Podcast

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Episode 217: Should consultants sign up as a prospective expert with expert networks?

In Episode 213, Will Bachman discussed how to source experts for interviews – either using an expert network or by doing the work yourself. Listener Gary C. asked if consultants should sign up with expert networks as the one to be interviewed.

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Episode 216: David Minifie explains the role of the chief experience officer

In this episode, David Minifie the Chief Experience Officer and Executive Vice President of Corporate Strategy at Centene Corporation, explains to me the role and responsibilities of a Chief Experience Officer.

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Episode 215: What have you already heard about this effort?

What should you say when you are meeting for the first time with an individual at a client you are already serving?

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Episode 214: When do you call a plumber?

I was chatting with an independent consultant at an event last night, and he told me, “I’m having a hard time finding project opportunities, and I don’t know what I’m doing wrong. I’ve got three decades of experience, so usually if I sit down with someone and talk to them about their business, I’m able

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Episode 213: How to source experts for interviews

In this episode, Will Bachman explains how to source experts to interview for a consulting project.

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Episode 212: Ushma Pandya helps clients get to zero waste

Umbrex member Ushma Pandya is the Co-Founder and Partner at Think Zero Inc, an environmental consulting firm supporting businesses’ waste reduction and diversion goals.

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Episode 211: LinkedIn Best Practices for Independent Consultants

In this episode Will Bachman cover which type of LinkedIn Premium subscription should you get, tips on posting LinkedIn articles and posts, and recommendations on each element of your LinkedIn profile.

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Episode 210: Raghav Nandagopal on conducting acquisitions at scale

McKinsey alum Raghav Nandagopal is the Executive Vice President of Corporate Development and Mergers and Acquisitions at Ascensus Incorporated.

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Episode 209: Tom Schwab on using podcast guest appearances to raise your visibility

Tom Schwab runs Interview Valet, a firm that helps its clients get booked on targeted podcasts where they can speak directly to their ideal customers.

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Episode 208: Jake Jorgovan turns consultants into thought leaders

Jake Jorgovan turns consultants into thought leaders through content marketing. Jake’s firm, Content Allies, works with consultants who have deep industry or functional knowledge, but who simply don’t have the time to sit down and get that knowledge onto paper.

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Episode 207: Tanya Kleindienst explains what a Head of Corporate Culture does

Our guest today is Tanya Kleindienst, a culture and leadership coach based in Cincinnati, Ohio.

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Episode 206: Michael Fertman explains the fundamentals of Search Engine Optimization

Our guest today is Michael Fertman, a marketing consultant who runs The B2B Marketing Group based in New York City.

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Episode 205: Annie Scranton explains how public relations works

Our guest today is Annie Scranton, the Founder of Pace Public Relations,a full-service media relations and communications agency based in New York City.

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Episode 204: Clark Beecher: How consultants can make successful career transitions

Our guest today is Clark Beecher, the Co-Founder and Managing Partner of Beecher Reagan, the largest U.S. executive search firm that exclusively focuses on current and former consulting talent.

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Episode 203: The power of sending recap emails

A five-minute investment in sending a recap email can significantly improve the effectiveness of meetings and the overall outcomes on a project. In this episode, we discuss two flavors: #1: The post-meeting recap email #2: The weekly recap email

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Episode 202: Avish Bhama on Sonia, an artificial intelligence tool that makes meetings more productive

Our guest today is Avish Bhama, the CEO of Sonia, where the mission is to build Artificial Intelligence that interprets human intent, and use it to democratize access to information-flow at work.

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Episode 201: Why custom made shirts and suits for men are a better value than off-the-rack

Custom-made shirts and suits for men may cost a bit more than clothes off the rack, but are a much better value. Technical fashion designer Kazuki Kozuru-Salifoska explained the economics to me. For the last six years, I’ve bought all my shirts and suits from Latesh Kewalramani, who goes by Harry. He is making his annual swing through

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Episode 200: Nir Eyal on how to become Indistractable

Our guest today Nir Eyal, author of Hooked: How to Build Habit-Forming Products, which has been a huge bestseller and is considered a must-read book in Silicon Valley.

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Episode 199: Forty-eight tips on how to thrive for recent graduates

The New York Phi Beta Kappa Association asked me to share some tips with recent graduates in the New York City metro area as a panelist at an event this evening. I came up with a list of 48 tips and figured I’d share them here first. Some tips are probably obvious; some non-obvious tips

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Episode 198: Rima Nair on how the world of customer insights is evolving

Our guest today is Rima Nair, a McKinsey alum who is a Principal at IRI, a leading provider of big data, predictive analytics and forward-looking insights that help CPG, retail and media grow.

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Episode 197: Josh Spodek on cultivating initiative

Our guest today is Josh Spodek, who discusses his new book, Initiative: A Proven Method to Bring Your Passions to Life (and Work).

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Episode 196: Ilana Grossman on the role of the Chief Marketing Officer

Umbrex member and BCG alum Ilana Grossman, a marketing consultant based in New York City. Her firm is called B2Both, since she works with both B2B and B2C clients.

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Episode 195: Ray Carbonell on who really writes LinkedIn posts for busy executives

Our guest today is Ray Carbonell, the CEO at Qnary, a company that builds out and grows the reputation and thought leadership of professionals.

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Episode 194: Spish Rurak on how to successfully transition out of a top-tier consulting firm

Our guest today is Zbigniew “Spish” Rurak, who has served as a career transition coach to several thousand management consultants as they left top-tier global firms. In this episode, Spish shares observations on how to best prepare to transition out of a big firm and how to manage a successful job search.

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Episode 193: Lee Frederiksen on how professional services firms can reach their target market

Our guest today is Lee Frederiksen, Managing Partner at Hinge,  a branding and marketing firm specializing in professional services.

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Episode 192: Adam Braff on capturing value from data and analytics

Our guest today is Adam Braff, a former McKinsey Partner who has held senior executive roles responsible for data and analytics, and is today an independent advisor to private equity firms, corporate senior leaders, and boards in multiple industries on how to extract more business value from their investments in data and analytics.

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Episode 191: Jason Bay on using customized video messages for business development

Our guest today is Jason Bay, the founder of Blissful Prospecting, a firm that helps B2B sales reps, SMBs, and nonprofits create sustainable revenue growth.

