Podcast

Unleashed, hosted by Umbrex Co-Founder Will Bachman, is the podcast that explores how to thrive as an independent professional.

Episode 412: Nadine Sinclair on Mental Health in the Workplace

  Nadine Sinclair has a doctorate in molecular biology, she was an Engagement Manager at McKinsey, and is now an independent consultant and advises companies on how to improve conditions for mental health for their employees. Today she talks about mental health in the workplace. Key points include: 03:39: The cost of poor mental health

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Episode 411: David A. Fields on Fishing Lines

  David A.Fields is a consulting firm expert and author. He has helped hundreds of boutique and solo consulting firms grow, increase margins, and create lucrative, lifestyle-friendly businesses. This episode is taken from a session that David A. Fields led for the Umbrex and Veritux communities on how to craft your fishing line. Key points

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Episode 410: Amanda Setili and Group Discussion on In-person Events 

  Amanda  Setili is president of the strategy consulting firm Setili & Associates, author of two books of strategy and growth, she is a McKinsey alum and an Umbrex member. On this episode, she shares expert tips on setting up a successful virtual event. Key points include: 06:50: First steps in connecting 13:28: Pre-event preparation

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Episode 409: Nina Froriep on Video Marketing

  Nina Froriep is a video producer and visual storyteller. Her company enables business coaches to grow their business with consistent and easy-to-implement video marketing, and today she shares her expertise on video content marketing for business. Key points include: 15:32: Finding a professional video editor 17:28: Tips of doing a video series 22:28: The

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Episode 408:  Amol Sarva on Being a Serial Entrepreneur

  Amol Sarva is a backer, advisor, and mentor at 50+ companies; he has co-founded several startups, including Virgin Mobile USA, Peek, Halo Neuroscience, Knotable, Knotel, and he has developed and taught the course “Venturing to Change the World” at Columbia University. In this episode, he talks about content creation and communication with his network

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Episode 407: Shelli Baltman and Fiona Stevenson on Pandemic Burnout

  The Idea Suite is a boutique agency that unlocks the creative potential of people and businesses through innovation, and on this episode of Unleashed, Shelli Baltman and Fiona Stevenson discuss how their innovation agency helps big companies deal with the challenge of pandemic burnout. Key points include: 03:51: What we mean by burnout 08:49:

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Episode 406: Zach Schrag on History

  Professor Zachary Schrag is a historian of the twentieth-century United States and a professor of history at George Mason University. His specialities are: history of technology, policy history, transportation history, urban history, and oral history. On this episode, we discuss what history means and his book, the Princeton guide to historical research. Key points

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Episode 405: Samuel Bachman on the Half-Blood Report

  Samuel Bachman is a film major in the 10th grade at Frank Sinatra High School of the Arts in Astoria, Queens. In this episode, he discusses the hugely popular podcast he co-created and produces, The Half-Blood Report, and the inspiration behind the podcast. Key points include: 07:49: Authors interviewed on the podcast 11:57: Social

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Episode 404: Rick Denton on CX Passport 

Rick Denton shares an episode from his podcast, CX Passport, a conversation with people about customer experience with a dash of travel. In this episode, he has a brilliant conversation with Sharon Boyd who is from the UK. She is the author of Customer Experience 2,  and the CXO of MKL Innovation.  Key points include:

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Episode 403: Rick Denton on Excellent Customer Service

Rick Denton has over a decade of experience in customer service and relations; he is now the managing principal at EX4CX, a company that helps companies increase revenue by listening to customers and creating great experiences for their customers. In this episode, Rick shares his expertise in this field and talks about his new podcast.

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Episode 402: Jonathan Baillie Strong on Spotlight Podcasting

Jonathan Baillie Strong is a B2B podcast strategist and the founder of Spotlight Podcasting, a company that helps consulting firms and mission-driven companies build more authority and grow their businesses with podcasting. Today, he shares insights from the world of podcasting from pre-production to promotion.  You can learn more about Spotlight Podcasting at www.spotlightpodcasting.com, and

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Episode 401: Rudra Chatterjee on the Tea Industry

Rudra Chatterjee is a writer, and the chairman and managing director of Luxmi Tea. While he writes predominantly about politics and economics, he is also vastly knowledgeable about tea. In this episode, he talks about various aspects of the tea industry from growth to distribution.  Rudra can be contacted through LinkedIn, and you can learn

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 Episode 399: Alec Hudnut on Vici Partners

Alec Hudnut is an alum of Harvard Business School and McKinsey. He is now a managing partner at Vici Partners, a firm of experienced professionals focused on helping clients improve execution and dramatically grow earnings, and in this episode, Alec discusses the work they do at Vici Partners. You can connect with Alec on LinkedIn,

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Episode 398: Annie Scranton on Public Relations – Inside Advice

Annie Scranton is the founder and president of Pace Public Relations; she has been a producer at the CBNC, an assistant booker at Fox News, a booking producer on Good Morning America with ABC News, and has a Masters in Public Relations. In this episode, Annie shares her experience and knowledge in public relations. Annie

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Episode 397: Sam Gupta on ERP Systems

Sam Gupta is the principal consultant at ElevatIQ, Inc., and in this episode, he talks about manufacturing enterprise resource planning (ERP) systems. 

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Episode 396: Neil Gardner on IT Organisation at Regional Banks

Neil Gardner a digital strategy consultant who helps clients to design and implement digital transformations, and he is the founder and principal of NMG Advisory. As an advisor to CIOs at regional banks, he helps move their teams from cost center to value creation center.

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Episode 395: Jessica Lackey on Sales, Operations, and Planning

  Jessica Lackey is an ACC Coach, a McKinsey alum with an MBA from Harvard MBA, and a  Fortune 500 Operations Leader. In this episode, she talks about the mature integrated planning process and the nuts and bolts of the traditional SAP processes. Jessica can be reached through LinkedIn or her website JessicaLackey.com. Key points

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Episode 394: Drew Kerr on Delivering “Money Lines.”

