unbillable hours - a podcast about better professional services marketing

C2E26 - AI in consulting - exploring best practice (feat. Michael Boham)

Fri, 06 Mar 2026 18:31:21 +0100

It's 2026... and we're still wondering: How are consulting firms using AI? How should they use it? So, we decided to ask someone who should know: QVALNT's Michael Boham is building solutions for this very space and has a few opinions about how firms should leverage AI, how they shouldn't do it, and where value can genuinely be found (spoiler: it's about so much more than just the tooling!).

Episode guest

Michael Boham, founder, QVALNT

Credits
Voices, production, etc. by Ash and Flo
Creative and design advice by @calmar.creativ
Into, outro voiceover for the unbillable hours podcast by @iamthedakota
Music also by @iamthedakota

C2E25 - From service to program - how to package consulting capabilities for greater impact

Fri, 23 Jan 2026 18:12:49 +0100

Sure, consulting services are great. But you know what's even better? Consulting programs! As in: Outcome-focused, time-boxed, and IP-supported bundles of services and capabilities. They're just so much clearer and therefore more helpful for everyone... plus they can really improve your delivery! And in this episode, Ash and Flo will give you the full rundown of why they're great and how you might start to design some.

Credits
Voices, production, etc. by Ash and Flo
Creative and design advice by @calmar.creativ
Into, outro voiceover for the unbillable hours podcast by @iamthedakota
Music also by @iamthedakota

Shownotes
No notes for this one!

C2E23 - When and how to introduce your firm's services (without losing the plot)

Fri, 16 Jan 2026 17:45:55 +0100

Alright... you've stuck with us long enough - which is why, yes, finally: you'll get to talk about your services (yay!). In all seriousness, though: There IS a time and a place to introduce prospects to your services, of course... It's just not at the start. And in this episode, we'll explain where they belong, and how you should introduce them. Listen to it here!

Credits
Voices, production, etc. by Ash and Flo
Creative and design advice by @calmar.creativ
Into, outro voiceover for the unbillable hours podcast by @iamthedakota
Music also by @iamthedakota

Shownotes
No notes for this one!

C2E23 - Consulting's 2025 - a year in review with Jeff McKay

Mon, 12 Jan 2026 18:19:59 +0100

So how, exactly, did things go in 2025? And what, exactly, did we learn? We brought on advisor to the consulting industry, founder of Prudent Pedal and all-around sector strategist, Jeff McKay, to discuss his insights into where we've been, we're we're headed, and, sure: what to make of "AI" and other new pressures resetting consulting.
Listen to it here!

Episode guest

Jeff McKay, founder, Prudent Pedal

Credits
Voices, production, etc. by Ash and Flo
Creative and design advice by @calmar.creativ
Into, outro voiceover for the unbillable hours podcast by @iamthedakota
Music also by @iamthedakota

Shownotes:
Check out Jeff's blog about designing the AI era professional services org here

C2E22 - Consultancy positioning in the AI era

Fri, 05 Dec 2025 17:04:44 +0100

Nah ... AI isn't going to kill consulting. But it'll certainly change the sector ... especially by influencing perceptions and expectations. So, how can firms prepare? Ash and Flo's workshop answers the question of how consultancies can counter clients 'dwindling "willingness to pay" while positioning to capture whatever value can be found in the new, much-heralded AI solutions for themselves.

Credits
Voices, production, etc. by Ash and Flo
Creative and design advice by @calmar.creativ
Into, outro voiceover for the unbillable hours podcast by @iamthedakota
Music also by @iamthedakota

C2E21 - Your consulting proposition's second job: Building client self-confidence

Fri, 21 Nov 2025 17:47:53 +0100

THE PODCAST IS BACK! (Sorry for yelling...) And this time, we’re looking at the other side of the trust equation: not just whether clients trust you, but whether they trust themselves—to make the right decision, rally internal support, and deliver results. Listen in how a well-crafted consulting proposition can help them build this self-confidence... and, therefore, hire you ;)

Credits
Voices, production, etc. by Ash and Flo
Creative and design advice by @calmar.creativ
Into, outro voiceover for the unbillable hours podcast by @iamthedakota
Music also by @iamthedakota

Shownotes
No notes for this one!

C2E20 - Frameworks That Work: Designing Your Consulting IP with Charlotte Crowther

Fri, 19 Sep 2025 17:44:12 +0200

Some frameworks just sit in decks. Others do real work. They spark interest, guide delivery, and help consulting firms stand out with confidence... and in this episode, we dive into the kind that do exactly that—signature frameworks—with designer and methodology expert Charlotte Crowther. We unpack how to craft one that’s not just smart… but strategic. So, iIf you’ve ever wondered what separates a slide from a system—this one’s for you!

Episode guest

Charlotte Crowther, founder, SignatureFramework.com

Credits
Voices, production, etc. by Ash and Flo
Creative and design advice by @calmar.creativ
Into, outro voiceover for the unbillable hours podcast by @iamthedakota
Music also by @iamthedakota

C2E19 Replay Making rain (differently)

Fri, 12 Sep 2025 21:00:00 +0200

Ever heard of "Rainmakers" - the bizdev champions of the services world? HBR published a piece saying their game is changing. Ash and Flo dove in to figure out how, exactly (spoiler: it's related to marketing!)

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Please find the shownotes to this episode at unbillable-hrs.com.

C2E18 - From proposition to thought leadership: How to plan consultancy content

Fri, 05 Sep 2025 17:31:49 +0200

We're back - and start our post-summer show with a deep dive into answers to the dreaded question "What should our consultancy post about?" (or some such): Tune in to hear Flo discuss the best philosophy for thought leadership planning and how to derive content from your value proposition. Enjoy!

Credits
Voices, production, etc. by Ash and Flo
Creative and design advice by @calmar.creativ
Into, outro voiceover for the unbillable hours podcast by @iamthedakota
Music also by @iamthedakota

Shownotes
Check out the upcoming Deltek Webinar feat. Flo here

C2E17 - Everyone Sells: How to build your firm's holistic sales capability

Fri, 27 Jun 2025 22:20:50 +0200

You’ve nailed your value proposition—now what? In this episode, we show how consultancies can embed business development capabilities across the whole firm, turning scattered effort into a coordinated go-to-market machine.

