March 26, 2025 • 23 mins
In this episode of PODCAST AI by MATCH B2B, Benny Fluman and Brenda discuss how AI is reshaping client expectations in consulting, highlighting essential tools consultants must adopt now to stay competitive. They explore the power of building hybrid models that combine AI with human expertise, dive into strategies for automating analysis and research, and address critical ethical considerations in AI consulting. Featuring compelling case studies of AI success, Benny and Brenda offer practical tips on positioning yourself as an AI-savvy advisor, effectively selling AI-driven solutions to traditional clients, and using AI internally to enhance productivity and streamline operations. #AI #Consulting #AudioMarketing #Podcast Contact: Benny Fluman - benny.fluman@match-b2b.com Podcast AI website - https://match-b2b-podcast-ai.com/
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:00):
Hey there, welcome to another episode of Podcast AI by Match B2B.
(00:10):
I'm Benny Flouman, founder and CEO of Match B2B, where we specialize in B2B customer journey
strategies and international market growth.
Joining me today is my colleague Brenda, a senior business consultant here at Match B2B.
We're excited to dive into a topic that's completely reshaping the consulting landscape.
(00:30):
Hi everyone, and I'm excited about this one because it affects literally everyone in the
business world.
We're talking about the future of consulting in the AI era, aren't we?
Exactly, AI is rapidly transforming the way consultants operate across industries such
as IT, biotech and pharma.
The consulting playbook is being completely rewritten as we speak.
(00:54):
Client expectations are changing, working models are evolving, and those labor-intensive
tasks we used to spend hours on, many are becoming automated.
So this is really about a fundamental shift in what consulting looks like.
Let's start with client expectations because that's where everything begins, right?
How are clients needs changing in this new landscape?
(01:16):
Well, the information monopoly consultants once enjoyed, that's basically gone.
AI has democratized information and analytics in a big way.
Organizations now have powerful AI tools in-house that can provide the insights they previously
relied on consultants.
I've definitely seen that shift.
(01:36):
It reminds me of that quote from an industry expert who said,
The traditional consulting model no longer aligns with what clients need most, internal
capability, building and self-reliance.
That's spot on.
Clients in 2025 want faster data-driven results and more customized, insight-rich solutions.
(01:57):
They don't have time to wait around for weeks of number crunching anymore.
The power dynamic has fundamentally shifted.
Clients have incredible information at their fingertips and are looking to consultants
to provide value beyond just raw data.
So consultants need to evolve from information providers to true strategic partners, right?
(02:18):
Working with things like change management and AI integration expertise?
Absolutely, and to do that effectively, they need the right tools in their arsenal.
Let's talk about those must-have AI tools for consultants.
Lay it on me.
What should consultants be adding to their toolkit right now?
First up, generative AI assistants like ChatGPT and Claude.
(02:40):
These tools are accelerating research and content creation.
From market overviews to frameworks, proposals and even basic data analysis.
I've heard consultants say using ChatGPT for deliverables like trend research and first
draft reports has freed them to focus on higher level strategy.
(03:01):
Claude is making waves too, especially for enterprise projects where you need to analyze
large context inputs or run sentiment analysis on data.
Definitely, beyond ChatBots, AI-powered data analysis and visualization tools are becoming
indispensable.
Tableau now embeds AI to help consultants explore and present data through dynamic dashboards.
(03:24):
This means quickly uncovering patterns and showcasing insights interactively.
And don't forget AutoML platforms like DataRobot.
They're letting consultants build and deploy predictive models without needing a data
science PhD.
Right.
The modern consultant really needs a toolkit spanning generative AI for text and ideation,
(03:45):
data analytics AI, and industry specific AI solutions.
These tools don't replace consultants.
They supercharge their capabilities.
That's a perfect segue into what I think is one of the most important concepts.
The hybrid model of AI plus human expertise.
It's not about AI replacing consultants, but augmenting them, right?
(04:08):
Exactly.
I love how futurist Bernard Maher puts it.
In consulting, the best results come from those who understand how to blend human intuition
with the power of AI.
That's such a crucial point.
AI is great at data crunching, pattern recognition, and generating preliminary insights.
But humans provide the context, creativity, and ethical considerations that make those
(04:32):
insights actually valuable.
That's what experts call augmented intelligence.
AI complements human intelligence without replacing it.
Picture and AI modeling thousands of scenario outcomes, but it's the seasoned consultant
who picks the scenario that best aligns with a client's unique culture and strategy.
(04:53):
And that shift really changes the consultant's role, doesn't it?
From being the primary analyst to becoming an interpreter of AI outputs, applying domain
experience, and guiding clients through implementation.
100%.
Many firms are already embedding this hybrid model, using AI tools during analysis phases
and then relying on human consultants to validate findings, craft narratives, and build client
(05:18):
relationships.