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Episode 190: David Fields on what makes for a successful consulting partnership

Our guest today is David A. Fields, Umbrex member and the author of The Irresistible Consultant’s Guide to Winning Clients: 6 Steps to Unlimited Clients & Financial Freedom. David advises many boutique consulting firms, and over the years he has seen partnerships thrive and partnerships fall apart. On today’s episode, David shares some observations on how to make a partnership successful.

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Episode 189: Antonio Nieto-Rodriguez, a thought leader in project management

Antonio Nieto-Rodriguez is a thought leader in the area of project management and the author of two books.

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Episode 188: Christina Ungaro on the commercial real estate services industry

Our guest today is Christina Ungaro, the Executive Vice President of Corporate Development at JLL. In case you aren’t in the real estate world: JLL is the second-largest commercial real estate services firm in the world, ranked 189th on the Fortune 500, with revenue of $16 billion in 2018.

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Episode 187: Josh Miramant on applying machine learning

Our guest today is Josh Miramant, the Founder of CEO of Blue Orange Digital, a full-stack data science agency using machine learning to simplify business decisions.

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Episode 186: Stephen Redwood on org design and triathlons

Our guest today is Stephen Redwood, who has been a Partner in the Organization practices at PricewaterhouseCoopers, McKinsey & Co., Oliver Wyman, and Deloitte.

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Episode 185: Seiya Vogt, VP of Growth at Boxed, on the latest marketing techniques

Our guest today is Seiya Vogt, the VP of Growth at Boxed – where he is responsible for Marketing and B2B Sales. Boxed calls itself “the easiest way to stock up and save for your household essentials.” In today’s discussion, Seiya provides a behind the scenes view of the tools available to the modern marketer,

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Episode 184: Tim Hughes: Social selling is not about selling

Our guest today is Tim Hughes, who has written the book on social selling; he is the author of Social Selling: Techniques to influence buyers and customers, as well as Smarketing: How to achieve competitive advantage through blended sales and marketing.

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Episode 183: Brian Hecht on joining an Internet startup in 1994

Our guest today is Brian Hecht, who freaked out his family in 1994, just two years after graduating from Harvard College, by leaving a perfectly fine job to join an Internet company – before that was a thing. Brian went on to have a successful career as an Internet entrepreneur, and today he is a

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Episode 182: David A Fields invites you to his Solo Practice Accelerator

Our guest today is David A. Fields who is leading an upcoming professional development program for independent consultants that I thought could be valuable for many of the listeners of this show.

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Episode 181: Hi Leva shares a sales leader’s perspective

Our guest today is Hi Leva, the SVP of Sales at Oasis Financial.

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Episode 180: Scott Friesen explains data analytics in the trucking industry

Our guest today is Scott Friesen, the SVP of Strategic Analytics at Echo Global Logistics, a company which serves as a broker that connects companies who want to ship something by truck to the trucking company that will give the best rate.

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Episode 179: Liston Witherill is a sales coach to consultants

Our guest today is Liston Witherill, a sales coach and trainer who helps non-sales people sell more client services by staying curious and providing more help to their clients.

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Episode 178: Logan Sachon on how to buy life insurance

Our guest today is Logan Sachon, an insurance expert at Policygenius who focuses on life insurance.

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Episode 177: Mark Metry on being human

Our guest today is Mark Metry, who started a YouTube channel when he was 13 that gained 35,000 subscribers, and who started a company when he was 15 that generated six figures of income and became the #1 Minecraft server in the world.

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Episode 176: Book recommendation – The Art of Noticing by Rob Walker

Today’s episode is a new feature here on Unleashed – a book recommendation.

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Episode 175: Reposting newsletter content on LinkedIn as a post or article

Should I publish on LinkedIn as articles or posts?

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Episode 174: How to set consulting fees

A listener asked for advice on how to set fees, and here are my thoughts.

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Episode 173: Steve Woodruff, the King of Clarify

Our guest today is Steve Woodruff, also known as the King of Clarity, author of Clarity Wins.

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Episode 172: David Fields on how to set up a CRM system

Our guest today is David A. Fields, Umbrex member and the author of The Irresistible Consultant’s Guide to Winning Clients: 6 Steps to Unlimited Clients & Financial Freedom. In today’s episode, we discuss how to set up a CRM system for an individual consultant or boutique firm.

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Episode 171: Becca Braun on ghostwriting business memoirs

Our guest today is Becca Braun, an innovator and writer whose longtime passion is capturing the voices of executives, entrepreneurs, and others in new and interesting ways. Becca is an alum of Harvard Business School and Harvard College, and the President of Braun Ink, a ghostwriting firm that writes action-packed executive biographies and memoirs. Learn

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Episode 170: David Fields on how to make outbound calls

Our guest today is David A. Fields, Umbrex member and the author of The Irresistible Consultant’s Guide to Winning Clients: 6 Steps to Unlimited Clients & Financial Freedom. David was my guest on the very first episode of Unleashed and it was great to have him back on the show. In today’s episode, we discuss

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Episode 169: Katrin Siebenbuerger Hacki on life sciences consulting

Our guest today is Katrin Siebenbuerger Hacki, who runs a boutique healthcare consulting firm based on Switzerland.

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Episode 168: Does your LinkedIn headline tell a story?

Is your LinkedIn headline totally generic? Something like “Independent consultant” or “Freelance consultant”?

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Episode 167: The most powerful question for finding work

This short episode is about the most powerful question for finding work – either a full time job or consulting projects.

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Episode 166: Mark Minukas brings lean ops experience to culture change

Our guest today is Mark Minukas, an Umbrex member, McKinsey alum, and partner at the firm Co-Creation Partners.

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Episode 165: Nina Leffers helps design the next generation of cars

Our guest today is Nina Leffers, a McKinsey alum and partner in a boutique consulting firm Stahl Automotive Consulting.

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Episode 164: Do the goals in your organization actually cascade?

The CEO might think that everyone in the organization is working on the CEO’s top priorities. It is worth checking that assumption.

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Episode 163: Simple project management update template

Complex projects need something more sophisticated. But for simple projects, this simple set of three questions forms the basis for a robust weekly or monthly update.

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Episode 162: Should you do a full time job search while independent consulting?

I regularly speak with an executive leaving a corporate role, or a consultant leaving a firm, who asks me if it is possible to do independent consulting while doing a search for the next full time role.

