Understanding Industry Trends for Consulting

Many accountants email the balance sheet and income statement to their CEOs and think,   “Job done.”  But here’s the problem: Your CEO is not necessarily trained in reading financial statements. Even if they were, you've just given them an assignment to "figure it out" If your boss doesn’t understand the numbers, then you haven’t communicated. You’ve just forwarded a report.  🚨 A financial statement without context is just data.   📊 Your job is to turn that data into insights.  How to Present Financials the Right Way  📌 1️⃣ Give a One-Page Summary 🔹 Highlight key figures—Revenue, Profit, Cash Flow, and Key Ratios.   🔹 Include clear takeaways (e.g., “Revenue grew 10%, but margins dropped due to rising costs.”).   🔹 Avoid technical jargon—simplify complex metrics.  📌 2️⃣ Answer the Big Questions   Your CEO doesn’t want numbers—they want meaning. Help them understand:   🔹 What changed? (“Profit dropped 5% due to higher shipping costs.”)   🔹 Why did it happen? (“Fuel prices increased 20% this quarter.”)   🔹 What should we do next? (“We should renegotiate supplier contracts.”)  📌 3️⃣ Use Visuals   🔹 Graphs > Tables—a well-designed chart can explain in seconds.   🔹 Use color-coded trends (e.g., 🔴 Negative, 🟢 Positive).   🔹 Keep it clean—no clutter, no distractions. 📌 4️⃣ Speak the CEO’s Language   🔹 Skip the accounting terminology—focus on impact.   🔹 Tie financials to business goals:     - Sales grew 15% → “We’re expanding market share.”     - Cash flow dipped → “We need to tighten collections.” ✅ Financial statements don’t speak for themselves—you do.   ✅ Numbers are useless without insights.  If your CEO isn’t making better decisions because of your reports, then your job isn’t done.  💡 Don’t just report numbers—explain them. That's how you add value and impact.

Consulting isn’t dying—it’s evolving. The traditional "finder, minder, grinder" framework that has defined the industry for decades is being disrupted. As client expectations shift and technology advances, the reliance on junior-heavy teams and leverage-based profit models is under significant pressure. The future of consulting lies in a new model where hands-on leadership is paramount. Corporate and Private Equity clients expect senior-level Partners to actively drive strategy execution. They want seasoned professionals with deep expertise to lead from the front, ensuring that solutions are not just designed but delivered with measurable impact. Successful consulting firms will focus on outcomes rather than hours. By integrating AI and other technologies, they will accelerate efficiency and enable senior leaders to focus on delivering real value. Clients are increasingly drawn to results-driven approaches that prioritise entrepreneurial thinking and experimentation over time-based billing. As technology advances over analytical tasks, human consultants must excel in areas machines cannot replicate: creativity, emotional intelligence, and cross-disciplinary collaboration. Coaching clients on how to leverage technology effectively will become a core skill, alongside curiosity and adaptability.

The Cannabis Chamber of Commerce global market check-in today had a very clear message: This industry is DONE with hypotheticals. It’s entering its execution era. Key takeaway: Our industry is growing up globally, just not evenly. 5 points to call-out: 1) The U.S. is stuck in limbo (obvies). Rescheduling is still a waiting game and the final DOJ rule keeps getting pushed, so litigation's expected & everyone’s planning around uncertainty. A Sched. III outcome would be a real unlock globally for imports/exports, R&D, and global trade. If U.S. rescheduling happens, we’re lookin' at a dual-system shift: State-based #cannabis dispensaries on one side -- federally compliant, pharma-focused Schedule III lane for R&D + international trade on the other. 2) Europe's where the momentum is. Germany’s medical market is moving fast and not always cleanly. Prices dropped hard, now ~€2–3 per gram in just a few months. Recreational clubs are scaling, with hundreds approved. A recent court ruling blocking clone sales just created a whole new lane for tissue culture and genetics services. Switzerland is moving toward adult-use by 2027, but Austria remains tight. 3) Latin America (my fave) is no longer “emerging,” it’s investable. Already a $440M market and growing. Colombia now has medical flower in pharmacies. Costa Rica and Uruguay are opening regulated pathways, including #CBD in medical systems. Low production costs, real farmland & massive patient populations make LatAm impossible to ignore for long-term global operators. 4) Canada is steady, not sexy: a mature market in a slow grind phase. No CBD reclassification miracle. Companies are specializing, tightening ops, and looking outward for growth. International expansion is the strategy, not scale-for-scale’s-sake (sound familiar?). 5) The real shift no one should miss: “GMP washing” is getting exposed. Now, execution beats storytelling. Regulators everywhere are moving from capacity-building to enforcement. (that means inspections, audits, accountability). Paper compliance without real systems won’t hold up anymore. Capital knows this. Investors want fewer platforms with real inspection resilience, not just certificate logos. On the ecosystem side, it was good to see real investment in community & infrastructure, new leadership, strong member tools, job boards that actually help, and event organizers getting smarter about curated connections vs chaos. The lesson: The winners won’t be the loudest. They’ll be the ones who can pass inspections, move across borders & execute under pressure. What are YOU seeing on the ground in the US, #Europe + #LatAm? . . Shout out to members: Hirsh, Ian, VERDANT Strategies, Chris, Jeanne, Amna, Joshua S., Gina, Robert, Jenny, Kandice, Beard Bros Pharms, Emilie (MJBiz), Patrick (IgniteIt Inc. IgniteIt Cannabis), Mike, Laura, K.C., Guinevere, Vanessa, Neal, Peter, Canopy HR, Dutchie, Armanino, Grass Goddess Consulting LLC, Joseph, ePropel Digital, Rachel Scheri