AI expands what consultants can deliver, but human consultants remain critical as strategists,
storytellers, and trusted advisors.
Speaking of what AI can deliver, let's talk about all those time-consuming analysis and
research tasks that used to eat up so much of a consultant's time.
(05:39):
What's happening there?
The transformation is dramatic.
Studies show when over 700 consultants at a firm used AI tools, their task completion
rates improved by about 25%, with junior staff seeing a whopping 43% productivity boost.
That's impressive.
What kinds of tasks are we talking about specifically?
(06:02):
Think about all those routine but time-consuming tasks.
Data cleaning, basic analysis, compiling reports.
For example, traditionally, consultants spend hours building company profiles or market
landscapes before a project.
Now, a consultant can prompt a generative AI to instantly produce a one-page company
(06:24):
profile for a client, including history, key financials, products, and recent news.
So background research that might have taken a junior analyst a full day can now be done
in seconds?
That's a game changer.
Absolutely.
Similarly, AI can digest lengthy industry reports.
Rather than reading a 500-page market research study, you can ask an AI to summarize the
(06:48):
key trends, benchmarks, and recommendations in a concise abstract.
This not only saves time but ensures no critical insight is missed due to human fatigue.
It sounds like AI doesn't just make consulting faster.
It can make it better too.
Freed from clerical tasks, consultants can explore more alternatives and do deeper analysis.
(07:11):
That's exactly right.
But human oversight remains vital.
Consultants must review AI-generated results for accuracy and relevance, and then contextualize
them for the client's specific situation.
When used wisely, AI becomes a tireless research assistant that supercharges a consultant's
productivity.
With all this AI integration, ethical considerations must be top of mind, I imagine.
(07:36):
What are the main ethical challenges consultants need to navigate?
Great question.
Algorithmic bias is definitely a top concern.
AI systems trained on historical data can inadvertently perpetuate unfair biases, leading
to unfair or discriminatory outcomes if left unchecked.
Like an AI-driven hiring recommendation tool that might disadvantage certain groups if
(07:58):
its training data reflected past prejudices?
Precisely.
Consultants need to proactively audit AI models for bias and ensure the data going in is diverse
and representative.
Another priority is transparency.
Clients and regulators want to know how an AI reached its conclusions.
The black box problem, where AI makes suggestions without explaining why, can be a real trust
(08:23):
killer.
Absolutely.
Consultants should favor explainable AI approaches or provide interpretable summaries of complex
models.
Being transparent about why the AI says this not only builds trust, but also aligns with
emerging regulations around AI accountability.
And I imagine data privacy is a massive concern too, especially when dealing with sensitive
(08:46):
client information.
It's huge.
Many consultancies are extremely cautious about using public AI services with confidential
client data.
Earlier this year, numerous consulting companies banned employees from inputting client data
into tools like ChatGPT, fearing data leaks.
(09:07):
So what's the solution there?
Consultants need to ensure any AI tools used are secure.
Like enterprise versions that don't train on client inputs, on-premise models, etc.
and comply with privacy laws.
Getting client consent and putting safeguards in place is essential when leveraging AI on
proprietary data.
(09:28):
It seems like consultants have a broader ethical responsibility in the age of AI, almost as
stewards of responsible AI use.
That's well put.
As one AI consultant noted, ignoring ethical red flags damages credibility, erodes client
trust in the long run, and leads systems to cause real world harm.
(09:50):
Many firms are establishing AI ethics committees, developing guidelines like responsible AI
frameworks, conducting regular AI audits, and educating their teams on ethical AI use.
Let's get concrete here.
Do we have any real world examples or case studies that show how consulting firms are
successfully implementing AI?
(10:11):
Boston Consulting Group offers a fascinating example.
They conducted a large experiment with generative AI across their workforce, about 750 consultants
and staff to test AI's impact.
What did they find?
The results were eye-opening.
For routine tasks, productivity jumped 30 to 40% for new hires, and 20 to 30% for experienced
(10:36):
consultants when using AI support.
On more complex tasks, gains were smaller or required more oversight, highlighting that
human expertise was still crucial.
That makes sense.
AI shines with routine tasks, but needs human guidance for complex work.
Exactly.
BCG even developed an internal AI assistant named Gene to help their teams, and they predict
(11:01):
that within a decade, about 50% of current tasks could be automated, freeing consultants
to focus more on change management and client adoption of AI.
Any other examples worth mentioning?
There's a UK-based consulting firm that took a proactive approach to AI adoption.
They appointed an executive AI sponsor and aligned internal R&D to specific use cases.
(11:25):
One outcome was developing a service order AI assistant to help draft client proposals.
Did it pay off?
Dramatically.
This AI assistant significantly reduced the time to create client proposals, accelerating
the sales cycle.