  Drew Kerr is the founder and president of Four Corners Communications, a company that provides pro-active strategic communications and coaching for digital media companies, high-growth startups, and consumer research firms. In this episode, he shares five key communication rules. Drew can be reached through his LinkedIn or website www.four-corners.com. Key points include: 03:52: The

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Episode 393: Susan Drumm on The Enlightened Executive

  Susan Drumm is an Umbrex member and the CEO Advisor, Leadership Coach, and founder of Meritage Leadership. She has graduate degrees from Harvard Law School, Carnegie Mellon, and an M.A. in Drama from London Academy of Music and Dramatic Art, and today she shares the first episode from her podcast, The Enlightened Executive.  You

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Episode 392: Hung Nguyen on Diversity Inclusion

  Hung Nguyen is a McKinsey alum and a principal at OUTLAST Consulting, a purpose-driven professional development + strategy firm focused on fueling innovation and empowering diverse talent. Prior to OUTLAST, she headed the Digital Center of Expertise at BP, where she piloted user-centric ways to recruit, develop, and deploy talent. Today, she talks about

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Episode 391: John Jeffcock on Networking

  John Jeffcock was a captain in the British Army; he is now an author, a consultant, and the CEO of Winmark, a world-leading C-suite network business that interviews and profiles Chief Executive Officers from across the global corporate landscape.    Key points include: 02:45: How Winmark helps members make connections 09:40: Networking during COVID

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Episode 390: Adam Roosevelt on Cybersecurity

  Adam is a decorated combat veteran and a cybersecurity consultant who started his career with the U.S. military; he was part of the team working on the Global War on Terrorism before starting a private practice where he advises government agencies and the private sector. He is now the CEO of A.R. International Consulting,

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Episode 389: Braden Weinstock on the Human Operating System Manifesto

  Braden is a startup entrepreneur, an action-oriented and strategic operator, and consultant with operational expertise in a broad range of experiences across crypto, hedge funds, software technology (SaaS), commercial real estate, management consulting, luxury retail, and more. In this episode, he discusses his purpose, working with Bridgewater and Knotel, and time management.  Key points

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Episode 388: Spish Rurak on Remote Job Search

  Spish Rurak is a McKinsey alum, the president of Rurak and Associates, and a noted advisor and consultant to consultants. He works with many consultants from top-tier firms based in the U.K. and has served as a career transition coach to several thousand management consultants. Today, he discusses the challenges of the remote job

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Episode 387: Steven Pressfield on A Man at Arms and creative battles

Steve is the author of Gates of Fire and about a dozen other novels, mostly historical fiction set in the time of ancient Greece and Rome. He’s also the author of the modern classic The War of Art: Break Through the Blocks and Win Your Inner Creative Battles. Steve’s latest book is A Man at Arms, a fantastic deliver-the-message tale about a retired Roman legionnaire who has been ordered to intercept the messengers who are trying to deliver Paul’s letter to the Corinthians.

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Episode 386: Marcia Nuffer on Leadership and Talent Development

  Marcia Nuffer has an M.B.A. from Harvard Business School and a B.S. in Mechanical Engineering. As McKinsey’s Chief Learning Officer, Marcia was responsible for building one of the most lauded global leadership development programs in the world. She has over 25 years of strategy and leadership development experience and runs her own company, BlueShor.

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Episode 385:  Aneta Key on Gamification in Training and Leadership Development

  Aneta Key is an independent consultant who has established her own firm, Aedea Partners, where she helps organizations design rollout and usher programs like digital transformation, or strategy rollout, or change management, and culture change. She also designs and facilitates decision-making offsites. Aneta can be reached through her website, www.aedeapartners.com and she is active

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Episode 384: Sally Dominguez on Singularity and Epic Resilience

  Sally Dominguez is a former architect, award-winning inventor, and author. She is a sustainable resilience expert and 10XInnovation Strategist. Today, she discusses her book, EPIC Resilience, and explains the strategies in the book for developing a personal resilience and growth mindset to not only survive but to thrive in times of constant change. Key

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Episode 383: Adam Braff on Forecasting

  Adam Braff is a former McKinsey partner; he runs a data and analytics consulting firm called Braff & Co. where he advises investors, boards, and senior leadership teams on extracting maximum value from their investments in data and analytics. Today, we talk about forecasting. Key points include: 02:17: What Adam learned from running a

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Episode  382: Becoming Independent

  In today’s episode, I host a panel discussion with Jennifer Hartz, J. Andrew McKee, Jay Altizer, and Ashutosh Dalvi. They share insights, advice, and their own story on taking the leap from a comfortable salaried position to becoming an independent consultant. Key points include: 01:13: The decision to become an independent consultant.  08:40: The

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Episode 381: Surbhee Grover on Launching a Personal Care Brand   

  In this Episode of Unleashed, I chat with Surbhee Grover. Surbhee is the consultant who runs the firm Steel and Graffiti. She has also recently launched the personal care brand love,Indus.com, and today we discuss the whole process of creating a brand from product formulation to promotion. Key points include: 05:58: Evolving past the concept

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Episode 380: Stefan Kolle on the Customer Experience

  Stefan Kolle is the co-founder, Managing Director and Chairman of the Board of Futurelab, a company that helps businesses improve their marketplace through meaningful innovation in customer experience. On today’s show, Stefan shares a few case studies and we discuss customer centricity and customer experience. Key points include: 02:19: Assessing the state of customer

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Episode 379: The Strategic Use of Units

In this episode of Unleashed, I offer a few tips on how to use units strategically to emotionally engage your clients and avoid numerical overload.

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Episode 378: Pronouncing Your Name on LinkedIn

  In this short 2-minute episode, I share a LinkedIn trick that you can use to show people how to pronounce your name.  

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Episode 377: LinkedIn Connection Requests

In today’s short episode, I share a few tips on sending connection requests on LinkedIn.

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Episode 376: Ali Ahmed on Green Strategies

Ali Ahmed is the founder and principal of Green Strategies, a company that helps clients discover sustainability opportunities. He is a recognized sustainability and energy management leader who has developed and managed more than 50 global energy and sustainability programs. In today’s episode, we discuss carbon.

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Episode 375: Stacy Sifleet on Customer Value Strategy

Stacy Sifleet is a lean process consultant. She helps manufacturers, distributors and service-based companies improve their profit through sharper price strategy while providing customers with the services or products they want. 

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Episode 374: Tami Lucey on the Benefits of Booking through a Travel Agent

Tami Lucey is an independent travel consultant, or as she describes herself, “a worldwide business travel hassle remover.” We talk about her work as a corporate travel agent, and her focus on working with the entertainment industry and individual consultants.

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Episode 373: How to Collect Fees on Time

  Lessons learned from collecting payment on over 1,500 invoices: 1. What to include in the contract 2. Questions to ask after the contract is signed 3. What to include on your invoice 4. How to follow up after sending your invoice  

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Episode 372: Read Later with Instapaper and Pocket

To save us all time, today’s short episode of Unleashed explores two time saving, app saving, read later apps. Instapaper and Pocket.

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Episode 371: Why It’s Important to Check Your Email Name

There are a few reasons why you should check how your email name appears to others, and in this short in-between-isode, I explain how it should be done in G Suite and Microsoft.