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Episode 161: Cyndi Freeman helps others tell their stories

Our guest today is Cyndi Freeman, who has 20 years of experience as a storyteller and 8 years of experience as a storytelling instructor.

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Episode 160: Afua Branoah Banful on tele-health and other transformational medical technology

Our guest today is Afua Branoah Banful, an Umbrex member and McKinsey alum with a PhD in Economics from Harvard.

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Episode 159. Do you apply the 70-30 squared rule?

The 70-30 squared rule says that when you are in an initial context discussion with a client, the client should do 70% of the talking, and you should do 30%. And of the time you spend talking, 70% of the time should be you asking questions, and 30% of your 30% should be you speaking

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Episode 158: What is your April Fool’s Resolution?

Time to make your April Fool’s Resolution.

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Episode 157: Disability insurance

A listener asked me if I recommend independent professionals get disability insurance, and this short episode is my response.

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Episode 156: Ten minutes of Gulf of Mexico waves lapping on the beach at Chuburná, Yucatan, Mexico

Use this episode for meditation or perhaps just as some white noise when you need to focus: ten minutes of the waves lapping on the beach at Chuburná, Yucatan, Mexico, where we stayed for a few days in July 2018.

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Episode 155: Matt Johnson runs a podcast production agency

Our guest for this episode is Matt Johnson, who runs a podcast production agency.

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Episode 154: Kevin Stoneham on robotic process automation

Our guest today is Kevin Stoneham, an independent consultant who is the former COO of PwC IT Services.

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Episode 153: Peter Winick on building an effective thought leadership platform

Our guest today is Peter Winick, who runs a firm called Thought Leadership Leverage. His firm enables thought leaders, authors and gurus to monetize their content through books, keynote speaking, the creation of training services and products and consulting and assessment tools.

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Episode 152: Matt LeMay explains why Agile is for everybody

Our guest today is Matt LeMay, the author of Product Management in Practice and his most recent book: Agile for Everybody: Creating Fast, Flexible, and Customer First Organizations.

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Episode 151: Nick Sonnenberg on leveraging off-the-shelf tools

Nick Sonnenberg is a serial entrepreneur, author, speaker, consultant and co-founder of Leverage, a high-end freelancer market place.

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Episode 150: Dave Nelson, audio engineer for Unleashed, on podcast equipment

Our guest today is Dave Nelson, who, if you’ve ever listened all the way through the credits of this show, you’ll recognize as the audio engineer of Unleashed.

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Episode 149: The Constitution of the United States

March 4, 2019 was the 230th anniversary of the day that the United States started operating under the U.S. Constitution.  

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Episode 148: Tobin Slaven on conversations at scale

Our guest today is Tobin Slaven. Tobin helps entrepreneurs build email lists, conduct conversations at scale, and then monetize those lists.

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Episode 147: Gregory Albertyn on GDPR and privacy compliance

Our guest today is Greg Albertyn, an expert in data governance, risk, and privacy compliance programs.

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Episode 146: Podcast setup – how to record a phone call for podcasts

I’m often asked about the setup I use to record phone calls for the podcast, so I recorded this video.

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Episode 145: Amy Gross helps athletes get in the zone

Our guest today is Amy Gross, a performance psychology consultant who runs a coaching practice called Pillars4Performance.

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Episode 144: Kevin Terrell set up a non-profit to help kids start reading now

Our guest today is Umbrex member Kevin Terrell, a McKinsey alum and independent consultant based in Minneapolis St Paul.

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Episode 143: Jonathan Stern’s firm SnapStrat applies predictive analytics to recurring strategic decisions

Our guest today is Jonathan Stern, a former partner at Bain and the CEO and Founder of SnapStrat.

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Episode 142: Mary Kate Scott

Our guest today is Mary Kate Scott, a McKinsey alum who has been running her own boutique healthcare consulting firm, Scott & Company, since 2002.

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Episode 141: Robin Albin on building brands

Our guest today is Robin Albin, a brand strategist and brand sherpa based in the New York area.

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Episode 140: Jay Martin on the benefits of maintaining a project list

Our guest today is Jay Martin, who’s got over 25 years of management consulting experience, including time at Arthur D. Little and IBM Global Services and nearly 18 years as an independent consultant.

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Episode 139: Brad Clark with financial tips for independent professionals

Our guest today is Brad Clark, who is a former management consultant – he was a Principal at Oliver Wyman. Later, he was the Chief Marketing Officer at The Motley Fool, and he has now built a holistic financial planning and investment management service, where many of his clients are consultants.

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Episode 138: Are you selling water or chicha?

There are two types of products: Ones where we already know the story. Example: water. And ones where the customers needs to hear the story. Example: chicha. Are you selling water or chicha?

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Episode 137: Michael Frankel on interim CFO roles, AI, and more

Our guest today is Michael Frankel who has an amazing background – he’s been a corporate attorney at Skadden Arps, an investment banker, a private equity advisor, VP level business development roles at GE, LexisNexis, CFO of two companies, and held board positions.

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Episode 136: Fredrik Thomassen on the future of work

Our guest today is Fredrik Thomassen, CEO and Co-Founder of Konsus.com, an on-demand creative outsourcing service.

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Episode 135. Alisa Cohn on being a wise partner

Our guest today is Alisa Cohn, an executive coach, a writer, and a member of Marshall Goldsmith’s 100 Coaches.

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Episode 134: Lindsay McGregor helps clients achieve Total Motivation

Today’s guest is Lindsay McGregor, McKinsey alum and co-author of the book Primed to Perform. She and her co-author and former McKinsey Partner Neel Doshi created the concept of Total Motivation – or ToMo for short. Lindsay and Neel founded a consulting firm, Vega Factor, that works with clients to help implement the ToMo principles they describe in their book.

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Episode 133: Improving the client’s experience: post-project phase [part 6 of 6]

This episode concludes our six-part podcast miniseries on how to improve the client experience. In this episode, I share tips on how to provide a great client experience during the post-project

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Episode 132: Improving the client’s experience: wrap-up phase [part 5 of 6]

This is part five in a six-part podcast miniseries on how to improve the client experience. In this episode, I share tips on how to provide a great client experience during the wrap-up phase.