By automating proposal drafts and repetitive documentation, the firm freed up consultants
(11:45):
to customize and refine proposals rather than writing boilerplate text.
That kind of efficiency gives them a real edge, I imagine.
It does.
And we're seeing major investments too.
Accenture announced a $3 billion investment to expand its data and AI practice, and is
doubling its AI skill talent to 80,000 people through hiring and training.
(12:09):
This has paid off with hundreds of millions in new AI-related client work.
It's not just about efficiency, but growth too.
For independent consultants who don't have billion-dollar budgets, what can they do?
They don't need massive resources.
Even small practices can use machine learning to analyze a client's sales data and identify
new revenue opportunities, or deploy a simple NLP model to help a client triage customer
(12:35):
feedback.
The key is to embrace AI early, whether through internal R&D, pilot projects, or partnerships.
So now let's talk about how consultants can position themselves as AI-savvy advisors.
What strategies work best?
First, integrate AI solutions into your service offerings and make that part of your branding.
(12:56):
For example, if you're a supply chain consultant, you might start offering an AI-powered demand
forecasting service.
I heard about a consultant specializing in operational efficiency who added AI-driven
workflow automation to their projects.
Marketing tools like Zepier and custom GPT automations.
That gave them a real differentiator in the market.
(13:17):
Exactly.
Another independent consultant focused on marketing strategy used Chat GPT to analyze a client's
campaign performance data.
By visibly demonstrating how AI tools enhanced decision-making, they positioned themselves
as forward-thinking partner to a relatively non-tech-savvy client.
(13:37):
Thought leadership seems important here too, right?
Critical.
Publishing content about AI in your domain significantly boosts credibility.
Top firms even incorporate this into roles.
Job descriptions for senior consultants now often expect one to act as an AI thought leader,
creating white papers, presentations, and executive briefings.
(14:00):
So regular insights on LinkedIn, blogs, or industry publications discussing AI impacts
on your client's sector can really help establish authority.
And don't forget the educational role.
Many clients are eager to leverage AI but don't know where to start.
Position yourself as the advisor who can bridge that gap, essentially acting as both consultant
(14:23):
and AI educator.
Emphasizing your pitches that you'll help train their team on new AI tools or create
a roadmap for them to become AI-ready.
That positions you not just as an expert for hire, but a long-term partner in their modernization
journey.
What about those traditional non-tech clients who might be resistant to change?
(14:45):
How do you sell AI-driven solutions to them?
That's where communication becomes crucial.
Rather than leading with algorithms and technical jargon, focus on how your AI enhanced service
will solve their problems or improve key metrics they care about.
So tie AI to clear business outcomes?
Absolutely.
Explain your proposal around the client's goals, increasing revenue, cutting costs,
(15:10):
speeding up processes.
Explain concretely how AI will integrate into their existing business processes and
drive growth or efficiency.
For example, using this AI tool, we can process your customer inquiries five times faster,
meaning faster sales responses and higher win rates.
(15:31):
And I imagine keeping it practical and avoiding jargon is important too.
It's essential.
A non-tech CEO doesn't want to hear about neural networks, but they'll listen if you
explain that an AI analytics platform will identify which products aren't selling and
why in plain English.
Use simple analogies if needed.
(15:52):
Think of AI as a super smart assistant who never sleeps, sifting through all your data
overnight to give you a daily action list.
What about addressing their fears of being overwhelmed by a complex system?
Offer a guided AI journey.
Position yourself as a partner who will educate and guide them step by step.
(16:12):
Lay out a phased plan.
Perhaps start with a pilot or proof of concept, then scale up as they become comfortable.
One consultant mentioned breaking projects into stages.
Level 1.
Basic reporting automation.
Level 2.
Predictive insights.
Level 3.
AI-driven decision support.
(16:34):
Help to cautious client feel at ease.
And I'm guessing building trust through familiarity helps too.
Definitely.
Leverage references and credentials the client trusts.
Mention similar clients or case studies.
We implemented a similar AI solution for a retailer like you and their online sales jumped
(16:54):
15% in three months.
Or draw parallels to technologies they already use.
This AI tool integrates with Excel.
It will feel like an advanced version of the reports you already get, just more automated.
Ultimately, it sounds like selling AI to non-tech clients is as much about change management
(17:15):
as the tech itself.
That's spot on.
Focus on their business, speak their language and handhold them through the change.
Many traditional clients, once they see AI in action on a small scale, become enthusiastic
champions, often marveling at how they ever managed without it.
Let's shift gears a bit.
We've talked about using AI for client work.
(17:38):
But what about consultants using AI internally to improve their own operations?
That's a huge opportunity area.
There's a growing mantra.
Automate what you can so you can focus on what matters.
Content and content generation is one big area.
Consultants churn out countless emails, proposal and reports.