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Episode 370: Divya Agarwal on Transformation Projects

When Divya Agarwal left McKinsey as an associate partner in organization and transformation to become an independent consultant, she had to redefine her concept of being bold. She is with me today to talk about what being bold means and how her definition has helped her transition into the new stage of her life.

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Episode 369: Cactus Raazi on Personalized Pricing

Cactus Raazi is a known risk-taking leader and author of the B2B data analytics book Price: Maximizing Customer Loyalty Through Personalized Pricing.

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Episode 368: Your favorite twelve problems

Having favorite problems may sound like a bit of an oxymoron, but in today’s episode of Unleashed, you will discover how valuable those problems can be.

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Episode 367: Robyn Bolton on developing innovation within the organisation

Listen to an independent consultant who has been focused on innovation for a number of years and today she shares her expertise.

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Episode 366:  Kyle Sturgeon on turnarounds, bankruptcy, and restructuring

Today we discuss what’s involved with guiding a company through bankruptcy or restructuring.

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Episode 365: Questions to Ask Clients in First Discussion

In today’s weekend edition of Unleashed, I share a list of 20-25 questions that David A. Fields and I usually ask our clients during the initial conversation to help engage the client and secure the project.

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Episode 364: 21 Business Development Ideas

As independent consultants, we often look for ways on how to grow our business. In today’s episode, you’ll find a round up of 21 business development ideas that can help build your business this year. You’ll also find all the relevant links to Unleashed episodes where we explore these items in more detail.

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Episode 363: Tekla Back on Nutrition – The truth behind the label

Tekla Back, McKinsey alum, former senior vice president of strategy at PepsiCo., and founder of the snack, Keho. Tekla reveals how she got into nutrition, the truth behind the nutritional labels, and how she developed the Keho snack bar.

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Episode 362: Get bad at something

You may not realize the value of being bad at something, but in this week’s weekend episode of Unleashed, we explore how being bad at anything is the first step to becoming good at it. 

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Episode 361: Seth Godin on Best Practices in Content Creation

Seth Godin discusses his career trajectory, his books, his daily practices, his view on content marketing, and why he made the decision to avoid social media.

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Episode 360: Rudra Chatterjee on Business in India

Rudra’s family has been growing tea for over 100 years. They have tea estates in Darjeeling and Assam in India, and in Rwanda. They also manufacture handmade carpets and furniture. He is also an adjunct professor in International Management Institute in Calcutta, and writes for several publications on history and business.

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Episode 359: James Carbary on Podcasting Best Practices

James Carbary is the founder, executive producer, and co-host of Sweet Fish Media, a company that produces podcasts for B2B brands. Today, he shares his expertise on creating, distributing, and getting the most mileage out of your podcast.

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Episode 358: Create a Target List of Employers or Clients

In this short episode of Unleashed, I share a process that I use in my consulting practice and have found to be hugely valuable for both myself and my clients.

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Episode 357: Identify your Core Network

In this episode of Unleashed, I share a few valuable ideas taken from David A. Fields and his book, The Irresistible Consultants’ Guide to Winning Clients, which I highly recommend.

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Episode 356: Daryl Tulimieri on Recruiting and Team Building

Daryl Tulimieri is a McKinsey alum. He has been at Owens Corning and GLG, where he helped create and grow a group. Darryl is currently an independent consultant and Umbrex member, and he advises on M&A. But today Daryl is sharing his experience in recruiting and building a team in different contexts.

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Episode 355: J. Andrew McKee – How to Get Better at What You Do

In a weekly email to Unleashed subscribers in the fall of 2019, I asked, “What you are doing this fall to get better at what you do?” Umbrex member J. Andrew McKee sent me the following extraordinary response, and I asked him to be a guest on the show to discuss. 

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Episode 354: Philipp Humm on Ethos. Pathos. Logos. The foundations of a good story

Philipp Humm is a storytelling coach who teaches how to apply the fundamentals of storytelling to sales, marketing, management, and connecting with your business audience.

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Episode 353: Jonah Gruda on Choosing the Right Entity Type for Your Practice

A common question independent consultants ask is what type of entity they should use to establish their practice. In this episode, Jonah Gruda reviews the most relevant aspects of the five types of entities that are most commonly considered.

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Episode 352: Jeffery Perry on Building an Independent Practice after Retirement

After years of professional work experience, how do you leverage your knowledge and put it to good use? After a 30-year career as a global strategic business advisor, including 20-years combined as partner at Ernst & Young (EY) and A.T. Kearney, Jeffery Perry decided to found Lead Mandates where, as an independent advisor, he helps organizations improve business and leadership performance.

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Episode 351: Kian Beyzavi on Digital Health: What it is and why it matters

Kian Beyzavi, a Venture Partner at Cota Capital, is a seasoned leader in the life sciences. After several years of consulting at McKinsey & Company, a couple of stints as a venture investor and a software entrepreneur, she worked in senior leadership positions at medical device and pharma companies for 10 years.

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Episode 350: Daniel Tunkelang – In-depth Insight into Search Relevance & Query

Daniel Tunkelang, one of the top search relevance consultants in the United States. He is a data science and engineering executive who has built and led some of the strongest teams in the software industry, including Google. Daniel was a founding employee and chief scientist of Endeca, a search pioneer that Oracle acquired for $1.1B. He was also director of data science and engineering at LinkedIn, and he studied computer science and math at MIT and has a PhD in computer science from CMU. So when it comes to understanding how search engines work and search queries, Daniel knows what he’s talking about. Today, he shares insights on how search works and how to make it work for you.

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Episode 349: Richard Steel on the New ESG Business Paradigm

Richard Steel is an entrepreneur, investor, and the author of Elevated Economics, How Conscious Consumers will Fuel the Future of Business. He explains how corporations are moving forward with socially responsible business strategies to meet the demands of stakeholders, with a specific focus on environmental, social, and governance (ESG) issues.

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Episode 348: Mike Sarraille on how great organizations win on talent

Mike Sarraille is a former Recon Marine and retired US Navy SEAL officer with twenty years of experience in Special Operations, including the elite Joint Special Operations Command. He is also the co-author of The Talent War: How Special Operations and Great Organizations Win on Talent.

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Episode 347: How to accept payment by credit card

Generally you probably prefer to get paid via ACH or wire transfer, but some clients want to pay using a credit card. Today was my first time accepting a payment for consulting services by credit card, and in this episode I walk you through my experience. I used Stripe to actually collect the payment.

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Episode 346: Formal communications as practiced in the Nuclear Navy

Have you ever asked someone to do a task, and they agree, only later to find that they didn’t understand exactly what you were asking for?