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Episode 131: Improving the client’s experience: project execution phase [part 4 of 6]

This is part four in a six-part podcast miniseries on how to improve the client experience. In this episode, I share tips on how to provide a great client experience during the project execution phase.

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Episode 130: Improving the client’s experience: kickoff phase [part 3 of 6]

This is part three in a six-part podcast miniseries on how to improve the client experience.  In this episode, I share tips on how to provide a great client experience during the onboarding / kickoff phase.

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Episode 129: Improving the client’s experience: proposal phase [part 2 of 6]

This is part 2 in a six-part podcast miniseries on how to improve the client experience. Episode 128 introduces the series. In this episode I discuss 29 suggestions for how to improve the client experience during the proposal phase.

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Episode 128: Improving the client’s experience: introduction [part 1 of 6]

This episode introduces a six-part miniseries on steps consultants can take to improve the client’s experience across the five phases of a consulting project.

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Episode 127: Ciaran Bossom on digital marketing

Our guest today is Ciaran Bossom, a digital marketing expert and independent consultant.

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Episode 126: Not every job has a fixed location

Not every job has a fixed location, but job-posting websites seem to think they do. There should be an option to list “Remote” as the location.

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Episode 125: No more Texas email intros

Best-practice email introductions

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Episode 124: Invite your clients to an open rehearsal

Right before Christmas, I went with my family to an open rehearsal of the New York Pops at Carnegie Hall. It was a lot more fun than going to the formal, black tie performance later that evening.

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Episode 123: Chutzpah and humility

I discuss four quadrants on a classic 2×2 matrix

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Episode 122: Five decade time horizon

Adopting a five decade time horizon allows you to make rewarding investments in skills, relationships, knowledge, and your health that a shorter time frame would suggest won’t pay off.

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Episode 121: Consultants need a portfolio of sanitized sample work

You probably wouldn’t hire a graphic designer or a wedding photographer without looking at their portfolio. Independent consultants ought to have a portfolio as well – samples of sanitized work you can share with potential clients.

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Episode 120: Michael Zipursky on Consulting Success

Our guest today is Michael Zipursky, who runs a firm called Consulting Success.  Michael has written multiple books on consulting and he serves as a coach to consultants, helping them grow their practice.

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Episode 119: Jonathan Mann, Conference Troubadour, has written a song every day for ten years

Our guest today is Jonathan Mann, who holds the Guinness World Record for Most Consecutive Days Writing a Song. He began his Song-a-Day project on January 1, 2009, and the upcoming New Year’s Day will mark an even ten years of writing, and recording, and publishing online, one new song every day.

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Episode 118: Are your filenames right-side-up?

Do the filenames you use demonstrate right-side-up thinking?

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Episode 117: Is your business open when closed?

Is your business closed when closed?

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Episode 116: Robin Colucci ensures the book you write accomplishes your objectives

Our guest today is Robin Colucci, who is a book writing coach. If you are thinking of writing a non-fiction book to advance your career, Robin is someone who would help you think through the strategy of the book to increase the odds that all the effort you put into creating the book will have the impact you hope to achieve.

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Episode 115: Danna Staaf on squid and science writing

Our guest today is Danna Staaf, an independent science writer and the author of Squid Empire: The Rise and Fall of the Cephalopods.

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Episode 114: This trick increases the chances of a client calling you

If you want to be contacted about opportunities, it helps to be contactable.

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Episode 113: Nitin Rohatgi’s firm provides fantastic research support to independent consultants

Our guest today is Nitin Rohatgi, who is the co-founder of Enroute Consulting, a research firm based in India. 

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Episode 112: Chris McKenna on The World’s Newest Profession: Management Consulting in the Twentieth Century

Our guest today is Christopher McKenna, a Reader in Business History and Strategy at Said Business School at the University of Oxford. Chris is the author of The World’s Newest Profession: Management Consulting in the Twentieth Century, which was an absolutely eye-opening book for me, and I’d say is a must-read for any management consultant interested in the history of our profession.

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Episode 111: Michelle Welsch on founding a non-profit in Nepal

Our guest today is Michelle Welsch, a social worker by training, who is leading an extraordinary life – she has organized major events in New York City for clients including Seth Godin, and for the past five years has been running a non-profit which she founded in Nepal. Her organization, Khata Life, is focused on education and leadership.

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Episode 110: Rosina Samadani on managing a physically dispersed team

Our guest today is Rosina Samadani, a long-time friend who was my second Engagement Manager at McKinsey, and who provided me with invaluable advice when I was starting out as an independent consultant ten years ago.

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Episode 109: Anish Shah, professional comedian and management consultant

So a professional comedian and management consultant walk into a bar… Actually, that’s just Anish Shah getting a drink. Anish Shah is a McKinsey alum and professional comedian who does corporate gigs around the world as well as independent management consulting. In this episode, Anish shares the story of how he built his comedy career,

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Episode 108: How and why to travel around Europe by train

Earlier this month, I visited London, Amsterdam, Paris, Munich, and Zurich to meet up with independent management consultants.  While I originally imagined I would fly from one city to another, I ended up taking the train from London all the way to Zurich, and it was fantastic.

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Episode 107: Zachary Schrag on what consultants can learn from historians

Our guest today is Zachary Schrag, a Professor of History at George Mason University. Zach has been a close friend of mine for nearly three decades, and I asked him on the show to share some practical tips that management consultants can learn from a professional historian. Zach gives me some advice on how to

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Episode 106: How to pay a subcontractor

How do you pay a subcontractor? In this episode, I try to answer that question, sharing ten years of lessons learned.

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Episode 105: Marni Fechter on organizing “Go & Sees”

For over five years, Marni organized “Go and See” events for McKinsey, in which McKinsey clients or prospective clients would take a field trip to visit other McKinsey clients that had gone through some kind of transformation project with McKinsey’s help.

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Episode 104: Michael Brennan is simplifying forms so fewer people go hungry

Michael Brennan is the former CEO of the United Way of Southeastern Michigan, and now the Co-Founder and CEO of Civilla, a Center for Social Innovation rooted in human centered design to help courageous leaders tackle some of the toughest social issues.

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Episode 103: Jeanne Martinet on The Art of Mingling

Our guest today is Jeanne Martinet, the author of The Art of Mingling: Fun and Proven Techniques for Mastering Any Room.

