The Professional Services Pursuit

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 firmsThe critical role of business context in AI, and why better decisions require a connected view across sales, resourcing, delivery, and financialsThe launch of Kantata's Expertise Agent and why the company chose to build a context-aware AI superagent instead of workflow-specific agentsHow leading firms can capture institutional knowledge, learn from every project, and turn expertise into a scalable competitive advantageWhat 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.

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 capacityHow AI is changing consulting talent models, including the shift away from the traditional pyramid structureWhy outcome-based pricing, fixed-fee models, and productized services are becoming more importantHow 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.

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.

Resource forecasting has never been trickier. With shifting client expectations, unpredictable markets, and outdated tools, even the most sophisticated services organizations struggle to see what’s coming next. In this episode, Brent sits down with Greg Hensley of the Resource Management Institute and RTM Consulting to unpack why traditional forecasting falls short, and how data, process, and AI can help you plan with confidence instead of instinct.Tune in to learn:Why resource forecasting is under the spotlight—and how internal process gaps fuel complexityThe “Just-in-Time Resourcing” model and key takeaways from RMI’s playbookCreating data alignment between demand and supply through roles, skills, and interlock processesHow AI and technology turn clean data into predictive, proactive insightsPractical examples of using visibility and automation to boost agility and profitability Hosted on Acast. See acast.com/privacy for more information.

In this final installment of our Kennedy Intelligence Series, host Brent is joined once again by Alex Klein and Ramone Param to unpack the “unsexy” but mission-critical side of growth: your back office. From pricing and cash flow to governance and quality control, they reveal how operational discipline determines whether a services firm can scale past $30M, or stalls out. Drawing on decades of consulting, M&A, and scaling experience, Alex and Ramone share insider lessons on turning overlooked back office processes into engines of growth and valuation. Discover how discipline and structure, not just sales, create resilience and long-term success.In this episode, you’ll hear about:Why quality control is the foundation for consistency, culture, and client trustThe operational red flags that signal it’s time to professionalize your back officeWhen and why to bring in a CFO, COO, or board governance to sustain growthWhy cash conversion is a common Achilles heel for PS firms, and and how fixing it drives profitability and valuationThe danger of “we’ll fix operations later” thinking, and why discipline from day one pays offOur listeners receive exclusive preferred rates on Kennedy's market research, strategic advisory, performance improvement benchmarking and M&A services that are tailored to leaders of professional services firms. Just reference Kantata and you will receive preferred pricing on any of their assets or services. Go to https://www.kennedyintel.com/ to learn more. Hosted on Acast. See acast.com/privacy for more information.

In the fourth installment of our series with Kennedy Intelligence, Brent is joined again by Alex Klein and Tom Rodenhauser to explore one of the most persistent myths in the professional services industry: the belief that hiring a few “star” performers will unlock growth. Together, they unpack why overreliance on rainmakers can be a dangerous blind spot, the cultural risks of high-profile hires, and the critical importance of building scalable systems and developing talent from within. Key topics covered in this episode:How overreliance on rainmakers limits growth and adds riskUsing clear value propositions, processes, and coaching to scale beyond star talentWhy big-firm hires often fail without cultural alignmentBuilding principal-level talent to free partners for business developmentSuccess stories of promoting leaders from within over external hiresOur listeners receive exclusive preferred rates on Kennedy's market research, strategic advisory, performance improvement benchmarking and M&A services that are tailored to leaders of professional services firms. Just reference Kantata and you will receive preferred pricing on any of their assets or services. Go to https://www.kennedyintel.com/ to learn more. Hosted on Acast. See acast.com/privacy for more information.

How are today’s IT leaders adapting to the breakneck pace of AI and cybersecurity evolution? In this episode of The Professional Services Pursuit, host Banoo welcomes Taison Kearney, Chief Information Security Officer and Data Protection Officer at Kantata. With over two decades of experience, Taison shares how IT teams are shifting from traditional support roles to become strategic drivers in AI governance and cybersecurity leadership.This conversation offers a front-line view into the challenges and opportunities that come with AI adoption, from managing risk and “shadow AI” to building future-ready security teams and becoming a trusted advisor to clients.Key Topics Covered:The benefits and risks of enterprise AI adoptionHow the CISO role is expanding in the era of AIBuilding a proactive, secure, and AI-savvy IT cultureEarning client trust through strategic security partnershipThe specific risks facing professional services firms, and how data centralization helps mitigate them Hosted on Acast. See acast.com/privacy for more information.

In this episode, host Brent reunites with Kennedy Intelligence’s Ramone Param and Alex Klein for Part 2 of the “Breaking the $30 Million Ceiling” series. This installment dives deep into the nuances of profitability and growth, challenging the conventional wisdom of chasing top-line revenue at the expense of sustainable success.Together, they explore how consulting and professional services firms can transition from founder-led sales to scalable growth engines. The conversation is packed with tactical advice, real-world insights, and candid reflections drawn from decades of experience in strategy, M&A, and high-growth consulting environments.Key Topics Covered:Why building a professional business development function is essential for long-term growthThe foundational components of effective BD and marketing strategiesHow to go beyond a top line focus and drive better profitability over timeThe risks of anchor clients, the importance of diversification, and how a mature BD function can provide strategic freedom and enhance M&A attractivenessPractical ways to cultivate commercial acumen within delivery teamsWhy recurring revenue streams can be a game changer for valuation, resilience, and exit readinessExclusive Offer: Our listeners get preferred rates on Kennedy's market research, strategic advisory, performance improvement benchmarking, and M&A services! Mention Kantata for special pricing. Learn more at kenneyintel.com Hosted on Acast. See acast.com/privacy for more information.