Jim decided to turn it in to a business. 00:08:09 - The questions Karina and Jim asked themselves and each other before launching the business. 00:10:19 - Karina and Jim’s advice for how t||7 10 2018||Free||View in iTunes|
||CleanEpisode 29 - Finding Mentors To Accelerate Your Career||Today’s episode was prompted by my recent interview with Andrew Denton from Alfa Systems where we discuss the importance of Mentoring. Mentorship, advice and guidance from senior colleagues and other successful people has been a huge part of my career development and this podcast wouldn’t exist without it. I’m a big believer in the power of mentorship and as Tony Robbins says “If you want to be successful, find someone who has achieved the results you want and copy what they do and you'll achieve the same results.” Identifying, reaching out to and learning from Mentors is something that I’ve received lots of questions about so I wanted to do a short episode to share my advice for those of you looking to find and learn from mentors, both inside and outside of your firm. I hope you find this episode useful. If there’s any other topics that you’d like me to do an episode on just drop me an email Nick@climbinconsulting.com||28 9 2018||Free||View in iTunes|
||CleanEpisode 28 - Andrew Denton - Alfa Systems||Today’s guest is Andrew Denton. Andrew is Chief Executive Officer of Alfa Systems, the leading international asset finance and leasing software company. Having joined the company in 1995 he successfully worked his way up, becoming a member of the Board in 2003 as Sales and Marketing Director. He was made Chief Operating Officer in 2010 and became CEO in September 2016. In addition to his role at Alfa He is also Director and joint founder of the Leasing Foundation, an organisation that supports the leasing and asset finance industry through charitable activities, research and development. Andrew was recommended to me by two close friends of mine as someone I must get on the podcast and he certainly didn’t disappoint. The advice and insights he shares throughout this interview are fantastic and I had a great time interviewing him. We cover so much ground in this conversation including: Andrew’s path to CEO and his advice to those looking to do the same. The importance of developing sales skills regardless of your role if you’re looking to climb in your company. What he learnt from Alfa’s IPO and his advice to others who may be considering doing the same. The importance of finding and building relationships with Mentors to help you accelerate your career. As my first guest from a listed software and services business it was great to get his unique perspective on the market and advice for others looking to emulate his and Alfa’s success. Specific Things We Discuss: The blokes guide to pregnancy by Jon Smith - http://amzn.eu/d/9OF2V2d The sixty minute father by Rob Parsons - http://amzn.eu/d/girxojz The Jersey: The All Blacks: The Secrets Behind the World's Most Successful Team by Peter Bills - http://amzn.eu/d/iFCvidm The Real McCaw: Richie McCaw: The Autobiography by Richie McCaw - http://amzn.eu/d/gBs2iG3 Numis - https://www.numiscorp.com/x/default.html Barclays - https://www.investmentbank.barclays.com/ Tulchan - http://www.tulchangroup.com/ Whitecase - https://www.whitecase.com/ Alfa’s Non Executive Directors - https://investors.alfasystems.com/media/board-of-directors Tim Cook - https://en.wikipedia.org/wiki/Tim_Cook Bill Mcdermott - https://en.wikipedia.org/wiki/Bill_McDermott Nile Rodgers - https://en.wikipedia.org/wiki/Nile_Rodgers Madonna - https://www.madonna.com/ Bill Gates - https://en.wikipedia.org/wiki/Bill_Gates The Gates Foundation - https://www.gatesfoundation.org/ TED interview with Elon Musk - https://www.youtube.com/watch?v=qQtMqdYgFH0 Flipboard - https://flipboard.com/ You can find out more about Andrew on his Linkedin page - https://www.linkedin.com/in/andrewwdenton/ You can find out more about Alfa at https://www.alfasystems.com/eu/ What we talk about: 00:02:30 – Andrew’s background and how he got to where he is today. 00:05:02 – Andrew’s path to CEO and his unusual advice to others looking to do the same. 00:10:05 – How to make the most of ‘dead end’ career moves and how you should learn from every experience. 00:13:12 – The questions Andrew asked himself when considering the step up to COO and then CEO. 00:16:16 – The common misconceptions have about being CEO. 00:20:40 – The importance of sale skills if you want to climb in your career. 00:30:16 – Andrew’s book and resource recommendations when it comes to fatherhood and leadership 00:33:21 – Why you should be looking to learn from and emulate those outside the Consulting industry as well as within. 00:34:54 – How Andrew’s kept his own knowledge and understanding of the industry fresh whilst being in the same business for 23 years. 00:38:31 – Andrew’s key learnings from the Alfa Systems IPO and his advice to other looking to do the same. 00:46:09 – Andrew’s advice on mentoring, why you need them and his dream mentors 00:49:50 – How An||21 9 2018||Free||View in iTunes|
||CleanEpisode 27 - Tony Restell - Top-Consultant & Social Hire||“It comes down to listening to the market. Whether you’re starting up a new business or in a business and trying to stay current, it’s all about listening to the people in your market and what their challenges and needs are.” Today’s guest is Tony Restell. Tony is co-founder of Top-Consultant, the industry’s leading career website, and founder of Social-Hire, a social media marketing agency that counts many consulting firms amongst its client base and helps Partners in those firms to generate client leads for their practices. If you work in the UK Consulting industry then you will know Top-Consultant. It is a site that everyone I know in the industry uses, me included. In my case, Top-Consultant has led me to apply for roles that have turned in to friendships with some of the people who have appeared on this podcast. In a world where businesses are being disrupted and challenged almost every day I’ve always admired how Top-Consultant has been able to keep such a dominant market position for so long and Tony was kind enough to share his secrets for this in today’s interview. We cover so much ground in this conversation including: How Top-Consultant started and the unusual tactics Tony used to grow the business in its early days. How Top-Consultant grew over the years and how Tony and his co-founder were able to stay receptive to changing industry demands to keep their offering front and centre in the market. Tony’s advice for other entrepreneurs or those thinking of launching their own business, in tech, consulting or any other field. And the importance of understanding and leveraging social media like LinkedIn when it comes to building your career or your business. Tony shares so much great advice in this episode and it was fantastic to speak with someone whose business has been such an important part of the Consulting Industry for so long. If you’re considering launching your own business or want to understand how you can grow your current business then this episode is a must listen. You can find out more about Tony on his Linkedin page - https://www.linkedin.com/in/tonyrestell/ You can find out more about Top-Consultant at http://www.top-consultant.com You can find out more about Social Hire at https://www.social-hire.com/ Specific things we discuss in this show: Roland Berger - https://www.rolandberger.com SBR Consulting - https://sbrconsulting.com/ The 4 hour work week by Tim Ferriss – http://amzn.eu/d/5QUWzpd Dot Com Secrets by Russell Brunson - http://amzn.eu/d/ilGFqsU What we talk about: 00:02:40 - Tony’s background and how he got to where he is today. 00:04:04 - How Tony met his co-founder in Top-Consultant. 00:06:26 - How Tony decided to leave his Consulting job to start Top-Consultant and the steps he put in place to ensure he could do so. 00:08:58 - How Tony and his Co-Founder developed their understanding of the recruitment industry when starting Top-Consulting and how they identified the market need for their business. 00:12:52 - How Top-Consultant overcame the challenge of being the first in the industry doing what they were doing and how the they grew the business in the early days. 00:19:32 - How Top-Consultant defended its position in the market against copy cat businesses looking to emulate their success. 00:21:17 - How Top-Consultant grew from an online job board in to a careers business with multiple offerings. 00:27:28 - The common challenges Consultants have when it comes to sales and how to overcome them. 00:33:59 - The impact LinkedIn has had when it comes to sales and marketing in Consulting. 00:37:20 - The common blockers that stop Consultants embracing social media like LinkedIn for business. 00:40:40 - How Tony built his massive LinkedIn Network. 00:43:58 - Tony’s advice on how you can use Social Media to||14 9 2018||Free||View in iTunes|
