Tarka Talks Consulting Podcast

In our final episode of this season, Richard Longstreet sits down with Toby Parnell, Founder of majaco, to unpack what it really takes to build a high-performing consultancy that puts outcomes first.  Toby shares the honest story behind launching majaco in 2019 with no business plan, just a drive to get hands-on with operational problems and create tangible value for clients. Fast forward five years, and majaco is a thriving consultancy helping food and FMCG businesses scale operations, reduce waste, and drive profitability, all while building a team culture rooted in autonomy, integrity and long-term thinking.  Episode Overview: [00:50] Why Toby started majaco  [02:46] Early-stage vision and how defined it really was when launching the business  [03:48] How Toby landed majaco’s first client  [06:52] Building the team in majaco’s early days  [10:20] Approach to building the majaco team  [13:15] Building majaco with a flexible team model from the start  [16:29] Articulating majaco’s value proposition to new clients as the business grows  [18:00] Structuring fees based on value delivered  [19:16] Justifying a value-based fee model to clients  [22:29] Building a culture focused on outcomes  [25:15] Shaping culture intentionally vs. letting it grow organically  [29:47] What majaco looks for in a new hire  [30:58] How majaco goes about recruiting and new hires  [34:02] The interview process at majaco  [34:56] The majaco elevator pitch for potential hires  [39:36] What is the biggest learning from your career?  [41:16] Do you have any horror stories from your career?  [42:16] What do you know now that you wish you'd known at the start of your career?  A big thank you to Toby for your insights – it was brilliant to have you on the show! Find out more about our guest:   Connect with Toby Parnell  Follow majaco on LinkedIn  Visit their website  Hosted by Tarka Talent   Tarka Talks is hosted by Tarka Talent, leading management consulting recruitment agency. Find out more about our work and get in touch for support with your hiring needs.  

In this episode, Richard Longstreet speaks with Dave Kirby, Founder of Coppett Hill Growth Advisory, a consultancy specialising in go-to-market acceleration for private equity-backed businesses.  Dave shares his journey from strategy consulting and private equity to founding Coppett Hill, and the principles that underpin the firm's rapid growth. The conversation covers the nuances of working with PE portfolio companies, balancing exit mindset with long-term growth, and why results, not just ideas, are what really matter.  Episode Overview:  [00:21] Introduction   [02:24] What it really means to work with private equity clients  [06:29] How to create step-change impact in private equity-backed businesses  [08:54] Balancing long-term exit plans with short-term focus  [11:43] Navigating relationships between PE funds and portfolio leadership teams  [15:37] The shift from output to outcome - redefining value in consulting  [19:37] How have consulting buyers changed over the last 10–15 years?  [22:42] How the skillset of a strategy consultant is evolving  [26:31] How Coppett Hill is developing junior consultants for the future of strategy consulting  [29:48] What Coppett Hill looks for in graduate hires and early experience  [31:41] What the culture is like at Coppett Hill  [34:05] What graduates can expect from the application process at Coppett Hill  [36:14] What the application process looks like for experienced consultants at Coppett Hill  [37:05] Why Coppett Hill? The elevator pitch for joining the team  [38:52] What is the biggest learning from your career?  [40:26] Do you have any horror stories from your career?  [45:59] What do you know now that you wish you'd known at the start of your career?  A big thank you to Dave for your insights – it was brilliant to have you on the show! Find out more about our guest:   Connect with Dave Kirby  Follow Coppett Hill on LinkedIn  Visit their website  Hosted by Tarka Talent   Tarka Talks is hosted by Tarka Talent, leading management consulting recruitment agency. Find out more about our work and get in touch for support with your hiring needs. 

In this episode of Tarka Talks, Richard Longstreet sits down with Roei Haberman, CEO of BIP UK, to explore how the consulting industry is evolving, faster delivery expectations, AI integration, and the shift from generalist to deep-sector expertise.   Roei shares insights on productising consulting, the future shape of consulting firms, and how BIP is building a tech-enabled, expert-led model to stay ahead. He also reflects on career-defining lessons and the importance of aligning technology with tangible business outcomes.  Episode Overview:  [00:24] Introduction to Roei Haberman and BIP UK  [09:14] Roei’s experience in consulting  [13:35] Exploring how clients and consultants define value.  [18:23] Has the definition of value in consulting changed?  [20:44] Is consulting becoming more productised?  [24:21] Is the role of a consulting Partner about to change?  [26:43] Is AI the future of consulting, or a consultant’s biggest ally?  [31:02] What’s the culture like at BIP?  [34:11] What are the key attributes BIP look for when hiring  [35:54] Why should someone want to join BIP?  [36:58] What is the biggest learning from your career?  [37:35] Do you have any horror stories from your career?  [40:55] What do you know now that you wish you'd known at the start of your career?  A big thank you to Roei for your insights – it was brilliant to have you on the show! Find out more about our guest:   Connect with Roei Haberman  Follow BIP Group UK on LinkedIn  Visit their website  Hosted by Tarka Talent   Tarka Talks is hosted by Tarka Talent, leading management consulting recruitment agency. Find out more about our work and get in touch for support with your hiring needs.  