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Episode 345: Setting the strategy for your podcast or blog

If you are setting up a podcast or blog, here are strategic questions to consider. Question 1 is discussed in Episode 344, and Questions 2-5 discussed in this episode.

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Episode 344: Identify the reasons why you are creating content

If you are planning to create content on a regular basis, it is worth your time to get explicit – at least with yourself – on your objectives.

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Episode 343: Agnes Kunkel on 2023

After COVID started, Umbrex member Dr. Agnes Kunkel started the 2023 Podcast, interviewing experts for their take on what life will be like in the year 2023.

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Episode 342: Robert Lachenauer on family-owned businesses

Rob Lachenaur is the co-author of The Harvard Business Review Family Business Handbook: How to Build and Sustain a Successful, Enduring Enterprise.

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Episode 341: Tom Libelt on how to promote an online course

Tom Libelt runs Smart Brand Marketing, and one of their main services is helping creators to promote their online courses. In this episode, Tom shares tips on how to create a marketing funnel to sell your course, and also shares advice on which platforms to use to create your course.

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Episode 340: Helio Fred Garcia on crisis management

Helio Fred Garcia is a writer, speaker, educator, and consultant on the topic of crisis communications and crisis management. Fred will be leading a live, interactive training session as part of the Umbrex Presents series, November 12, 11 a.m. – 12:30 p.m. EST.

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Episode 339: Joe McCann on tools for healthcare market research

Joe McCann is the CEO and Co-Founder of Slingshot Insights, a healthcare-focused research firm with an interesting model: they allow you to interview leading experts by splitting the cost with others. Joe also runs Truth on Call, a firm that conducts custom surveys of physicians and other healthcare providers.

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Episode 338: Mark Newsom focuses on managed care

Mark Newsom is the Founder of Health Evaluations, LLC, which focuses on business strategy, operations, and policy in the government health programs space. Mark brings a powerful set of experiences to his practice. 

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Episode 337: Gresham Harkless Jr on building his media agency

Gresham Harkless Jr is the founder of Blue 16 Media, which provides website design, social media, SEO services for entrepreneurs, startups and business owners. He’s also the Founder of CEO Blog Nation and a podcast host.

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Episode 336: Betsy Seals on the managed care industry

Betsy Seals is a recognized leader in the managed care industry. She is the Co-Founder and Chief Operating Officer of Rebellis Group, where the members have decades of experience in health plan, pharmacy benefit manager, and government consulting experience. In this episode, Betsy provides an overview of the managed care universe in the U.S.

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Episode 335: Dan Biederman rethinks urban environments

Dan Biederman was the driving force behind the redevelopment of Bryant Park in New York City and the creation of the 34th Street Partnership and Grand Central Partnership. In this episode, Dan shares stories of what it took to make the Bryan Park Redevelopment a reality.

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Episode 334: Jason Sanders, top executive recruiter, shares career tips for consultants

Jason Sanders is the Managing Director of Flycast, which provides experienced talent to specialty consulting practices and top global firms.

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Episode 333: David Goldstein demonstrates the power of Mekko Graphics

David Goldstein is the founder of Mekko Graphics, a plug-in to PowerPoint that gives you charting superpowers. Mekko Graphics is a popular tool among many management consultants, particularly at Bain. In this video episode, David shows the range of charts that Mekko can create and demonstrates how to use the tool.

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Episode 332: John Joseph on robotic process automation for SMBs

John Joseph is a Co-Founder of White Swan Automation, a firm that helps small and medium business implement robotic process automation.

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Episode 331: Susan Harte on how corporate site selection works

Susan Harte has deep experience as a site selection consultant, helping companies choose where to place their next headquarters, contact center, distribution facility, or factory. In this episode, Susan shares an insider’s view of the site selection process.

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Episode 330: Robert Glazer on how to build your capacity

Robert Glazer has an incredible portfolio career: Founder and CEO of Acceleration Partners, a leading affiliate marketing agency, Keynote speaker, Best-selling author. In this episode we discuss Glazer’s latest ways to build four areas of your capacity

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Episode 329: Jeffrey Fidelman on serving the lower mid-market on strategy and operations

Jeffrey Fidelman started as a solo consultant in 2015. He had more demand than he could handle, so he hired a couple freelancers, and then saw more demand, and engaged more support.  Fast forward to 2020, and Fidelman & Company has 30 employees.

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Episode 328: Jeff Wald on the end of jobs

Jeff Wald is the Founder of Work Market, an enterprise software platform that enables companies to efficiently and compliantly organize, manage, and pay freelancers (purchased by ADP).

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Episode 327: Deb Zahn teaches the craft of consulting

Deb Zahn is an experienced healthcare management consultant who coaches professionals interested in transitioning into consulting.  On her website she has a wealth of resources to help get started with your own consulting practice.

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Episode 326: Laura Gariepy on getting started as a freelance writer

Laura Gariepy left a corporate job and set up as a freelance writer. Within a year, her income as a freelance writer matched her former corporate salary. Laura continues to work as a freelance writer and also serves as a coach to other writers seeking to make the leap to freelance.

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Episode 325: Melanie Espeland on executive voice coaching

Melanie Espeland is a McKinsey alum, independent management consultant, voice actor, and executive voice coach. In this episode, Melanie walks me through two sample voice exercises that she often uses when coaching executives – and you can follow along at home.

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Episode 324: Daniel Vassallo on building – and monetizing – a Twitter following

Daniel Vasallo left a great job at Amazon in February 2019 with the idea of working independently. He thought about building a product, but decided that he first ought to build an audience, so he set out to learn Twitter.  From a base of a couple hundred followers 18 months agao, @dvassallo now has over 44K followers.

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Episode 323: Dan Daughterty explains Sounder.fm, a podcast platform focused on discovery

Dan Daugherty is the Co-Founder and COO of Sounder.fm, a podcast platform for creators focused on growth and discovery. In this episode, Dan describes the features of Sounder.fm, including FREE HOSTING for shows with under 20K streams per month.

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Episode 322: Lemon Williams on how to write quality compliance documentation

Lemon Williams is a cyber security and operational risk management professional with extensive multi-industry experience establishing sustainable cyber security programs for the public and private sector applying leading industry processes and regulatory standards.

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Episode 321: Sarah Preisser on talent management

Sarah Preisser spent twenty years at Accenture, twelve of those in talent strategy roles. In 2019, Sarah founded Mindset Talent, which specializes in strengthening the organizational capacity and capabilities of business, public and non-profit organizations by igniting the power of their teams.