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Episode 102: Joshua Sharfstein on surviving a public health crisis

Our guest today is Dr. Joshua Sharfstein, the author of a fantastic new book titled The Public Health Crisis Survival Guide: Leadership and Management in Trying Times, published by Oxford University Press. This book is a great read for any leader, not just those in public health, since the lessons are so broadly applicable, and

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Episode 101: Ethan Raisel on The McKinsey Way

Our guest today is a hero of mine, Ethan Rasiel, a McKinsey alum and the author of The McKinsey Way and The McKinsey Mind.

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Episode 100: Jessica Rhodes on podcast booking

Our guest today is Jessica Rhodes, who runs a firm called Interview Connections. They help their clients get booked as a guest on podcasts.

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Episode 99: Tiffany Pham is a mogul, and so are you

Tiffany Pham is a mogul, and she wants you to be a mogul too. Tiffany is the Founder and CEO of Mogul, a platform reaching 18 million women per week – users can read trending content, take courses, solicit advice from other members, find job opportunities. Visit onmogul.com

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Episode 98: Wissam Kahi on Eat Offbeat

Our guest today is Umbrex member and Booz alum Wissam Kahi, who’s been a close friend of mine since we sat together in the same cluster at Columbia Business School. In parallel with running his successful consulting practice, Wissam, together with his sister, has started an amazing social enterprise called Eat Offbeat.  https://eatoffbeat.com/

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Episode 97: Nayla Bahri on how to recover from a career setback

Nayla Bahri, a former Dean of Students at Columbia Business School, has a PhD in Adult Learning and Leadership.  In today’s episode, Nayla shares the key insights from her research on the five behaviors that differentiated those who flourished after a career setback.

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Episode 96: Louis Hyman on the history of temp labor in America

Louis Hyman is McKinsey alum and Associate Professor of Economic History at the School of Industrial and Labor Relations at Cornell University. In this episode we talk about his new book: Temp: How American Work, American Business, and the American Dream Became Temporary.

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Episode 95: Chara McGill on bookkeeping for independent professionals

Chara McGill runs The RMG Group, what has traditionally been called a bookkeeping firm, with about 20 employees based in New York City. Chara suggests a different term for the work her firm does instead of bookkeeping – she calls it “internal accounting operations,” since the work goes well beyond the traditional bookkeeping tasks of general ledger entries.

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Episode 94: Dirk Hanschur, CEO of Log-hub, supply chain software

Our guest today is Dirk Hanschur, the CEO of Log-hub, a firm that has created a range of supply chain analytics tools that work as Add-ons to Microsoft Excel. In this Episode, Dirk explains a selection of these apps which include geo-coding, distance calculator, live tracking, shortest path calculator, milk run optimization, and more.

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Episode 93: How a business athlete prepares for competition

To bring her whole self to the game, the business athlete Stays physically fit, flexibility, strength, cardiovascular fitness – because in long days at work, physical fitness supports mental alertness She insists on getting enough sleep She practices some form of mindfulness, to remain centered in the midst of inevitable crises She finds a coach

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Episode 92: Put your eyeballs on the jobsite

In which the Engineer Officer told me that he expected me to get out of the wardroom and put my eyeballs on the jobsite. The lesson has carried over to my consulting career.

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Episode 91: Nick Craig on Leading from Purpose

Nick Craig is the author of Leading from Purpose: Clarity and the Confidence to Act When It Matters Most, published in June 2018. Since 2006, Nick’s firm, Core Leadership Institute, has helped more than 10,000 leaders discover and lead from purpose.

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Episode 90: Why the Captain’s permission is required

Certain evolutions on a submarine require the Commanding Officer’s approval. This short episode is what I learned from asking permission. The same principles can be applied in any corporate environment.

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Episode 89: Tell new hires what they need to learn with a qual card

The day I reported to my submarine, I was given a stack of qual cards, one of the best training technologies ever. Do you want new hires to get up to speed quickly? Then consider giving them a qual card so they can take charge of their own learning.

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Episode 88: How I learned the concept of completed staff work

As a young ensign newly reported to my submarine, I handed the Engineer Officer a draft that didn’t meet his standards. This short episode is the story of when I learned about the concept of completed staff work.

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Episode 87: What is your time worth to you?

Every independent professional needs to determine his or her internal billing rate, that is, what is your time worth to you, in dollars. Most independent professionals I’ve met have not thought this through, and this leads them to spend time on low-value activities that should be outsourced.

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Episode 86: BS Questions

I recently received an email with the subject line: BS Questions. Hmm – not very professional, I thought. This short episode provides some thoughts on abbreviations, and one thing I do with abbreviations at the beginning of every study.

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Episode 85: The morning routine that helps me win the day

I’ve been working on eliminating decisions from my life wherever possible and replacing decisions with habits and routines.

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Episode 84: Yify Zhang – singer, songwriter, violinst, McK alum, independent consultant

Yify Zhang, a McKinsey alum, is also a singer – songwriter – violinist. In this episode, Yify shares how she combines her music with a career as an independent consultant. 

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Episode 83: Four required conditions to change behavior

McKinsey taught me this framework – the four conditions that are required to drive behavior change: 1) Understanding and commitment 2) Skills 3) Role modeling 4) Formal mechanisms This short episode gives an overview with an example of how to apply the framework.

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Episode 82: A wedding photographer’s lesson in building relationships

This is a story about the actual wedding photographer who took the pictures at my wedding, Drew, and his fictional doppelgänger, Drew Prime.

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Episode 81: This midshipman has no excuse sir

Thirty years ago I stood at attention and, multiple times per day over the course of ten days, shouted “This midshipman has no excuse, sir!” What I learned from this experience at orientation before starting ROTC has proved to be a valuable lifelong lesson in extreme ownership.

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Episode 80: Go. Set. Ready

Ready, Set, Go! is a great way to start a footrace. For any artistic or entrepreneurial project, not so much. When you have a new project in mind, there is no Ready. There is only Go.

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Episode 79: Insights from a doorman’s shoe

Asking questions with the mind of a child can yield new insights. Here’s a short episode on what a friend learned when his daughter asked a doorman why the soles of his shoes are so thick.

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Episode 78: Master the tools of the trade – Excel edition

You wouldn’t hire a plumber who isn’t comfortable using a wrench, or a lumberjack who can’t handle a chainsaw.  A professional needs to master the tools of the trade.