Credits
Voices, production, etc. by Ash and Flo
Creative and design advice by @calmar.creativ
Into, outro voiceover for the unbillable hours podcast by @iamthedakota
Music also by @iamthedakota

Shownotes
No notes for this one!

C2E16 - Why "cold outbound sales" don't work in consulting (and what to reach out instead)

Fri, 20 Jun 2025 16:19:23 +0200

There, we'll say it: "Cold outreach selling" - whether by email, phone, or LinkedIn - doesn't really work in consulting (with a few exceptions perhaps confirming this rule). So... what can you do instead? Ash and Flo share some insights and tips you might want to listen to before sinking another 20k into an outreach effort with no ROI...

Credits
Voices, production, etc. by Ash and Flo
Creative and design advice by @calmar.creativ
Into, outro voiceover for the unbillable hours podcast by @iamthedakota
Music also by @iamthedakota

Shownotes
No notes for this one!

C2E15 - AI and advisory - some notes

Fri, 06 Jun 2025 17:43:39 +0200

We pause our strategy guide curriculum for a bit of news-related coverage - and have Ash and Flo review the new "Trends - Artificial Intelligence" report by Mary Meeker and her Co-authors at VC firm, Bond. The two use it to share some views re. how consultancies should position in this so-called "age of AI"... enjoy!

Credits

Voices, production, etc. by Matt Hodkinson and the "Consultancy Edge" team
Creative and design advice by @calmar.creativ
Into, outro voiceover for the unbillable hours podcast by @iamthedakota
Music also by @iamthedakota

Show notes

Link to the Trends - AI report on bondcap.com

C2E14 - Acing case study creation

Fri, 23 May 2025 17:26:19 +0200

Ah, yes: Case studies - the workhorses of consultancy business development! So important to prove you can deliver your proposition! And yet, often in such sorry, sorry states... (Like, really: Many of them are not exactly great). The team invited Lead Comet's James De Roche to discuss why so many case studies don't work, how to fix them, and much more - listen to their conversation here!

Episode guest

James De Roche, founder, Lead Comet

Credits
Voices, production, etc. by Ash and Flo
Creative and design advice by @calmar.creativ
Into, outro voiceover for the unbillable hours podcast by @iamthedakota
Music also by @iamthedakota

Show notes
Find Lead Comet's website over at: https://leadcometdigital.com/
Follow James on LinkedIn here: https://www.linkedin.com/in/jamesleadcomet/

C2E13 - "Stacking" propositions for a multi-service firm

Fri, 09 May 2025 17:54:37 +0200

Yes, we've explained how to design a value proposition. But what if a single proposition won't cut it - because your firm is large enough to house several practices, multiple service lines, and an even greater number of services? Ash and Flo explain, but want to remind you again here: Multi-propoisition stacking is a tool to facilitate effective strategy in larger firms - it's not your excuse to stay as broad and messy as possible 😉.

Show notes

Find all "Consultancy Edge" episodes over at: https://www.thevisibleauthority.com/blog/how-to-structure-multiple-value-propositions-without-losing-your-firms-identity

C2E12 - Competing (and winning) against bigger firms

Fri, 02 May 2025 17:50:21 +0200

Oh, hey - a "prequel!" Well, of sorts, at least: In this episode, Ash and Flo explore how small and mid-sized consultancies can compete—and win—against the big guys. They share four moves to help you out-position, out-deliver, and outsmart the giants, including how to de-risk the buying journey, pick smarter battles, and show up differently. It's great input to have before refining your firm's value proposition (hence the "prequel" comment here).

Credits

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Show notes

Link to the The Visible Authority case study Flo refers to

C2E11 - Positioning, productisation and pushing boundaries with Florian Heinrichs (Consultancy Edge re-broadcast)

Fri, 11 Apr 2025 17:31:59 +0200

Surprise episode! For this one, we'll break from our pre-planned curriculum of "how-to" episodes to syndicate a conversation between Total Growth Ownership's Matt Hodkinson and Flo for Matt's "Consultancy Edge" podcast. Listen to the two of them discuss positioning, productisation and pushing boundaries in consulting!

Show notes

Find all "Consultancy Edge" episodes over at: https://podcast.totalgrowthownership.com/
Find Matt's LinkedIn at: https://www.linkedin.com/in/matthodkinson/
And do check out Matt's full YouTube channel here: https://www.youtube.com/channel/UCNyv2M0jJ-zAtGzxOgW7cpw

C2E10 - Articulating your consultancy's point of view; designing its signature method

Fri, 04 Apr 2025 21:48:30 +0200

And, here we are: This is the sixth and final episode of our "value proposition design" mini-series introducing the "Value Proposition Canvas" by TheVisibleAuthority! In this one, we'll cover why your firm needs both a point-of-view and a method of delivery, how the two are connected - and how you can go about designing yours. Enjoy!

Credits

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Show notes

No notes for this one!

C2E9 - The right way to promise consulting results (Value Proposition Design part 5)

Fri, 28 Mar 2025 23:06:45 +0100

In this episode, we tackle the next big question in value proposition design: “What can clients expect from us?” Flo breaks down how to nail your expertise, immediate impact, and business outcomes—from defining your consulting type to describing clear before-and-after states. Quick, punchy, and BD-ready. Tune in!

Credits

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Show notes

No notes for this one!

C2E8 - Describing your clients' needs, struggles, and options (Value Proposition Design, part 4)

Fri, 21 Mar 2025 19:16:54 +0100

On to the next part of our strategy/value proposition design series: Describing your ideal clients' needs and struggles - or, more specifically, jobs-to-do, hurdles to success, and options for overcoming said hurdles. Sounds complicated? Don't worry, it isn't - Ash and Flo will explain!

Credits

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Show notes

No notes for this one!

C2E7 - Who are our best clients, really? (Defining your consulting firm's ideal client profile)

Fri, 14 Mar 2025 18:51:19 +0100

In this episode, we'll dive even deeper into value proposition design ... and discuss the next critical issue: Defining your consulting firm's ideal client profile or "ICP." Flo will guide you through all key steps, from defining "ideal" to reviewing your best recent engagements, to deriving a crisp description of your ICP.

Credits

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Show notes

Link to our handy "Best Engagement Review Guide" (a Google Doc)

C2E6 - Why do clients come to us? A quick guide to defining your consulting firm's specialization

Fri, 07 Mar 2025 17:59:05 +0100

You've heard how important it is to refine your firm's value proposition - so let's get to it! In this episode, Flo will walk you through the process of filling in box nr. #1 in TheVisibleAuthority's "Value Proposition Canvas," and find a comprehensive (and compelling) answer to the question: Why do clients come to you?