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Episode 320: Kit Lisle on conducting due diligence for private equity firms

Kit Lisle is a Partner at Acclaro Growth Partners, a research-based strategy consulting firm that serves private equity firms and their portfolio companies.

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Episode 319: Jeff Gothelf on how to let your next job find you

Jeff Gothelf is a leading expert on digital transformation an business agility. He is a keynote speaker, consultant, and the author of four books.

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Episode 318: Avy Punwasee shares a pricing case study

Avy Punwasee is a Partner at Revenue Management Labs, which helps clients develop practical pricing solutions that deliver sustainable revenue and profit growth.

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Episode 317: Paddy Padmanabhan on digital transformation in healthcare

Paddy Padmanabhan is the founder of Damo Consulting, which provides digital transformation advisory services to enable healthcare organizations navigate the technology-enabled transition to telehealth and virtual care.

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Episode 316: Diane Hamilton on removing the barriers to curiosity

Dr. Diane Hamilton is the creator of the Curiosity Code Index, which helps you understand the things that might influence how much you embrace your natural curiosity.

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Episode 315: Trond Undheim on the aftermath of the pandemic

Trond Arne Undheim is a futurist, speaker, entrepreneur and former director of MIT Startup Exchange, based outside of Boston. He has accelerated four unicorns and helped launch over 50 startups.  In this episode we discuss his latest book, the 450-page Pandemic Aftermath, which he wrote between February and April of this year.

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Episode 314: Bethel Desmond on business storytelling

Bethel Desmond is the Founder of The Content Corp and former Chief Storytelling at IBM Global Business Services. In this episode, she shares tips on how to use stories to engage customers.

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Episode 313: Hannah Berson on using Mural to facilitate workshops

Hannah Berson is the Founder of SALT Collaboratory, a boutique consulting firm that relies heavily on the methods of design thinking. In this video episode, Hannah provides a introduction to Mural, a digital workspace for collaboration. 

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Episode 312: Lee Frederiksen on growth drivers for professional services firms

Lee Frederiksen is the Managing Partner of Hinge, a branding and marketing firm that focuses on serving professional services firms. In today’s episode, Lee shares key insights from the High Growth Study 2020 conducted by Hinge, which includes results from 1,000 professional services firms around the globe.

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Episode 311: Rachel Weingarten on her journey from celebrity makeup artist to beauty historian

Rachel Weingarten is a marketing and brand strategist, journalist, copywriter, beauty historian, and – in her words, a ‘skillionaire.’

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Episode 310: Kim Calichio on feeding 700 families per week during the pandemic

Kim Calichio is a chef and educator.  When the pandemic shut down NYC, she realized there were many New Yorkers who would not be eligible for government assistance and who would be going hungry. 

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Episode 309: Stephen Wunker on understanding jobs to be done

Steve Wunker worked closely with Harvard Business School professor Clayton Christensen, who first popularized the concept of “jobs to be done.”

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Episode 308: Sree Sreenivasan on creating world-class virtual events

Sree Sreenivasan has been the Chief Digital Officer at Columbia University, New York City, and the Metropolitan Museum of Art. He is considered one of the most influential people in social media.

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Episode 307: The Declaration of Independence

A reading of the Declaration of Independence by 31 women and girls.

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Episode 306: Kwame Christian shares three steps to resolve conflicts

Kwame Christian, the Founder and Director of the American Negotiation Institute, is an expert in mediation and conflict resolution, serving a range of corporate and government clients.

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Episode 305: Cyrus Massoumi, founder of ZocDoc, shares four keys to a successful startup

Cyrus Massoumi is one of the three founders of ZocDoc, an online medical care appointment booking service that has raised over $280 million in funding and currently has roughly 600 employees. Cyrus has stepped down from his role as CEO of ZocDoc. In this episode, he shares the three pillars of his current activities.

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Episode 304: Davis Nguyen on how to get a consulting firm offer

David Nguyen is the Founder of My Consulting Offer, a firm that helps experienced professionals and students get job offers from the top management consulting firms.

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Episose 303: Nick Kane on sales training best practices

Nick Kane is a Managing Partner at Janek Performance Group, which provides sales training, coaching, and consulting.

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Episode 302: Srikumar Rao on using mental models to achieve an extraordinary life

Srikumar Rao developed the groundbreaking course “Creativity and Personal Mastery” at Columbia Business School, which I had the good fortune to take in 2003. Srikumar has taught this course at other top business schools and delivered a program based on the course to many corporate clients.

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Episode 301: Jim Peters, COO of Rite Aid, on leading during the pandemic

Jim Peters is the Chief Operating Officer at Rite Aid, which is number 150 on the Fortune 500, with $21.7 billion in revenue in 2019.

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Episode 300: Tim DeRoche on how attendance zones keep most American kids out of the best public schools

Umbrex member and McKinsey alum Tim DeRoche is an independent management consultant, a screenwriter, an award-winning novelist and a non-fiction writer.

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Episode 299: Michael Niczyporuk on innovation in the payments industry

Michael Niczyporuk, currently SVP of Global Product Strategy at Visa, has been the Chief Strategy Officer at USAA, the Global Head of Strategy at Citi FinTech and Digital Payments, and the Head of Strategy for Digital at Capital One. In this episode, Michael draws on his broad experience across digital financial services to discuss innovation in the payments industry.

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Episode 298. Alan Iny shares practical tips to unleash creativity in your business

Alan Iny is the Global Lead for Creativity and Scenarios at Boston Consulting Group, and the co-author of Thinking in New Boxes: A New Paradigm for Business Creativity. In this episode, Alan shares practical tips to unleash creativity in your business.

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Episode 297: Jamie Head on driving innovation at a leading agricultural cooperative

Jamie Head is the Chief Digital and Technology Officer at Ocean Spray Cranberries, which is an agricultural cooperative with over 700 member growers. The cooperative accounts for over 70% of North American cranberry production. In this episode, Jamie discusses innovations that are underway at this leading global producer.

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Episode 296: Eli Diament on how to conduct a high-quality B2B survey

McKinsey alum Eli Diament is the Founder and Director of Azurite Consulting, which specializes in conducting B2B surveys that require high volumes of niche B2B buyers, decision makers, and product users.

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Episode 295: Matt McDonald of Hamilton Place Strategies on how public affairs consulting firms operate

Matt McDonald, a Partner at Hamilton Place Strategies, was recently named one of 38 “Power Players in Consulting” by Business Insider. In this episode, Matt explains how public affairs consulting firms operate.

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Episode 294: Dan Goldman on leading a strategy team during the pandemic

Dan Goldman is the Global Head of Strategy at The North Face. In this episode, he provides his perspective on leading a strategy team during the pandemic.