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Episode 77: Per Sjofors on measuring a customer’s willingness to pay

Per Sjofors runs a firm called Sales for Profit – they have developed survey tools to measure a customer’s willingness to pay.

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Episode 76: Eight steps to prepare to transition to independent consulting

Are you thinking about transitioning to independent consulting? This episode provides eight steps you can take now to set yourself up for success when you officially launch your own practice.

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Episode 75: 11 tips on how to interview experts

Interviewing experts can be one of the most powerful sources of insight when learning about a company or a market. This short episode has 11 tips that I’ve developed to help get the deepest insights from these interactions.

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Episode 74: Ten influence techniques to master

Many of us stick with the 2-3 influence techniques that we are most comfortable with. Mastering the full range of 10 ethical influence techniques is a superpower. In this short episode I briefly describe each technique. My introduction to this range of techniques came during Initial Leadership Workshop at McKinsey, and I draw directly on

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Episode 73: Use Calendly to schedule meetings painlessly

Scheduling meetings over email is time consuming – I’ve spent more time scheduling a call than actually having the call. Last fall I found a solution: Calendly. In this short episode I share the basics of the tool. Check out the tool at: https://calendly.com/

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Episode 72: Write down your goals to discover your goals

I like to step back and reflect about once a year and write down all my goals. In this short episode I describe how I approach this exercise, suggest a few variations, and the benefits I’ve seen.

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Episode 71: Chad Oakley provides an executive recruiter’s perspective

Chad Oakley is the CEO of Charles Aris, an executive search firm based in North Carolina. One of the firm’s practice areas is Strategy & Corporate Development – and they’ve completed nearly 600 searches in that space. Charles Aris publishes an annual strategy consulting compensation study which is available free on their website.

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Episode 70: Kevin Nedd on high-impact project management offices

Our guest today is Umbrex member Kevin Nedd. Kevin is a McKinsey alum and independent consultant who focuses on running Project Management Offices, or PMOs.

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Episode 69: Ian Tidswell on pricing excellence

Our guest today is Umbrex member Ian Tidswell. Ian has a PhD in physics from Harvard. He did science for a few years but missed the human element and ended up as a management consultant at McKinsey.

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Episode 68: Neil Booth on structuring an elegant financial model

Our guest today is Neil Booth. In our discussion, Neil shares how he became a deep expert in how to build a really well designed model – he followed what could be termed the Benjamin Franklin method. Neil then turned that skill into a career.

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Episode 67: Scott Skibell on how and why to create your own videos

Our guest today is Scott Skibell. I’ve heard from several people that video is the new thing, that video on LinkedIn gets much higher engagement, and that if you want to work on getting your message out, you need to learn how to do video. I took Scott Skibell’s course, LinkedIn Video Marketing, and I thought it was great, and so asked Scott to be a guest on this show, to discuss video in an old-school audio format.

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Episode 66: Tim DeRoche, novelist and management consultant

Our guest today is Tim DeRoche, a McKinsey alum and independent consultant who is also the author of The Ballad of Huck & Miguel, a novel published in February 2018 by Redtail Press.

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Episode 65: Susan Drumm on facilitating high-impact offsites

Our guest today is Umbrex member Susan Drumm, a CEO Advisor and Leadership Coach with over 20 years of experience coaching entrepreneurs and executives.

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Episode 64: Sunny Bates one of the master connectors of the 21st century

Sunny Bates is a legend and one of the master connectors of the 21st century. She is one of my heroes and it was really a privilege to have the chance to meet with her at her offices in Midtown Manhattan.

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Episode 63: Celine Teoh on customer retention

Our guest today is my good friend, Umbrex member Celine Teoh an independent strategy and marketing consultant in the Bay Area whose functional specialties include data-driven marketing strategy and execution, strategic planning and business planning.

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Episode 62: Paul Millerd on the future of work

Our guest today is a good friend of mine, Umbrex member Paul Millerd. Paul has experience at McKinsey and BCG as well as the Board & CEO Advisory Group at Russell Reynolds Associates, one of the top executive recruiting firms in the world. He currently has a wide portfolio of activities – he is a

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Episode 61: Whit Pidot on the travel industry

Our guest today is Umbrex member Whit Pidot, an independent consultant who was formerly a Partner in the Travel practice at McKinsey. His clients include the CEOs of some of the top travel companies in the world including airlines, rental cars, and hotels.

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Episode 60: Joachim Fischer on lean operations

Joachim is the only McKinsey alum that I know who started his career as an apprentice cabinetmaker. As he explains on the show, the training he received as a cabinetmaker has been incredibly relevant to his career, probably more important than anything he learned in college. He still spends a lot of his free time building beautiful things with his hands, and that practical, craftsman knowledge informs his professional work driving improvement on the shop floor.

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Episode 59: Tsavo Neal on consulting firm websites that generate leads

Our guest today is Tsavo Neal, who has thought hard about how consultants can generate more client leads with their website.

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Episode 58: Aner Ravon applies AI to market research

Our guest today is Aner Ravon, Co-Founder and Chief Revenue Officer at Zirra, a technology company focused on market analysis, using big data and artificial intelligence. Aner and his co-founder recognized a real pain point for investors and anyone else doing research on smaller companies: it is very time intensive to search the universe of sources and pull together a basic set of facts.

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Episode 57: David Topus talks to strangers

Our guest today is David Topus, who helps his clients turn reputation into revenue. I think that’s a pretty great positioning, encapsulating what David does in four words. And that’s what you’d expect from a professional who has been running a strategic sales messaging firm for over twenty-eight years.

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Episode 56: Jonah Gruda on tax considerations for independent professionals

Our guest today is Jonah Gruda, a Tax Partner at the accounting firm Mazars USA, LLP. In this episode, we discuss a wide range of tax-related topics relevant to independent professionals.

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Episode 55: Rak Chugh on Byte Academy and edChain

Our guest today is Rak Chugh, the Founder of Byte Academy and the Architect of edChain.

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Episode 54: Molly Leeds on finding healthcare insurance

Our guest today is Molly Leeds, a benefits account manager at Brown & Brown of New York. Molly helps  small and medium sized businesses to obtain the best package of employee benefits to fit their needs. In our discussion, we focus on healthcare benefits.

