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So, your job is to market a consultancy? Excellent - then we have something just for you: unbillable hours, our podcast about better professional services marketing. “unbillable hours” is all about selling business services through highly effective marketing. You know, the kind which gets clients through the door, competitors on edge, and the practice to respect you. Oh, and: it’s free, and created by two folks who have nothing to sell (we have jobs, mind you). Care to give it a try? Then listen in right away - or read a bit more about the project here: https://unbillable-hrs.com/
So, your job is to market a consulting firm?
Well, do we have a podcast for you then...
“unbillable hours” is all about selling business services more cost-efficiently through better, more effective marketing (you know, the kind which gets clients through the door, competitors on edge, and the practice to respect you).
Oh, and: it’s free and created by two folks who have nothing to sell (we have jobs, mind you).
So, if you're in a practice leadership, business development or marketing role within a mid-sized firm (let's say 3 million plus in revenue) ...
... do give this a try?
Episodes
Jun 20, 2025
Jun 20, 2025
25 min
There, we'll say it: "Cold outreach selling" - whether by email, phone, or LinkedIn - doesn't really work in consulting (with a few exceptions perhaps confirming this rule). So... what can you do instead? Ash and Flo share some insights and tips you might want to listen to before sinking another 20k into an outreach effort with no ROI...
Credits
Voices, production, etc. by Ash and Flo
Creative and design advice by @calmar.creativ
Into, outro voiceover for the unbillable hours podcast by @iamthedakota
Music also by @iamthedakota
Shownotes
No notes for this one!
Jun 6, 2025
Jun 6, 2025
35 min
We pause our strategy guide curriculum for a bit of news-related coverage - and have Ash and Flo review the new "Trends - Artificial Intelligence" report by Mary Meeker and her Co-authors at VC firm, Bond. The two use it to share some views re. how consultancies should position in this so-called "age of AI"... enjoy!
Credits
Voices, production, etc. by Matt Hodkinson and the "Consultancy Edge" team
Creative and design advice by @calmar.creativ
Into, outro voiceover for the unbillable hours podcast by @iamthedakota
Music also by @iamthedakota
Show notes
May 23, 2025
May 23, 2025
34 min
Ah, yes: Case studies - the workhorses of consultancy business development! So important to prove you can deliver your proposition! And yet, often in such sorry, sorry states... (Like, really: Many of them are not exactly great). The team invited Lead Comet's James De Roche to discuss why so many case studies don't work, how to fix them, and much more - listen to their conversation here!
Episode guest
James De Roche, founder, Lead Comet
Credits
Voices, production, etc. by Ash and Flo
Creative and design advice by @calmar.creativ
Into, outro voiceover for the unbillable hours podcast by @iamthedakota
Music also by @iamthedakota
Show notes
Find Lead Comet's website over at: https://leadcometdigital.com/
Follow James on LinkedIn here: https://www.linkedin.com/in/jamesleadcomet/
May 9, 2025
May 9, 2025
24 min
Yes, we've explained how to design a value proposition. But what if a single proposition won't cut it - because your firm is large enough to house several practices, multiple service lines, and an even greater number of services? Ash and Flo explain, but want to remind you again here: Multi-propoisition stacking is a tool to facilitate effective strategy in larger firms - it's not your excuse to stay as broad and messy as possible 😉.
Credits
Voices, production, etc. by Matt Hodkinson and the "Consultancy Edge" team
Creative and design advice by @calmar.creativ
Into, outro voiceover for the unbillable hours podcast by @iamthedakota
Music also by @iamthedakota
Show notes
Find all "Consultancy Edge" episodes over at: https://www.thevisibleauthority.com/blog/how-to-structure-multiple-value-propositions-without-losing-your-firms-identity
May 2, 2025
May 2, 2025
26 min
Oh, hey - a "prequel!" Well, of sorts, at least: In this episode, Ash and Flo explore how small and mid-sized consultancies can compete—and win—against the big guys. They share four moves to help you out-position, out-deliver, and outsmart the giants, including how to de-risk the buying journey, pick smarter battles, and show up differently. It's great input to have before refining your firm's value proposition (hence the "prequel" comment here).
Credits
Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota
Show notes
Link to the The Visible Authority case study Flo refers to
Apr 11, 2025
Apr 11, 2025
53 min
Surprise episode! For this one, we'll break from our pre-planned curriculum of "how-to" episodes to syndicate a conversation between Total Growth Ownership's Matt Hodkinson and Flo for Matt's "Consultancy Edge" podcast. Listen to the two of them discuss positioning, productisation and pushing boundaries in consulting!
Credits
Voices, production, etc. by Matt Hodkinson and the "Consultancy Edge" team
Creative and design advice by @calmar.creativ
Into, outro voiceover for the unbillable hours podcast by @iamthedakota
Music also by @iamthedakota
Show notes
Find all "Consultancy Edge" episodes over at: https://podcast.totalgrowthownership.com/
Find Matt's LinkedIn at: https://www.linkedin.com/in/matthodkinson/
And do check out Matt's full YouTube channel here: https://www.youtube.com/channel/UCNyv2M0jJ-zAtGzxOgW7cpw
Apr 4, 2025
Apr 4, 2025
20 min
And, here we are: This is the sixth and final episode of our "value proposition design" mini-series introducing the "Value Proposition Canvas" by TheVisibleAuthority! In this one, we'll cover why your firm needs both a point-of-view and a method of delivery, how the two are connected - and how you can go about designing yours. Enjoy!
Credits
Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota
Show notes
No notes for this one!
Mar 29, 2025
Mar 29, 2025
24 min
In this episode, we tackle the next big question in value proposition design: “What can clients expect from us?” Flo breaks down how to nail your expertise, immediate impact, and business outcomes—from defining your consulting type to describing clear before-and-after states. Quick, punchy, and BD-ready. Tune in!
Credits
Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota
Show notes
No notes for this one!
Mar 21, 2025
Mar 21, 2025
20 min
On to the next part of our strategy/value proposition design series: Describing your ideal clients' needs and struggles - or, more specifically, jobs-to-do, hurdles to success, and options for overcoming said hurdles. Sounds complicated? Don't worry, it isn't - Ash and Flo will explain!
Credits
Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota
Show notes
No notes for this one!
Mar 14, 2025
Mar 14, 2025
35 min
In this episode, we'll dive even deeper into value proposition design ... and discuss the next critical issue: Defining your consulting firm's ideal client profile or "ICP." Flo will guide you through all key steps, from defining "ideal" to reviewing your best recent engagements, to deriving a crisp description of your ICP.
Credits
Voices, production, etc. by Ash and Flo.
Creative and design advice by @calmar.creativ
Into, outro voiceover by @iamthedakota
Music also by @iamthedakota
Show notes
Link to our handy "Best Engagement Review Guide" (a Google Doc)