Credits

Voices, production, etc. by Flo
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Show notes

No notes for this one!

C2E5 - How to refine your firm's value proposition (a crucial step towards strategy!)

Fri, 28 Feb 2025 20:52:28 +0100

We've already told you how important it is to refine your firm's value proposition before you refine its bizdev strategy. So, let's explore a framework for doing just that, shall we? Listen to Ash and Flo explaining the "five questions" you can answer to create a compelling proposition, and hear their tips for differentiating your promise to the market.

Credits

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Show notes

Link to Luk Smeyer's and Flo's piece on TheVisibleAuthority.com (it's titled "Building a Winning Consulting Value Proposition")

C2E4 - How to prepare your bizdev strategy

Fri, 21 Feb 2025 18:01:33 +0100

Ever heard the idiom "sh#t in, sh#t out?" Well, it's very much true for business development, too. Which is why, for this first episode in our mini-series about "strategy," Ash and Flo explain which inputs need to go into your bizdev strategy if you're to be successful with it.

Credits

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Show notes

No notes for this one!

Reupload C2E3 - What success looks like in bizdev systematization

Fri, 21 Feb 2025 16:33:14 +0100

Since we seem to have screwed up last week's upload ... here's the very same episode, yet again, in full length and quality. Apologies, everyone!

Ready to systematize your consulting firm's business development inititiatives? Well, let's start you off the right way then ... and discuss objectives, metrics and targets (yay!). Listen in to this "monologue" episode to hear Flo explain which benchmarks to pursue with your efforts... he'll keep it light on the math, we promise!

Credits

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Show notes

Credits

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Show notes

Link to the SPI research report Flo mentions
A news release by SPI featuring some of the market stats

C2E3 - What success looks like in bizdev systematization

Fri, 14 Feb 2025 21:58:55 +0100

Credits

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Show notes

Link to the SPI research report Flo mentions
A news release by SPI featuring some of the market stats

C2E2 - Making the case for systematized business development

Fri, 07 Feb 2025 21:20:07 +0100

Ready to change how your consultancy "does bizdev?" Great! But chances are, you'll have to convince a few other people in your firm... which is why, in this episode, Ash and Flo sketch out the case for shifting to a more strategic, more systematic way of business development. Enjoy!

Credits

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Show notes

S33E5 - A new chapter!

Fri, 31 Jan 2025 17:44:03 +0100

A new year, a new chapter for the podcast! Listen to how Ash and Flo will focus the show on "systematizing" business development from now on, and hear them explain the concept and underpinning structure so you can understand what's coming (well' be exploring systematic strategy, client journey, firm story and bizdev systems from here on in... we hope you enjoy it!).

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

S33E4 - Recapping 2024 (Partnerships edition)

Fri, 27 Dec 2024 10:54:56 +0100

In a year where many consultancies struggled, US martech boutique "Stitch" crushed it. Their secret? Intentionally designing a strategy around a single tech vendor, and then building from there. Stitch CEO Michael Burton is back to share why doubling down on a partnership like this worked, how the tech consulting landscape is shifting, and why 2025 looks even better. Listen in to learn why sometimes "putting all your eggs in one basket" might be smarter than you think.

Episode guest: Michael Burton, Founder and CEO, Stitch.

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Pls. find the shownotes for this episode at unbillable-hrs.com

S33E3 - Copying science

Fri, 29 Nov 2024 20:59:21 +0100

Most consultancies "do marketing" like they think it should be done, which is: as mere promotion. The most successful firms, however, do it differently - and follow a process which, Ash and Flo argue, is much more similar to scientific publishing... Listen in to learn how, why - and why you should consider 'copying science' in this way, too.

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

S33E2 - Regarding AI

Sun, 17 Nov 2024 15:17:51 +0100

Did "Gen AI" just create a "leopards-eat-my-face" moment in consulting? Ash and Flo aren't entirely sure yet... but they're certain the technology - with all its current issues - has started to impact the industry. Listen in on their discussion how firms and their marketers should respond:

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

S33E1 - Researching consulting

Fri, 01 Nov 2024 17:40:53 +0100

It’s that time of year when consulting firms pull out their crystal balls to forecast the future. But we’re turning the spotlight back on them. Austin McNair from Hinge gives us a sneak peek into their upcoming research on high-growth consulting firms. Curious about what makes firms thrive or want our wild predictions? Tune in and get ahead of Hinge’s newest insights.

P.S.: Please participate in their survey to indirectly tell us where we have it all wrong ;) - https://hingemarketing.com/unbillable

Episode guest: Austin McNair, marketing lead, Hinge

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Pls. find the shownotes for this episode at unbillable-hrs.com.

S32E5 - Hard parts

Fri, 18 Oct 2024 13:07:47 +0200

Ever wonder why consultancy marketing is such an uphill struggle? Well, we've identified the root causes—and in this episode, Ash and Flo will both present them to you and share tips for resolving them. Enjoy!

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

S32E4 - Acing LinkedIn-Newsletters

Fri, 27 Sep 2024 17:33:27 +0200

Ever wondered whether setting up one of those LinkedIn-Newsletters we're all constantly invited to subscribe to would be ... worth it? We always had our doubts... until we came across Westofcenter's Andy West, who, clearly, aced the LI-NL with his helpful, concise, and, above all, highly social "Agency Advisory." So... we invited him to the show, and asked him to explain ...

Episode guest: Andy West, founder, Westofcenter Consulting

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Pls. find the shownotes for this episode at unbillable-hrs.com.

S32E3 - Reducing cost

Fri, 13 Sep 2024 18:02:05 +0200

Stressed out by "new biz," RFPs, pitches and proposals? Might be your firm's vague value proposition is at fault... Listen to Ash and Flo discussing the "downstream" issues caused by too broad, too generic propositions, and how these lead to much-too-high pre-sales and bid management efforts and business development cost. Oh, and, stay tuned for their tips re. how to do better!