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Episode 53: Johnny Warstrom CEO of Mentimeter

Feb 28, 2018. Our guest today is Johnny Warström, the CEO of Mentimeter, which is a tool that can help you make presentations, workshops, and meetings more interactive.

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Episode 52: Josh Boltuch CEO of On Demand Ops and Fancy Hands

Feb 19, 2018. Our guest today is Josh Boltuch, the CEO of Fancy Hands and its subsidiary, On Demand Ops, and in this episode we talk about both firms.

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Episode 51: How to outsource research tasks using Upwork

Outsourcing research tasks via Upwork is a superpower that every independent professional ought to master.

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Episode 50: Forty-five tips on working with staffing firms

For many independent consultants, staffing firms are an important channel for getting connected to project opportunities. This episode presents 45 tips for independent consultants on how to work effectively with staffing firms and become their go-to resource.

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Episode 49: Will Bachman on Getting Some Things Done

Jan 30, 2018. On the show today Julia Bunte-Mein is back. Julia, a brilliant and accomplished sophomore at Harvard College, spent a day with me on a Winternship. On our last episode, Julia interviewed me about the advice I’d give to my college-age self, and related topics.

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Episode 48: Will Bachman interviewed by Julia Bunte-Mein on advice for his college-age self

On the show today our guest is Julia Bunte-Mein, a sophomore at Harvard College, who spent one day with me over her winter break on a Winternship. I’m pretty sure that I learned more from Julia than she did from me over the course of the day. One of the things I learned was that

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Episode 47: Chris Doig on enterprise software selection

Our guest today is Chris Doig, who has thought more about enterprise software selection than anyone else I know. I’d like to thank David A. Fields for introducing me to Chris. Chris is the co-founder and CEO of Wayferry, a boutique consulting firm with a very tight focus: their entire focus is on helping enterprise

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Episode 46: Diane Mulcahy, author of The Gig Economy

Our guest today is Diane Mulcahy, a McKinsey alum and the author of The Gig Economy: The Complete Guide to Getting Better Work, Taking More Time Off, and Financing the Life You Want. Her book grew out of the MBA course at Babson that she developed titled “Entrepreneurship and the Gig Economy,” which was names

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Episode 45: Roger Lee on IT for independent professionals

Our guest today is Roger Lee, the owner of F1 Consulting. Roger provides remote IT support for independent professionals, home offices, and small businesses. He helps his clients with network design and installation, cloud services migration, remote monitoring, and offsite data backup and disaster recovery. Read full episode notes.

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Episode 44: Jennifer Hartz on corporate and personal philanthropy

Our guest today is Jennifer Hartz, a McKinsey alum and the founder of Corporate Hartz.

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Episode 43: John Dranow on anthropological market research

Our guest today is John Dranow, the CEO of Smart Revenue. John’s firm has hundreds of trained, vetted field researchers available around the world, and his firm can help you fill in the data white spaces.

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Episode 42: Will Bachman on DocuSign Expensify ScannerPro and Rev.com

In this in-between-isode, Will Bachman shares four tools useful for any independent professional.

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Episode 41: Sinisa Slijepcevic on machine learning

Sinisa Slijepcevic studied with Stephen Hawking, among other professors, while earning his PhD in applied mathematics at Cambridge University. Sinisa is a McK alum and independent consultant and runs a firm called Cantab Analytica, which is based in the UK and Croatia.

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Episode 40: Karen McGrath on virtual assistants

Our guest today is Karen McGrath, who runs a firm of virtual assistants called Awan’s Assisting

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Episode 39: Kenny Jahng on content marketing

Our guest today is Kenny Jahng, the founder of Big Click Syndicate LLC, a strategic positioning agency offering content marketing consulting & advisory to nonprofit, cause-driven & faith-based organizations and churches across the country.

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Episode 38: Sri Kaza on building a SaaS company while consulting

Sri Kaza, a former McKinsey partner who specializes in sales and service, left the firm to put his sales expertise to work as the SVP of Commercial Operations at Viking Cruises, and subsequently led sales for a company offering a SaaS-based solution to obtaining tax credits.

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Episode 37: Jason Korman on consulting through art

Our guest today is Jason Korman, who entered the world of consulting via the wine industry.

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Episode 36: Ahmad Munawar shares five steps to build your marketing plan

Our guest today is Ahmad Munawar, who helps boutique professional services firms build actionable marketing plans that generate more leads so they can win more business.

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Episode 35: Sophia Dai interviews Will Bachman on the decision to go independent

On today’s episode, the tables are turned, and our guest, Sophia Dai, interviews Will Bachman.

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Episode 34: Lisa Overton on customer intercept interviews

Our guest today is Lisa Overton, a McKinsey alum and an expert on market research. Today Lisa is an independent consultant working on a range of strategy, marketing, and communications issues. 

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Episode 33: Geoff Wilson on business unit and corporate strategy

Our guest today is Geoff Wilson, a McKinsey alum who subsequently served as the SVP of Corporate Strategy and Development at Milliken & Company, a privately-held, diversified manufacturing company headquartered in Spartanburg, South Carolina with 7,000 employees worldwide.

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Episode 32: Amanda Setili on her new book Fearless Growth

Our guest today is Umbrex member Amanda Setili, and we discuss her new book that is being published today: Fearless Growth: The New Rules to Stay Competitive, Foster Innovation, and Dominate Your Markets

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Episode 31: Alexander Petersen on getting known in your industry

Our guest today is Alexander Petersen. He is a McKinsey alum and a successful entrepreneur, having started a pet care business called Wagly. After starting Wagly, he was able to attract private equity funding to grow the company and hire a strong full time leadership team.

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Episode 30: Larry Oglesby on the importance of speed in lean transformations

Larry Oglesby has been a close friend and mentor of mine for over a decade. I first got to know Larry when he was my Engagement Manager at McKinsey on a manufacturing lean operations project back in 2005, and we bonded over our shared service in the U.S. submarine force.

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Episode 29: Mike Figliuolo on running a successful training firm

Our guest today is Mike Figliuolo, a McKinsey alum and West Point graduate. Mike is the founder and Managing Director of ThoughtLeadersLLC, which provides training to corporations that is inspired by the types of internal training that consultants receive at McKinsey and other top firms.