||CleanEpisode 26 - Jo Miles - Master Your Transition||Today’s guest is Jo Miles. Jo is an Executive Coach and the founder of Master Your Transition, her Coaching and Consulting business. Drawing upon two decades of Management Consulting and Coaching expertise, Jo empowers and supports individuals, teams and organisations to explore challenges, gain insight and take practical steps to achieve and sustain change. Jo is a Coach and trusted advisor to senior Partners at some of the worlds biggest consulting firms and has worked with clients at the likes of Strategy &, Baringa Partners and North Highland to name but a few. We cover some really interesting topics in today’s interview including: How Jo became a Coach What Coaching is, who should consider it and why it’s important for your career. The common challenges Jo finds clients struggle with and her advice on how to deal with them How you can tell a good Coach from a bad one and the questions you should ask when assessing whether a Coach is right for you. The importance of using Coaching as a positive tool for improvement and not a negative tool to deal with poor performance And much much more! Jo was a great guest and gave some fantastic insights in to an area of the industry that many people have heard about but very few have experienced. If you’re looking to take your career to the next level and want to understand more about how Coaching can help you do this then this interview is a must listen! You can find out more about Master Your Transition at http://www.masteryourtransition.co.uk/ You can find out more about Jo on Linked In at https://www.linkedin.com/in/joanna-miles-0283461/ Specific things we discuss in this show: Selecting your Coach – following our interview Jo wanted to add a key point on how to select your coach related to understanding their CPD. Enter Jo: “Please note that CPD can mean attending conferences, training courses, academic lectures and supervision. Supervision is an important aspect of CPD, as it shows Coaches are consciously seeking to develop themselves and their practice through working with a supervisor” Tatiana bachkirova - https://www.brookes.ac.uk/business/about/staff/myprofile/?wid=bus-academic-list&op=full&uid=p0035809 7 Habits of Highly Effective People by Stephen R. Covey - http://amzn.eu/d/62NyrJC The Chimp Paradox by Stephen Peters - http://amzn.eu/d/3aF7ggs Triggers by Marshall Goldsmith and Mark Reiter - http://amzn.eu/d/3c1Obmh Intelligence In The Flesh by Guy Claxton - http://amzn.eu/d/8V5Mv2Z Act Like A Leader, Think Like A Leader by Herminia Ibarra - http://amzn.eu/d/8j85oGk Presence by Amy Cuddy - http://amzn.eu/d/9M6cIKx Amy Cuddy’s TED Talk on Power Poses - https://www.ted.com/talks/amy_cuddy_your_body_language_shapes_who_you_are?language=en Mastery by Robert Greene - http://amzn.eu/d/7yuT5uP What we talk about: 00:01:35 – Jo’s background and how she got to where she is today. 00:03:55 – How Jo got in to Coaching and became a full time Coach. 00:13:02 – What Coaching is and who can benefit from it. 00:16:01 – The types of challenges that Coaching can help you with and the common challenges Jo’s clients come to her with. 00:21:00 – The benefit of Coaching vs self-analysis. 00:23:34 – The common misconceptions people have about Coaching and Jo’s responses to them. 00:30:45 – The commonalties and differences in those who work with a Coach. 00:37:55 – The challenges those at different grades face and how these change as Consultants climb the career ladder. 00:46:24 – How you can get the most from Coaching. 00:51:04 – How you can select the best Coach for you and the questions you should ask any prospective Coach to ensure they’re a good fit. 01:02:14 – What Managing/Senior Partners should consider when selecting a Coach to work with their firm. 01:09:13 – What junior Consultants sho||7 9 2018||Free||View in iTunes|
||CleanEpisode 25 - Matt Rogan - Two Circles||“The best thing you can do for anyone in your business is help teach them to be a leader next time around the block. Help them understand that it’s an ambiguous world of making tough choices but help explain the rationale of the choices you’ve made” Today’s Guest is Matt Rogan, Matt is chairman and co-founder of Two Circles. Exclusively working with sports rights-holders, Two Circles is part strategy consultancy, part digital agency, and part data and analytics house. Since co-founding the business in 2011, Two Circles has grown rapidly to a team of 150 people across the UK, North America and Europe. Following the sale of the majority stake in the business to WPP in 2015, Matt took up the role as Chairman. Supporting and challenging the Two Circles management team to deliver bigger and better results across all areas of the business. In addition to his role at Two Circles Matt is a published author and has been featured in the likes of the Harvard Business Review and the Journal of Sports Management. We go in to detail on a whole range of topics in this interview including: What led Matt and his co-founders to start Two Circles and the structures they put in place to set it up for success. Leading a ‘millennial’ team and the lessons for anyone looking to grow a young, dynamic organisation. The importance of process and systems in building a business, even at the start up phase, and how this helped Matt and the team grow rapidly avoiding many of the issues that new businesses face. How Matt and his co-founders achieved work life balance while leading a rapidly growing business. What to do if you’re a graduate looking to follow a career in sport. And much much more! I really enjoyed this conversation with Matt and took so much away from what he had to say. If you’re looking for clear, practical advice on how to grow your own consulting business or practice area then you’re going to love this interview. You can find out more about Two Circles at – http://insidetwocircles.com/ You can find out more about Matt on Linked In – https://www.linkedin.com/in/mattrogan/ And Twitter – https://twitter.com/mattrogansport?lang=en Or drop him an email at Matt.Rogan@insidetwocircles.com Specific Things We Discuss In the Show: Lane 4 - https://www.lane4performance.com/ Adrian moorhouse - https://en.wikipedia.org/wiki/Adrian_Moorhouse Dom moorhouse - http://dommoorhouse.com/ Greg Searle - https://en.wikipedia.org/wiki/Greg_Searle Mastering Soft Skills by Julian Vyner - http://amzn.eu/d/fsSA1L0 Players by Matthew Futterman - http://amzn.eu/d/fDflklv Managing the professional services firm by David Maister - http://amzn.eu/d/jc9ee62 What we talk about: 00:02:16 – Matt’s background and how he got to where he is today. 00:06:29 – Matt’s advice for Graduates looking to pursue a career in sport. 00:09:39 – The importance of being interested in both sport and the business of sport if you’re looking to break in to the industry. 00:11:16 – How Matt met one of his co-founders Gareth Balch and how they decided to launch the business along with their third co-founder, Matt’s wife Claire. 00:16:41 – The questions Matt asked himself and his co-founders before deciding to set up Two Circles. 00:19:04 – The challenges that having 2 of the 3 co-founders as a married couple brought and how Matt, Claire and Gareth overcame them. 00:24:41 – How Matt and Claire balanced their work and personal lives whilst working all hours to set up Two Circles in the early days. 00:30:40 – The key things Matt and the team put in place in Two Circles early on to set them up for rapid growth and future success. 00:34:45 – Why Matt and the co-founders divided their roles and responsibilities from the start of the business and how it was key to their growth. 00:36:22 – How Matt a||24 8 2018||Free||View in iTunes|
||CleanEpisode 24 - Should I leave Consulting?||This episode was the result of a number of conversations I've had recently with people considering leaving their Consulting firm or the industry in general. While everyone's situation and reasons for wanting a change is unique I believe that there are some common threads that could help anyone considering a career change, be it within Consulting or outside of it. In this episode I share the advice I've given during these conversations including: The questions to ask yourself if you're thinking of leaving your Consulting firm The 'well trodden paths' that people take after consulting and the good and bad of each The one thing you should do regardless of what you're thinking of doing next if you're thinking of where to take your career next, I hope this helps.||17 8 2018||Free||View in iTunes|
||CleanEpisode 23 - Sales and selling - The skill that seperates the best from the rest||Of all of the skills that my guests have said are critical to success in Consulting sales, and being able to sell, is one that comes up time and time again. Both Stephen Newton and Tim Smeaton highlighted it as one of the key skills you should learn early in your career to help accelerate your success. David Lancefield highlighted it as one of the key skills you need to make Partner in his firm and one of the common things that is missing from those who fail to make it to the top. With all of these successful leaders talking about how critical sales is I've had a number of you ask me how you can apply this advice if you're at the junior end of your firm and don't have the experience or level in your Consultancy to be able to walk in to a CEO's office and pitch business to them. This episode is to answer exactly that question. My advice on sales for junior Consultants. How you can help your firm with business development and be seen as someone with an aptitude for sales regardless of how senior or experienced you are. I hope you find this useful. If you have any feedback or would like me to do similar episodes on other topics just drop me an email - Nick@climbinconsulting.com||12 8 2018||Free||View in iTunes|
