The Professional Services Pursuit

Kantata

Our goal is simple: to give professional services leaders a place to go to be inspired and tap into expert advice, trends and best practices in our collective pursuit of excellence. From agencies to IT services and every PS organization in between, our hosts and guests will provide the insights you need to drive a resource first organization and do what you do best, only better.

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#123
August 20 · 28 min
AI Is Everywhere. So Where Are the Business Results? w/ Dave Valliere
AI adoption is accelerating across professional services — but for many firms, the promised gains in growth, margins, and predictability have yet to materialize. In this episode of Pursuit Power Half Hour, Brent sits down with Dave Valliere, Founder and CEO of Form & Function Consulting, to explore what separates firms simply experimenting with AI from those positioned to turn it into a true competitive advantage. In this episode, you’ll learn: Why AI productivity gains aren’t translating into business performance What separates “AI-enabled” from “AI-ready” firms How AI can capture and scale your firm’s most valuable expertise Where services leaders should focus over the next 90 days How to measure AI by outcomes that actually matter To learn more about Form & Function Consulting visit: https://www.form-function.co/ Hosted on Acast. See acast.com/privacy for more information.
#122
August 6 · 27 min
Ep. 122 - Why the Best AI Strategy Starts with Your People w/ Jamie Bykov-Brett
For years, AI conversations have centered on efficiency and automation, but what if that's asking the wrong question? In this episode, Banoo and AI strategist Jamie Bykov-Brett explore why the future of professional services won't be defined by replacing people, but by amplifying their expertise. From human-centric leadership to the rise of AI-human "centaur teams," this conversation challenges leaders to rethink how they prepare their organizations for the expertise era. Key topics covered include: Why expertise, not efficiency is becoming the ultimate competitive advantage The three roles AI can play in an organization The essential skills every organization needs to develop Why AI strategies fail without people strategies What professional services firms must do to thrive in the expertise era Learn more about Bykov-Brett Enterprises and the services they provide. Hosted on Acast. See acast.com/privacy for more information.
#121
July 23 · 46 min
Ep. 121 - TSIA on Outcome-Based Pricing: What Actually Works w/ Bo DiMuccio & Peter Fitzpatrick
In this episode of The Professional Services Pursuit, Kantata presents a special TSIA session exploring what outcome-based pricing really means and why most professional services firms misunderstand it. Peter Fitzpatrick, VP of Value Engineering at Kantata, and Bo DiMuccio, Distinguished VP of Professional Services Research at TSIA, explain the difference between outcome-aligned and fully contingent pricing, why hybrid base-fee and performance models are gaining traction, and what firms must change operationally before putting revenue at risk. Why outcome-aligned pricing is different from true outcome-based pricing Why hybrid pricing models are emerging as the most practical option for professional services firms How attribution, telemetry, cash flow, and client readiness can determine whether a model succeeds Why firms should standardize and productize delivery before pricing measurable outcomes Real-world examples, and a clear roadmap for navigating the transition. Hosted on Acast. See acast.com/privacy for more information.
#120
July 2 · 39 min
Ep. 120 - Outputs vs. Outcomes: Why AI Is Forcing Consulting to Reinvent Itself w/ Tom Rodenhauser
In this episode, Brent sits down with Tom Rodenhauser, Managing Partner at K2 Consulting Research, to discuss why AI is forcing consulting firms to rethink the way they create value. For decades, consulting firms have been paid for outputs — deliverables, implementations, and billable hours — with the assumption those outputs would drive meaningful business outcomes. But, that assumption is starting to break. Demand is still there. Clients are still buying. The model is holding, for now. But beneath the surface, AI is rapidly reshaping the economics of consulting. Firms that continue selling effort instead of impact risk competing on speed and price, while the firms that embrace measurable outcomes will define the next era of consulting. In this episode, you'll learn: Why AI is disrupting far more than productivity The critical difference between outputs (deliverables) and outcomes (business results) Why outcome-based pricing remains difficult to implement, despite years of industry discussion. How consulting firms need to rethink utilization, compensation, client relationships, and commercial models for the AI era. Tom's predictions for the future of consulting Hosted on Acast. See acast.com/privacy for more information.