In this episode, Richard Longstreet is joined by Deri Hughes, Founder and MD of Honeycomb Consulting Skills Training; a training business focused on building consulting skills and enabling commercial growth through behaviour change.  Together, they unpack why so many consultants shy away from “sales,” how to reframe it as part of the consulting craft, and why relationship-building, authority, and delivery are the three key growth levers every consultancy should nurture.  Episode Overview:  [02:27] What behavioural shifts are helping consultancies thrive today?  [04:48] How do you tailor sales training for different consultancies?  [08:22] Who’s driving the demand for sales training, leaders or junior consultants?  [10:51] How can consultancies better support the step up from delivery to sales?  [13:32] How has building authority in consulting sales changed over the last decade?  [18:44] How can consultants turn common client challenges into impactful LinkedIn content?  [21:41] Does old-school networking still have a place in modern consulting?  [23:12] Has the way consultants build relationships changed in the last decade?  [25:17] What does delivering sales training typically look like for your clients?  [28:32] Why selling in consulting works best as a team sport  [35:41] The risks and rewards of hiring in senior revenue generators vs growing your own  [40:21] Exploring the three growth models: delivery-led, relationship-led, and authority-led  [41:38] What is the biggest learning from your career?  [43:02] Do you have any horror stories from your career?  [46:23] What do you know now that you wish you'd known at the start of your career?  A big thank you to Deri for your insights – it was brilliant to have you on the show! Find out more about our guest:   Connect with Deri Hughes  Follow Honeycomb on LinkedIn  Visit their website  Hosted by Tarka Talent   Tarka Talks is hosted by Tarka Talent, leading management consulting recruitment agency. Find out more about our work and get in touch for support with your hiring needs.  

In this episode, Richard Longstreet is joined by Rebecca Ferguson, Co-Founder of Kindred, to explore how the consulting industry is evolving in the face of AI, shifting client expectations, and changing team structures.   Drawing on her experience across the Big Four, in-house roles, and now leading a boutique consultancy, Rebecca reflects on why human connection, behavioural insight, and storytelling are becoming more critical than ever. They discuss the future of the consulting talent pipeline, how small firms can compete on depth and impact, and why the firms that thrive will be those that focus on outcomes, not just process.  Episode Overview:  [04:25] How is AI reshaping the traditional consulting pyramid model?  [06:21] As data becomes commoditised, is storytelling the new consulting superpower?  [09:03] How has time in industry shaped your view of consulting’s value?  [10:40] Has the value consultants bring to clients changed over time?  [12:18] Is the consultant–client relationship more collaborative in smaller firms  [13:19] Do smaller consultancies focus more on client outcomes than process?  [15:28] Do you think AI will change what Clients want from Consultants?  [17:47] What does the future talent pathway in consulting look like in an AI-driven world?  [21:10] What are consultants getting wrong in how they use AI with clients?  [28:26] An inside look at the team and business behind the brand  [30:40] Looking for the right candidates  [32:55] What Kindred look for in a new hire  [34:28] Why should someone want to join Kindred?  [35:39] What is the biggest learning from your career?  [38:25] Do you have any horror stories from your career?  [40:03] What do you know now that you wish you'd known at the start of your career?  A big thank you to Tim for your insights – it was brilliant to have you on the show! Find out more about our guest:   Connect with Rebecca Ferguson  Follow Person Ham on LinkedIn  Visit their website  Hosted by Tarka Talent   Tarka Talks is hosted by Tarka Talent, leading management consulting recruitment agency. Find out more about our work and get in touch for support with your hiring needs.  