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

S32E2 - Promising outcomes

Fri, 06 Sep 2024 21:33:45 +0200

We constantly tell consultancy marketers to speak less about what their firms do, and more about which outcomes they can deliver. But hey, easy for us to say, right? What are you supposed to do if your firm doesn't seem to have any hard outcome data points to share? Ash and Flo explain:

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

S32E1 - Taking stands

Fri, 23 Aug 2024 18:28:49 +0200

Can you position - and then successfully grow - a firm by positioning it around a extreme, if not "radical" candor? Nikhil Suresh and his colleagues over at Hermit Tech (a "radically ethical" data consultancy) sure think so - and continue to make waves by calling out the bullshit in all things digital, data, and AI. Listen in to hear Nik speak to how it's working for them!

Episode guest: Nikhil Suresh, co-founder, Hermit Tech

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

S31E5 Replay - Service websites

Fri, 16 Aug 2024 19:30:06 +0200

Do your firm's service websites convert... or stink? Chances are, they're at least a bit smelly - simply because that's the expected state of things in this industry of ours. But don't fret... you can make them much, much more effective quickly by using the principle and structure Flo discusses in this episode.

Oh, you might want to reference this Bain website as you listen to this (it's our case example for this episode).

Voices, production, etc., by Flo only (just this time).
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

S31E4 Replay Account planning

Fri, 09 Aug 2024 21:20:03 +0200

It's a summer break replay y'all ... focused on a key, key topic:

Strategic account management - if well executed - is one of the best ways to win new work for a firm. Which is why we invited friend of the show and account strategy expert Ute Wellenberg to explain how she drives effective account planning. And, well ... Let's just say: If your job is to market a consultancy - you can't miss this episode!

Episode guest: Ute Wellenberg, friend of the show and account strategy GOAT (so to say).

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Pls. find the shownotes to this episode at unbillable-hrs.com!

S31E3 - Fixing workshops

Fri, 02 Aug 2024 16:41:08 +0200

In our experience, many consulting workshops are far less effective than they should be – and it really has to change. Which is why we invited Mesozoic’s João Landeiro, an expert in workshop design and facilitation, to hear from him how experts can turn unfocused examples of do-not-much ‘executive education’ into laser-focused productivity sessions driving real results.

Episode guest: João Landeiro, founder, Mesozoic.

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Please find the shownotes for this episode at unbillable-hrs.com

S31E2 - Increasing success (Deltek webinar replay)

Fri, 26 Jul 2024 17:48:23 +0200

Keen for some practical tips for improving your firm's business development AND delivery success? Then listen to this replay of a recent Deltek webinar, which has Flo summarize a few key pointers around value proposition refinement and "signature method" design!

Episode host: Deltek, through their "Powering consulting efficiencies" series.

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Pls. find the webinary-accompanying blogpost here.

S31E1 - Rethinking productization

Fri, 19 Jul 2024 15:05:07 +0200

Yes, we've discussed productizing before on this podcast... but we hadn't done so with Eisha Tierney Armstrong yet, who literally wrote the book about it. So, Ash and Flo invited her on - and she kindly hopped on to share what she knows about structuring, templatizing, and tech-enabling services before building entire "products." A Highly recommended listen!

Episode guest: Eisha Tierney Armstrong, co-founder, Vecteris, and author, "Productize" (among other things)

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Please find the shownotes for this episode at unbillable-hrs.com

S30E5 - Stacking propositions

Fri, 12 Jul 2024 20:21:14 +0200

Q: "Hey Ash, Flo - would love to implement some of the value proposition stuff you keep talking about. But we're a 15-practice firm! Where should I even start?" A: "You start by creating multiple propositions. Here, let me show you..." *proceeds to pull out pins, red string, and a Matryoshka doll*

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Please find the shownotes to this episode on unbillable-hrs.com.

Oh, and: Register for the Deltek webinar with Flo (July 18th, 8pm CET) using this link right here. Thanks!

S30E4 - Structuring know-how

Fri, 05 Jul 2024 17:19:03 +0200

All consultancies have know-how... but not all of them have it formalized (let alone refined to a point where it might become some form or IP). If your firm is in the latter group - which steps could you take towards a more refined, compelling form of "know-how-packaging"? We asked Curley Thirty Three's Liam Curley for tips:

Episode guest: Liam Curley, Founder, Curley Thirty Three.

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Please find the shownotes to this episode on unbillable-hrs.com.

S30E3 - Tweaking messaging

Fri, 14 Jun 2024 20:36:34 +0200

Ash and Flo discuss a recent think piece from Source Global Research, pointing to interesting changes in professional services buyers' spending patterns and service buying preferences. Is it time to tweak your firm's messaging?

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Please find the shownotes to this eposide at unbillable-hrs.com.

S30E2 - Formalizing methods

Sat, 01 Jun 2024 14:03:24 +0200

Sure, your firm has frameworks - but does it have a "signature methodology," i.e., a proprietary process designed to help educate prospects and structure engagements? If not, you should design one ASAP - and listen to this to learn how you might do it:

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

S30E1 - Leveraging feedback

Fri, 24 May 2024 18:17:00 +0200

Have your value prop, signature method, and offerings defined (as per our earlier episodes)? Great, congrats! Then you're ready to keep improving everything by using client feedback in some of the ways Ash and Flo describe here.

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

S29E5 - Shaping PoVs

Fri, 17 May 2024 21:06:20 +0200

Does your consultancy have a point of view on its clients' industry, business, and challenges yet? No? Well, then, this is the episode for you because in it, Ash and Flo share their framework for distilling one (or several, should you need them).

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Please find the shownotes to this episode on unbillable-hrs.com.

S29E4 BONUS - Behind the scenes

Wed, 15 May 2024 09:44:16 +0200

Ever wonder how we're producing this humble podcast? Well, Flo spilled the beans when speaking to John Tyreman over at "Podcasting in Professional Services," and John was kind enough to permit us to re-release the episode here, in this feed, so here you go!

Episode guest: Flo Heinrichs, founder, client friendly.

Voices, production, etc. by John Tyreman and crew at Red Cedar Marketing.

Check out John's podcast over at https://www.redcedarmarketing.com/podcasting-in-professional-services (or wherever you get your podcasts)

S29E3 - Segmenting properly

Fri, 10 May 2024 17:47:21 +0200

"Market segmentation" remains the most under-utilized source of differentiation in all of consulting... So how can you segment properly, and create an edge for your firm? Ash and Flo discuss:

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

S29E2 - Going offline

Fri, 26 Apr 2024 17:44:24 +0200

Is digital marketing really the end-all, be-all of consultancy business development? Our guest for this episode, Interview Valet's Tom Schwab, disagrees (and so do Ash and Flo) - and explains why, right now, the greater opportunity might be exploring everything besides digital ads, SEO, and social selling:

Episode guest: Tom Schwab, Chief Evangelist Officer & Founder, Interview Valet.