#119
June 16 · 32 min
Ep. 119 - Agent Sprawl: Why More AI Is Making Professional Services Harder w/ Michael Speranza & Sarah Edwards
In this episode of The Professional Services Pursuit, Brent sits down with Kantata CEO Michael Speranza and Chief Product Strategy Officer Sarah Edwards to explore a growing challenge facing professional services firms: AI sprawl. Michael and Sarah discuss why professional services require a different approach to AI — one built around business context, connected operations, and institutional knowledge. They share their perspective on how firms can move beyond isolated automation to intelligence-driven operations, and how those ideas shaped the development of Kantata's newly launched Expertise Agent capabilities. Key topics covered: Why the explosion of AI tools and role-specific agents is creating more complexity, silos, and noise for professional services firms The critical role of business context in AI, and why better decisions require a connected view across sales, resourcing, delivery, and financials The launch of Kantata's Expertise Agent and why the company chose to build a context-aware AI superagent instead of workflow-specific agents How leading firms can capture institutional knowledge, learn from every project, and turn expertise into a scalable competitive advantage What will separate the highest-performing professional services organizations in the emerging "Expertise Era" To learn more about Kantata’s new AI capabilities, click here. Hosted on Acast. See acast.com/privacy for more information.
#118
May 29 · 24 min
Ep. 118 - Managing Unpredictability in Projects by Closing the Scope-to-Delivery Gap w/ Anish Udayakumar
In this episode, we explore how professional services organizations can reduce project unpredictability by closing the gap between scoping, pricing, and delivery. Banoo sits down with Anish Udayakumar, Senior Vice President of Product Management and Customer Experience at Provus, for a thoughtful conversation on why projects that start with strong plans and healthy margins often end up facing scope creep, resource constraints, margin erosion, and delivery risk. Topics discussed in this episode include: Why margin erosion often goes unnoticed until late in the project lifecycle How disconnected sales, delivery, operations, and finance workflows create unpredictable outcomes Why resource availability, skill alignment, and capacity planning should be incorporated earlier in the quoting process How unified data, AI, and historical project insights can improve scoping accuracy, pricing confidence, and delivery predictability Learn more about Provus at https://provus.ai/ Hosted on Acast. See acast.com/privacy for more information.
#117
May 14 · 23 min
Ep. 117 - The 3 Shifts That Will Make or Break Consulting Firms in 2026 w/ Sarah Edwards
In this episode, Brent sits down with Sarah Edwards, Kantata’s Chief Product Strategy Officer, for a practical look at why consulting firms can no longer rely on headcount-driven growth — and how AI is reshaping the traditional talent pyramid. Together, they break down the three critical shifts redefining consulting — and what leaders need to prioritize now to activate smarter resourcing, pricing, and delivery models. Other topics covered in this episode include: Why rising client expectations are putting pressure on delivery speed, cost, risk, and team capacity How AI is changing consulting talent models, including the shift away from the traditional pyramid structure Why outcome-based pricing, fixed-fee models, and productized services are becoming more important How connected data, trusted systems, and better operational visibility help firms make faster, more confident decisions Hosted on Acast. See acast.com/privacy for more information.
#116
May 1 · 38 min
Ep. 116 - From Dependency to Autonomy: Consulting Rewired w/ Sarah Edwards & James Cawthorne
In this episode we share a conversation from a recent Leaders in Consulting podcast, where Kantata’s Chief Product Strategy Officer, Sarah Edwards, sits down with James Cawthorne, CEO of FOIL. At the center of the discussion is a shift every services leader is starting to feel: clients no longer want dependency — they want independence. James makes the case for “autonomic consulting” — a model focused on embedding capability directly into the client’s business. Instead of delivering answers, firms must build systems that encode knowledge, drive consistency, and enable better decisions at scale. In this episode, you’ll learn: Why competing on productivity in the age of AI leads to diminishing returns What “system intelligence” actually means, and why it matters more than standalone AI tools How client expectations are shifting from support to true capability-building Why dependency-based models are becoming structurally unstable What it takes to stay relevant when value, not effort, becomes the primary differentiator If you’re rethinking how your firm delivers value, and how to create more predictable, scalable outcomes for clients this conversation is a must-listen. Hosted on Acast. See acast.com/privacy for more information.