𝗧𝗿𝘂𝘀𝘁 𝗶𝘀 𝗮 𝗸𝗲𝘆 𝗲𝗹𝗲𝗺𝗲𝗻𝘁 𝗼𝗳 𝗮𝗻𝘆 𝘀𝘂𝗰𝗰𝗲𝘀𝘀𝗳𝘂𝗹 𝗔𝗜/𝗠𝗟 𝗶𝗺𝗽𝗹𝗲𝗺𝗲𝗻𝘁𝗮𝘁𝗶𝗼𝗻. 𝗣𝗲𝗼𝗽𝗹𝗲 𝘁𝗿𝘂𝘀𝘁 𝗽𝗲𝗼𝗽𝗹𝗲. 𝗡𝗼𝘁 𝗮𝗹𝗴𝗼𝗿𝗶𝘁𝗵𝗺𝘀, 𝗯𝗿𝗮𝗻𝗱𝘀, 𝗼𝗿 𝗹𝗮𝗿𝗴𝗲 𝗼𝗿𝗴𝗮𝗻𝗶𝘇𝗮𝘁𝗶𝗼𝗻𝘀. New technologies such as AI/ML-based digital tools will significantly influence how we work in the future. This leads to many open questions, concerns, and sometimes even fear. Those concerns need to be taken seriously. Rules and regulations can only partially cover this. 𝗜 𝗮𝗺 𝗰𝗼𝗻𝘃𝗶𝗻𝗰𝗲𝗱 𝘁𝗵𝗮𝘁 𝗔𝗜/𝗠𝗟 𝗽𝗿𝗼𝗳𝗲𝘀𝘀𝗶𝗼𝗻𝗮𝗹𝘀 𝘄𝗵𝗼 𝗮𝗰𝘁 𝘄𝗶𝘁𝗵 𝗶𝗻𝘁𝗲𝗴𝗿𝗶𝘁𝘆 𝗮𝗻𝗱 𝗲𝗮𝗿𝗻 𝘁𝗵𝗲 𝘁𝗿𝘂𝘀𝘁 𝗼𝗳 𝘁𝗵𝗲𝗶𝗿 𝗽𝗲𝗲𝗿𝘀 𝗼𝘃𝗲𝗿 𝘁𝗶𝗺𝗲 𝘄𝗶𝗹𝗹 𝗽𝗹𝗮𝘆 𝗮 𝘁𝗿𝗮𝗻𝘀𝗳𝗼𝗿𝗺𝗮𝘁𝗶𝗼𝗻𝗮𝗹 𝗿𝗼𝗹𝗲 𝗶𝗻 𝟮𝟬𝟮𝟱. They need to act as 1️⃣ 𝗛𝗼𝗻𝗲𝘀𝘁 𝗯𝗿𝗼𝗸𝗲𝗿𝘀 who are willing to say what is possible already and what won’t work any time soon. (Regardless of how many marketing messages say otherwise.)   2️⃣ 𝗖𝗼𝗻𝘀𝘂𝗹𝘁𝗮𝗻𝘁𝘀 who can connect technical advancements to the right applications based on their domain knowledge. That can advise on when to act fast and when to take time. 3️⃣ 𝗘𝘅𝗽𝗲𝗿𝘁𝘀 willing to explain what is happening in “Black Boxes” or take personal responsibility for it when it is too complex to explain. 4️⃣ 𝗔𝗱𝘃𝗶𝘀𝗼𝗿𝘀 willing to listen to concerns and share their visions for how our work and life will develop, what to look forward to, and what (not) to be afraid of. 5️⃣ 𝗟𝗲𝗮𝗱𝗲𝗿𝘀 who are happy to drive the necessary change in large organizations and to manage the inevitable friction to ensure that the new technologies serve the people, not the other way around. To the many smart and experienced individuals in my network: 𝗟𝗲𝘁'𝘀 𝗮𝗶𝗺 𝘁𝗼 𝗯𝗲𝗰𝗼𝗺𝗲 𝘁𝗵𝗲𝘀𝗲 𝗽𝗿𝗼𝗳𝗲𝘀𝘀𝗶𝗼𝗻𝗮𝗹𝘀! Trust is difficult to earn but easy to lose, so let’s act accordingly. Are you in? What have I missed? #TrustedAI #DigitalTransformation #MachineLearning #DigitalChange