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Pls. find the shownotes for this episode at unbillable-hrs.com.

S29E1 - Getting creative

Fri, 19 Apr 2024 17:37:23 +0200

Ah, yes... creativity! It is so important in marketing, yet so rare in most marketing materials consulting firms tend to put out (not yours, of course, you're good!). Why is that? Why does it matter? And - how could firm marketers ramp up the creativity of their messaging, collateral, and ads? Ash and Flo discuss:

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

S28E5 - Effectuating (!) programs

Fri, 12 Apr 2024 19:30:25 +0200

Ever heard of "effectuation?" No? Well, it's one of these management frameworks or something. And it contains a bunch of principles you might find helpful when preparing your marketing programs for execution. Here goes:

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Pls. find the shownotes for this episode at unbillable-hrs.com.

S28E4 - Categorizing services

Fri, 05 Apr 2024 15:14:34 +0200

Are you thinking about your services in the same ways your clients do? And do you use the same words they use to describe them? Well, chances are, you're not—or not anymore. Prospects' categories for thinking about and searching for consultancy services are ever-changing, and Source Global Research's CEO Fiona Czerniawska explained in some detail why it pays to pay attention.

Episode guest: Fiona Czerniawska, CEO, Source Global Research.

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Pls. find shownotes to this episode at unbillable-hrs.com.

S28E3 Replay - Driving change

Fri, 08 Mar 2024 17:30:49 +0100

How can consultancy marketers make firm-wide change? We asked someone who should know because “making change” is part of their marketing executive day job: Marc Appel, head of content and editorial strategy at Accenture.

Episode guest: Marc Appel, head of content and editorial strategy, Accenture.

Voices, production, etc., by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Pls. find the shownotes to this episode at unbillable-hrs.com.

S28E2 - Professionalizing bizdev (even further)

Fri, 01 Mar 2024 18:43:00 +0100

Seems like a lot of you liked our "Professionalizing Bizdev" episode - and some of you even sent us some questions. So... we double down on the theme, and explore how firms can push beyond "unfocused" business development and into a much more focused way of pursuing clients and new business:

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

S28E1 - Buying ads

Fri, 23 Feb 2024 14:21:03 +0100

Ever considered LinkedIn ads for your firm or service? We certainly have... and we've learned enough about them to understand we'd need to have an expert explain them to us ... which is why we invited Hannibal, who was kind enough to share his insights. So, here you go: A full episode on "buying ads"!

Episode guest: Hannibal Herforth, consultant, Kvadrant Consulting.

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Pls. find shownotes to this episode at unbillable-hrs.com

S27E5 Replay - Rethinking content

Fri, 16 Feb 2024 19:13:41 +0100

Flo recently hopped onto Alastair McDermott's "Recognized Authority" podcast to discuss some fresh ideas for consultancy content creation - here's the replay for you:

Check out the Recognized Authority Podcast here!

Voices, production, etc., by Alastair McDermott
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Pls. find the shownotes to this episode at unbillable-hrs.com

S27E4 - Professionalizing bizdev

Sun, 04 Feb 2024 08:46:15 +0100

Improving, i.e., focusing, strategizing, and scaling a firm's business development efforts, can be a somewhat lengthy journey. Soo... how could you fast-track it?
Listen to Ash and Flo discuss the journey, its usual stages, and what to do during which to get to where you'd like to be much quicker.

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

S8E2 - Bizdev magic

Mon, 29 Jan 2024 15:33:51 +0100

A lot gets said about "BizDev," but much of it comes in the form of tactical tips. Surely, there must be a comprehensive strategy and method for it, too? We asked Costas Papaikonomou, who recently wrote a book about both. His central hypothesis: Talk to lots of people over decaf, and often!

Episode guest: Costas Papaikonomou, co-founder, Happen, and author of - among other things - "The Magic Ingredient: Business Development for Creative Professionals."

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Pls. find the shownotes to this episode at unbillable-hrs.com!

S27E2 - Increasing engagement

Fri, 26 Jan 2024 20:26:24 +0100

Unhappy with the business results you got from your firm's content marketing efforts in 2023? Well, then, this is the episode for you! Listen in to hear Ash and Flo discuss where firms tend to go wrong with their content and what they could do to fix it. Includes examples!

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

S27E1 - Dressing windows

Fri, 19 Jan 2024 21:17:02 +0100

Does your firm market all its greatest thinking? Or does it keep some stuff not just in the back of the shop? If it's the latter - consider bringing some of it not just into the store but right up in front and into the "shopping window," i.e., your marketing, where everybody can see it right away... Uh, we'll explain:

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

S26E5 - Reviewing ’23

Fri, 29 Dec 2023 22:11:37 +0100

Let's close the books for '23, shall we? (Ash and Flo discuss the year and share some podcast metrics to prove how kind y'all have been to us. Thanks for listening!).

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Pls. get the shownotes for this episode at unbillable-hrs.com

S26E4 - Multiplying BizDev

Fri, 22 Dec 2023 16:19:26 +0100

Here you go, friends: A Christmas Episode (so to speak)! Well, ok - we're not talking about Santa, but about Marketing as a "BizDev multiplier"... and explain why the discipline works in this way. But hey - maybe you can listen to it in a festive spirit? While saving the last PowerPoint decks before signing off?

We sure hope you get to sign off... eventually. Happy Holidays, and thanks for sticking with us for another year. You're great!

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

S26E3 - Growing further

Fri, 15 Dec 2023 16:45:47 +0100

Consultancies grow through "stages," just like every other business. But which stages exactly - and how should firm marketers behave during each? Ash and Flo discuss with Joe O'Mahoney, Prof. of consulting at Cardiff Business School, author, and consultant to boutique firms.

Episode guest: Prof. Joe O'Mahoney, joeomahoney.com

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Pls. find the shownotes to this episode at unbillable-hrs.com.

S26E2 - Getting listed

Fri, 08 Dec 2023 16:58:40 +0100

"Why don't professional services firms win work?" Turns out this question - which is (almost) the title of a recent thinkpiece by research firm Source Global - has a lot to do with "marketing"... and Ash and Flo discuss why in this episode.