#115
April 16 · 30 min
Ep. 115 - SaaS Is Under Fire: Who Survives the AI Shift, and Why It Matters for Services Leaders w/ Michael Speranza
AI isn’t just disrupting SaaS, it’s forcing a fundamental rethink of what software is actually worth. In this episode, Brent sits down with Kantata CEO Michael Speranza to unpack the growing tension across the market: buyers questioning why they should pay for software they think AI can build, and boards pushing leaders to prove long-term, defensible value. The conversation goes beyond the hype to explore what truly survives in an AI-driven world, and why the future of SaaS has far less to do with code and far more to do with context. Key Topics Covered The new “build vs. buy” reality: Why buyers are questioning SaaS in the age of AI, and where that thinking falls short Who’s actually at risk: The types of SaaS companies most vulnerable in this shift (and why) The death of code as a moat: How value is moving from product to data, workflows, and domain expertise Context as the new advantage: Why owning deep customer understanding is becoming the ultimate differentiator What survives — and wins: The traits of SaaS companies that will endure and thrive in an AI-driven market Read Michael’s recent article, AI Is Coming for SaaS. Just Not the Way You Think to learn more about this topic and his perspective on the SaaSpocalypse. Hosted on Acast. See acast.com/privacy for more information.
#114
March 26 · 44 min
Ep. 114 - Women’s History Month: 3 Women, 3 Paths to Leadership and Impact w/ Lauren Langston, Jennifer Schutz and Melissa Korzun
In honor of Women’s History Month, this episode features three very accomplished female leaders — Jennifer Schutz, Lauren Langston, and Melissa Korzun — sharing candid insights on their career journeys, pivotal moments, and the mindset shifts behind their success. The conversation highlights how growth comes not from linear paths, but from embracing opportunity, building confidence, and leading with authenticity. Key Topics Covered How curiosity, adaptability, and unplanned opportunities shape successful careers Why leaning into challenges accelerates growth and opens new doors The role of self-awareness and authenticity in effective leadership The shift from execution to communication, influence, and alignment as you grow How to reframe setbacks as learning opportunities Book Recommendations for Leadership & Career Growth Melissa’s Recommendations Crucial Conversations — Kerry Patterson, Joseph Grenny, Ron McMillan & Al Switzler Radical Candor — Kim Scott The Secrets of Six-Figure Women — Barbara Stanny Switch — Chip Heath & Dan Heath Lead with a Story — Paul Smith Jennifer’s Recommendations Nice Girls Don’t Get the Corner Office — Lois P. Frankel Extreme Ownership: How U.S. Navy SEALs Lead and Win — Jocko Willink How Women Rise — Sally Helgesen & Marshall Goldsmith The 48 Laws of Power — Robert Greene Your Brain at Work — David Rock Lauren’s Recommendations Designing Your Life — Bill Burnett & Dave Evans Powerful — Patty McCord Amp It Up — Fred Slootman Scaling People — Claire Hughes Johnson Conscious Business — Fred Kofman Hosted on Acast. See acast.com/privacy for more information.
#113
March 5 · 31 min
Ep. 113 - Operationalizing AI in Consulting: Governance, Talent Shifts & the Move to Outcome-Based Pricing w/Tom Rodenhauser
AI is no longer a futuristic add-on for consulting firms, it’s reshaping how firms operate, price, hire, and deliver outcomes. In this episode Brent sits down with Tom Rodenhauser of K2 Consulting Research (formerly Kennedy Intelligence) to unpack what’s actually happening inside consulting firms as they operationalize AI. From boutique firms building knowledge engines that rival global players, to the governance structures required to protect client trust, to the accelerating shift away from time-based billing, this conversation separates hype from reality. Key Topics Covered How boutique firms are competing with global giants The changing role of consultants (especially junior talent) Governance isn’t optional, it’s the prerequisite for trust. Transparency as a competitive advantage Outcome-based pricing is the future, but only for firms that can clearly define and measure results. Measurable internal impact and the time savings creating space for higher-value conversations and business development Hosted on Acast. See acast.com/privacy for more information.
#112
February 19 · 33 min
Ep. 112 - Reinventing Agency Value for What’s Next w/ Caroline Johnson, Patricia Rothenberg and Michael Farmer
In this special compilation episode, Brent revisits three powerful conversations with leaders who have fundamentally reimagined how agencies price, position, and deliver value. As AI accelerates productivity, procurement squeezes margins, and time-based billing becomes increasingly commoditized, one thing is clear: the traditional agency model is under pressure. The firms that redefine themselves as performance partners, not effort vendors, are pulling ahead. From valuation strategy to operational reinvention, this episode explores what it really takes to make the shift from selling hours to selling impact. In this episode, you’ll hear: Caroline Johnson, the Co-Founder of The Business Model Company discussing why selling time suppresses valuation — and how business model design can double or even triple firm multiples. (Ep. 63) Patricia Rothenberg, Global COO and General Counsel of renowned creative agency 72andSunny shares how they were able to eliminate individual timesheets and train teams to sell value instead of labor. (Ep. 94) Michael Farmer, Author of Madison Avenue Manslaughter and Madison Avenue Makeover - and the leader of Management consulting firm Farmer & Company provides practical lessons on leading scope discussions around outcomes—not procurement-driven deliverables—and what changes operationally when agencies focus on impact over hours. (Ep. 48) Hosted on Acast. See acast.com/privacy for more information.