𝗪𝗵𝗲𝗿𝗲 𝗶𝘀 𝘁𝗵𝗲 𝗖𝘂𝗿𝗿𝗲𝗻𝘁 𝗚𝗿𝗼𝘄𝘁𝗵 𝗶𝗻 𝗠𝗲𝗱𝗶𝗰𝗮𝗹 𝗖𝗮𝗻𝗻𝗮𝗯𝗶𝘀 𝗮𝘀 𝗼𝗳 𝟮𝟬𝟮𝟰? As of 2024, the medical cannabis industry continues to expand globally, with growth driven by innovation, patient access, and regulatory advancements. While earlier waves focused on cultivation and initial market entries, today's growth centres on more sophisticated areas. Here’s where the real expansion is happening: 1. Emerging Markets Taking Off Countries like Mexico, Thailand, and South Africa are driving growth with formalised regulations allowing cultivation and export. This is unlocking new markets, creating investment opportunities and positioning these regions as key global suppliers. 2. Surge in Patient Numbers Established markets in Europe, North America, and Australia are seeing patient numbers rise. Growing awareness and better insurance coverage are making medical cannabis more accessible, especially in Germany and the UK, pushing manufacturers to scale production. 3. Pharmaceutical Development Pharmaceutical research is advancing rapidly, with clinical trials exploring cannabinoids for chronic pain, multiple sclerosis, and neurological disorders. More cannabis-based medicines are moving towards regulatory approval, integrating into mainstream healthcare and unlocking significant growth. 4. Product Diversification Growth is also driven by the shift from traditional flowers and oils to more advanced products like tablets, sprays, and patches. These innovative offerings appeal to new patient demographics and healthcare providers seeking precise dosing and familiar formats. 5. Regulatory Compliance Regulatory compliance remains crucial. Companies with EU GMP certification can export to markets like the EU, securing long-term contracts with healthcare providers and pharmaceutical companies. Countries with strong compliance frameworks are leading global exports. 6. Telemedicine and E-Commerce Digital health platforms are helping patients access prescriptions more easily, boosting the role of telemedicine in medical cannabis. E-commerce is also driving growth, offering greater convenience for patients and expanding online services. 7. Mergers and Acquisitions M&A activity is enabling rapid growth, with larger firms acquiring innovative startups, particularly those specialising in pharmaceutical products or genetics. This consolidation is accelerating R&D and market expansion. In summary, as of 2024, the medical cannabis industry’s growth is fuelled by emerging global markets, increasing patient access, pharmaceutical advancements, product diversification, regulatory compliance, and digital health solutions. Companies that align with these trends will lead the industry into its next phase of growth. #MedicalCannabis2024 #GlobalCannabis #CannabisInnovation #CannabisPharma #CannabisRegulation #TelemedicineCannabis

Microsoft just redefined the wealth management desktop at T3 2025, and advisors need to pay attention. Amy Young, CFA, Managing Director of Industry Advisory for Capital Markets, delivered a compelling vision of how #AI will shift advisor workflows from instinct-driven to data-driven. Here's what caught my attention: 🔍 Client meetings are data goldmines - it's not about convenience but capturing rich signals that would otherwise be lost in traditional CRM entries 💼 Microsoft Graph is the secret weapon behind Copilot - it maps relationships between all your Microsoft 365 data (emails, meetings, files) to provide context that makes AI responses dramatically more personalized 🤖 "Agents" represent the next evolution beyond Gen AI - they can automate judgment-based tasks by combining reasoning capabilities with execution powers 📊 Microsoft is building an ecosystem of wealth management partners (like Morningstar) to integrate specialized data into the Microsoft desktop experience 📱 The "center of gravity" for advisor desktops may shift from CRM to AI interfaces like Copilot as these capabilities mature The implications are significant: advisors will spend less time on admin tasks and more time on high-impact client interactions guided by data-driven insights. The ability to proactively identify client needs (like elder care planning) before they become urgent could transform how advisors deliver value. Microsoft's wealth management strategy mirrors what we saw with Salesforce a decade ago - they're positioning to become the intelligence layer connecting the advisor's digital ecosystem. Firms that develop thoughtful data strategies to feed these AI systems will gain substantial advantages in personalization and advisor efficiency. #wealthmanagement #financialadvisors #financialplanning #technology #T32025