In this episode of Tarka Talks Consulting, Richard Longstreet sits down with Tim Ham, CEO of Pearson Ham, a pricing consultancy that’s doubled in size over the last few years. Tim shares his journey from strategy consulting into leadership, the lessons learned scaling a firm in a niche market, and the nuances of working with private equity.    They cover how pricing has evolved as a consulting discipline, how Tim thinks about culture and people development, and why trust, transparency and client focus are core to Pearson Ham’s success. Whether you're a founder, future leader, or just curious about what it takes to build a fast-growing consultancy—this episode is full of insights.    Episode Overview:  [02:33] What shifts have you seen in commercial models over the course of your career?  [05:31] How has customer access to price comparison tools influenced commercial models and early-stage engagement?  [08:12] How are businesses approaching retention and renewal to drive long-term margin beyond the initial sale?  [09:33] How are less commoditised sectors responding to shifts seen in markets like insurance?  [12:26] Is there a subscription model equivalent in consulting or professional services?  [14:00] Is AI impacting how professional services products are priced?  [14:52] How is AI reshaping pricing models and the traditional consulting pyramid?  [16:26] What internal and customer impacts come with shifting commercial models?"  [20:24] How should businesses communicate pricing changes to avoid customer backlash?  [22:14] How can businesses use creative promotions to drive stronger customer engagement?  [25:50] How have you built such a strong brand in the pricing space over the years?"  [27:11] Is there an element where you tie your fee to the success of the delivery?  [30:22] Overview on what Pearson Ham  [32:09] Importance of understanding the stakeholder and their priorities  [32:39] How did you go about building a 70 person business  [33:25] How would you describe the culture at Pearson Ham?  [34:17] What they look for when hiring people into the business  [35:12] What does the interview process look like?  [36:07] Why should someone join Pearson Ham?  [37:29] What is the biggest learning from your career?  [38:20] Do you have any horror stories from your career?  [39:47] What do you know now that you wish you'd known at the start of your career?    A big thank you to Tim for your insights – it was brilliant to have you on the show! Find out more about our guest:   Connect with Tim Ham  Follow Person Ham on LinkedIn  Visit their website  Hosted by Tarka Talent   Tarka Talks is hosted by Tarka Talent, leading management consulting recruitment agency. Find out more about our work and get in touch for support with your hiring needs.  

In this episode, Richard Longstreet sits down with Nick Synnott to unpack what effective marketing really looks like for boutique consultancies. With experience supporting consulting firms of all sizes, Nick shares practical, honest advice on how to build a brand, develop a marketing strategy, and create content that actually drives commercial conversations.  They explore why many consulting leaders are still sceptical of marketing, how to approach ROI with the right mindset, and what differentiates firms that get it right from those that don’t. If you’re a founder, marketer or commercial leader at a boutique consultancy, this episode offers clear, actionable insights that can make a real difference.  Episode Overview:  [02:11] Does your work go beyond traditional marketing to include internal operations too?  [03:58] Why do consultancy founders struggle to see the value in marketing?  [06:30] What’s the biggest misconception consulting founders have about marketing?  [10:50] How should boutique firms realistically approach ROI timelines?  [13:36] Can you be successful in marketing on LinkedIn?  [18:30] How much of your work is brand building vs. targeted account-based marketing?  [21:08] With so many boutiques in the market, how can firms genuinely stand out and differentiate themselves?  [23:49] Where should consultancies start when building a marketing strategy?  [25:49] What makes content actually resonate with clients?  [28:56] Are podcasts and webinars really worth the time for small firms?  [38:31] Where can boutique consultancies make their marketing budget go further?  [44:06] Which consultancies are doing a great job converting marketing engagement into sales, and where are others falling short?  [46:58] What do you know now that you wish you'd known at the start of your career?  [47:56] Are there any horror stories from your career?  [51:24] What's the biggest learning you've had of your career?     A big thank you to Nick for your insights – it was brilliant to have you on the show! Find out more about our guest:   Connect with Nick Synnott  Follow Create Engage on LinkedIn  Visit their website  Hosted by Tarka Talent   Tarka Talks is hosted by Tarka Talent, leading management consulting recruitment agency. Find out more about our work and get in touch for support with your hiring needs.  

In this episode of Tarka Talks Consulting, we sit down with John Howard, Partner at Garwood Growth, to explore what makes a consultancy truly scalable and investable.  With experience on both sides of the table, John shares his perspective on how professional services firms can prepare for investor interest (whether that’s private equity or trade), build leadership teams that last, and avoid common pitfalls when planning for growth or exit. We dive into the operational foundations that investors look for, the evolving role of AI in consulting, and why the right leadership hire can make or break your plans. Whether you're scaling now or thinking five years ahead, this is an episode packed with insight. Episode Breakdown  [1:11] Introduction to John Hawood and Garwood Growth  [03:51] Are there specific trends or focus areas investors are honing in on today?  [07:35] How do you think consultancies can scale?  [12:16] AI in consultancies/due diligence/Garwood Growth  [14:43] Building leadership teams/What traits do you need to join a leadership team?  [19:23] Mistakes in building leadership teams  [25:53] How should consultancies structure variable compensation to balance individual incentives with team collaboration?  [34:22] What are the key drivers that increase a consultancy’s multiple beyond just valuation?  [37:42] What common mistakes do founders make when preparing for an exit?  [39:31] What's the biggest learning you've had of your career?  [40:28] Are there any horror stories from your career?  [42:14] What do you know now that you wish you'd known at the start of your career  A big thank you to John for your insights – it was brilliant to have you on the show! Find out more about our guest:   Connect with John Howard  Follow Garwood Growth on LinkedIn  Visit their website   Hosted by Tarka Talent   Tarka Talks is hosted by Tarka Talent, leading management consulting recruitment agency. Find out more about our work and get in touch for support with your hiring needs.  

