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THE NEW CONSULTING PLAYBOOK
How AI is Transforming Client Expectations
(c) Andrew Lawless LLC
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Get your Consulting ChatGPT Training and Prompts here: https://www.teamlawless.com/ChatGPT-Workshop
Understand your Clients’ needs and how you can help with the AI Client Definer here: https://www.teamlawless.com/ideal-client-definer
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SUMMARY
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The transcript highlights how AI is transforming the consulting industry, shifting it from a focus on lengthy reports and analyses to one driven by data-driven insights and measurable results. Key points include:
* Clients are increasingly demanding AI-powered consulting services, with 75% expecting a positive impact and two-thirds saying they will stop working with firms that don't use AI.
* Boutique consulting firms that emphasize agility, collaboration, and targeted results are well-positioned to thrive in this new AI-powered landscape.
* AI enables consultants to automate tedious tasks, specialize in niche areas, price based on outcomes, and scale their businesses without large teams.
* The new consulting model is built on five pillars: using evidence over opinions, delivering predictable outcomes, sharing knowledge, embracing quick iterations, and obsessing over results.
* Consultants must demonstrate the tangible impact of AI, not just talk about the technology, to meet rising client expectations.
* The rise of AI could lead to a more dynamic consulting ecosystem with more independent experts and flexible, network-based firms.
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TRANSCRIPT
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Andrew's Mindmate (00:00):
Let's dive into this whole AI thing that's kind of blowing up the consulting world. It's pretty wild to think about. Imagine consultants who are less about writing up these massive reports and more about delivering results you can actually see, and AI is the key to making that happen. And you know what I think is super interesting? It's got to be a huge shakeup for those big traditional consulting firms, the ones in park.
Steph’s Digital Ambassador (00:23):
Yeah, it's really fascinating because this isn't just about using a new tool or something. It's like a complete shift in how value is created and delivered in the consulting world. And we've got some great sources for this deep dive today. First, we're going to be looking at some insights from a consultant named Andrew Lawless, who's been helping these smaller firms really leverage ai. And then we've also got this research brief from the IBM Institute for Business Value, and it really highlights how clients are straight up demanding this AI powered approach
Andrew's Mindmate (00:52):
And that demand is seriously loud and clear. The IBM research found that 75% of consulting buyers think AI is going to have a positive impact on how they use consulting services. I mean, it's a massive majority.
Steph’s Digital Ambassador (01:04):
Yeah. Yeah. And what's even more telling is that 66% of those buyers, that's like two thirds of them, they say they'll just stop working with firms that don't even use AI at all. It's a serious wake up call for the whole industry.
Andrew's Mindmate (01:16):
So clients are really putting their money where your mouth is on this one.
Steph’s Digital Ambassador (01:18):
Yeah,
Andrew's Mindmate (01:19):
But here's the thing. This whole shift to what Andrew Lawless calls an obsession with results, I don't know if that's what clients usually think about when they think about those big established consulting firms.
Steph’s Digital Ambassador (01:30):
Yeah, you're right. I mean, those firms have built their reputations on these huge analysis and these really elaborate strategies, but they're not exactly known for speed and quickly delivering measurable results. This new landscape could require them to completely change their culture.
Andrew's Mindmate (01:47):
It's like they're trying to turn this massive ship around while all these smaller, more agile firms are just zipping around them in speedboats powered by ai.
Steph’s Digital Ambassador (01:55):
That's such a good analogy. And that's where it gets really interesting. These boutique consulting firms, they've always been focused on targeted results and working really closely with their clients. So they've always kind of been aligned with this whole results driven approach. And now AI is giving them even more tools to just totally crush it in this environment.
Andrew's Mindmate (02:15):
So they're kind of ahead of the game in a way.
Steph’s Digital Ambassador (02:17):
Totally Think about it, these firms are known for being agile, for laser, focusing on delivering value and for their collaborative approach. AI tools take all of that and make it even stronger. Now, they can provide truly evidence-driven approaches. They can offer reliable outcomes, they can do rapid iterations, and they have this level of open collaboration that clients are really starting to expect.
Andrew's Mindmate (02:40):
It's like they've been training for this moment all along. And when you look at what business leaders are demanding today, it's a perfect match. They want to see value, they want to see results, and they definitely don't want to wait months for them.