||CleanEpisode 22 - David Lancefield - Strategy&, PwC||Today’s guest is David Lancefield. David is a Partner in Strategy&, PwC. David is a TEDx speaker and has been featured In the Harvard Business Review, Huffington Post, Financial Times and numerous other publications. He is also the host of his own podcast ‘transformation talks’ which I’d highly recommend checking it out David’s approach and outlook are hugely refreshing and something that anyone with aspirations of make Partner should take note of. If you want to get a flavour for this you can check him out on twitter @Dlancefield and see the thought provoking posts he puts out on a daily basis. David has a huge amount of experience and shares so many great insights in this conversation including: The importance of being yourself at work and what this means both for project managers and project team members. How to find your sweet spot and let others know what you’re good at. The importance of feedback both up and down a Consulting firm’s hierarchy and the mistakes people make in giving and receiving feedback that hold them back. How to make Partner in a big 4 firm and the common mistakes that those who fail to get there make. The importance of developing and managing your personal brand as a Consultant both within and outside your firm. And much,much more! Having listened to the first episode of David’s Transformation Talks I thought this would be a good interview and I have to say it exceeded all of my expectations! In-depth and actionable advice from a senior leader in one of the world’s biggest Consulting firms. I hope you enjoy it. You can find out more about David on his Linked In Page https://www.linkedin.com/in/davidclancefield/ And on Twitter - https://twitter.com/Dlancefield?ref_src=twsrc%5Egoogle%7Ctwcamp%5Eserp%7Ctwgr%5Eauthor Specific Things We Discuss in the show: Dan Cable - https://www.linkedin.com/in/dan-cable-a0b581a0 Transformation Talks by PwC - https://itunes.apple.com/us/podcast/transformation-talks/id1400295044?mt=2 PwC’s apprenticeship scheme - https://www.pwc.co.uk/careers/school-jobs/jobs.html David’s TED talk “How business can tap into all of our special needs“ - https://www.youtube.com/watch?v=ezXZ4z9QqiI The Alchemist by Paulo Coelho - http://amzn.eu/enn0cvN How will you measure your life? by Clay Christiensen, Karen Dillon and James Allworth - http://amzn.eu/3zScfNe Alive at Work by Dan Cable - http://amzn.eu/04NezdI What we talk about: 00:03:37 - David's life philosophy and what it means to him and the way he approaches both his work and personal life. 00:06:43 - How to be yourself at work and the challenges Consultants and Consulting firms need to overcome. 00:09:25 - David's career advice for those looking to climb in Consulting as well as those considering whether it's time to leave the industry. 00:16:30 - Doing what you enjoy and finding your 'sweat-spot' at work. 00:19:00 - How you as a new Partner can get the best out of your people and your team. 00:21:32 - The importance of brining a diversity of thoughts and perspectives together to solve a problem and how to do it effectively. 00:27:50 - How to create a positive feedback culture and the importance of gathering feedback from people both up and down your firm's hierarchy. 00:32:49 - How to make Partner in PWC and the skills and attributes they look for. 00:35:24 - How develop your expertise as you climb in Consulting and balance between current hot topics and emerging future trends. 00:39:33 - The common mistakes those who fail to get to Partner make and how you can avoid them. 00:41:07 - The importance of Personal Brand in Consulting and why you should be building your brand both inside and outside of your firm. 00:51:10 - David's book recommendations. 00:54:00 - David' s closing advice for you whether you’re just starting out in Consulting, In the middle grades o||3 8 2018||Free||View in iTunes|
||CleanEpisode 21 - Jeff Wellstead - Big Bear Partners & Gtmhub||Today’s guest is Jeff Wellstead. Jeff is CEO of Big Bear Partners and Chief Strategy Officer at GtmHub. Jeff is a expert in helping rapidly growing or hyper growth start ups manage their people challenges effectively. Before moving in to Consulting Jeff was the VP of Global HR at Message Labs and Global Director of HR at SpinVox. In both roles Jeff was responsible for helping these rapidly growing starts up overcome the people challenges as they grew and continue their hyper growth trajectories. In the case of SpinVox Jeff oversaw the 9 fold expansion of the team from just 50 people to over 450 in under 2 years! As a consultant Jeff works with organisations to create the environment to allow their people to thrive and succeed at work while supporting the founding teams in overcoming the strategic challenges that they face as hyper growth start ups. We cover some really interesting topics in this conversation including: How Jeff and the team grew SpinVox so quickly and the challenges they faced along the way The people and cultural challenges that hyper growth start ups face as they scale and the warning signs you need to watch out for if you’re growing a business The importance of understanding where you are in your growth journey and ensuring you build the necessary structures to maintain your unique culture as your firm grows The importance of employee experience In todays world and what you should be thinking about if you’re looking to recruit and retain the top talent in the industry And much much more! You can find out more about Jeff on her LinkedIn page – https://www.linkedin.com/in/jrwellstead/ You can email Jeff at Jeff@BigBearPartners.com Specific Things We Discuss in The Show: Dunbars number - https://en.wikipedia.org/wiki/Dunbar%27s_number Message lab - https://www.crunchbase.com/organization/messagelabs SpinVox - https://en.wikipedia.org/wiki/SpinVox Employees First, Customers Second by Vineet Nayar - http://amzn.eu/edvxufq Exponential Organisations by Salim Ismail, Michael Malone and Yuri van Geest - http://amzn.eu/henljqZ What We Talk About: 00:04:12 - How Jeff decided to take the job at MessageLabs and move to the UK. 00:07:22 - The differences between UK and US work cultures and how Jeff adapted to it. 00:08:26 - How Jeff approaches people challenges with his clients. 00:10:27 - The challenges MessageLabs faced and how Jeff helped them overcome them. 00:15:14 - What Jeff did to attract 'tech talent' to work for a company based in a town nowhere near a big tech hub. 00:18:37 - How Jeff moved to the start up SpinVox and oversaw the people side of their hyper growth trajectory. 00:23:22 - How Jeff identified and persuaded top industry talent to join SpinVox. 00:28:06 - Jeff's key learnings from the cultural challenges SpinVox had to overcome as it grew rapidly and how you can apply them to your own business. 00:40:49 - How to maintain your firm's dynamic and entrepreneurial spirit as it grows and professionalises. 00:45:26 - Jeff's move in to People Consulting with hyper growth start ups. 00:51:33 - The key growth challenges start up businesses face and how to identify and resolve them in your own organisation. 01:00:59 - How to maintain your organisation's unique culture as the firm grows and avoid the common cultural mistakes that many businesses make. 01:11:34 - Employee experience and the importance of creating a great place to work to attract and retain the top talent in your industry. 01:26:39 - Jeff's book recommendations. 01:32:22 - Jeff's closing advice for you whether you’re just starting out in Consulting, In the middle grades or approaching Partner level. 01:37:26 - How to get in touch with Jeff.||27 7 2018||Free||View in iTunes|
||CleanEpisode 20 - The 7 Business and Life lessons I've learnt from running a podcast||Today’s episode is episode 20 of the podcast and to celebrate reaching 20 episodes I wanted to share my 7 biggest career and life lessons from running the podcast! The 7 Lessons that I discuss in today’s episode: The power of Linked In for Business Development The importance of Personal Brand in today’s business world Why you should focus on delivering value first The importance on focusing on the right things and not worrying about making everything perfect How to delight your customers/clients/guests The importance of testing and iteration And why everyone should do a podcast! Things I mentioned in today’s show: Matt Cheung’s interview - https://www.climbinconsulting.com/podcast/matt-cheung-clarasys Kano Analysis - https://medium.com/design-ibm/kano-model-ways-to-use-it-and-not-use-it-1d205a9cf808 Tim Ferriss – Fear Setting - https://www.ted.com/talks/tim_ferriss_why_you_should_define_your_fears_instead_of_your_goals||20 7 2018||Free||View in iTunes|