#111
February 5 · 23 min
Ep. 111 - Consulting M&A Trends for 2026 w/ Ramone Param
In this episode of The Professional Services Pursuit, Brent is joined once again by Ramone Param, Managing Director at Kennedy M&A, to kick off a new series focused on mergers and acquisitions in professional services. Together, they reflect on the 2025 M&A landscape and look ahead to what 2026 holds for consulting firms navigating economic uncertainty, AI-driven disruption, and shifting buyer expectations. Ramone shares firsthand insights from the deal market, offering a clear view of where momentum is building, what buyers are prioritizing, and how firms can position themselves for stronger valuations in the year ahead. Key topics covered in this episode: What changed in 2025—and why optimism is returning in 2026 Where buyer demand is strongest The shift from buying headcount to acquiring AI-enabled consultants, proprietary data, and differentiated intellectual property New value drivers in consulting valuations Ramone’s outlook on a potential transformational, cross-functional deal that could redefine the professional services landscape You can find Ramone’s newsletter by visiting: https://www.linkedin.com/in/ramoneparam/ Learn more about Kennedy M&A here: https://www.k2consultingresearch.com/ma-advisory Hosted on Acast. See acast.com/privacy for more information.
#110
January 22 · 30 min
Ep. 110 - A Crawl–Walk–Run Path to Outcome-Driven Services w/ Melissa Korzun
AI is rewriting the rules of professional services. As delivery time compresses and impact accelerates, traditional pricing models — T&M, fixed-fee, retainers — are starting to break. In this episode, Banoo is joined by Melissa Korzun, Kantata’s VP of Industry Solutions to explore what outcome-driven delivery really looks like in an AI-powered services world. When utilization is no longer the scoreboard, firms are being judged on time to value, customer lifetime value, and portfolio ROI. We cover: How to redesign service offerings and commercial models around measurable outcomes What changes when delivery becomes hybrid across humans and AI agents Why sales, delivery, and ops must evolve together—not in silos A practical crawl-walk-run approach to transformation How transparency and accountability become margin protectors, not overhead The firms that win next won’t just deliver faster—they’ll make outcomes visible, repeatable, and profitable. This episode shows how to get there. Hosted on Acast. See acast.com/privacy for more information.
#109
January 8 · 34 min
Ep. 109 - A Practical Approach to Technology Decisions That Stand the Test of Change w/ Shawn Windle
In this episode of The Professional Services Pursuit, host Brent sits down with Shawn Windle, Founder and Managing Principal of ERP Advisors Group, to unpack a challenge nearly every professional services firm is grappling with: how to choose technology that delivers relief today and provides support for the needs of tomorrow. Drawing on hundreds of ERP and PSA implementations, Shawn shares candid insights into what works, what doesn’t, and how leaders can avoid costly missteps while laying the groundwork for scalable, long-term success. Key topics covered in this episode: The people, process, and growth signals that indicate when it’s time to outgrow mid-level systems Why firms that delay investing in core systems risk falling behind as AI adoption accelerates The hidden dangers of overshooting your actual business needs with overly complex platform A pragmatic framework leaders can use to make smarter, more confident technology decisions Visit ERP Advisors Group to learn more about their services and schedule a consultation. Hosted on Acast. See acast.com/privacy for more information.
#108
Dec 18, 2025 · 37 min
Ep. 108 - The Evolving Role of the CFO: Driving Strategy, Operational Clarity & Scalable Growth w/ Steve De Santis & Dave Ristow
In this episode of The Pursuit Power Half Hour, Brent sits down with two seasoned CFOs, Steve DeSantis and Dave Ristow, to explore how the role of finance leadership has rapidly expanded across professional services. They discuss how CFOs are now expected to shape strategic direction, unify systems and data, strengthen delivery operations, and build tech stacks that can sustain long-term growth. Key topics covered include: How the CFO role has evolved from traditional financial oversight to strategic operator The challenges of rapid growth and how unified tools (PSA, ERP, BI) restore clarity and control. How CFOs partner with operations and delivery leaders Signs it’s time to evolve your tech stack Advice for CFOs on owning the enterprise tech stack, preparing for AI-enabled operations, and building companies that can scale through multiple stages of investment. Hosted on Acast. See acast.com/privacy for more information.
