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Berater sind gedanklich oft einen Schritt weiter. Umso wichtiger, dass sie ihre Kunden auf diesem Weg mitnehmen.

Florian Warring ist Managing Director bei FTI-Andersch, Teil von FTI Consulting mit weltweit über 8.100 Mitarbeitenden. In der DACH-Region begleitet er Unternehmen bei ganzheitlichen Transformations- und Performance-Improvement-Programmen. Neben der Projektverantwortung ist er außerdem verstärkt im Business Development und bei der Akquise aktiv.

Seine Überzeugung: Die beste Lösung wirkt nur, wenn sie die Akzeptanz des Kunden findet.

Im Gespräch mit Host David Anheier erklärt Florian, warum zu frühes Vorpreschen Akzeptanz kosten kann, weshalb vermeintliche Einigkeit im Meeting trügerisch sein kann, und wie Paraphrasieren zum strategischen Führungsinstrument wird.

Er spricht über Authentizität als USP im Consulting, über die „Bringschuld“ von Beratern in der Interaktion mit Kunden und darüber, warum Massenmails keine belastbaren Beziehungen schaffen.

Freue dich auf folgende Learnings:
1) Warum aktives Zuhören oftmals wirkungsvoller ist als Argumentieren.
2) Wie man echte Akzeptanz schafft, statt nur Lösungen auf dem Papier.
3) Weshalb Authentizität die Basis für langfristige Mandantenbeziehungen ist.
4) Warum weniger Folien in der Akquise mehr Wirkung entfalten.
5) Wie KI die Rolle junger Berater verändert, aber nicht ersetzt.

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Vernetze Dich mit Florian Warring auf LinkedIn: https://www.linkedin.com/in/florian-warring-45a855104/

Florians Leseempfehlung:
Never Split the Difference von Chris Voss | https://amzn.eu/d/0glqCDPq
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Über den Host David:
David ist Partner bei entero und verfügt über umfangreiche Erfahrung in der Salesforce-Beratung, insbesondere im Consulting von Beratungsunternehmen bei der Optimierung und Digitalisierung ihrer Prozesse.
In den letzten zehn Jahren hat er Teams geleitet, komplexe Kundenbeziehungen verwaltet und digitale Lösungen implementiert, die die betriebliche Effizienz verbessern.
Seine Leidenschaft gilt der Unterstützung von Unternehmen bei der Nutzung von Technologien zur Förderung von Wachstum und Transformation, um sicherzustellen, dass sie in einer zunehmend digitalen Welt wettbewerbsfähig bleiben.

Schreibe David einfach via E-Mail unter david.anheier@entero.de
oder connecte Dich auf LinkedIn: https://www.linkedin.com/in/danheier/

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Bisherige Gäste des LEADERS IN CONSULTING Podcasts: Friederich von Hurter, Melanie Tobler, Tilman Au und viele weitere!

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If a buyer looked at your firm today, would they see focus or fragmentation?

Daniel Schwartmann, Managing Director at ServTeq Capital Advisors, has spent decades on the buyer side of the table, including leading 150+ acquisitions during his time at Accenture.

In this conversation with host Sammy Gebele, he breaks down what strategic buyers and private equity investors actually pay for and what they label as “distraction.”

You’ll hear why differentiation is rarely about having more capabilities and almost always about owning a specific swim lane, building a story the market can instantly understand, and making growth decisions with the end in mind.

Daniel has seen how growth without a defined endgame leads to diluted positioning and a lower valuation, and he insists that the years leading up to a capital event must be treated as a deliberate value-creation phase.

He also explains how private equity can serve as a strategic "booster" rather than a final exit, and what investors actually look for before committing capital.

You'll learn:

1. Why unclear positioning quietly erodes valuation and how to build a niche buyers will pay a premium for.

2. How to grow with the end in mind by aligning your equity story, operating model, and leadership bench years before a transaction.

3. When private equity acts as a growth accelerator and when it becomes a strategic mismatch.

4. How to expand into adjacencies, technology, or new markets without diluting the positioning that drives your valuation.

5. How buyers assess founder retention risk and the subtle signals that can lower deal confidence.
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Get in touch with Daniel on LinkedIn:
https://www.linkedin.com/in/daniel-schwartmann-820a0/

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About the host Sammy Gebele:

Sammy and SAWOO offer a B2B community-building service that establishes you as a thought leader in your industry and helps you build genuine, human-to-human relationships with your dream clients.
Get in touch with Sammy Gebele on LinkedIn: https://www.linkedin.com/in/sammygebele/

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Past guests on the LEADERS IN CONSULTING Podcast include: Friederich von Hurter, Melanie Tobler, Tilman Au, and many more!

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Thanks to our friends at SAWOO for producing this episode with us!

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How do you grow a buy-and-build consulting platform where founders genuinely want to stay after the deal?

In this episode of the LEADERS IN CONSULTING Podcast, Alexander Thress, Partner and Head of M&A at AdEx Partners, shares how a PE-backed consulting platform can scale founder-friendly growth through disciplined buy-and-build.

Alexander joined AdEx with a very deliberate mandate: to grow the platform by selectively adding high-quality consulting firms that strengthen AdEx’s core positioning in large-scale transformation at the intersection of business, digital, IT, and AI — while preserving the entrepreneurial DNA of the firms that join.

Rather than chasing deal volume, Alexander invests significant time upfront to identify early fit across four dimensions: strategic alignment, cultural compatibility, financial fit, and genuine partnership intent. This early focus on fit avoids late-stage surprises and ensures that due diligence and contractual negotiations mainly validate decisions made with conviction beforehand.

The conversation also touches on AdEx’s growth strategy. While the current focus remains on the DACH region, the firm has already built a well-filled pipeline beyond it. In a second growth phase, AdEx sees attractive opportunities in culturally compatible markets — including the Nordics and other “beer-drinking countries” — where shared values and consulting cultures support sustainable integration.

You’ll learn:

1. Why buy-and-build only works when early fit assessment is executed before exhaustive due diligence starts

2. How a private equity investor adds value as a capital provider and sparring partner

3. Why founders join platforms for attitude, partnership, and future upside potential

4. What separates AI consultancies that deliver real impact from those chasing buzzwords

5. How integration succeeds when it feels like building a shared home, not executing a takeover

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Get in touch with Alexander on LinkedIn:
https://www.linkedin.com/in/alexander-thress-3b8ba6b3/

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Alexander's book recommendation:
The Last Weynfeldt by Martin Suter - https://a.co/d/iCEh6Id

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About the host Sammy Gebele:

Sammy and SAWOO offer a B2B community-building service that establishes you as a thought leader in your industry and helps you build genuine, human-to-human relationships with your dream clients.
Get in touch with Sammy Gebele on LinkedIn: https://www.linkedin.com/in/sammygebele/

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Past guests on the LEADERS IN CONSULTING Podcast include: Friederich von Hurter, Melanie Tobler, Tilman Au, and many more!