||ExplicitEpisode 19 - Personal Branding with Natalia Wiechowski||“When you become a content creator instead of being a content consumer, you get yourself out there, you get your message out there, people see it and miracles can happen” Today’s guest is Dr Natalia Wiechowski. Natalia is an award-winning Personal Branding Strategist and international Keynote Speaker who radically changed her life and career after a self-imposed sabbatical to follow her passion: Helping people to shine. Since taking her sabbatical and moving in to the world of Personal Branding Natalia has grown her online community to over 146,000 followers, worked with global blue-chip clients including, SAP and Bosch and been invited to speak at conferences all over the world. Natalia is an expert in B2B Personal Branding and Marketing with over 46,000 LinkedIn followers! Her posts are regularly liked and commented on by 1,000s of people with one post last year receiving over 62,000 likes and 4,000 comments. If you’re looking to cut through all of the noise out there on social media and take your personal brand to the next level then you’re going to love this interview. We cover some really interesting topics in our conversation including: Natalia’s self-imposed Sabbatical, what led her to take it and her advice to others feeling unfulfilled by their current life and career. How Natalia found her passion and how she turned it from an idea in to her full-time career. What Personal Branding is and why it’s so important to your career success. How to build a deep relationship with your current and prospective clients through compelling content that solves their problems. The common mistakes that companies and individuals make when it comes to Personal Branding and social media and how to avoid them. And much much more! You can find out more about Natalia on her LinkedIn page – https://www.linkedin.com/in/nataliawiechowski/en And her website - http://www.thinknatalia.com/ If you’d like to emulate Natalia’s success and want to sign up for her new online Personal Branding course you can check it out here - https://thinknatalia.coachy.net/lp/master-your-personal-brand-on-linkedin-and-offline/ Specific Things We Discuss in the show: Robin Sharma and the 5am club - https://www.robinsharma.com/article/be-wise-early-rise Lewis Howes - https://lewishowes.com/ Gimbal hand held phone stabiliser for shooting videos - http://amzn.eu/8Mdhwyv The 4 Hour Work Week by Tim Ferriss - http://amzn.eu/cZS8Mt5 Anything You Want by Derek Sivers - http://amzn.eu/6Nn2PDT 48 Laws of Powers by Robert Greene - http://amzn.eu/0D6ssqw The Monk Who Sold His Ferrari by Robin Sharma - http://amzn.eu/dIsE9or Ego Is The Enemy by Ryan Holiday - http://amzn.eu/7Rsfn7c The Untethered Soul by Michael A Singer - http://amzn.eu/60xjxcR Natalia’s viral post with over 60,000 likes! - https://www.linkedin.com/feed/update/urn:li:activity:6209953414982565888 Natalia’s Book Recommendations LinkedIn Article - https://www.linkedin.com/pulse/5-mind-expanding-books-you-have-read-summer-wiechowski/?lipi=urn%3Ali%3Apage%3Ad_flagship3_profile_view_base_post_details%3Bk3vi3LmQTo%2BgaD95p9x%2FkA%3D%3D||12 7 2018||Free||View in iTunes|
||CleanEpisode 18 - Career advice from the best in the business||Since starting the podcast I've interviewed a whole host of phenomenal leaders from the Consulting industry who've shared some of their best advice across a range of areas critical to climbing in Consulting. One question I ask almost all of my guests is their advice for those people looking to build a career in the industry. A number of you have told me how useful you've found the answers to this specific question so I wanted to put all of the answer together so that you have a compilation of career advice from the best in the business. As a recap, or for those of you who may not have listened to any of my other interviews before, the question that these guests are answering asks for one piece of advice for three different people: The first is someone who's just starting their career in Consulting - anywhere from 0 to 2 years in. The second is for someone 'in the middle' of their Consulting career - 4 - 6 years in to Consulting. The third is for someone who's approaching Partner or considering going out on their own to create their own business. There are so many great pieces of advice in this episode and some really interesting common themes and principles that have helped my guests get to the top. As Tony Robbins says "success leaves clues". Here's you're chance to find them. Guests in this episode: To save you having to hear my voice over and over I don't introduce each individual guest during this episode. If you found a certain piece of advice really useful and want to hear who said it then have a look at the list and timestamps below! 00:02:38 - Simon Dennis - Founding Partner - Gate One 00:07:25 - Stephen Newton - Founding Partner - Elixirr 00:11:57 - Suki Thompson - Founder and CEO - The OysterCatchers 00:13:46 - Olly Purnell and Sharon Rice-Oxley - Founding Partners - Q5 00:18:27 - Dom Moorhouse - Founder of Moorhouse Consulting 00:20:17 - Mohamed Mansour - Founding Partner - Baringa Partners 00:22:07 - Joanna Hall - Independent Non-Executive Director 00:30:28 - Simon Walker and Tim Smeaton - Founders - Kubrick 00:33:24 - Minesh Jobanputra - Founding Partner - Deltra Group 00:34:51 - Adrian Bettridge - Managing Partner - Baringa Partners 00:37:50 - Bronek Masojada - CEO - Hiscox||29 6 2018||Free||View in iTunes|
||CleanEpisode 17 - Bronek Masojada||“The world belongs to the people who take the initiative, who put their head above the parapet and try new and different things. Half of life is showing up, another 25% is taking initiative. That puts you ahead of 75% of people. That’s not a bad place to be” Bronek Masojada, Chief Executive of Hiscox. Hiscox is a leading global insurance firm with over 2,700 people across 32 offices in 14 different countries. Following 4 years working for McKinsey & Co Bronek was offered the opportunity to become Managing Director of Hiscox at just 31 (something we go in to detail on in today’s show) and under his leadership the firm has grown from one office of 200 people to the global firm it is today. Whether your goal is to climb to the top of your consulting firm or take the step out in to industry theres so much you can take away from Bronek’s insights and advice. Bronek was kind enough to give me a huge amount of time out of his busy schedule to share his knowledge, learnings and advice with you and I know you’re going to get so much from what he has to say. We cover a whole range of topics in this conversation including: The suprising story of how Bronek found himself being offered the role of Managing Director at such a young age. The challenges he faced moving from Consulting in to this role and how he overcame them How he has taken Hiscox to where it is today and his advice on scaling a business How Bronek achieves a good work life balance as the CEO of a global, publicly traded, company – He leaves work earlier than most consultants would ever dream of! Bronek’s advice for Consultants looking to win work from CEOs like him And much much more! You can find out more about Bronek on is linked in page - https://www.linkedin.com/mynetwork/heathrow-redirect/?isSendInvite=true And on the Hiscox website - https://www.hiscoxgroup.com/about-hiscox/management Specific Things We Discuss in the show: Mckinsey & Company – https://www.mckinsey.com/ Robert Hiscox - https://en.wikipedia.org/wiki/Robert_Hiscox Lloyd’s of London - https://www.lloyds.com/ Good To Great by Jim Collins - http://amzn.eu/5BOqd4v How The Might Fall by Jim Collins - http://amzn.eu/bk3R7PF Tom Peters - https://en.wikipedia.org/wiki/Tom_Peters#Works Steve Jobs: The Exclusive Biography by Walter Isaacson - http://amzn.eu/fOJV9PV Steve Jobs the movie - https://www.imdb.com/title/tt2080374/ What we talk about: 00:01:54 – The story of how Bronek became MD of Hiscox at just 31. 00:08:40 – The questions Bronek asked himself when deciding whether or not to take the role. 00:13:08 – Bronek’s advice for those trying to decide whether they should step out in to industry. 00:17:42 – The challenges Bronek faced moving in to industry and how he overcame them. 00:24:38 – Bronek’s biggest mistake when he moved in to industry and what he learnt from it. 00:28:21 – Bronek’s advice on leadership and the importance of growing as your firm grows. 00:39:33 – The importance of understanding where your firm is on its growth journey and how to avoid ‘crises’ as a result of scaling. 00:42:20 – The common causes of growth challenges in a business and how to overcome them. 00:47:00 – The biggest challenge Bronek has faced as part of his journey with Hiscox. 00:50:01 – The key things to look for when hiring your management team 00:52:09 – How Bronek creates a good work life balance as the CEO of a PLC and how you can do the same 01:00:43 – The importance of empowering your team and removing yourself as a blocker when growing a business 01:04:24 – Bronek’s weekly routine that sets his weeks up for success 01:07:31 – Bronek’s Book Recommendations 01:09:54 – Bronek’s closing advice for you whether you’re just starting out in Consulting, In the middle grades or approaching Partner level. 01:16:45 - How to ge||22 6 2018||Free||View in iTunes|
||CleanEpisode 16 - Tim Smeaton and Simon Walker - Kubrick Group||“Get about 60-70% right and if the market’s right for the business, the business will fly” Today’s guests are Tim Smeaton and Simon Walker, Co-Founders of Kubrick Group. Having built and the IPOd the global recruitment firm Hydrogen Group Simon and Tim decided they wanted to build another business and saw a huge gap in the Data Science space which led them to start Kubrick. In just 18 months they’ve grown Kubrick from an idea to over 100 consultants with more consulting ‘cohorts’ (something we discuss in today’s episode) already scheduled to start their intense 16 week training before going out to work with industry leading blue chip clients. It’s worth saying that neither Tim or Simon come from a data background and their story is a great case study for how making the right decisions early on can enable your firm to become a leader in your chosen industry. Not only is their growth story hugely impressive but they’ve achieved it while pioneering a very different consulting model to the pyramid model prevalent in most Management Consulting businesses. Something we cover in detail in today’s episode. In this interview we discuss a whole range of topics including: • What led Tim and Simon to create a data science consultancy and how they tested the market before investing a huge amount of their own money in launching Kubrick. • How they’ve managed to grow the business so rapidly in the highly competitive consulting market. • How they were able to create a consulting firm in an industry that they knew very little about and the steps they took to build industry leading expertise at Kubrick. • Their approach to business planning and their monthly planning process that ensures the firm continues to grow rapidly. • Their unique consulting business model and the benefits and challenges they’ve found as a result of it. • Their advice to those looking to set up their own business in consulting or outside of it. • And much much more! If you want to find out more about Kubrick Group or reach out to Simon or Tim you can do so on the links, emails and phone numbers below: Kubrick Group: http://kubrickgroup.com/ Tim Smeaton: Linked In: https://www.linkedin.com/in/tim-smeaton-424929/ Email: email@example.com Phone: +44 203 8664621 Simon Walker: Linked In: https://www.linkedin.com/in/simon-walker-8763b9/ Email: firstname.lastname@example.org Phone: +44 203 8664622||15 6 2018||Free||View in iTunes|
