In this episode of The Consultant’s Way Podcast, hosts Dean McMann and Anthony Paluska interview Sara Lyons, a seasoned consultant with over 20 years of experience, to discuss the evolving consulting landscape and the impact of artificial intelligence (AI). Lyons emphasizes that while AI is automating many technical and repetitive tasks, the need for consultants to develop human-centric skills, such as emotional intelligence and storytelling, has never been greater.
Lyons shares her journey into consulting, highlighting her focus on data and master data management. She explains how AI is reshaping professional services by streamlining technical processes. However, she asserts that technical expertise remains critical, as consultants will still need to address client-specific challenges and guide teams effectively. The true differentiator, she notes, lies in soft skills—what Lyons refers to as essential consulting skills. These include empathy, relationship-building, and the ability to create trust and credibility with clients.
To adapt to these changes, Lyons has implemented an eight-week training curriculum for her team, focusing on emotional intelligence, storytelling, and client engagement. She shares examples of how these skills have helped her consultants connect more deeply with clients and deliver enhanced value. For instance, Lyons describes immersing herself in a client’s loyalty program to better understand their pain points, building trust and strengthening the client relationship.
The hosts and Lyons discuss how consultants must evolve from being technical experts to trusted advisors who guide clients through complex transitions. They explore how AI tools can free up time for consultants to focus on higher-value activities like workshops and personalized interactions. Lyons acknowledges that these shifts may not appeal to everyone in the industry but stresses the importance of adaptability and proactive skill development. The episode concludes with a consensus that the future of consulting lies in combining AI-driven efficiencies with human-centric skills. Lyons advises consultants to embrace these changes, invest in emotional intelligence, and leverage their unique human capabilities to remain indispensable in a rapidly changing industry.
Anthony Paluska is a partner at McMann & Ransford, where he helps embedded Professional Services teams evolve into advisory-led growth engines. He advises PS leaders on portfolio transformation, service monetization, and go-to-market clarity.
He is also co-host of The Consultant’s Way, a podcast focused on highlighting industry leaders and expertise to help PS teams grow with intention.
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