(17:59):
So using tools like ChatGPT to draft those communications can save significant time?
Exactly.
As a coach for independent consultants notes, you can use ChatGPT to get a jump start on
administrative tasks like replying to emails or writing proposals, and as a brainstorming
partner for thought leadership content such as case studies.
(18:21):
Instead of starting from a blank page, you're editing and refining AI-generated text, a
huge productivity boost.
What about knowledge management?
That's always been a challenge in consulting.
Firms are experimenting with AI chatbots trained on their proprietary knowledge base.
Think of an Ask My Consulting firm AI that can instantly retrieve past project deliverables,
(18:45):
research papers or the latest industry insights when consultants query it.
Meeting productivity tools are exploding too, right?
Absolutely.
AI meeting assistants like otter.ai and fireflies.ai have become popular.
These tools automatically transcribe meetings and calls with high accuracy and even generate
(19:05):
summaries and action item lists.
Instead of frantically taking notes in a client meeting, the AI can record the conversation
and later provide a written recap of key points and decisions.
That sounds like a major time saver.
It is.
Some independent consultants report saving five to ten hours a week by automating repetitive
(19:25):
tasks, effectively giving themselves an extra workday of time.
That time can be reinvested in business development, deeper analysis, or simply achieving a better
work-life balance.
In consulting, time literally is money, so that's a real competitive advantage.
Now looking ahead, how can consultants future-proof their business in this rapidly evolving AI
(19:48):
landscape?
First, embrace lifelong learning and upskilling.
AI technologies evolve rapidly.
What's cutting edge today might be standard tomorrow.
Take courses on new AI tools, attend webinars or industry conferences on AI in your sector,
and experiment with emerging technologies.
And I imagine cultivating a mindset of experimentation helps too.
(20:11):
Leading firms are creating sandbox environments where consultants can pilot new AI applications
in a low-risk setting.
Second, focus on human expertise and high-value skills.
As AI takes over more routine parts of consulting, the human aspect becomes even more critical.
Double down on uniquely human skills that AI can't replicate well.
(20:34):
Interpersonal communication, creative problem solving, critical thinking, and emotional
intelligence.
I saw that BCG's leadership predicts that within ten years, 50% of current consulting
tasks will be automated by AI, allowing consultants to focus much more on driving change and adoption
in client organizations.
(20:54):
That's right.
Third, adapt your business models and metrics.
If an AI tool allows you to do a task in two hours that used to take two days, charging
purely by hours worked under values your contribution.
Progressive firms are exploring value-based or outcome-based pricing to better align with
results delivered rather than hours.
(21:17):
Makes sense.
What about partnerships?
Building robust partnerships and ecosystems is crucial.
No single consultant or firm will be able to develop expertise in every AI tool or keep
everything in-house.
Form partnerships with tech companies, AI startups, or data providers to enhance your
offerings.
(21:38):
And staying client-centric has to be more important than ever, right?
Absolutely.
Even a laser focus on client needs and be willing to pivot your approaches as those
needs change.
The issues clients face will evolve as AI becomes mainstream in their businesses.
What they hire you for in five years might be very different from today.
(21:59):
This has been fascinating.
Any final thoughts on the future of consulting in the AI era?
The consulting firms that flourish in the AI era will be those that combine technological
prowess with adaptability and deep human insight.
By investing in your own capabilities, adopting flexible strategies, and always keeping client
value at the center, you position your consulting business to ride the wave of AI disruption
(22:25):
rather than be sunk by it.
As that industry playbook put it, strategic AI adoption coupled with unwavering attention
to client value will help translate technological potential into tangible client benefits.
Exactly.
If you leverage AI to deliver unmistakable value, faster insights, better decisions,
increased performance, your consulting practice will not only be future-proof, it will be
(22:50):
future-ready, poised to lead in the years ahead.
Well that's all the time we have for today.
This has been an incredibly insightful conversation about the future of consulting in the AI era.
Thanks for joining us.
If you're interested in learning more about B2B customer journey strategies or how AI
is transforming consulting, feel free to reach out to us at Match B2B.
(23:14):
We've just launched Podcast AI, our latest product, which is an AI-driven podcast production
platform tailored for consultants and businesses.
It automatically transforms written content like articles or blog posts into fully produced,
professionally branded podcast episodes with minimal effort.
(23:34):
It's time to transform your knowledge into influence.
Make your expertise heard.
Sounds like you're putting AI into practice in your own business.
For more details, check the contact info in the channel.
See you in our next episode.
Hey there, welcome to another episode of Podcast AI by Match B2B.
(00:10):
I'm Benny Flouman, founder and CEO of Match B2B, where we specialize in B2B customer journey
strategies and international market growth.
Joining me today is my colleague Brenda, a senior business consultant here at Match B2B.
We're excited to dive into a topic that's completely reshaping the consulting landscape.