||CleanEpisode 15 - The secret to building a successful Consulting business - Dom Moorhouse Round 2||Following the success of his last interview Dom Moorhouse is back on the podcast for Round 2! For those of you who may have missed the first episode Dom Moorhouse is a business advisor, angel investor and serial entrepreneur. In 2004 Dom founded Moorhouse Consulting which he grew from nothing to a business that he sold for c.20,000,000 less than 5 years later. You can listen to Dom’s first interview here - If you’ve listened to his first interview you’ll know he credits much of his success with being exposed to and then developing high performing teams. In our first interview we covered a huge amount of ground but we didn’t get a chance to cover this specific topic so I invited Dom back on to talk about why High Performing Teams are so important and how you can develop one in your business, practice area or project team In today’s episode we go in to detail on why high performing teams are critical to your success. We discuss the academic research that Dom conducted that proves this out as well as how you can develop your own high performing team utilising Dom’s Team to Tribe Model. Following this we pick up on some of the questions that you sent in for Dom to answer including Dom’s advice to his 30 year old self, which may not be quite what you expected and what Dom’s morning routine looks like among other great questions You can find out more about Dom on his Linked In page – www.linkedin.com/in/dom-moorhouse-2abb6a/ and his personal website www.DomMoorhouse.com Specific things we discuss in the show: Method Grid – www.methodgrid.com Dom’s research in to High Performing Teams (if you want the original, academic focused paper please reach out to Dom directly) – https://methodgrid.com/blog/what-motivates-employees/ 5 Dysfunctions of a Team by Patrick Lencioni - http://amzn.eu/cdyZSVL Authentic Leadership by Robert Terry - http://amzn.eu/gbfs4hQ Courage and Other Broadcasts by William Slim - http://amzn.eu/4Xfo091 McKinsey T Shaped Consultant - https://en.wikipedia.org/wiki/T-shaped_skills Dom’s Morning Routines blog - https://methodgrid.com/blog/09-seven-wakeful-practices-of-dangerous-entrepreneurs/ Day One App - http://dayoneapp.com/ What we talk about: 00:02:25 - What Dom's been up to since our last interview including the latest news on Method Grid 00:07:13 - Intro to High Performing Teams 00:10:30 - The background toon Dom's research on High Performing Teams and the surprise findings from it 00:26:27 - How you can develop a high performing team utilising Dom's 'Team to Tribe' model 00:47:15 - How you can use the 'Team to Tribe' model in your project team 00:52:30 - The final elements of the 'Team to Tribe' model to enable your firm, practice or team reach the top 01:04:40 - How to apply the 'Team to Tribe' model whether you're an introvert or extrovert 01:07:20 - Dom's book recommendations around leadership and building High Performing Teams 01:10:10 - Listeners Questions - Dom's advice to his 30 year old self 01:12:18 - Listeners Questions - Dom's guidance on how to keep time and freedom for spontaneity while following your 'life plan' 01:16:26 - Listeners Questions - Should you focus on being a specialist or a generalist when going out on your own as an entrepreneur 01:19:00 - Listeners Questions - Dom's Morning Routine!||8 6 2018||Free||View in iTunes|
||CleanEpisode 14 - Networking. Why you won't succeed without it!||Today's episode is a solo episode on a skill that many of my guests have highlighted as critical to their success - networking. networking, whether you like it or not is a critical skill in a relationship focused business like Consulting. While I think the old adage of 'it's not what you know, it's who you know' is only partly true. I firmly believe that knowledge and capability alone will never get you to the top in any career, hobby or activity you want to pursue. With that in mind I thought I'd share my tips to help those of you who hate networking and those of you who know they need to do it but just aren't sure how! In today's episode I share: Why networking is so critical to career success and why you will never reach the top (or wherever you want to get to) without it. How to get over your fear of networking and 'not knowing what to say'. The networking tips that helped me build a senior network while I was in Consulting and continue to help me grow my network today. The counter-intuitive approach to maximising the value from your network - trust me, it won't be what you're expecting I really hope you enjoy this episode. If you have any questions or comments just drop me an email - Nick@climbinconsulting.com||25 5 2018||Free||View in iTunes|
||CleanEpisode 13 - Joanna Hall||“It’s not what happens to you, it’s how you deal with it” Joanna Hall is a hugely experienced senior leader who has transitioned her career from a successful Executive, rapidly scaling Consulting practices, to a Non-Exec Director, advising boards on how they can do the same. Prior to moving to a portfolio career, Joanna built and grew a number of successful software businesses and Consulting practices at places like CSC, EValue and North Highland. During her last executive role at North Highland, she oversaw the growth of their Financial Services Practice. Growing revenue five fold and increasing profit margin by over 40% within 2 years! In addition to her Non-Exec roles Joanna is very active within the wider Financial Services industry, in forums and on the judging panels for awards across a range of areas including Digital, Getting a Business to Market, Fintech Innovation, Thought Leadership and Women in Investment. Joanna was introduced to me by James Mitra from JBM Recruitment as someone who I must get on the podcast and she certainly didn’t disappoint! In this interview we discuss a whole range of topics including: The key fundamentals and obstacles to consider when developing your own Consulting business/practice area The importance of getting close to your customer when developing your Consulting proposition and getting it to market Networking and what you need to consider when you join a new Consulting firm Joanna’s decision to move in to a portfolio career and how she made this transition And much much more! You can find out more about Joanna on her linked in - https://www.linkedin.com/in/joannahall1/ Or drop her an email - email@example.com Specific things we discuss in the show: NEDonBoard - https://www.nedonboard.com/ North Highlands - http://www.northhighland.com What we talk about: 00:02:29 - Joanna's background and how she got to where she is today. 00:12:00 - How Joanna grew the North Highland FS practice so quickly. 00:15:32 - Joanna's advice on developing your Consulting proposition. 00:18:30 - How to position your project learnings and 'battle scars' as a positive when talking to prospective clients. 00:24:23 - How Joanna developed her growth plan for North Highland and the importance of being flexible when you join a new firm. 00:25:31 - The importance of Joanna's mantra 'it's not what happens to you, it's how you deal with it'. 00:29:18 - Understanding the value you offer to your client and how to sell that to them. 00:32:13 - What Consultants get wrong when it comes to growing their business/practice area. 00:36:00 - How junior Consultants should approach the 'sales' side of consulting and what you as a leader can do to support your team in this. 00:39:42 - Joanna's advice on networking for junior Consultants. 00:42:38 - The importance of getting close to your client. 00:45:25 - How Joanna decided to go down the portfolio NED career route and her advice for others looking to do the same. 00:55:37 - What you need to consider if you're thinking of moving in to a portfolio career. 01:00:46 - Joanna's view on diversity in Financial Services and the advice she gives to the Boards she works with. 01:04:45 - Joanna's advice for those entering the Consulting industry. 01:11:23 - Joanna's closing advice for you whether you're just starting out, in the middle grades or approaching Partner. 01:18:44 - Joanna's closing advice for those considering the portfolio Non-Exec career path. 01:20:21 - How you can get in touch with Joanna.||18 5 2018||Free||View in iTunes|