Steph’s Digital Ambassador (02:50):
Exactly. It's all about speed, agility, and making a real impact. And AI gives boutique firms the serious edge.
Andrew's Mindmate (02:57):
So let's look at a real world example that Andrew Lawless talks about in his work. He talks about this consultant, Shelly, and get this, she runs her entire business from a tiny camper trailer.
Steph’s Digital Ambassador (03:09):
Wait, a camper trailer? That's amazing.
Andrew's Mindmate (03:11):
I know, right? Talk about challenging circumstances. She was dealing with limited internet access and all this stuff that comes with living in a small space. But here's the crazy part. She tripled her business during the pandemic.
Steph’s Digital Ambassador (03:22):
Wow, that's incredible. How did she do that?
Andrew's Mindmate (03:25):
Well, according to Andrew Lawless, Shelly focused on three main strategies. First, she created this irresistible offer for her ideal clients. Then she figured out how to scale her services really efficiently, and finally she figured out how to attract high paying clients who really valued her expertise.
Steph’s Digital Ambassador (03:42):
Those are really solid principles for any consultant. It's fascinating how she applied them in such a unique situation.
Andrew's Mindmate (03:48):
And the thing Andrew Lawless emphasizes is that AI tools can make those strategies even better, even for those of us who aren't working from camper trailers. Imagine being able to automate tasks, generate insights from data and personalize how you interact with clients and do all of that in ways that we couldn't even imagine before. That's the power that AI brings.
Steph’s Digital Ambassador (04:09):
It's all about working smarter, not harder, and using technology to really maximize your impact.
Andrew's Mindmate (04:15):
Exactly. And this brings us to some of those common myths that hold a lot of consultants back. The beliefs that you need to work 24 7 or that you need to offer tons of different services or that you need to compete on price or that you need to build this huge team or that you need to sacrifice quality for quantity. I mean, those myths just don't hold up in the age of ai.
Steph’s Digital Ambassador (04:34):
Yeah, let's debunk those one by one first. The myth of working 24 7. AI can help automate those super tedious and time consuming tasks that used to keep consultants stuck at their desks all the time.
Andrew's Mindmate (04:45):
So you're saying that work-life balance is actually possible in the consulting world?
Steph’s Digital Ambassador (04:48):
Absolutely. With ai, consultants can get their time back and focus on the stuff that actually matters, like strategic thinking, building relationships with clients, and yeah, having a life outside of work
Andrew's Mindmate (05:02):
That's a total game changer.
Steph’s Digital Ambassador (05:04):
What
Andrew's Mindmate (05:04):
About that myth that you need to be a jack of all trades and offer like a million different services?
Steph’s Digital Ambassador (05:08):
Well, AI lets consultants specialize and become real experts in their niche. By using AI powered tools, consultants can get super deep knowledge in a specific area, and then they can deliver highly targeted solutions that people will pay top dollar for.
Andrew's Mindmate (05:22):
This is about going deep instead of wide. What about that myth that you have to compete on price?
Steph’s Digital Ambassador (05:27):
Well, with AI, consultants can actually show the value they bring in a really tangible way. This lets them switch from hourly rates to those outcome-based pricing models where clients only pay for the results they get.
Andrew's Mindmate (05:38):
So it's about proving your worth and getting paid for the value you deliver, not just for how much time you spend. And what about that myth that you need a massive team to scale your business?
Steph’s Digital Ambassador (05:47):
That's another one that AI can help bust. AI can automate tasks, streamline processes, and connect you with a global network of experts. This lets consultants expand their reach and their impact without needing a huge in-house team.
Andrew's Mindmate (06:01):
So it's about using technology and networks, not just hiring more people. And finally, what about that myth that you have to sacrifice quality for quantity?
Steph’s Digital Ambassador (06:09):
Well, actually AI helps improve the quality of consulting services by giving access to real-time data insights and best practices. AI helps consultants deliver more personalized and data-driven solutions that really meet each client's needs.
Andrew's Mindmate (06:22):
So AI is all about working smarter, not harder. It's about delivering better quality while also scaling your impact.