(00:30):
Hi everyone, and I'm excited about this one because it affects literally everyone in the
business world.
We're talking about the future of consulting in the AI era, aren't we?
Exactly, AI is rapidly transforming the way consultants operate across industries such
as IT, biotech and pharma.
The consulting playbook is being completely rewritten as we speak.
(00:54):
Client expectations are changing, working models are evolving, and those labor-intensive
tasks we used to spend hours on, many are becoming automated.
So this is really about a fundamental shift in what consulting looks like.
Let's start with client expectations because that's where everything begins, right?
How are clients needs changing in this new landscape?
(01:16):
Well, the information monopoly consultants once enjoyed, that's basically gone.
AI has democratized information and analytics in a big way.
Organizations now have powerful AI tools in-house that can provide the insights they previously
relied on consultants.
I've definitely seen that shift.
(01:36):
It reminds me of that quote from an industry expert who said,
The traditional consulting model no longer aligns with what clients need most, internal
capability, building and self-reliance.
That's spot on.
Clients in 2025 want faster data-driven results and more customized, insight-rich solutions.
(01:57):
They don't have time to wait around for weeks of number crunching anymore.
The power dynamic has fundamentally shifted.
Clients have incredible information at their fingertips and are looking to consultants
to provide value beyond just raw data.
So consultants need to evolve from information providers to true strategic partners, right?
(02:18):
Working with things like change management and AI integration expertise?
Absolutely, and to do that effectively, they need the right tools in their arsenal.
Let's talk about those must-have AI tools for consultants.
Lay it on me.
What should consultants be adding to their toolkit right now?
First up, generative AI assistants like ChatGPT and Claude.
(02:40):
These tools are accelerating research and content creation.
From market overviews to frameworks, proposals and even basic data analysis.
I've heard consultants say using ChatGPT for deliverables like trend research and first
draft reports has freed them to focus on higher level strategy.
(03:01):
Claude is making waves too, especially for enterprise projects where you need to analyze
large context inputs or run sentiment analysis on data.
Definitely, beyond ChatBots, AI-powered data analysis and visualization tools are becoming
indispensable.
Tableau now embeds AI to help consultants explore and present data through dynamic dashboards.
(03:24):
This means quickly uncovering patterns and showcasing insights interactively.
And don't forget AutoML platforms like DataRobot.
They're letting consultants build and deploy predictive models without needing a data
science PhD.
Right.
The modern consultant really needs a toolkit spanning generative AI for text and ideation,
(03:45):
data analytics AI, and industry specific AI solutions.
These tools don't replace consultants.
They supercharge their capabilities.
That's a perfect segue into what I think is one of the most important concepts.
The hybrid model of AI plus human expertise.
It's not about AI replacing consultants, but augmenting them, right?
(04:08):
Exactly.
I love how futurist Bernard Maher puts it.
In consulting, the best results come from those who understand how to blend human intuition
with the power of AI.
That's such a crucial point.
AI is great at data crunching, pattern recognition, and generating preliminary insights.
But humans provide the context, creativity, and ethical considerations that make those
(04:32):
insights actually valuable.
That's what experts call augmented intelligence.
AI complements human intelligence without replacing it.
Picture and AI modeling thousands of scenario outcomes, but it's the seasoned consultant
who picks the scenario that best aligns with a client's unique culture and strategy.
(04:53):
And that shift really changes the consultant's role, doesn't it?
From being the primary analyst to becoming an interpreter of AI outputs, applying domain
experience, and guiding clients through implementation.
100%.
Many firms are already embedding this hybrid model, using AI tools during analysis phases
and then relying on human consultants to validate findings, craft narratives, and build client
(05:18):
relationships.
AI expands what consultants can deliver, but human consultants remain critical as strategists,
storytellers, and trusted advisors.
Speaking of what AI can deliver, let's talk about all those time-consuming analysis and
research tasks that used to eat up so much of a consultant's time.
(05:39):
What's happening there?
The transformation is dramatic.
Studies show when over 700 consultants at a firm used AI tools, their task completion
rates improved by about 25%, with junior staff seeing a whopping 43% productivity boost.
That's impressive.
What kinds of tasks are we talking about specifically?
(06:02):
Think about all those routine but time-consuming tasks.
Data cleaning, basic analysis, compiling reports.
For example, traditionally, consultants spend hours building company profiles or market
landscapes before a project.
Now, a consultant can prompt a generative AI to instantly produce a one-page company
(06:24):
profile for a client, including history, key financials, products, and recent news.
So background research that might have taken a junior analyst a full day can now be done
in seconds?
That's a game changer.
Absolutely.
Similarly, AI can digest lengthy industry reports.
Rather than reading a 500-page market research study, you can ask an AI to summarize the
(06:48):
key trends, benchmarks, and recommendations in a concise abstract.