||CleanEpisode 12 - Olly Purnell and Sharon Rice-Oxley - Q5||“Consulting is about the people and about the relationships you build and if you forget that, you won’t be successful” Today’s podcast is the first multi-guest episode for Climb in Consulting as I interview two of the co-founders of Q5 to find out all about their journey – from their decision to launch a consultancy in the middle of the recession to how they grew it to become the award winning, global firm it is today. Having decided he wanted to scratch his own entrepreneurial itch Olly Purnell reached out to Sharon Rice-Oxley and over the course of 2008 they built ‘the band’ that would become the founding team of Q5. As well as aiming to create a consultancy that delivers high quality Organisational Design work for their clients they set out to build a firm that was genuinely different for those they had worked in previously. This is something they’ve successfully achieved and are renowned for both their unique culture (being named top 20 Times Best Small Companies To Work For 2018) as well as their efforts in maintaining a diverse and vibrant work force (over 40% of their senior leadership are female). Olly and Sharon were fantastic guests and it was great to be able to get both of their perspectives on the Q5 journey and their advice to those looking to climb in the industry as well as those thinking of starting their own firms. In this interview we discuss a whole range of topics including: • Why Olly and Sharon decided to set up a consulting business and the steps they went through to establish the right founding team for Q5 • Business planning and what steps they took to set Q5 up for success • Their tough first year in business and how they overcame it • Olly and Sharon’s advice to those thinking of starting their own business, in consulting or otherwise • The unique approach Q5 took to developing their culture and how they’ve maintained it as they’ve grown • How Q5 ensures collaboration amongst the partnership and avoids the common political pitfalls in consultancy firms using their ‘rough justice’ approach to profit sharing • How Q5 have developed such a diverse team and the importance of understanding work in the context of peoples’ wider lives • And much much more! You can find out more about Olly, Sharon and Q5 at the links below: Olly’s Linked In - https://www.linkedin.com/in/oliver-purnell-6525ab9/ Sharon’s Linked In - https://www.linkedin.com/in/sharon-rice-oxley-fcipd-144b282/ Q5 - http://www.q5partners.com/ Specific things we discuss in the show: • Underneath the Lemon Tree: A Memoir of Depression and Recovery by Mark Rice-Oxley - http://amzn.eu/fzo9xZv • Switch: how to change things when change is hard by Chip and Dan Heath - http://amzn.eu/09NDkDW • How to be Chief Execitive of your own life by Mike Wilson – To purchase a copy please contact Nicola.firstname.lastname@example.org (£10 from each purchase will go to the SJP Foundation) • The Founder - https://www.imdb.com/title/tt4276820/ • The Crazy Gang by Dave Bassett and Wally Downes - http://amzn.eu/dceWhOZ What we talk about: 00:03:54 – How and why Olly and Sharon started Q5 and how they found their fellow Co-Founders 00:19:43 – Why Olly and Sharon decided to launch Q5 in the middle of the recession and what they did to set it up for success 00:21:49 – The hard conversations that the Q5 Partners had between themselves and with their ‘life partners’ as part of their decision to launch the business 00:29:43 – The core tenants of the Q5 culture and their unique ‘rough justice’ approach to their Partner appraisal process. 00:43:37 – How Q5 have maintained their award-winning culture as the firm has grown. 00:49:57 – How Q5 have built such a diverse team and maintained this as they’ve grown 00:53:50 – Sharon’s approach to work/life balance 00:58:14 – The mista||4 5 2018||Free||View in iTunes|
||CleanEpisode 11 - Suki Thompson - Oystercatchers||“Be Fearless” Suki Thompson is co-founder of Oystercatchers and exec board member of their parent company Centaur Media PLC. In addition Suki is a trustee for Touraid and Macmillan Cancer Support as well as a Non-Executive Director for Gately PLC. Unlike many of my guests, Suki doesn’t come from a Management Consulting background but a Marketing background. Following a successful corporate career she decided to go out on her own founding Marketing firm, Haystack Group, and her own gin business, Bunker Gin, before launching Oystercatchers and ultimately selling the business to Centaur. Oystercatchers is an industry pioneer. It was created to help clients ‘accelerate marketing performance’ by providing consultancy support to their Marketing functions - to enable brands and businesses to build growth with a competitive edge in a rapidly changing industry landscape. This unique approach and the purpose behind it is something we discuss in detail in today’s episode. Suki is as open as she is impressive and we go deep into her story and some of the challenges she faced along the way including: Suki's approach to goal setting and how she sets and achieves her goals Founding Oystercatchers and how Suki met her Business Partner, Peter Cowie Suki's battle with Cancer in the early days of Oystercatchers and how she made it through with both her health and business intact How Suki and Peter decided to sell the business and why they chose Centaur Media The challenges women face in the professional world and how to overcome them How to achieve a successful work and personal life by blending the two together Suki’s advice to those thinking of starting their own business And much much more! You can find out more about Suki and Oystercatchers on her Linked In page – https://www.linkedin.com/in/suki-thompson-07615b6/ or reach out to her by email at email@example.com Specific Things We Discuss in the show: Mindfulness: A practical guide to finding peace in a frantic world by Mark Williams Danny Penman - http://amzn.eu/59JpVwp The 5 Second Rule: The surprisingly simple way to live, love and speak with courage by Mel Robbins - http://amzn.eu/8Qe49o1 The Secret by Rhonda Byrne - http://amzn.eu/8TqT2dN The OysterCatchers Club - http://theoystercatchers.com/category/oystercatchers-club/ Mark Ritson’s mini MBA - https://mba.marketingweek.com/ Feel The Fear And Do It Anyway: how to turn your fear and indecision into confidence and action by Susan Jeffers - http://amzn.eu/7j6ApZJ Hayman’s Gin - www.haymansgin.com Audible - https://www.audible.co.uk Suki’s Holiday Reading list – Comments are her own: The Thing Around Your Neck – By Chimamanda Ngozi Adichie (a collection of short stories from one of my absolute favourite authors) - http://amzn.eu/gCegS3E The Tattooist of Auschwitz – by Heather Morris – I love history and this is a simple, thought provoking and emotional story about a different aspect of the Holocaust - http://amzn.eu/5Q4lT7G Mythos – Stephen Fry – Stephen was one of our guest speakers at our Festival of Marketing last year and we talked about this book, I just needed time to read it - http://amzn.eu/4f6gMo1 Eleanor Oliphant is Completely Fine – by Gail Honeyman – my airport purchase, delighted I made a good choice. this lovely story gives an insight into a very different perspective on the world - http://amzn.eu/cAdqix4 What we talk about: 00:03:23 - Suki's advice to her younger self and her battle with Cancer. 00:10:00 - Suki's approach to planning her life and business goals. 00:14:55 - The impact of Suki's Cancer diagnosis on her business and how her friends, family and business partner helped her get through it. 00:21:39 - How Suki manages her time and fits everything in to her busy schedule. As her team asked me to ask her "How does Suki fit 25 h||25 4 2018||Free||View in iTunes|
||CleanEpisode 10 - Mohamed Mansour||“Leadership is how people perceive themselves in your presence” Mohamed Mansour is one of the founding Partners – and former Managing Partner – of Baringa Partners. If you have listened to episode 4 (http://bit.ly/CICep4) you’ll know that Mohamed held this role before passing the mantel over to Adrian Bettridge having decided the time was right to move back to his homeland of Canada. Mohamed was also my boss for the first part of my time at Baringa and it was great to have the chance to sit down with him to find out about the early days of Baringa (most of which I didn’t know) and ask Mohamed some questions that I’d always wanted to know the answers to! Mohamed has a really unique story; having started in Canada and moved across to the US to join the start up Consultancy, The Structure Group, he was offered the opportunity to help launch the firm’s European arm and found himself alongside his co-founders, running a Consulting firm in a country he didn’t know in his mid 20s. This subsequently grew in to Baringa Partners and as they say, the rest is history. We cover a whole range of topics in this episode including: How Mohamed found himself running a Consulting firm at such a young age and what key skills he had to develop as part of this. Mohamed’s advice on how to become a good Leader. The key foundations that Mohamed and the founding team put in place to create the unique culture that Baringa was, and still is, renowned for. The importance of lateral thinking in Consulting and how you can develop this critical skill. How to respond to feedback and know what you should take on board and what you should ignore. How Mohamed is so good with names (something he was renowned for at Baringa) And much much more! You can find out more about Mohamed on his Linked In page – https://www.linkedin.com/in/mohamed-mansour-362b422/ or drop him an email