Steph’s Digital Ambassador (06:28):
Exactly. And this brings us to the new consulting operating model that's emerging in this AI powered world. It's a model built on five key pillars. So let's break those down. So the first pillar of this new model is shifting from opinions to evidence, moving away from just relying on what people think, and instead using actual data to make decisions. And this is where AI is a total game changer. Consultants can now analyze huge amounts of data and find insights that would've been totally missed before. We're going way beyond just intuition and gut feelings.
Andrew's Mindmate (07:00):
So it's like you're backing up your recommendations with hard data, not just relying on your experience or telling stories.
Steph’s Digital Ambassador (07:06):
Exactly. It's all about replacing assumptions with insights that are actually based on data. The second pillar is about moving from unpredictable outcomes to results that you can actually rely on. ai, lets consultants model different scenarios, see where the risks might be, and then fine tune their strategies to get results that are more predictable and consistent.
Andrew's Mindmate (07:23):
So instead of just crossing your fingers and hoping for the best, you're using AI to stack the odds in your favor. That's a pretty big deal for clients who want some kind of guarantee.
Steph’s Digital Ambassador (07:33):
Totally. It's like we're moving from a world of guesswork to a world where you can be more certain about what's going to happen. The third pillar is all about moving from knowledge that's siloed off to expertise that everyone can access. AI makes it possible for consultants to capture and share their knowledge in a way that anyone in the organization can use.
Andrew's Mindmate (07:52):
So instead of keeping all that knowledge locked away, you're using AI to break down those walls and create a culture where everyone is learning and sharing.
Steph’s Digital Ambassador (08:00):
Exactly. It's about making knowledge something that everyone has access to, not just a few select people. The fourth pillar is all about embracing those quick iterations and being super collaborative. AI lets consultants work in a more agile way, constantly testing and refining their approach based on what's actually happening.
Andrew's Mindmate (08:17):
So it's all about being flexible, adapting and being open to new information. No more sticking to a plan that might not be working.
Steph’s Digital Ambassador (08:24):
Exactly. It's about having that mindset of continuous improvement and working together both within the consulting firm and with the client. And finally, the fifth pillar is about becoming obsessed with results and using AI to boost every step of the process.
Andrew's Mindmate (08:40):
This is where it all comes together. AI gives consultants the power to track their progress, measure the results, and actually prove the value they're delivering.
Steph’s Digital Ambassador (08:49):
It's about shifting the focus from effort to impact, from just doing stuff to actually getting things done. And this new operating model doesn't just change how consultants work, it also changes what clients expect.
Andrew's Mindmate (09:01):
Speaking of client expectations, both of our sources talk about how demanding clients have become. It's not enough for consultants to just have expertise anymore. Clients want their consultants to be just as tech savvy as they are.
Steph’s Digital Ambassador (09:12):
Absolutely. Clients are doing their homework and they're coming to the table knowing what AI can do. That IBM report shows that a huge 89% of buyers expect consulting services to use AI to improve both productivity and quality.
Andrew's Mindmate (09:25):
So those PowerPoint presentations and long reports just aren't going to cut it anymore. Clients want to see interactive dashboards. They want real-time data analysis, and they want AI powered tools that give them a competitive edge.
Steph’s Digital Ambassador (09:39):
They want to see the AI in action, not just hear about it. And even more importantly, they want to see the proof. They want evidence that AI is actually making a difference.
Andrew's Mindmate (09:49):
So it's not enough to just talk the talk. You got to walk the walk.
Steph’s Digital Ambassador (09:52):
Exactly. That's where this whole shift toward evidence-driven consulting becomes so important. Consultants need to back up their recommendations with data insights and case studies that show how AI is making an impact.
Andrew's Mindmate (10:04):
It's all about showing clients that AI isn't just some fancy buzzword, it's a tool that can get real results,
Steph’s Digital Ambassador (10:10):
And AI gives consultants the tools to do exactly that. With AI powered analytics, consultants can keep track of how things are going, measure the impact of their work, and show how their services are actually paying off.
Andrew's Mindmate (10:21):
So it's like moving from a world of just believing to a world of knowing for sure. You're not just promising results, you're proving them
Steph’s Digital Ambassador (10:28):
Precisely. And this evidence-driven approach changes how the whole consulting model works. It forces consultants to be more agile, more iterative, and more collaborative
Andrew's Mindmate (10:38):
Because if the data isn't backing up your recommendations, you got to be ready to switch gears, adjust and try something new.