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Please find the shownotes to this episode at unbillable-hrs.com.

S26E1 - Becoming partner-able

Fri, 01 Dec 2023 15:45:21 +0100

Whether your firm is considering partnering with another vendor or it's pushing to "rise through the tiers" of an existing partnership: You'll likely get asked a few questions about how marketing might help to make the consultancy a more valuable partner. Well... we've got you covered (of course)! Because Ash and Flo spoke to Leahanne Hobson, channel partnership expert, who shared many a great insight about becoming partner-able as a firm:

Episode guest: Leahanne Hobson, founder and CEO, Alinea Partners.

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Please find the shownotes to this episode at unbillable-hrs.com.

S25E4 - Auditing comms

Fri, 10 Nov 2023 21:19:45 +0100

As we inch closer to the end of the year... how about you review ALL your firm's comms to clients? Like... all of it. No, really - it's a great idea. Let us explain!

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Please find the shownotes to this episode at unbillable-hrs.com.

S25E3 - Offering sets

Fri, 27 Oct 2023 16:50:38 +0200

We've discussed "offering development" before, but, since it's so important and all that, we'll discuss it again - and share a dedicated framework for developing entire sets of offerings which, it just so happens, is super-conducive to marketing effectiveness. Enjoy!

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

S25E2 - Leveraging AI

Sat, 14 Oct 2023 13:40:55 +0200

Allright, so you've played around with ChatGPT, and even installed Discord to get to test Midjourney - but you're still unclear how, exactly, AI might help you with consultancy marketing in serious ways? Then listen to Alastair McDermott tips for practical, no-nonsense ways of leveraging the tech.
Episode guest: Alastair McDermott, founder, The Recognized Authority

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Pls. find the shownotes for this episode at unbillable-hrs.com

S25E1 - Building trust (with strangers)

Fri, 06 Oct 2023 19:47:12 +0200

We’ve previously referred to consultancy marketing’s key objective as “building trust with strangers,” but, uh, didn’t really answer the question how, exactly, you’d go about doing it… which is a miss this episode will fix: Ash and Flo speak to “The B2B Marketer” and consultancy marketing expert Martin Williams, who has the very framework you’ll need for getting the job done: the “Pyramid of Trust:”

Episode guest: Martin J. Williams, founder, theb2bmarketer.com

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Please find the shownotes for this episode at unbillable-hrs.com.

S24E5 - Productizing services

Fri, 29 Sep 2023 18:16:29 +0200

Has your firm "productized" its services yet? If not, then this episode will hopefully change that - because our guest, Luk Smeyers, explains not only why you should do it and to which ends - but also shares tips for getting started:

Episode guest: Luk Smeyers, founder, The Visible Authority.

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Pls. find the shownotes for this episode at unbillable-hrs.com

S24E4 - Communicating value

Fri, 22 Sep 2023 15:41:55 +0200

It's funny, isn't it? Consulting, as an industry, is all about "creating value" - and yet, so many firms struggle with communicating what, exactly, they mean by it. Let's try and fix this with a single episode of this very podcast, shall we?

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Pls. find the shownotes for this episode at unbillable-hrs.com

S24E3 Minisode - Planning properly

Fri, 15 Sep 2023 16:46:25 +0200

We're sorry... did someone just say their firm's marketing planning "s#cks?" No biggie, friend - we've got you ... with this minisode and the planning framework within:

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

S24E2 - Creating PoVs

Fri, 08 Sep 2023 16:45:51 +0200

Does your firm have a "Point-of-View?" No? Or: not sure? Well, then it's high time we change all of that - starting with this very episode: Listen to Ash and Flo explain what a "PoV" is, why you need one, and how to create yours:

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Pls. find the shownotes for this episode at unbillable-hrs.com.

S24E1 - Measuring TL success

Fri, 01 Sep 2023 15:52:05 +0200

You've spent all this effort on your firm's thought leadership efforts... so what did you get in return? Here's how you might get to an answer:

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Pls. find the shownotes to this episode at unbillable-hrs.com

S23E5 - SLA’ing marketing (or not?)

Fri, 25 Aug 2023 16:00:00 +0200

Whenever there are alignment issues between marketing and "the business" in a consultancy, marketing should work to fix them. But how? Ash and Flo discuss their views (and potential solutions) in this "workshopping" episode:

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Pls. find the shownotes for this episode at unbillable-hrs.com.

S23E4 - Visible experts

Fri, 18 Aug 2023 17:12:38 +0200

Imagine all your firm’s subject matter experts were, like, really visible and influential online. What would that do for your clients and your firm? Oh, and, more importantly: How could you make this vision a reality? Flo asks Liz Harr from Hinge, who just co-published a book about these very questions.

Episode guest: Elizabeth Harr, partner, Hinge.

Voices, production, etc. by Flo (Ash wasn’t in for this one)
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Pls. find the shownotes for this episode at unbillable-hrs.com.

S23E3 - Finding flaws

Fri, 11 Aug 2023 16:23:39 +0200

Still not happy with your consultancy's marketing performance? Then follow Ash and Flo along the causal chain of issues causing your pain - in this full-fledged "causal chain analysis" where, when, and how professional services marketing breaks down.

Voices, production, etc., by Ash and Flo
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Pls. find the shownotes to this episode at unbillable-hrs.com

S23E2 - Predicting outcomes

Fri, 04 Aug 2023 20:54:23 +0200

We're revisiting all things KPI, targets, and measurement in this one... and Flo and Ash share their method and model for building a dashboard that will enable you to predict and report on business outcomes.

Oh, and a note: DO make sure to grab the shownotes on unbillable-hrs.com ... they come with a fully editable PowerPoint including the model Ash and Flo discuss here, plus a collection of Benchmark conversion rates for your own funnel!

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Pls. find the shownotes for this episode at unbillable-hrs.com.

S23E1 - Rethinking content

Mon, 31 Jul 2023 12:50:09 +0200

Flo recently hopped onto Alastair McDermott's "Recognized Authority" podcast to discuss some fresh ideas for consultancy content creation - here's the replay for you:

Check out the Recognized Authority Podcast here!