at Amps.firstname.lastname@example.org Specific things we discuss in the show: Anderson Consulting – https://en.wikipedia.org/wiki/Arthur_Andersen#Andersen_Consulting_and_Accenture The Structure Group - https://www.linkedin.com/company/the-structure-group Colour personality types Mohamed mentions - http://www.fullcircletd.co.uk/insight-discovery/insights-discovery-colour-energies/ Riipen - https://riipen.io/ John Timpson - https://www.timpson.co.uk/about/meet-the-timpsons Nixonland: The Rise of a President and the Fracturing of America: America's Second Civil War and the Divisive Legacy of Richard Nixon by Rick Perlstein - http://amzn.eu/cmNPiW6 India After Gandhi: The History of the World's Largest Democracy by Ramachandra Guha - http://amzn.eu/asFNO7d What we talk about: 00:06:18 - Mohamed's background and how he got to where he is today 00:16:20 - Mohamed's move to the UK and how he decided to make the move 00:18:00 - How Mohamed and his co-founder Jim Hayward grew Baringa Partners in the early days 00:23:00 - How Mohamed decided on his niche in Consulting 00:24:15 - The key skills Mohamed had to develop as he grew Baringa Partners 00:26:33 - Mohamed's advice on developing self awareness and taking on feedback 00:30:32 - The key skills for people thinking of starting their own Consulting firm 00:37:00 - The top questions Mohamed gets from people looking to start their own Consulting firms and how he answers them 00:42:19 - How to develop your skills in lateral thinking 00:44:00 - Mohamed's view on evolving a firm as it scales 00:47:38 - How Mohamed and his co-founders decided on their growth strategy and how they achieved it 00:57:31 - Mohamed's trick for remembering peoples names (along with their partner's name, childrens' names and sometimes half the family tree!) 01:06:39 - Mohamed's current projects including Riipen 01:11:20 - Mohamed's advice for Millennials and businesses looking to attract them 01:17:00 - Mohamed's boo||19 4 2018||Free||View in iTunes|
||CleanEpisode 9 - The 5 books every Management Consultant must read||In today's episode I answer one of the questions that I ask all of my guests - 'what book or books do you find yourself recommending most often?'. Over 30 minutes I walk you through the 5 books that have had the biggest impact on me and my career and share some of the key takeaways that you can apply straight away in your own career. Each of these books is fantastic in its own right and read together they will help you to take your career to the next level. Whether you're just starting out in Consulting or approaching Partner the skills that these books give you will prove invaluable! The books I discuss in today's episode: How to Win Friends and Influence People by Dale Carnegie - http://amzn.eu/26aPrX6 Influence by Robert Cialdini - http://amzn.eu/j9op2US Unlimited Power by Tony Robbins - http://amzn.eu/1Jn3TLj The 4 Hour Work Week by Tim Ferriss - http://amzn.eu/d4vK83U Essentialism by Greg Mckeown - http://amzn.eu/hDT7C99||6 4 2018||Free||View in iTunes|
||CleanEpisode 8 - Stephen Newton - Elixirr||“You’ve got to have a go, you must scratch that itch because you only get one shot at life. There’s no second chances”||30 3 2018||Free||View in iTunes|
||CleanEpisode 7 - Suneeta Padda - Padda Consulting||“Individuals need to remove the barriers they put up for themselves. Society and other people will put barriers up for you anyway so why put them up for yourself” Suneeta Padda is an Independent Consultant who’s built a market leading reputation in the Compliance and Regulatory space. Since founding her Consulting brand, Padda consulting, back in 2012 Suneeta has developed a strong reputation in the market with both insurance firms and the City’s regulator as someone who can get things fixed. A reputation that enables her to select the clients she wants to work with and build a successful client portfolio, the goal for pretty much all independent consultants. Suneeta’s route in to Consulting was very different to that of most of my guests. Having entered the world of work at 35 her can do attitude and willingness to challenge assumptions and the ‘norms’ of the work place she quickly climbed the career ladder before going out on her own. Suneeta has achieved so much since founding Padda Consulting including becoming a Freeman of the City, one of the City’s highest honours, and becoming a mentor for other women from non-traditional City Backgrounds We cover a whole range of topics in this episode including: Suneeta’s amazing story of how she got in to Consulting The challenges she faced entering the City and how she dealt with these How Suneeta approaches Senior Executives and how she was able to get a 1 to 1 meeting with the MD of her firm when she was ‘just’ an assistant Suneeta’s view on Diversity in the industry and the advice she gives to younger women How Suneeta distinguishes her consulting offering to ensure clients see her as a premium brand Suneeta’s advice on how to network and build your brand. and much much more! You can find out more about Suneeta on her Linked In page – https://www.linkedin.com/in/suneetapadda/ and at her website http://www.padda-consulting.co.uk/ Specific things we discuss in the show: Worshipful Company of Insurers - http://www.wci.org.uk/ Freeman of the City - https://en.wikipedia.org/wiki/Freedom_of_the_City Surely - https://services.surelygroup.com/ The Brokerage City Link - https://www.thebrokerage.org.uk/ Who Moved My Cheese - http://amzn.eu/6rDWYIt What we talk about and when: 00:02:30 – Why Suneeta went in to Independent Consulting 00:08:45 – How Suneeta built up her portfolio of clients 00:14:50 – Suneeta’s advice for people looking to break in to Independent Consulting 00:20:51 – Suneeta’s advice on networking 00:25:10 – How Suneeta differentiates her service offering to clients 00:30:30 – Suneeta’s advice to her mentees and what you can learn from it 00:39:08 – How to identify your values 40:30.677 – Suneeta’s latest Start Up projects and how Independent Consulting lets her spend time on these 00:45:14 – Suneeta’s top book recommendations 00:46:51 – Suneeta’s closing advice for you whether you’re just starting out in Consulting, In the middle grades or approaching Partner level||23 3 2018||Free||View in iTunes|
||CleanEpisode 6 - Simon Dennis - Gate One||“we’re really clear that this is a business that everyone owns, everyone has a stake in and everyone is shaping” Simon Dennis is co-founder of Gate One (www.gateone.co.uk). Gate One are an award winning Business Transformation Consultancy who specialise in Digital, Operating Model and People Change. Since founding the business Gate One have grown rapidly going from an idea to £25m cumulative revenue in their first 5 years trading. As well as their award winning Consultancy offering Gate One also runs its own internal Start Up Incubator. Giving their team the opportunity to explore their own entrepreneurial ambitions and help grow new business ideas alongside the Consultancy. The latest idea to go through the Incubator, Pinga (http://pinga-app.com/), has seen some great early success and is looking to grow rapidly, something we discuss in today’s episode. Simon and I first met when I was deciding whether to stay in Consulting or pursue a start-up idea that I had. Throughout our conversations about joining Gate One it was clear that Simon and his team were looking to do it differently and create something unique in the Consulting industry. I ended up pursuing the start-up idea (sadly unsuccessfully) but Simon and I have stayed in touch ever since and I’ve had the pleasure of watching as Gate One have gone from strength to strength. We cover a whole range of topics in this episode including: How and why Simon and his Co-founders started Gate One Gate One’s unique ‘ripple’ approach to Consultancy What you should think about if you’re looking to make the move from a big Consultancy to a small one Simon’s top books for anyone looking to climb in Consulting or start their own business The Gate One start-up incubator and much much more! You can find out more about Simon on his Linked In page – https://www.linkedin.com/in/simon-dennis-28416b1/ or drop him a message at Simon.Dennis@GateOne.co.uk Specific things we discuss in the show: Simon’s Recommended Reading List: Managing the Professional Services Firm by David Maister - http://amzn.eu/8gfLD5m Start with Why by Simon Sinek - http://amzn.eu/dU3ZgMq Drive by Dan Pink - http://amzn.eu/6Nne2Xr Mindset by Carol Dweck - http://amzn.eu/h2fAzeu The Icarus Deception by Seth Godin - http://amzn.eu/73hkExk Quiet Leadership by David Rock - http://amzn.eu/71y201l Happiness by Design by Paul Dolan - http://amzn.eu/3kEqGr2 Bounce by Matthew Syed - http://amzn.eu/icRAp5S Crossing the Chasm by Geoffrey A Moore - http://amzn.eu/7SiieF4 The Founder's Mentality by Chris Zook and James Allen Pinga – http://pinga-app.com/ Acai Berry - https://www.webmd.boots.com/healthy-eating/guide/acai-berries-health-benefits What we talk about and when: 00:06:00 – Overview of Simon’s career and how he got to where he is today. 00:07:47 – What led Simon and his co-founders to set up Gate One. 00:11:10 – What Simon and his co-founders wanted to build in a Consultancy and how this influenced their decisions as they built the company. 00:13:29 – How Simon and his co-founders decided to set up Gate One and what you should think about if you’re thinking of doing the same. 00:17:44 – How Gate One differentiates itself in the Consulting market. 00:25:53 – Simons advice for you if you’re looking to move from a big Consultancy to a small one. 00:28:50 – How Gate One have stayed true to their ‘ripple’ approach for client delivery as they’ve grown. 00:32:55 – The importance of awards for a new business and Gate One’s strategy for winning them. 00:39:27 – What beliefs Simon had about running his own Consultancy business earlier in his career that changed after he founded Gate One. 00:47:15 – The biggest challenge Simon and the team have faced since founding Gate One. 00:53:00 – The||16 3 2018||Free||View in iTunes|