This not only saves time but ensures no critical insight is missed due to human fatigue.
It sounds like AI doesn't just make consulting faster.
It can make it better too.
Freed from clerical tasks, consultants can explore more alternatives and do deeper analysis.
(07:11):
That's exactly right.
But human oversight remains vital.
Consultants must review AI-generated results for accuracy and relevance, and then contextualize
them for the client's specific situation.
When used wisely, AI becomes a tireless research assistant that supercharges a consultant's
productivity.
With all this AI integration, ethical considerations must be top of mind, I imagine.
(07:36):
What are the main ethical challenges consultants need to navigate?
Great question.
Algorithmic bias is definitely a top concern.
AI systems trained on historical data can inadvertently perpetuate unfair biases, leading
to unfair or discriminatory outcomes if left unchecked.
Like an AI-driven hiring recommendation tool that might disadvantage certain groups if
(07:58):
its training data reflected past prejudices?
Precisely.
Consultants need to proactively audit AI models for bias and ensure the data going in is diverse
and representative.
Another priority is transparency.
Clients and regulators want to know how an AI reached its conclusions.
The black box problem, where AI makes suggestions without explaining why, can be a real trust
(08:23):
killer.
Absolutely.
Consultants should favor explainable AI approaches or provide interpretable summaries of complex
models.
Being transparent about why the AI says this not only builds trust, but also aligns with
emerging regulations around AI accountability.
And I imagine data privacy is a massive concern too, especially when dealing with sensitive
(08:46):
client information.
It's huge.
Many consultancies are extremely cautious about using public AI services with confidential
client data.
Earlier this year, numerous consulting companies banned employees from inputting client data
into tools like ChatGPT, fearing data leaks.
(09:07):
So what's the solution there?
Consultants need to ensure any AI tools used are secure.
Like enterprise versions that don't train on client inputs, on-premise models, etc.
and comply with privacy laws.
Getting client consent and putting safeguards in place is essential when leveraging AI on
proprietary data.
(09:28):
It seems like consultants have a broader ethical responsibility in the age of AI, almost as
stewards of responsible AI use.
That's well put.
As one AI consultant noted, ignoring ethical red flags damages credibility, erodes client
trust in the long run, and leads systems to cause real world harm.
(09:50):
Many firms are establishing AI ethics committees, developing guidelines like responsible AI
frameworks, conducting regular AI audits, and educating their teams on ethical AI use.
Let's get concrete here.
Do we have any real world examples or case studies that show how consulting firms are
successfully implementing AI?
(10:11):
Boston Consulting Group offers a fascinating example.
They conducted a large experiment with generative AI across their workforce, about 750 consultants
and staff to test AI's impact.
What did they find?
The results were eye-opening.
For routine tasks, productivity jumped 30 to 40% for new hires, and 20 to 30% for experienced
(10:36):
consultants when using AI support.
On more complex tasks, gains were smaller or required more oversight, highlighting that
human expertise was still crucial.
That makes sense.
AI shines with routine tasks, but needs human guidance for complex work.
Exactly.
BCG even developed an internal AI assistant named Gene to help their teams, and they predict
(11:01):
that within a decade, about 50% of current tasks could be automated, freeing consultants
to focus more on change management and client adoption of AI.
Any other examples worth mentioning?
There's a UK-based consulting firm that took a proactive approach to AI adoption.
They appointed an executive AI sponsor and aligned internal R&D to specific use cases.
(11:25):
One outcome was developing a service order AI assistant to help draft client proposals.
Did it pay off?
Dramatically.
This AI assistant significantly reduced the time to create client proposals, accelerating
the sales cycle.
By automating proposal drafts and repetitive documentation, the firm freed up consultants
(11:45):
to customize and refine proposals rather than writing boilerplate text.
That kind of efficiency gives them a real edge, I imagine.
It does.
And we're seeing major investments too.
Accenture announced a $3 billion investment to expand its data and AI practice, and is
doubling its AI skill talent to 80,000 people through hiring and training.
(12:09):
This has paid off with hundreds of millions in new AI-related client work.
It's not just about efficiency, but growth too.
For independent consultants who don't have billion-dollar budgets, what can they do?
They don't need massive resources.
Even small practices can use machine learning to analyze a client's sales data and identify
new revenue opportunities, or deploy a simple NLP model to help a client triage customer
(12:35):
feedback.
The key is to embrace AI early, whether through internal R&D, pilot projects, or partnerships.
So now let's talk about how consultants can position themselves as AI-savvy advisors.
What strategies work best?
First, integrate AI solutions into your service offerings and make that part of your branding.
(12:56):
For example, if you're a supply chain consultant, you might start offering an AI-powered demand
forecasting service.
I heard about a consultant specializing in operational efficiency who added AI-driven
workflow automation to their projects.