Voices, production, etc., by Alastair McDermott
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Pls. find the shownotes to this episode at unbillable-hrs.com

S22E5 - Wasting (saving) money

Fri, 21 Jul 2023 16:06:55 +0200

As we're entering planning season, a lot of us are under pressure to "do more with less" next fiscal... so how do we do it? (HOW?!?). Ash and Flo share some insights around where you might, in fact, find some budget you could save in your current budgets ... without hurting your results, of course. Plus, they share a framework for how to find specific darlings to kill... ("imagine a spreadsheet," really?).

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Pls. find the shownotes for this episode at unbillable-hrs.com.

S22E4 - Acing events

Fri, 14 Jul 2023 16:42:04 +0200

You'll be planning events for your consultancy, no? Then you might as well go ahead and listen to this episode, where Ash and Flo get some tips for how to run them well in '23 by consultancy event expert Lynda Field (she's awesome!).

Episode guest: Lynda Field, founder, Lynda Field Productions.

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Pls. find the shownotes to this episode at unbillable-hrs.com.

S22E3 - Observing ’23

Mon, 10 Jul 2023 20:53:16 +0200

Ding-ding-ding... it's that time of the year! We've officially left Q2 behind and, with it, the first half of 2023. And... uh... where are we now? And where are things headed? Ash and Flo discuss 7 observations they've made in the first half of this year in a run down of the - now official - ubhrs "state of consultancy marketing, year '23 edition." There are even a few tips re. how to cope in here!

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Pls. find the shownotes for this episode at unbillable-hrs.com.

S22E2 Minisode - Getting specific

Thu, 06 Jul 2023 10:11:21 +0200

"Specificity" is crucial in all things consultancy marketing: Ideal client profiles, firm positioning, service design, messaging ... etc. So, how can marketers get as specific as they should be? Ash and Flo discuss a framework they've found in the wild and which you might find helpful:

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Pls. find the shownotes for this episode at unbillable-hrs.com.

S22E1 - Account-based marketing

Fri, 30 Jun 2023 16:00:00 +0200

If you haven't been living under a rock (or stuck at your desk for this one big proposal), you have heard about "ABM." But what, exactly, is it - and how could you make it work for your consultancy? We asked someone who knows: Fullfunnel.io's Stapho Thienpont.

Episode guest: Stapho Thienpont, Fullfunel.io.

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Pls. find the shownotes for this episode at unbillable-hrs.com.

S21E5 -Excelling operationally

Fri, 23 Jun 2023 16:00:00 +0200

We sure do talk a lot about "systems" and "processes" on this podcast. But today, we'll kick it up to the next level - and discuss "operational excellence" in marketing with expert guest Joseph Paris. Listen to his tips for how to leverage OpEx principles and practices in your day-to-day!

Episode guest: Joseph Paris, author, consultant, and chairman, Xonitek group.

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Pls. find the shownotes for this episode at unbillable-hrs.com.

S21E4 - Making change

Fri, 16 Jun 2023 19:58:10 +0200

Episode guest: Marc Appel, head of content and editorial strategy, Accenture.

Voices, production, etc., by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Pls. find the shownotes to this episode at unbillable-hrs.com.

S21E3 Minisode - Quizzing prospects

Wed, 14 Jun 2023 10:54:08 +0200

Ever heard of a "diagnostic funnel?" It's like one of the old buzzfeed.com quizzes, but better - and for consultancy marketing. Ash and Flo explain how you might use these, and give examples (pls. see our shownotes for links!).

Voices, production, etc. by Ash and Flo
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Pls. find the shownotes for this episode at unbillable-hrs.com.

S21E2 - Remodeling marketing

Fri, 09 Jun 2023 16:36:53 +0200

And here it is (finally, sigh!): In this episode, Ash and Flo present their model for what, exactly, "strategic" consultancy marketing is and how it works within a firm. It's a bit of a tying together of lots of loose ends from previous episode into something coherent - and we sure hope it'll be helpful to you and your work.

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Pls. find the shownotes for this episode at unbillable-hrs.com.

S21E1 Minisode - Planning reactions

Tue, 06 Jun 2023 19:19:48 +0200

"Ok, what are we doing for Father's Day tomorrow," asks the managing partner for the first time ever as he steps into the marketing office... the evening before. Ever had something like that happen to you? Then listen to our tips for preventing it from happening ever again here:

Voices, production, etc. by Ash and Flo
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Pls. find the shownotes for this episode at unbillable-hrs.com.

S20E5 - Training folks

Fri, 02 Jun 2023 18:54:50 +0200

Is your marketing function providing in-house trainings to consulting colleagues? If not... you might want to consider changing that. Listen to Ash's and Flo's reasons for why marketers should train consultants and their tips for how and in what. They even share some tips for how to get your "training service" started!

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Pls. find the shownotes for this episode at unbillable-hrs.com.

S20E4 Minisode - Segmenting markets

Tue, 30 May 2023 21:17:01 +0200

It's still an under-utilized source of differentiation, marketing success, and firm growth: Proper market segmentation. We mean the kind where you DON'T just go after entire industries but create much more helpful sub-segments to increase your marketing's effectiveness. And in this minisode, we explain how you can get to them by viewing your market through four simple "lenses."

Voices, production, etc. by Ash and Flo
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Pls. find the shownotes for this episode at unbillable-hrs.com.

S20E3 - Engaging comms

Fri, 26 May 2023 21:13:17 +0200

We speak about "stakeholder engagement" a lot on this podcast. And in this episode, Ash and Flo bring it home - to "corporate comms." Listen to hear their views and tips around working with the function to improve your marketing results!

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Pls. find the shownotes for this episode at unbillable-hrs.com.

S20E2 Minisode - Mapping content

Tue, 09 May 2023 17:17:26 +0200

Next up: How to map your consultancy's content to the service buying journey of your ideal clients, and improve the effectiveness of your inbound efforts (like, literally, that's what's in this week's minisode: We discuss the why, how, and what to watch out for when mapping your content to your clients' service buying journey... let's go!):

Voices, production, etc. by Ash and Flo
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Pls. find the shownotes for this episode at unbillable-hrs.com.

S20E1 Minisode - Posting effectively

Sat, 06 May 2023 08:50:32 +0200

In this episode, Ash and Flo chat about the difficulties of getting your organic social media posts to work these days... and then share a framework that helps you write effective posts. Plus, we also talk about how AI-generated content can help optimize your posts...