Strategy consulting isn't only about providing answers. It's about owning the questions. The current power dynamic: → MBB controls proprietary data from countless clients → Their benchmarking databases are sought after → Their frameworks shape executive strategic thinking → Industry insights locked behind costly engagements This information asymmetry created massive leverage: → Strategy projects cost $500K+ for weeks of work → Consultants dictated which problems mattered → Boards required consultant approval before acting → Credential-based authority trumped actual value AI is rapidly democratizing this relationship: → Tools create frameworks with increasing sophistication → Consultants compete with empowered internal teams → Executives fact-check consultants in real-time → Clients compare multiple approaches simultaneously The client relationship is transforming: → "Show me the data" replaces "trust our experience" → Value-proving replaces credential authority → Collaboration replaces the oracle model → Co-creation replaces passive consumption Expert consultants continue to remain valuable: → Tailoring frameworks to unique contexts → Securing stakeholder buy-in across organizations → Navigating political & cultural implementation barriers → Leveraging cross industry patterns & experiences The industry is trying to adapt: → Knowledge products replacing bespoke analysis → Outcome-based pricing instead of time-based billing → Continuous guidance instead of project-based work → Firms repositioning as enablers, not oracles This shift isn't just changing how consulting services are delivered. It's transforming who has the authority to define what "good strategy" means. For decades, elite firms dictated how businesses approached critical challenges. Their monopoly created a strategic monoculture that reinforced their own importance. As this information asymmetry dissolves, a more diverse ecosystem of perspectives can finally emerge. - Next week in this series: How AI is reshaping the organizational structures of consulting firms themselves. If you missed Part 1, the link is in the comments.

There’s been a lot of chatter in the press lately: Is AI going to replace consultants? Is this the end of the industry as we know it? Are consultants adding value in the age of AI? I feel compelled to respond. 🙂 The reality looks very different for those inside the industry. Rather than displacing consulting, AI is reshaping it—creating a moment of enormous opportunity for those prepared to meet it. AI is disrupting every sector. Leadership teams everywhere are rethinking their business models, operations, and capabilities. And that makes this a defining era for consulting—not because AI makes advice obsolete, but because sound judgment, real partnership, and hands-on problem-solving have never mattered more. Yes, AI is rapidly transforming core activities like research, analysis, and content creation. And if you're a body shop—if you're simply doing rote work, assembling slides, synthesizing obvious answers, or engaging in staff augmentation—this moment is indeed threatening. But the best consulting has never been just about those things. I’ve been on both sides of the table and have seen it my whole career. The value lies in helping clients create competitive advantage and win—by navigating complexity, making hard decisions, driving change, and delivering real financial outcomes. That takes more than tools. It takes judgment earned from experience. It takes the ability to translate technology into action. And it takes trust—built by showing up for clients in moments of real disruption. Used well, AI is a force multiplier. It elevates the work by automating the repetitive, accelerating the analysis, and freeing up capacity for what truly differentiates great consulting: creativity, problem-solving, and impact. And remember: consulting competes in two markets—the market for clients and the market for talent—and the value proposition in both has never been stronger. Even as AI changes how we work as advisors, the best firms offer the next generation of talent something unique: the opportunity to work at the frontier of technology and transformation. This next generation won’t just use AI—they’ll lead teams of humans, agents, and robots. And they’ll do it with tools and experiences that will shape their careers for decades to come. What a time to be a consultant! The learning curve has never been steeper. And for the kind of people this industry has always attracted—people who want to grow, stretch, and solve hard problems—that’s an incredibly exciting place to be. AI is changing consulting. That’s undeniable. But it’s not the end—it’s the next chapter in how we help clients create lasting advantage.