Marketing tools like Zepier and custom GPT automations.
That gave them a real differentiator in the market.
(13:17):
Exactly.
Another independent consultant focused on marketing strategy used Chat GPT to analyze a client's
campaign performance data.
By visibly demonstrating how AI tools enhanced decision-making, they positioned themselves
as forward-thinking partner to a relatively non-tech-savvy client.
(13:37):
Thought leadership seems important here too, right?
Critical.
Publishing content about AI in your domain significantly boosts credibility.
Top firms even incorporate this into roles.
Job descriptions for senior consultants now often expect one to act as an AI thought leader,
creating white papers, presentations, and executive briefings.
(14:00):
So regular insights on LinkedIn, blogs, or industry publications discussing AI impacts
on your client's sector can really help establish authority.
And don't forget the educational role.
Many clients are eager to leverage AI but don't know where to start.
Position yourself as the advisor who can bridge that gap, essentially acting as both consultant
(14:23):
and AI educator.
Emphasizing your pitches that you'll help train their team on new AI tools or create
a roadmap for them to become AI-ready.
That positions you not just as an expert for hire, but a long-term partner in their modernization
journey.
What about those traditional non-tech clients who might be resistant to change?
(14:45):
How do you sell AI-driven solutions to them?
That's where communication becomes crucial.
Rather than leading with algorithms and technical jargon, focus on how your AI enhanced service
will solve their problems or improve key metrics they care about.
So tie AI to clear business outcomes?
Absolutely.
Explain your proposal around the client's goals, increasing revenue, cutting costs,
(15:10):
speeding up processes.
Explain concretely how AI will integrate into their existing business processes and
drive growth or efficiency.
For example, using this AI tool, we can process your customer inquiries five times faster,
meaning faster sales responses and higher win rates.
(15:31):
And I imagine keeping it practical and avoiding jargon is important too.
It's essential.
A non-tech CEO doesn't want to hear about neural networks, but they'll listen if you
explain that an AI analytics platform will identify which products aren't selling and
why in plain English.
Use simple analogies if needed.
(15:52):
Think of AI as a super smart assistant who never sleeps, sifting through all your data
overnight to give you a daily action list.
What about addressing their fears of being overwhelmed by a complex system?
Offer a guided AI journey.
Position yourself as a partner who will educate and guide them step by step.
(16:12):
Lay out a phased plan.
Perhaps start with a pilot or proof of concept, then scale up as they become comfortable.
One consultant mentioned breaking projects into stages.
Level 1.
Basic reporting automation.
Level 2.
Predictive insights.
Level 3.
AI-driven decision support.
(16:34):
Help to cautious client feel at ease.
And I'm guessing building trust through familiarity helps too.
Definitely.
Leverage references and credentials the client trusts.
Mention similar clients or case studies.
We implemented a similar AI solution for a retailer like you and their online sales jumped
(16:54):
15% in three months.
Or draw parallels to technologies they already use.
This AI tool integrates with Excel.
It will feel like an advanced version of the reports you already get, just more automated.
Ultimately, it sounds like selling AI to non-tech clients is as much about change management
(17:15):
as the tech itself.
That's spot on.
Focus on their business, speak their language and handhold them through the change.
Many traditional clients, once they see AI in action on a small scale, become enthusiastic
champions, often marveling at how they ever managed without it.
Let's shift gears a bit.
We've talked about using AI for client work.
(17:38):
But what about consultants using AI internally to improve their own operations?
That's a huge opportunity area.
There's a growing mantra.
Automate what you can so you can focus on what matters.
Content and content generation is one big area.
Consultants churn out countless emails, proposal and reports.
(17:59):
So using tools like ChatGPT to draft those communications can save significant time?
Exactly.
As a coach for independent consultants notes, you can use ChatGPT to get a jump start on
administrative tasks like replying to emails or writing proposals, and as a brainstorming
partner for thought leadership content such as case studies.
(18:21):
Instead of starting from a blank page, you're editing and refining AI-generated text, a
huge productivity boost.
What about knowledge management?
That's always been a challenge in consulting.
Firms are experimenting with AI chatbots trained on their proprietary knowledge base.
Think of an Ask My Consulting firm AI that can instantly retrieve past project deliverables,
(18:45):
research papers or the latest industry insights when consultants query it.
Meeting productivity tools are exploding too, right?
Absolutely.
AI meeting assistants like otter.ai and fireflies.ai have become popular.
These tools automatically transcribe meetings and calls with high accuracy and even generate
(19:05):
summaries and action item lists.
Instead of frantically taking notes in a client meeting, the AI can record the conversation
and later provide a written recap of key points and decisions.
That sounds like a major time saver.
It is.
Some independent consultants report saving five to ten hours a week by automating repetitive
(19:25):
tasks, effectively giving themselves an extra workday of time.