Voices, production, etc. by Ash and Flo
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

S19E5 - Repurposing assets

Fri, 28 Apr 2023 20:32:53 +0200

Need new insights, content ideas - or even content pieces? Don't go off and reinvent the wheel... use the assets your firm already has instead! In this "solo episode", a lone Flo shares our seven tips for "where to find" ideas, expertise, and collateral you can repurpose while Ash is out "doing Ash stuff" somewhere in Europe. Enjoy!

Voices, production, etc. by Flo (Ash is out today!)
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Pls. find the shownotes for this episode at unbillable-hrs.com.

S19E4 - Marketing misconceptions

Fri, 21 Apr 2023 20:57:56 +0200

We're not saying this is always the case... BUT: Sometimes, when consultancy marketing efforts seem to "not do much," it's not marketing's (or: marketers') fault - but the consequence of misconceptions. Here's more:

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

S19E3 - Justifying investment

Fri, 14 Apr 2023 17:02:23 +0200

"How can I convince a consultancy exec who 'doesn't believe in marketing' to invest in marketing?" is a question both Ash and Flo are hearing more often these days - and so we decided to answer it, comprehensively, in a single episode. Enjoy!

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Pls. find the shownotes to this episode at unbillable-hrs.com.

S19E2 - ChatGPT etc.

Fri, 07 Apr 2023 16:24:00 +0200

So, how will generative AI change professional services marketing? We’ve promised to revisit this very question for a while now – and, in this episode, do it with the help of Hinge Marketing’s Karl Feldman and Austin McNair, who have a strong point of view on the matter.

Episode guests: Karl Feldman, senior partner, and Austin McNair, senior marketing manager, Hinge Marketing.

Voices, production, etc., by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Pls. find the show notes for this episode at https://unbillable-hrs.com.

S19E1 - Replay 10 capabilities

Fri, 10 Mar 2023 21:18:50 +0100

Since we, uh... lost our original episode for today (which was all about "misconceptions"), Flo had to go back into the dusty archives and uncover this classic, which is about the capabilities and mechanisms your firm should have within its marketing function. Enjoy!

Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota

Pls. find the shownotes to this episode at unbillable-hrs.com.

unbillable hours - a podcast about better professional services marketing

C2E26 - AI in consulting - exploring best practice (feat. Michael Boham)

C2E25 - From service to program - how to package consulting capabilities for greater impact

C2E23 - When and how to introduce your firm's services (without losing the plot)

C2E23 - Consulting's 2025 - a year in review with Jeff McKay

C2E22 - Consultancy positioning in the AI era

C2E21 - Your consulting proposition's second job: Building client self-confidence

C2E20 - Frameworks That Work: Designing Your Consulting IP with Charlotte Crowther

C2E19 *Replay* Making rain (differently)

C2E18 - From proposition to thought leadership: How to plan consultancy content

C2E17 - Everyone Sells: How to build your firm's holistic sales capability

C2E16 - Why "cold outbound sales" don't work in consulting (and what to reach out instead)

C2E15 - AI and advisory - some notes

C2E14 - Acing case study creation

C2E13 - "Stacking" propositions for a multi-service firm

C2E12 - Competing (and winning) against bigger firms

C2E11 - Positioning, productisation and pushing boundaries with Florian Heinrichs (Consultancy Edge re-broadcast)

C2E10 - Articulating your consultancy's point of view; designing its signature method

C2E9 - The right way to promise consulting results (Value Proposition Design part 5)

C2E8 - Describing your clients' needs, struggles, and options (Value Proposition Design, part 4)

C2E7 - Who are our best clients, really? (Defining your consulting firm's ideal client profile)

C2E6 - Why do clients come to us? A quick guide to defining your consulting firm's specialization

C2E5 - How to refine your firm's value proposition (a crucial step towards strategy!)

C2E4 - How to prepare your bizdev strategy

*Reupload* C2E3 - What success looks like in bizdev systematization

C2E3 - What success looks like in bizdev systematization

C2E2 - Making the case for systematized business development

S33E5 - A new chapter!

S33E4 - Recapping 2024 (Partnerships edition)

S33E3 - Copying science

S33E2 - Regarding AI

S33E1 - Researching consulting

S32E5 - Hard parts

S32E4 - Acing LinkedIn-Newsletters

S32E3 - Reducing cost

S32E2 - Promising outcomes

S32E1 - Taking stands

S31E5 *Replay* - Service websites

S31E4 *Replay* Account planning

S31E3 - Fixing workshops

S31E2 - Increasing success (Deltek webinar replay)

S31E1 - Rethinking productization

S30E5 - Stacking propositions

S30E4 - Structuring know-how

S30E3 - Tweaking messaging

S30E2 - Formalizing methods

S30E1 - Leveraging feedback

S29E5 - Shaping PoVs

S29E4 *BONUS* - Behind the scenes

S29E3 - Segmenting properly

S29E2 - Going offline

S29E1 - Getting creative

S28E5 - Effectuating (!) programs

S28E4 - Categorizing services

S28E3 *Replay* - Driving change

S28E2 - Professionalizing bizdev (even further)

S28E1 - Buying ads

S27E5 *Replay* - Rethinking content

S27E4 - Professionalizing bizdev

S8E2 - Bizdev magic

S27E2 - Increasing engagement

S27E1 - Dressing windows

S26E5 - Reviewing ’23

S26E4 - Multiplying BizDev

S26E3 - Growing further

S26E2 - Getting listed

S26E1 - Becoming partner-able

S25E4 - Auditing comms

S25E3 - Offering sets

S25E2 - Leveraging AI

S25E1 - Building trust (with strangers)

S24E5 - Productizing services

S24E4 - Communicating value

S24E3 *Minisode* - Planning properly

S24E2 - Creating PoVs

S24E1 - Measuring TL success

S23E5 - SLA’ing marketing (or not?)

S23E4 - Visible experts

S23E3 - Finding flaws

S23E2 - Predicting outcomes

C2E19 Replay Making rain (differently)

Reupload C2E3 - What success looks like in bizdev systematization

S31E5 Replay - Service websites

S31E4 Replay Account planning

S29E4 BONUS - Behind the scenes

S28E3 Replay - Driving change

S27E5 Replay - Rethinking content

S24E3 Minisode - Planning properly

S22E2 Minisode - Getting specific

S21E3 Minisode - Quizzing prospects

S21E1 Minisode - Planning reactions

S20E4 Minisode - Segmenting markets

S20E2 Minisode - Mapping content

S20E1 Minisode - Posting effectively

S19E1 - Replay 10 capabilities