Every sales leader I talk to at the moment is struggling with some version of the same issue. The symptoms are different, but the underlying cause is the same. - Sales cycles elongating - Deal slippage - Prospects not showing up to meetings - An uptick in ghosting - Poor forecast accuracy - A drop in deal volumes - A drop in conversion rates What's actually happening out there in Buyer land? I've been delivering win-loss reviews for B2B companies around the world since 2011 and I'm seeing buyer behaviours I've never observed before... Let me break down some of them quickly for you and share some guidance on how to use these lessons to your advantage: Trend #1: Risk has jumped up the decision tree in order of importance, to the very top of the list for many clients, even more so when it's a new vendor. Action: Go deeper on risk in your discovery conversations, recognise that risk is both organisational and personal...find ways to better manage, mitigate and share risk with your clients...Be the low risk option. Trend #2: Value for Money, Responsiveness and Cost are consistently selected as the most important decision criteria by many clients. Action: Responsiveness should be an easy one to get right, but many sellers are stretched too thin right now...do less, but do it better. Trend #3: Change in Strategic Direction is the most frequently cited reason for customers coming to market for a new solution at the moment. Action: Try to reverse engineer this reason, to understanding what caused this change in direction and what it actually means for the business. These are your keys to the kingdom, when building a rock solid business case. Trend #4: Feedback from Peers and Colleagues has emerged as the most trusted information source for almost all respondents. Action: Case studies and customer references are losing their luster...find ways to tap into the trust which prospective clients have in their own peer network, as a way to unlock deeper connections and build trust. Trend #5: Customers are demanding more detail in the proposal documents, tender responses and business cases which they are receiving. Action: Put in the work, avoid the cookie-cutter responses, find your win themes and weave them in, share the detail they need to make an informed decision. I haven't got a crystal ball, so I can't tell you if/when the pendulum will swing back the other way, from a buyer behaviour perspective. What I can tell you with a high degree of certainty is that prospective customers have raised the bar, in terms of their expectations from their vendor partners. It's our job now to to elevate the preparation, patience and professionalism of B2B sellers everywhere, to meet these changing needs and maintain our relevance to the customers we serve.

Analytical results go unused way too often! Here is how you can ensure that they don't settle dust: 1. 𝗨𝗻𝗱𝗲𝗿𝘀𝘁𝗮𝗻𝗱 𝘆𝗼𝘂𝗿 𝘀𝘁𝗮𝗸𝗲𝗵𝗼𝗹𝗱𝗲𝗿 𝗻𝗲𝗲𝗱𝘀 by asking them about their goals, challenges, and what decisions they hope to make with your data.     2. 𝗦𝗶𝗺𝗽𝗹𝗶𝗳𝘆 𝘆𝗼𝘂𝗿 𝗺𝗲𝘀𝘀𝗮𝗴𝗲 to avoid overwhelming your stakeholders with technical jargon and complex statistics.     3. 𝗣𝗿𝗼𝘃𝗶𝗱𝗲 𝗰𝗼𝗻𝘁𝗲𝘅𝘁 𝘁𝗼 𝘆𝗼𝘂𝗿 𝗿𝗲𝘀𝘂𝗹𝘁𝘀 by showing how your analysis or models impact the business and support decision-making.     4. 𝗖𝗿𝗲𝗮𝘁𝗲 𝗮𝗰𝘁𝗶𝗼𝗻𝗮𝗯𝗹𝗲 𝗿𝗲𝗰𝗼𝗺𝗺𝗲𝗻𝗱𝗮𝘁𝗶𝗼𝗻𝘀 by clearly outlining the steps stakeholders can take based on your findings.     5. 𝗘𝗻𝗴𝗮𝗴𝗲 𝗮𝗳𝘁𝗲𝗿 𝘆𝗼𝘂𝗿 𝗽𝗿𝗲𝘀𝗲𝗻𝘁𝗮𝘁𝗶𝗼𝗻 by scheduling follow-up meetings to discuss implementation and address any questions or concerns.     6. 𝗕𝘂𝗶𝗹𝗱 𝘁𝗿𝘂𝘀𝘁 𝗮𝗻𝗱 𝗰𝗿𝗲𝗱𝗶𝗯𝗶𝗹𝗶𝘁𝘆 by continuously delivering reliable and robust results to make stakeholders more likely to use your insights. What are your tips to ensure the results get used by your stakeholders? ---------------- ♻️ 𝗦𝗵𝗮𝗿𝗲 if you find this post useful ➕ 𝗙𝗼𝗹𝗹𝗼𝘄 for more daily insights on how to grow your career in the data field #dataanalytics #datascience #stakeholdermanagement #datadriven #careergrowth