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Episode 293: Ken Cloke shares the principles of conflict resolution

Ken Cloke is a leading global expert on conflict resolution and the author of over a dozen books. In this episode, Ken shares the principles of conflict resolution, and how he became a pioneer in the field.

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Episode 292: Brian Ahearn on the principles of influence

Brian Ahearn has been certified by Robert Cialdini to teach his influence methodology. Through keynote speeches, coaching, and training sessions, Brian helps professionals understand the full set of influence tools. If you have a premium LinkedIn account, check out his LinkedIn Learning courses.

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Episode 291: Paul Cuatrecasas on achieving growth through acquisitions

Paul Cuatrecasas is the Founder and CEO of Aquaa Partners, a London-based, FCA regulated boutique M&A and strategic advisory firm that advises established companies on managing transformation to create exponentially increasing market value, revenue and profits.

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Episode 290: Dhiraj Nayar, CFO of Boston Globe Media, on the media business during the pandemic

Dhiraj Nayar, CFO of Boston Globe media, provides a perspective on the media business during the coronavirus pandemic.

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Episode 289: Indranil Ghosh on how citizens can shape the 21st century

McKinsey alum Indranil Ghosh is the CEO of Tiger Hill Capital, a business-building and advisory company committing its energy, network and capital to commercial enterprises with the potential to deliver transformative solutions for global economic and social challenges.

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Episode 288: Robbie Kellman Baxter on how to create a compelling subscription model

In today’s episode, Robbie discusses her latest book, The Forever Transaction: How to Build a Subscription Model So Compelling, Your Customers Will Never Want to Leave.

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Episode 287: David A. Fields on how to ask clients for a recommendation

David A. Fields is back on the show, this time to help me answer a question from listener Caroline Taich, who asked for best practices on what steps to take at the end of a long project.

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Episode 286: Venkat Nagaswamy on how contact centers have kept working during the pandemic

McKinsey alum Venkat Nagaswamy is the Group VP of Marketing at 8×8, a leading Software-as-a-Service provider of voice, video, chat, contact center and enterprise-class API solutions.

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Episode 285: Roger Samways on air cargo in the age of the coronavirus

Roger Samways is the VP of Cargo Sales at American Airlines. In this episode, Roger first provides a brief overview of the air cargo industry, then we discuss the impact of the coronavirus, including how American Airlines has been adapting.

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Episode 284: Kazuki Kozuru-salifoska on making women’s fashion accessible to all body types

Kazuki Kozuru-salifoska is a fashion professional, a skilled creative designer as well as tech designer. Together with Doni Jantzen, she founded KEDIC Fashion Workshop. One of the services they offer is helping fashion brands get into the plus-size market.

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Episode 283: Keith Stoeckeler on sports sponsorships in the age of the coronavirus

Keith Stoeckeler is a VP/Group Director at MKTG, where a significant portion of his time is spent working with brands to establish and manage sponsorships of sports and other entertainment events. In this episode, Keith discusses how sports sponsorships work and the impact of the coronavirus.

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Episode 282: Mark Goulston on learning to listen

Mark Goulston is a psychiatrist, consultant, and the author of seven books, including Just Listen and Talking to Crazy. In this episode Mark shares tips on learning to listen including some of the lessons he taught to FBI hostage negotiators.

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Episode 281: Austin Publicover on restaurant food safety in the age of the coronavirus

Austin Publicover is a food safety expert and the Founder of Bulletproof! Food Safety, a consulting firm that works with many of the top restaurants in New York City. In this episode, Austin discusses the services his firm provides restaurants and food manufacturers

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Episode 280: Liz Dunn on the impact of the coronavirus on the retail industry

Liz Dunn is a noted retail expert who regularly appears on CNBC to discuss the industry. In this episode, Liz shares a perspective on how the coronavirus pandemic is affecting the retail industry.

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Episode 279: Frank Kochenash of Wunderman Thompson on helping brands thrive on Amazon

Frank Kochenash is President of Wunderman Thompson Commerce North America – a global eCommerce consultancy within the agency. In this episode we dive into the intricacies of what it takes for a brand to thrive on Amazon, and Frank also discusses how the coronavirus pandemic is affecting the world of eCommerce.

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Episode 278: Marvin Riley on leading a global 5,000-employee manufacturing firm through the pandemic

Marvin Riley is the President and CEO of EnPro Industries Inc., a diversified manufacturer of proprietary engineered products used in critical applications. In today’s episode, Marvin explains how he has led the firm through the coronavirus pandemic. 

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Episode 277: William H. Bachman, PhD – a nuclear engineer turned handyman

William H. Bachman, PhD, spent 28 years designing nuclear fuel for civilian reactors. After taking early retirement in 1997, he set himself up as an independent professional – a handyman.

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Episode 276: Gleb Tsipursky on making better decisions and avoiding disasters

Gleb Tsipursky has a PhD in the history of behavioral science, and his research focused on decision-making, emotional and social intelligence, and meaning and purpose. In this episode we discuss his recent book, Never Go With Your Gut: How Pioneering Leaders Make the Best Decisions and Avoid Business Disasters, his work advising clients on how to avoid disasters, and his speaking career.

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Episode 275: Gemma Toner on empowering women to thrive in the workplace

Gemma Toner is the Founder of Tone Networks, a video-based learning and leadership development platform that empowers female employees through expert content, live coaching and a vibrant online community.

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Episode 274: Carolina Miranda on B-Certification: the what, why, and how

Carolina Miranda is the Founder of Cultivating Capital, whose mission is to help bring about a more just and peaceful world by supporting businesses in implementing better social and environmental practices. In this episode we discuss B-Certification.

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Episode 273: Jason Bernd on leading a hospital through the coronavirus pandemic

Jason Bernd is the President of the Novant Health Charlotte Orthopedic Hospital. In this episode, Jason discusses his experience leading his hospital through the coronavirus pandemic.

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Episode 272: Mike Freed of Mirion Technologies on leading a manufacturing firm through the pandemic

Mike Freed is the COO of Mirion Technologies, a leader in radiation safety, measurement and science. In today’s episode, Mike discusses the steps Mirion has taken during the coronavirus pandemic to protect its customers and its 1,800 employees.

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Episode 271: Jonathan Stark on why you should stop billing hourly

Jonathan Stark is on a mission to rid the world of hourly billing: he is the author of Hourly Billing is Nuts and three other books.

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Episode 270: Jeremy Bieger on making better decisions using voice of the customer insights

Jeremy Bieger is the co-founder and CEO of Pulse Insights, a voice of the customer platform that takes a new approach to collecting and leveraging customer feedback.