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Episode 28: Ravi Rao on customer experience

Our guest today is Ravi Rao, a McKinsey alum and neuroscientist who is the author of Emotional Business. Ravi has led sessions at several professional development events for consultants that I’ve organized, and he always gets fantastic reviews.

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Episode 27: Vivek Soman on tech industry due diligence

Our guest today is Vivek Soman, a former McKinsey Engagement Manager who is the founder and Managing Director of The Ananya Group, which has completed over 300 projects since it was founded in 2008. Ananya is a Bengali word meaning “unparalled.”

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Episode 26: Lauren Cole on media and entertainment consulting

Lauren Cole runs a boutique consulting firm specializing in strategy and operations for media-related businesses.

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Episode 25: Josh Spodek on leadership step by step

Our guest today is Josh Spodek, the author of Leadership Step by Step.

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Episode 24: Esther Kim on social sector consulting

Our guest today is Esther Kim, an independent consultant based in San Francisco who focuses on serving clients in the social sector, including non-profits, philanthropies, and social enterprises.

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Episode 23: Steven Koltai on international development projects

Our guest today is Steven Koltai, the author of “Peace through Entrepreneurship: Investing in a Startup Culture for Security and Development”

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Episode 22: Chris Fox on strategy projects

Chris Fox, an alum of McKinsey and Marakon, has held executive leadership roles at Xerox and MeadWestvaco.  Since 2014 he has been operating his own consulting practice, Meridian Strategic Consulting, based in Richmond, Virginia.  In this episode, we discuss the range of Chris’s practice, with a particular focus on strategy and due diligence assignments.  Read

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Episode 21: Ron Hubsher, author of Closing Time

Our guest today is Ron Hubsher, the Managing Director of the Sales Optimization Group and the author of Closing Time: the 7 Immutable Laws of Sales negotiation.”

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Episode 20: Mike Bendit on building a referral network

Our guest today is Michael Bendit, an independent professional based in NYC who started his consulting career as a principal at Booz & Co.

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Episode 19: Martin Pergler on risk management

Martin Pergler is Founder and Principal at Balanced Risk Strategies, Ltd., in Ottawa, Canada. Previously, he was Senior Expert in Risk at McKinsey, where he was a leader in their Corporate Risk and ERM service lines, based at various times in their Chicago, Prague, Singapore, and Montréal office.

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Episode 18: Soyini Coke on creating a radio show

Soyini Coke is a McKinsey alum and independent consultant based in Atlanta, Georgia.

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Episode 17: David Burnie on building a boutique firm

David Burnie is a McKinsey alum and the founder of The Burnie Group, a boutique consulting firm based in Toronto.

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Episode 16: Julie Gupta on pro bono consulting

Our guest today is my friend Julie Gupta, who has a Masters in Material Engineering from MIT and an MBA from Harvard Business School.

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Episode 15: Will Bachman on 27 steps to set up your firm

In this in-between-isode, Will Bachman offers suggestions on 27 action items to consider as you set up your firm.

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Episode 14: Will Bachman on establishing the strategy for your practice

In this in-between-isode, Will Bachman offers a perspective on the questions you should answer to create a strategy for your practice.

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Episode 13: Mike Feiner on High Performance Leadership

Our guest today is Mike Feiner, who has been an influential figure in my own life since I took his class High Performance Leadership at Columbia Business School.

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Episode 12: Matt Weill on contracts

Our guest today is Matt Weill, who is my attorney as well as a good friend. Matt began his legal career as an Associate at Skadden Arps and then he became a partner at the firm of Golenbock, Eiseman, Assor Bell & Peskoe.

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Episode 11: Dorene Stockman on business insurance for independent professionals

Our guest today is Dorene Stockman, an insurance agent with the Owens Group, an independent agency.

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Episode 10: Will Bachman on Why and How to Start a Podcast

Four reasons why an independent professional might want to start a podcast, and 17 tips on how to get started.

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Episode 9: Rick Condon on his firm Inside Consulting

Our guest today is Rick Condon, a former submarine officer and a former Engagement Manager at McKinsey. He has been running his own consulting practice since 2004.

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Episode 8: Amanda Setili on Strategic Agility

Our guest today is my friend Amanda Setili, the author of two books: The Agility Advantage: How to Identify and Act on Opportunities in a Fast-Changing World, was published in 2014. Her latest book is coming out in the fall of 2017, Fearless Growth: The New Rules to Stay Competitive, Foster Innovation, and Dominate your

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Episode 7: Valia Glytsis – The Paradox of Leadership

Our guest today is Valia Glytsis, who runs The Paradox of Leadership, a leadership education firm based in New York and San Francisco.

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Episode 6: Robbie Kellman Baxter on the Membership Economy

Robbie Kellman Baxter served as a consultant to Netflix when all they did was mail out DVDs. That experience got Robbie thinking deeply about a new emerging business model. She developed these ideas over a period of nine years before publishing in 2015 her book The Membership Economy: Find Your Superusers, Master the Forever Transaction, and Build Recurring Revenue.

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Episode 5: Srikumar Rao – Creativity and Personal Mastery

Several years ago, Srikumar Rao left a comfortable tenured position to set out as an independent professional. He now gives keynote speeches and offers his course to corporations and the general public around the world. His TED talk has been viewed nearly a million times. Learn more about Srikumar at https://theraoinstitute.com/

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Episode 4: Lilly Minkove – Luxury retail expert

Lilly Liu Minkove is an expert in the luxury retail sector. She focused on the luxury retail industry as an investment banker at Citigroup and Goldman Sachs, and as a management consultant at McKinsey & Co.

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Episode 3: Susan Hamilton – Brand Identity Strategist

Susan Hamilton is a brand identity strategist and a member of Umbrex. She is an alum of Harvard Business School and Boston Consulting Group, and her firm, sh.BRAND, is based in New York City. We talk about what a brand identity is and how Susan helps firms define their brand identity.

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Episode 2: Ravi Rao, Author of Emotional Business

Known for his wit, wisdom, and formerly purple hair, McKinsey alum, author and independent management consultant Ravi Rao reveals how we can improve the performance of individuals within the corporate culture through emotional intelligence.

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Episode 1: David Fields on winning clients

David Fields is the author of The Irresistible Consultant’s Guide to Winning Clients: 6 Steps to Unlimited Clients & Financial Freedom, one of the best books available on business development for independent professionals.

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