#107
Dec 4, 2025 · 27 min
Ep. 107 - The Five 2026 Anti-Trends Professional Services Leaders Need to Hear w/ Brian Sommer
In this episode of the Professional Services Pursuit podcast, host Banoo sits down with industry analyst and longtime consulting leader Brian Sommer to break down the five critical “anti-trends” professional services firms must confront heading into 2026. Instead of following the overhyped AI narratives dominating the market, Brian challenges firms to rethink how they present expertise, differentiate themselves, and build credibility in an era where clients are more informed and more skeptical than ever. Key Topics Covered in This Episode: Why firms must stop selling AI solutions in 2026 the same way they did in 2025 How to “show, not tell” the real art of the possible with AI Why sharing your firm’s internal AI journey is essential for credibility The importance of proprietary intellectual property The need to rethink your firm’s value proposition and commercial model Hosted on Acast. See acast.com/privacy for more information.
#106
Nov 20, 2025 · 19 min
Ep. 106 - The Billable Hour Is Dying: A New Era of Delivery Health Metrics w/ Kyle Sandine
What if the billable hour is hiding the real health of your delivery organization? In this episode, we talk with Kyle Sandine, Associate Director of PMO and Delivery Center of Excellence at Adage Technologies, about why utilization and chargeability no longer tell the full story of project success. Kyle shares how Adage is shifting from time-and-materials to value-driven delivery, how project sentiment and real-time data strengthen outcomes, and why modern PMOs must evolve beyond traditional metrics to stay competitive. We cover: The hidden costs of high utilization, and what leaders should watch for A practical framework for tracking delivery health beyond spreadsheets How to embed pulse checks to spot and mitigate risk early Navigating client maturity in value-based engagements Why team satisfaction is the key to scalable, repeatable success Hosted on Acast. See acast.com/privacy for more information.
#105
Nov 6, 2025 · 30 min
Ep. 105 - From Blind Spots to Breakthroughs: The Power of Benchmarking w/ Charles Gustine & Connor Budden
Professional services leaders are constantly balancing growth, delivery, and profitability, but what if the biggest opportunities are hiding in plain sight? In this episode, Charles Gustine, Director of Customer and Market Insights at Kantata, and Connor Budden, Global Director at Service Performance Insight (SPI), explore how benchmarking helps firms uncover hidden inefficiencies, strengthen leadership, and transform performance across every area of the business. Recorded live at Kantata Converge, this conversation draws on decades of SPI’s benchmarking insights and unveils SPI Insight, a breakthrough integration that brings real-time benchmarking directly into the Kantata platform. In this episode, you’ll learn: Why benchmarking matters — and how top-performing services firms use data to turn blind spots into breakthroughs. The five pillars of performance maturity — leadership, client relationships, talent, service execution, and operations. Real-world stories of firms uncovering costly inefficiencies and driving measurable improvements. How AI is reshaping benchmarking — delivering faster, smarter, and more contextual decision-making. A first look at SPI Insight — the new embedded benchmarking capability within Kantata that turns data into real-time guidance. Hosted on Acast. See acast.com/privacy for more information.
#104
Oct 23, 2025 · 25 min
Ep. 104 - How to Build Scalable Resource Models Without Burning Out Your Teams w/ Julie Grove
In this episode, Banoo sits down with Julie Grove, Senior Manager of Resource Management at Anthology, to unpack how to centralize resource management without losing flexibility or local autonomy. Julie shares her five-step blueprint for building trust, conducting maturity assessments, and designing scalable governance models that prevent burnout and keep teams aligned. You’ll learn: Why trust and relationships come first in any centralization effort How to use the RMI Maturity Model to assess readiness for change Ways to design governance that balances global consistency with local adaptability How to protect engagement and efficiency at the same time Plus, watch Julie demo how she uses Kantata daily to balance global structure with local empowerment — and deliver smarter, data-driven resource management. Hosted on Acast. See acast.com/privacy for more information.

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