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Episode 269: Rebecca Winn on finding meaning when things fall apart

Rebecca Winn, founder of the boutique residential landscape design firm Whimsical Gardens, has won over 300 horticulture awards and five consecutive Texas Excellence in Landscaping Awards.  Her inspirational Facebook blog has over 600,000 followers. In today’s episode, we discuss Rebecca’s recently published book One Hundred Daffodils, the story of hear search for meaning, identify, and purpose.

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Episode 268: Angelique Rewers on how small businesses can land big clients

elique Rewers is the Founder of The Corporate Agent. Inc. Magazine has called her the undisputed champion at helping small businesses land big clients. In today’s discussion, Angelique shares tips on how to get the attention of corporate decision makers. We focus in particular on how you can create engaging events – virtual or in person.

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Episode 267: Lawrence Adjah on building community in the age of the coronavirus

Lawrence Adjah is an alum of Harvard, McKinsey, Stanford. He is a community builder, business advisor, and pastor. Several years ago, Lawrence organized a family-style dinner for some acquaintances at a restaurant in NYC. Rule: no phones at the table, no discussing work. Treat tablemates like family. A movement was born.

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Episode 266: Jon S. Rennie on leading in the age of the coronavirus

Jon S. Rennie is a former nuclear-trained submarine officer with more than twenty years of experience leading industrial businesses. In this episode, Jon shares a perspective on what it means to be a leader in the age of the coronavirus.

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Episode 265: Olivia Chioma Elee on fighting Ebola in West Africa

In today’s episode, Olivia Chioma Elee shares her experience fighting the Ebola epidemic in Nigeria and Liberia. She coordinated a range of programs including contact tracing and coordinating the logistics for the command centers throughout Liberia.

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Episode 264: David A. Fields how to run a world-class virtual workshop

David A. Fields had scheduled an in-person two-day workshop  for early April – his Solo Practice Accelerator. When the coronavirus pandemic made it impossible to conduct the event in person, David and his team converted the event into a highly interactive, world-class virtual workshop.

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Episode 263: Gary Chan shares 12 actions to enhance your information security

Hacking attempts have spiked upwards during the coronavirus epidemic as more employees work from home. Gary Chan is an information security consultant and shares 12 actions that independent consultants can take to enhance their information security profile.

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Episode 262: Robert Glazer on how to push beyond your limits

Our guest today is Robert Glazer, an entrepreneur, keynote speaker, and best-selling author. Glazer writes Friday Forward, a weekly email that goes out to 100,000 subscribers.

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Episode 261: Joshua Dick on why businesses should aim to grow like a lobster

Our guest today is Josh Dick, who accomplished the dream of many entrepreneurs. In the year 2000, after stints as an investment banker at Salomon Brothers and as a Marketing Manager at Unilever, Josh joined Urnex, a small manufacturing business that was founded by his great-grandfather.

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Episode 260: How to write a consulting proposal

In this episode I discuss how to write a consulting proposal. You can download the consulting proposal template that I discuss on the show.

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Episode 259: David A. Fields suggests focusing on relationships during the pandemic

Our guest today is David A. Fields, author of The Irresistible Consultant’s Guide to Winning Clients. In this episode, David shares his advice on the actions consultants should take during the coronavirus epidemic.

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Episode 258: Gary Pritts helps clients comply with HIPAA and other regulatory requirements

Our guest today is Gary Pritts, the President of Eagle Consulting Partners, a firm that was a specialty in helping clients adhere to the requirements of the Health Insurance Portability and Accountability Act, usually referred to as HIPAA.

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Episode 257: Sophia Ononye on scientific storytelling

[Note: this episode was recorded prior to the coronavirus pandemic.] Our guest today is Sophia Ononye, who earned a PhD in Pharmaceutical Sciences from the University of Connecticut and did a postdoctoral fellowship in oncology at the Yale School of Medicine. Sophia is the founder of The Sophia Consulting Firm, and her focus is in

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Episode 256: Oscar Wimshurst of bench.co on the COVID-19 educational material the bookkeeping firm has created

Oscar Wimshurst discusses the content that Bench Accounting has been publishing to answer the questions their customers have been asking on how to respond to the coronavirus pandemic.

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Episode 255: Ryan Vaughan on how independent consultants can access the Paycheck Protection Program

Today’s episode is a recording of a webinar that I facilitated on April 8, 2020, attended by 80 independent management consultants.

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Episode 254: What to do if a client ghosts you

You’ve submitted a proposal to a client and then….. silence. Here are some tips on how to follow up.

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Episode 253: Tips on updating your resume

I’ve looked at 5,000 resumes over the past four years – seen some good ones, and lot of resumes with room for improvement. This episode is particularly geared at independent consultants, but 90% of it is relevant to any professional.

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Episode 252: Nayla Bahri shares practical tips to enhance career resilience

Nayla Bahri conducted the research for her PhD on how professionals responded to layoffs during the Great Recession. She discovered that certain behaviors helped lead professionals become resilient and emerge from the crucible even stronger.

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Episode 251: Dave Haase provides update on latest Paycheck Protection Program guidelines

Dave Haase runs Peninsula Accounting, which offers bookkeeping, tax preparation, and payroll services to small businesses. Dave’s firm is working with ~100 of their clients this week to prepare applications for the Paycheck Protection Program, and in this episode we discuss that program as well as the SBA EIDL loan.

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Episode 250: Maureen Pritchard on how to get started with your estate plan

Maureen Pritchard is a trust and estates attorney based in New York City.

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Episode 249: How to simulate submarine life while sheltering at home

Over the past couple decades since I left the Navy, people have often asked me what it was like to serve in a submarine. Well, if you are sheltering in place, here are tips to simulate submarine life at home.

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Episode 248: Why you should use a password manager / How to set up and use LastPass

Why you should use a password manager Deep dive on how to set up and use LastPass

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Episode 247: How to send and receive international payments using Transferwise

How to receive payment from a client in another country when your invoice is denominated in your own currency and when the invoice is in a foreign currency How to send payment to a subcontractor or vendor in another country when the recipient’s account is denominated in your currency or in a foreign currency

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Episode 246: Investing in your skills when you have time between projects

When you have time between projects, here are some ideas on which skills you might want to spend time investing in.

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Episode 245: How NOT to submit expenses to a client

In this episode, tips on how NOT to submit expenses to a client. And my suggestion on one right way to do it.

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Episode 244: Overview of the Paycheck Protection Program, COVID-19 pandemic loans to small businesses

This episode is U.S. specific, as I discuss the Paycheck Protection Program, which is an element in the CARES Act passed by Congress yesterday.  