Steph’s Digital Ambassador (10:44):
Absolutely. It's all about embracing this culture of constantly learning and improving testing, refining and optimizing based on the data you're getting.
Andrew's Mindmate (10:52):
And that connects back to what Andrew Lawless was saying about creating an irresistible offer in the age of ai. An irresistible offer is one that's not just appealing, but it's also based on evidence,
Steph’s Digital Ambassador (11:03):
Right? Clients are way more likely to buy into a solution that's already proven to work and can be tailored to their specific needs.
Andrew's Mindmate (11:10):
So it's about moving away from those generic one size fits all solutions and offering custom solutions that are data-driven and actually address each client's unique challenges.
Steph’s Digital Ambassador (11:19):
And that's where AI can really shine. AI lets consultants personalize their services in a way that was never possible before.
Andrew's Mindmate (11:25):
Imagine being able to analyze a client's data, pinpoint their exact pain points, and then create a solution that's perfectly tailored to their needs.
Steph’s Digital Ambassador (11:34):
Exactly. And AI can also automate a lot of the tasks that used to be done manually. This frees up consultants time so they can focus on the big picture, creative problem solving and building those strong client relationships.
Andrew's Mindmate (11:47):
So AI isn't about replacing consultants, it's about making them more effective, more efficient, and more valuable to their clients.
Steph’s Digital Ambassador (11:54):
Absolutely. It's about giving them superpowers and helping them take their services to a whole new level.
Andrew's Mindmate (11:59):
This is so exciting. It feels like we're at the beginning of a real revolution in the consulting industry. What used to be slow and reactive is becoming agile, proactive, and really transformative. Thanks to ai,
Steph’s Digital Ambassador (12:11):
It's like we're moving from a world of tiny improvements to a world of massive leaps forward. Clients are getting access to a level of expertise, insight, and innovation that we couldn't even imagine just a few years ago.
Andrew's Mindmate (12:22):
And consultants are stepping up to meet those expectations. They're using AI to make a bigger impact, deliver more value, and become true partners in their client success.
Steph’s Digital Ambassador (12:31):
It's a win-win for everyone. But just like with any powerful technology, we need to make sure that AI is developed and used responsibly, ethically, and in a way that benefits everyone.
Andrew's Mindmate (12:41):
That's such an important point. AI has the potential to do so much good, but it's our responsibility to guide its development and make sure it's used to help people not hurt them.
Steph’s Digital Ambassador (12:51):
We need to be aware of those unintended consequences, make sure we're not creating bias instead of systems for transparency and accountability.
Andrew's Mindmate (12:58):
And that responsibility falls on everyone involved, the developers, the consultants, the clients, and societies as a whole. It's about having a conversation, thinking critically, and working together to shape the future of AI in a way that aligns with our values.
Steph’s Digital Ambassador (13:11):
Absolutely. AI is a tool, and like any tool, it can be used for good or for bad. It's up to us to decide how we use this power.
Andrew's Mindmate (13:18):
So as we navigate this exciting and transformative era of ai, let's remember that technology is just an instrument. It's up to us to use it wisely, ethically, and in a way that benefits humanity.
Steph’s Digital Ambassador (13:29):
And I think that's the most important thing to take away from our conversation today. AI has the power to completely revolutionize consulting, but we need to make sure that it's a positive revolution.
Andrew's Mindmate (13:41):
So as we wrap up this part of our deep dive, I want to encourage everyone listening to think about how AI is impacting your own work, your own businesses, and your own lives.
Steph’s Digital Ambassador (13:52):
Think about the opportunities and the challenges that AI brings. How can you use AI to create value, drive innovation, and make a real difference in the world?
Andrew's Mindmate (14:01):
These are big questions for all of us to think about. The answers are going to shape the future of our businesses, our societies, and our world.
Steph’s Digital Ambassador (14:08):
Okay, so we've talked about how AI is changing, how consultants actually do their work and how clients are upping their expectations, but what does all of this mean for the structure of consulting firms themselves? Will those traditional, really hierarchical structures even be able to handle this fast-paced, AI driven world? That's a really good question, and it's something that the IBM report actually talks about. They suggest that consulting firms might have to become more flexible, more like a network. Instead of having this permanent group of in-house talent, they might have to be more like a curated exhibition where they bring in the right experts exactly when they're needed.
