unbillable hours - a podcast about better professional services marketing

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!). Epis...

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...

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....

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, Pruden...

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. Cre...

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, pro...

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...

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 thi...

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,...

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...

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...

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" t...

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 g...

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 s...

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 val...

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! Credits Voices, production, etc. by Matt Hodkinson and the "Consultancy Edge"...

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 de...

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 @cal...

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 voi...

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 adv...

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....

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...

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...

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 benchmark...

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 desi...