What drives real people to make real decisions in the real world?
That’s the question Paul Craven has been answering for decades.
Throughout his senior roles at some of the biggest names in finance, including Goldman Sachs, Paul used behavioural science to understand how clients think, how relationships are built, and how decisions are really made.
Today, he’s a global expert in the field. A keynote speaker, founding partner of the Cialdini Institute, and trusted coach to organisations around the world, he teaches others how to use the psychology of persuasion to drive real results.
In this episode, Paul joins Nick to explore the world of behavioural science and how understanding human decision-making can transform how we lead, sell, and work.
You’ll discover the practical behavioural science approaches you can use in your consultancy to help you build stronger relationships, sell more effectively and influence decisions in a way that lands well.
They dive into:
✅ Paul’s journey from Goldman Sachs to founding his own business
✅ Dr Robert Cialdini’s seven scientifically-proven techniques of ethical persuasion and how to use them
✅ Why your brain is tricking you and what to do about it
✅ How magic reveals the surprising shortcuts our minds take
Whether you’re running a consultancy, leading a team, or just curious about what makes people tick, this episode will shift how you see the world.
Enjoy the show!
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What drives real people to make real decisions in the real world?
That’s the question Paul Craven has been answering for decades.
Throughout his senior roles at some of the biggest names in finance, including Goldman Sachs, Paul used behavioural science to understand how clients think, how relationships are built, and how decisions are really made.
Today, he’s a global expert in the field. A keynote speaker, founding partner of the Cialdini Institute, and trusted coach to organisations around the world, he teaches others how to use the psychology of persuasion to drive real results.
In this episode, Paul joins Nick to explore the world of behavioural science and how understanding human decision-making can transform how we lead, sell, and work.
You’ll discover the practical behavioural science approaches you can use in your consultancy to help you build stronger relationships, sell more effectively and influence decisions in a way that lands well.
They dive into:
✅ Paul’s journey from Goldman Sachs to founding his own business
✅ Dr Robert Cialdini’s seven scientifically-proven techniques of ethical persuasion and how to use them
✅ Why your brain is tricking you and what to do about it
✅ How magic reveals the surprising shortcuts our minds take
Whether you’re running a consultancy, leading a team, or just curious about what makes people tick, this episode will shift how you see the world.
Enjoy the show!
Episode 151: Ride the Recurring Revenue Wave: How to Productise Consultancies, with Jonathan Corrie
Climb In Consulting
1 hour 1 minute 43 seconds
1 year ago
Episode 151: Ride the Recurring Revenue Wave: How to Productise Consultancies, with Jonathan Corrie
Scaling up in a competitive sector, integrating new tech capabilities and responding to the continual push on fees, are all challenges that you’re probably wrestling with for your consultancy right now.
And that’s why we invited today’s guest on to share his insights on how to solve these problems, having faced these challenges head on for both his own business and his clients.
Jonathan Corrie has helped numerous consultancy firms navigate their way through these tricky waters and seize revenue-growing opportunities as CEO of Precursive, a professional services automation platform that helps turn services into repeatable products.
In this episode of Climb in Consulting, Nick and Jonathan dive into the nitty gritty of productisation, discussing how consulting firms can make the leap from delivering one-off projects to providing a subscription-based service that drives up the value of your business.
Nick and Jonathan explore the key elements to successfully productising all or part of your service, and some pitfalls to watch out for, including:
- How to move from time and materials (TNM) to re-occurring to recurring revenue.
- Why providing a repeatable service doesn’t mean you can’t charge premium fees.
- How to design a product that harnesses the power of AI to accelerate and scale your service but doesn’t decimate the fees you can charge.
- And why it’s so important that consultants stop talking like consultants.
If you’re looking for new ways to grow your consultancy and want to harness the power of technology, Jonathan is the person to listen to.
We hope you enjoy the show!
Reach out to Jonathan: https://www.linkedin.com/in/jonathanfcorrie/
Learn more about Precursive: https://www.precursive.com/
Climb In Consulting
What drives real people to make real decisions in the real world?
That’s the question Paul Craven has been answering for decades.
Throughout his senior roles at some of the biggest names in finance, including Goldman Sachs, Paul used behavioural science to understand how clients think, how relationships are built, and how decisions are really made.
Today, he’s a global expert in the field. A keynote speaker, founding partner of the Cialdini Institute, and trusted coach to organisations around the world, he teaches others how to use the psychology of persuasion to drive real results.
In this episode, Paul joins Nick to explore the world of behavioural science and how understanding human decision-making can transform how we lead, sell, and work.
You’ll discover the practical behavioural science approaches you can use in your consultancy to help you build stronger relationships, sell more effectively and influence decisions in a way that lands well.
They dive into:
✅ Paul’s journey from Goldman Sachs to founding his own business
✅ Dr Robert Cialdini’s seven scientifically-proven techniques of ethical persuasion and how to use them
✅ Why your brain is tricking you and what to do about it
✅ How magic reveals the surprising shortcuts our minds take
Whether you’re running a consultancy, leading a team, or just curious about what makes people tick, this episode will shift how you see the world.
Enjoy the show!