Andrew's Mindmate (14:42):
That's a really interesting way to think about it. So instead of trying to be everything to everyone, firms could focus on building this strong network of specialized experts and then assemble the dream team for each project.
Steph’s Digital Ambassador (14:54):
Exactly. It's all about agility and being able to adapt. And this shift could have a huge impact on the whole consulting talent landscape. We might see a lot more independent consultants who offer their specific skills on a project by project basis.
Andrew's Mindmate (15:08):
So instead of trying to climb the corporate ladder within one company,
Steph’s Digital Ambassador (15:11):
Consultants
Andrew's Mindmate (15:12):
Could be more like free agents building their own personal brands and working on a bunch of different projects,
Steph’s Digital Ambassador (15:17):
Right? It's like embracing a portfolio career where you're always learning, growing, and using your skills to tackle new challenges. And AI could play a big role in this transition by connecting consultants with the right clients, making collaboration easier, and handling all those administrative tasks that take up so much time.
Andrew's Mindmate (15:35):
So AI could actually be the driving force behind this new, more dynamic consulting ecosystem.
Steph’s Digital Ambassador (15:41):
Exactly. And this change could also be good for clients because they'd have access to a wider range of expertise and a more personalized approach.
Andrew's Mindmate (15:48):
It's a win-win situation. But with all these changes happening, what does this mean for people who are just starting out in consulting? What skills do they need to succeed in this AI powered future?
Steph’s Digital Ambassador (16:00):
Well, the most important skill is being able to adapt. The consulting industry is always changing, and the pace is just getting faster. The people who are willing to learn, experiment, and embrace new ways of working will be the ones who make it.
Andrew's Mindmate (16:12):
So it's not just about what you know right now, it's about your ability to learn and adapt to whatever comes next.
Steph’s Digital Ambassador (16:17):
Exactly. And that means really understanding ai, not just as a technology, but as a force. That's changing every industry out there, aspiring consultants need to think about how AI can make them better at what they do, how it can help them deliver more value to clients, and how it can open up new opportunities to specialize and be innovative.
Andrew's Mindmate (16:36):
So it's not just about the technical skills, it's also about having the right mindset, that willingness to embrace AI as a partner, as a collaborator, as a tool that can help you achieve more.
Steph’s Digital Ambassador (16:46):
You got it? But let's not forget how important those human skills are. Even in an AI driven world, consulting is still all about people. It's about building relationships, understanding what clients need, and coming up with solutions that solve real problems for real people.
Andrew's Mindmate (17:00):
So AI can make us better at what we do,
Steph’s Digital Ambassador (17:03):
But
Andrew's Mindmate (17:03):
It can't replace the human element of consulting. It's about finding that balance where technology and humanity work together,
Steph’s Digital Ambassador (17:09):
Where
Andrew's Mindmate (17:09):
AI empowers us to do our best work and make a real difference.
Steph’s Digital Ambassador (17:13):
Perfectly said, the future of consulting belongs to those who can blend the power of AI with the art of human connection. It's about using technology to enhance our skills, reach more people, and create more value.
Andrew's Mindmate (17:25):
This has been such an eye-opening conversation. We've explored how AI is changing everything about the consulting industry, from how consultants work to how firms are structured, from what clients expect to the skills you need to succeed in this new world.
Steph’s Digital Ambassador (17:39):
I hope everyone listening is feeling as excited and inspired as I am. The AI revolution in consulting is just getting started, and the possibilities are endless.
Andrew's Mindmate (17:48):
So as you go about day, your week, your month, remember to embrace change, be obsessed with results, prioritize ethics and responsibility, and never stop learning
Steph’s Digital Ambassador (17:58):
Because the future of consulting is here and it's powered by ai. The question is, are you ready for it?
Andrew's Mindmate (18:03):
Thanks for joining us on this deep dive into the AI revolution in consulting. We hope you've gained some valuable insights and a new perspective on the future of this exciting industry. Until next time, keep exploring, keep learning, and keep pushing the boundaries of what's possible.