That time can be reinvested in business development, deeper analysis, or simply achieving a better
work-life balance.
In consulting, time literally is money, so that's a real competitive advantage.
Now looking ahead, how can consultants future-proof their business in this rapidly evolving AI
(19:48):
landscape?
First, embrace lifelong learning and upskilling.
AI technologies evolve rapidly.
What's cutting edge today might be standard tomorrow.
Take courses on new AI tools, attend webinars or industry conferences on AI in your sector,
and experiment with emerging technologies.
And I imagine cultivating a mindset of experimentation helps too.
(20:11):
Leading firms are creating sandbox environments where consultants can pilot new AI applications
in a low-risk setting.
Second, focus on human expertise and high-value skills.
As AI takes over more routine parts of consulting, the human aspect becomes even more critical.
Double down on uniquely human skills that AI can't replicate well.
(20:34):
Interpersonal communication, creative problem solving, critical thinking, and emotional
intelligence.
I saw that BCG's leadership predicts that within ten years, 50% of current consulting
tasks will be automated by AI, allowing consultants to focus much more on driving change and adoption
in client organizations.
(20:54):
That's right.
Third, adapt your business models and metrics.
If an AI tool allows you to do a task in two hours that used to take two days, charging
purely by hours worked under values your contribution.
Progressive firms are exploring value-based or outcome-based pricing to better align with
results delivered rather than hours.
(21:17):
Makes sense.
What about partnerships?
Building robust partnerships and ecosystems is crucial.
No single consultant or firm will be able to develop expertise in every AI tool or keep
everything in-house.
Form partnerships with tech companies, AI startups, or data providers to enhance your
offerings.
(21:38):
And staying client-centric has to be more important than ever, right?
Absolutely.
Even a laser focus on client needs and be willing to pivot your approaches as those
needs change.
The issues clients face will evolve as AI becomes mainstream in their businesses.
What they hire you for in five years might be very different from today.
(21:59):
This has been fascinating.
Any final thoughts on the future of consulting in the AI era?
The consulting firms that flourish in the AI era will be those that combine technological
prowess with adaptability and deep human insight.
By investing in your own capabilities, adopting flexible strategies, and always keeping client
value at the center, you position your consulting business to ride the wave of AI disruption
(22:25):
rather than be sunk by it.
As that industry playbook put it, strategic AI adoption coupled with unwavering attention
to client value will help translate technological potential into tangible client benefits.
Exactly.
If you leverage AI to deliver unmistakable value, faster insights, better decisions,
increased performance, your consulting practice will not only be future-proof, it will be
(22:50):
future-ready, poised to lead in the years ahead.
Well that's all the time we have for today.
This has been an incredibly insightful conversation about the future of consulting in the AI era.
Thanks for joining us.
If you're interested in learning more about B2B customer journey strategies or how AI
is transforming consulting, feel free to reach out to us at Match B2B.
(23:14):
We've just launched Podcast AI, our latest product, which is an AI-driven podcast production
platform tailored for consultants and businesses.
It automatically transforms written content like articles or blog posts into fully produced,
professionally branded podcast episodes with minimal effort.
(23:34):
It's time to transform your knowledge into influence.
Make your expertise heard.
Sounds like you're putting AI into practice in your own business.
For more details, check the contact info in the channel.
See you in our next episode.
Popular Podcasts
On Purpose with Jay Shetty
I’m Jay Shetty host of On Purpose the worlds #1 Mental Health podcast and I’m so grateful you found us. I started this podcast 5 years ago to invite you into conversations and workshops that are designed to help make you happier, healthier and more healed. I believe that when you (yes you) feel seen, heard and understood you’re able to deal with relationship struggles, work challenges and life’s ups and downs with more ease and grace. I interview experts, celebrities, thought leaders and athletes so that we can grow our mindset, build better habits and uncover a side of them we’ve never seen before. New episodes every Monday and Friday. Your support means the world to me and I don’t take it for granted — click the follow button and leave a review to help us spread the love with On Purpose. I can’t wait for you to listen to your first or 500th episode!
Dateline NBC
Current and classic episodes, featuring compelling true-crime mysteries, powerful documentaries and in-depth investigations. Follow now to get the latest episodes of Dateline NBC completely free, or subscribe to Dateline Premium for ad-free listening and exclusive bonus content: DatelinePremium.com
Cold Case Files: Miami
Joyce Sapp, 76; Bryan Herrera, 16; and Laurance Webb, 32—three Miami residents whose lives were stolen in brutal, unsolved homicides. Cold Case Files: Miami follows award‑winning radio host and City of Miami Police reserve officer Enrique Santos as he partners with the department’s Cold Case Homicide Unit, determined family members, and the advocates who spend their lives fighting for justice for the victims who can no longer fight for themselves.