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Episode 243: Marc Feigen on how Fortune 200 CEOs are addressing the threat posed by the coronavirus

Marc Feigen is considered the leading CEO advisor in the United States; Fortune magazine called him the “CEO Whisperer.”

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Episode 242: C.V. Ramachandran on how the coronavirus will accelerate digital transformation of the economy

C.V. Ramachandran has three decades of consulting experience, having served as a senior leader at Booz Allen Hamilton, A.T. Kearney, AlixPartners, and Accenture.

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Episode 241: Kaihan Krippendorf organized a virtual summit to support the fight against coronavirus

In a matter of days, Umbrex member Kaihan Krippendorf has organized a fantastic event to support the fight against COVID-19: the 2020 Outthinker Virtual Summit.

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Episode 240: Daniel Weiner, restructuring attorney, on options for distressed businesses

Daniel Weiner is a prominent attorney with forty years of experience serving companies in distress, guiding them through restructuring efforts. He is widely published on the subject of bankruptcy, including co-author of the Collier Bankruptcy Practice Guide and  contributing author to Bankruptcy and Its Impact on LLC Membership Interests, published by The Institute of Continuing Legal Education.

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Episode 239: Fourteen ideas for creating or enhancing your marketing collateral

If you are looking to stay productive while between projects, one way to use the time productively is to invest time in creating or improving the marketing collateral of your firm.

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Episode 238: Technology tools for independent professionals

If you are looking to stay productive while between projects, one area to invest time is setting up technology tools for your practice.

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Episode 237: MixMax gives you email superpowers

MixMax is a tool that plugs into Gmail or G-Suite email and provides you with email superpowers.

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Episode 236: Tech recommendation: Use Evernote as your external brain

I highly recommend Evernote – it is far more than a note-taking app.  You can also clip websites, save voice memos, store emails, and many more.

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Episode 235: Mark Williams aka ‘Mr. LinkedIn’ on how to create a best-in-class LinkedIn profile

Mark Williams, aka ‘Mr. LinkedIn’, is the host of one of my favorite podcasts, LinkedInFormed – I’ve listened to dozens of episodes, and much of what I know about LinkedIn I know from Mark.

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Episode 234: Help small businesses navigate the coronavirus pandemic

Umbrex has set of a task force to help small businesses navigate the coronavirus pandemic. We’d love to get your help across the following workstreams.

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Episode 233: Susan Drumm on how to facilitate an effective virtual meeting

Our guest today is Umbrex member Susan Drumm, a BCG alum and the CEO of Meritage Leadership Development. Susan has extensive experience in running virtual meetings via videoconference, and in today’s episode she shares a set of tips to make virtual meetings more effective.

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Episode 232: Rhona Silverbush coaches actors to speak Shakespeare with confidence

Our guest today is Rhona Silverbush, co- author of Speak the Speech!: Shakespeare’s Monologues Illuminated. Rhona teaches small-group classes and privates one-on-one coaching to actors on how to speak the language of Shakespeare.

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Episode 231: Jay Charkow explains the system of international tariffs

Our guest today is Jay Charkow, President of International Tariff Management. For several years I’ve been wanting to understand the basics around tariffs. In the New York Times or Wall Street Journal, usually all you get is some very broad statement such as “the Administration has imposed a new round of tariffs on goods imported from China.”

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Episode 230: Andrea Bonime-Blanc on how leaders transform risk into resilience and value

Our guest today is Andrea Bonime-Blanc, a leading global expert in the area of risk management, and the author of five books, including the recently published Gloom to Boom: How Leaders Transform Risk Into Resilience and Value.

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Episode 229: Gaurav Bhatnagar on how to lead a cultural transformation

Our guest today is McKinsey alum Gaurav Bhatnagar, who is the Founding Partner of Co-Creation Partners, where he leads cultural transformations for his clients.

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Episode 228: Build relationships now with future clients – a tip for executives who plan to become a consultant

For executives who are thinking about becoming a consultant in a year or two, a time investment of two hours per week now can dramatically improve your chances of success when you launch your practice.

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Episode 227: Jim McEachern on how the telecom industry is fighting robocalls

Our guest today is Jim McEachern, an independent consultant who has been working with the Alliance for Telecommunications Industry Solutions (or ATIS) on developing technology to cut down on robocalls.

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Episode 226: Michael Sorrentino provides media training

In this video edition of Unleashed, Michael Sorrentino provides Will Bachman with an introduction to media training.  

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Episode 225: Liliana Petrova on optimizing the customer experience

Our guest today is Liliana Petrova, who runs The Petrova Experience, a consulting firm that helps brands build differentiated experiences and leverage technology to increase customer loyalty, efficiencies and revenue.

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Episode 224: Tineke Keesmaat on the connections between strategy, organizational change, and people leadership

Today’s guest is McKinsey alum and Umbrex member Tineke Keesmaat, who is based in Toronto. Tineke’s firm works with ambitious leaders and she is known for her unique blend of world-class strategy, organizational change, and people leadership.

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Episode 223: Consulting Revenue Equation

In my conversations with independent consultants, a common question I get is how to generate more business.

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Episode 222: Michael Ryan crushes inventory icebergs

Our guest today is Michael Ryan, who is certainly in the top 1% of people I know in how he has been using LinkedIn to build a brand. Michael has posted every day on LinkedIn for six months, and his posts are always on-brand, always related to inventory management.

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Episode 221: David A. Fields shares tips on how to convert leads into confirmed projects

Today we welcome back David A. Fields, the author of The Irresistible Consultant’s Guide to Winning Clients: 6 Steps to Unlimited Clients & Financial Freedom. In today’s episode, David and I riff on tips to increase the chances of converting a possible consulting opportunity into a confirmed project.

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Episode 220: Paul Millerd on creating an online course

Today I talk with Paul Millerd, who is a returning guest. I’m so inspired by Paul, who has been incredibly deliberate about designing a life. He has built a practice that allows him to work completely remotely, and recently left home in Boston to spend a stretch of time working in Bali and then in Japan and now in Taiwan.

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Episode 219. Ripa Rashid shares best practices for diversity and inclusion initiatives in the workplace

Ripa Rashid is the Managing Director at Culture At Work, which works with Global 500 organizations to build cultural change strategies to maximize their Diversity and Inclusion efforts while generating positive business results.

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Episode 218: Nir Eyal live at Umbrex Presents: How to become Indistractable

Nir Eyal was my guest on Episode 200 of this show. I found his message so important that I asked Nir to discuss his latest book, Indistractable, at an Umbrex Presents event, which took place October 28, 2019.

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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 A. 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 A. 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 A. 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 A. 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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