||CleanEpisode 5 - How to become an Independant Consultant/Contractor||Today’s episode of Climb In Consulting is a little different and I’m excited to see what you think about it! Instead of interviewing a leader from the Consulting industry I answer a question that I’ve had A LOT since making the move in to independent consulting – ‘Nick, how do I become an Independent Consultant?’ In this episode I cover some of the specific questions that I’ve been asked by friends and colleagues along with some of the key areas that you need to know and think about. This includes the myths that often stop people becoming an independent, how to set your day rate, how to find roles and some of my top tips that I’ve learnt over the last 2 years doing it. I hope you find this episode useful and I’d really value your feedback on whether you like this format and whether it’s useful content. Happy to do more of these if it is. Happy to stick with interviews if it’s not. Drop me an email and let me know – email@example.com Topics I discuss and when: 05:22 - Top myths about being an Independent Consultant/Contractor 10:43 - How to calculate your day rate 15:43 - How to find contracting/independent roles 23:54 - My top tips to help you become a successful Independent Consultant||8 3 2018||Free||View in iTunes|
||CleanEpisode 4 - Adrian Bettridge - Baringa Partners||“It’s your thoughts and the way you think about things that create what happens in the future of your life” Adrian Bettridge is the Managing Partner of Baringa Partners (www.baringa.com). Baringa Partners is an award winning, multi-national consultancy working across Energy, Financial Services, Consumer Products and Retail and Telecoms and Media. It’s also where I used to work! This episode is a special one for me as I used to work for Adrian. I worked for Baringa for 3 years from 2012 – 2015 and without them I wouldn’t be working in Consulting to day. Since I’ve left, Baringa has continued to cement its reputation for both it’s client work and it’s culture achieving Great Place to Work ‘master’ status in 2016 for being a ‘Great Place to Work’ for 10 years in a row and winning best large company to work for in the Great Place to Work awards in 2017. We cover a whole range of really interesting topics in this episode including: How Baringa has managed to grow so quickly in such a short space of time (they’ve almost doubled in size since I left!) What skills Adrian has had to develop most as Managing Partner as the firm has grown Adrian’s guiding life philosophy and what you should take from it How Adrian maintains a healthy work life balance Adrian’s view on Alcohol and whether you need to drink to make it to the top And much much more! You can find out more about Adrian on his Linked In page – https://www.linkedin.com/in/adrian-bettridge-9aa32b14/ or drop him a message at Adrian.firstname.lastname@example.org Specific things we discuss in the show: 7 Habits of Highly Effective People by Stephen R Covey - http://amzn.eu/6xq8Syu As A Man Thinketh by James Allen - http://amzn.eu/4zVUkaM Tetris - https://en.wikipedia.org/wiki/Tetris Headspace - https://www.headspace.com/ The 5 Minute Journal by Intelligent Change - http://amzn.eu/1bm6M8K How Will You Measure Your Life? by Clayton Christensen - http://amzn.eu/3BdYYS5 Drive by Daniel Pink - http://amzn.eu/7lfMJUF Elon Musk by Ashley Vance - http://amzn.eu/hMYipoZ Team of Teams: New Rules of Engagement for a Complex World by General Stanley McChrystal - http://amzn.eu/gPsCXH3 Audible – www.audible.co.uk||2 3 2018||Free||View in iTunes|
||CleanEpisode 3 - Minesh Jobanputra - Deltra Group||“A key way to distinguish between different recruitment agencies is knowledge… If they can see that we know our clients, we know our industry and we know the marketplace that should give them the confidence that we know what we’re talking about." Minesh Jobanputra is co-founder of the recruitment firm Deltra Group (www.deltragroup.com). Deltra group is a specialist Programme, Project and Change recruitment firm who provide both permanent and interim consultants to Major blue chip companies and consulting house. I first met Minesh back in 2016 when I was looking for an independent role and his approach and that of Deltra really stuck with me. His honest and transparent style coupled with his knowledge of the industry was really refreshing and this is what led me to invite him on to the podcast. We cover some really interesting topics in this episode including: How Minesh founded Deltra Group How you can tell a good recruiter from a bad one How you can avoid the biggest interview mistake that Minesh and his team hear from their clients How you can break in to hot areas of the industry that you may not have previous experience in Whether PRINCE 2 matters And so much more! You can find out more about Minesh on his Linked In page – https://www.linkedin.com/in/jobanputra/ and the Deltra Group website - http://www.deltragroup.com/minesh-jobanputra Specific things we discuss in the show: EQ Questionnaire and EQ Coach – Lynn Leahy - https://www.lynnleahytalks.com/ Myers Briggs - http://www.myersbriggs.org/ Kolb’s Learning Styles - https://en.wikipedia.org/wiki/Kolb%27s_experiential_learning The One Minute Manager Meets The Monkey by Kenneth Blanchard et al. - http://amzn.eu/6c2URZo The Servant: A Simple Story About the True Essence of Leadership By James C Hunter - http://amzn.eu/ecBW7I2 Harvard Business Review - https://hbr.org/ Audible - https://www.audible.co.uk/||22 2 2018||Free||View in iTunes|
||CleanEpisode 2 - Dom Moorhouse||“whoever has the most stories wins” Dom Moorhouse is a business advisor, angel investor and serial entrepreneur. In 2004 Dom founded Moorhouse Consulting which he grew from nothing to a business that he sold for c.£20,000,000 less than 5 years later. After leaving Moorhouse Dom set up his advisory business ‘the 5 year entrepreneur’ to provide mentorship and guidance for owners of Professional Services firms on how they can achieve the same success that he did. Dom is also an advisor and board member to multiple Professional Services firms and is currently focusing on his latest venture, Method Grid (www.methodgrid.com), which we discuss further in the Podcast. We cover so many topics in this episode including: The importance of life and career planning and how it has helped Dom achieve what he has How Dom founded, grew and sold Moorhouse Consulting The importance of cultural values that your team actually buy in to Building high performance teams and some of the pitfalls to watch out for as your Consultancy grows What you can do to ensure that the next Consultancy you move to is the right place for you The importance of health and relationships in building a successful Consulting career And so much more! You can find out more about Dom on his Linked In page – www.linkedin.com/in/dom-moorhouse-2abb6a/ and his personal website www.DomMoorhouse.com Specific things we discuss in the show: The Definitive Business Plan by Sir Richard Stutely - http://amzn.eu/fpJZhpI Managing The Professional Services firm by David Maister - http://amzn.eu/b695YsR Strength In Depth - Pairs CrossFit race - https://strengthindepth.com Tim Wigham - https://timwigham.com Perpetual Insights (PI) Recruitment - http://www.perpetualinsights.com Bath CrossFit - http://crossfitbath.com Why We Sleep by Mathew Walker - http://amzn.eu/eHQbDhc A C Grayling - http://www.acgrayling.com Growth Mindset - Mindset - Updated Edition: Changing The Way You think To Fulfil Your Potential by Dr Carol Dweck - http://amzn.eu/8UBerxb Show Me The Numbers by Steven Few - http://amzn.eu/aFgbpQ2 The Visual Display of Quantitative Information by Edward Tufte’s - http://amzn.eu/6TSIR91 Paul Collins - https://www.linkedin.com/in/pecollins/ Getting Things Done: The Art of Stress Free Productivity By David Allen - http://amzn.eu/aC2KDRg The Primal Blueprint: Reprogramme your genes for effortless weight loss, vibrant health and boundless energy by Mark Sisson - http://amzn.eu/8Tx47Sd Method Grid – www.methodgrid.com||16 2 2018||Free||View in iTunes|
||CleanEpisode 1 - Matt Cheung - Clarasys||The first ever episode of Climb In Consulting||16 2 2018||Free||View in iTunes|
Fascinating insight into the world of management consultant - would definitely recommend a listen.
Great insight into top performers in the industry
There’s some fantastic interviews here with people who have reached the pinnacle of the consulting industry. Essential listening for anyone working in or wanting to work in management consulting.
Worth its weight in gold!
This kind of (effectively) 1:1 mentoring from such senior figures in the industry is real gold dust: extremely useful and extremely rare in real life.
Jam packed full of genuinely actionable advice - I would thoroughly recommend this to anyone working in Consulting, particularly any budding entrepreneurs (Dom Moorhouse/Matt Cheung episodes) or ‘intrapreneurs’ (Adrian Bettridge episode) in that space.
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