In this episode of Tarka Talks Consulting, Richard Longstreet is joined by Carrie Osman, Founder & CEO at Cruxy, to talk about building a business from scratch, breaking into private equity, and scaling with purpose.   Carrie shares her journey from no tech or PE background to running a high-performing, data-led consultancy. Expect candid reflections on culture, client relationships, and why being well-prepared is a real competitive advantage.  Episode Breakdown:  [01:27] Introducing Carrie and Cruxy, Growth Intelligence Specialists for demanding high growth tech firms & their investors  [02:15] How Carrie has gone about growing Cruxy  [04:37] The concept of a real life MBA  [06:29] What made you pursue a data-led, B2B investor route without an existing network?  [10:27] How Carrie went about building the business in a new space and her network  [15:14] Building a network in the US when based in London  [19:44} The importance on preperation when meeting new clients  [23:41] What are the nuances of working with private equity clients?  [28:37] The role of data and AI at Cruxy and in consulting  [30.57] Is AI making consulting easier or just making consultants better?  [33:38] The importance of the Cruxy team in helping shape the business  [35:23] Culture at Cruxy   [37:34] How Carrie assess whether someone is the right fit for Cruxy?  [39:41] Cruxy’s interview process – what to expect   [41:50] Why should someone want to work at Cruxy?  [42:56] Biggest learnnig you've had in your career  [44:41] Any horror stories from your career  [47:15] What do you know now that you wish you knew at the start of your career?  A big thank you to Carrie for your insights – it was brilliant to have you on the show! Find out more about our guest:   Connect with Carrie Osman  Follow Cruxy on LinkedIn  Visit Cruxy’s website  Hosted by Tarka Talent   Tarka Talks is hosted by Tarka Talent, leading management consulting recruitment agency. Find out more about our work and get in touch for support with your hiring needs.    

In this episode of Tarka Talks Consulting, Richard Longstreet is joined by Hannah Farrar, Chief Executive and Co-Founder of CF, a consultancy dedicated to the health sector. They discuss Hannah’s transition from NHS leadership to founding a consultancy with no prior consulting experience, and how CF has grown into one of the leading health-focused consultancies in the UK and Middle East. Hannah reflects on the early challenges of building a business from scratch, what it means to blend deep domain expertise with consulting skill, and how to stay grounded in purpose. In this episode of Tarka Talks Consulting, Richard Longstreet is joined by Hannah Farrar, Chief Executive and Co-Founder of CF, a consultancy dedicated to the health sector.   They discuss Hannah’s transition from NHS leadership to founding a consultancy with no prior consulting experience, and how CF has grown into one of the leading health-focused consultancies in the UK and Middle East.   Hannah reflects on the early challenges of building a business from scratch, what it means to blend deep domain expertise with consulting skill, and how to stay grounded in purpose.  Episode Overview:  [2:57] What inspired the leap into consultancy?  [4:54] What were the early days of the business like?  [6:48] Did being female founders present any early challenges or help shape your culture?  [09:20] What was the original vision for the business?  [10:31] What’s it been like expanding as female founders into the Middle East?  [13:15] What are the key AI trends shaping healthcare today?  [17:22] Is the public sector really slow to adopt AI?  [20:30] Is the NHS’s AI journey really about tech or is it more about data, mindset, and money?  [23:00] Is NHS data hard to standardise or are others just ahead?  [24:41] Is there a mindset shift between NHS and life sciences on AI?  [27:31] Can you share your role with the MCA and your thoughts on Transfer status?  [31:05] Is Chartered status something CF encourages for everyone  [32:37] "Do you see firm-wide Chartered status as a way for boutiques to stand out from the Big Four?"  [36:44] Culturally, how does Hannah describe CF [40:00] What does CF look for in new hires?  [42:03] How CF goes about recruiting [43:51] What’s your elevator pitch for why someone should join CF?  [44:41] what would you say is the biggest learning you've taken from your career?  [45:08] Got any consulting horror stories you're happy to share?  [47:35] what do you know now that you wish you known at the start of your career?  A big thank you to Hannah for your insights – it was brilliant to have you on the show! Find out more about our guest:   Connect with Hannah Farrar  Follow CF on LinkedIn  Visit CF website  Hosted by Tarka Talent   Tarka Talks is hosted by Tarka Talent, leading management consulting recruitment agency. Find out more about our work and get in touch for support with your hiring needs.