In this episode of The Consultant’s Way Podcast, hosts Dean McMann and Anthony Paluska sit down with Mike Weiner from Big Time Software to talk about one of the toughest challenges in professional services: the handoff between sales and delivery.

Too often, once a deal is closed, important details are lost, client expectations shift, and delivery teams are left to pick up the pieces. The conversation explores why this happens, what it means for client relationships, and how leaders can think differently about the connection between those who sell the work and those who deliver it.

Mike shares insights from his experience working alongside professional services teams, highlighting why this critical transition can determine long-term client success. Dean and Anthony press further into how structure, process, and leadership play a role in preventing rework and building trust across teams.

Rather than quick fixes, the episode offers perspective on how alignment between sales and delivery can create stronger collaboration, better client outcomes, and more resilient organizations. It is a conversation that invites leaders to reflect on whether their own teams are reinforcing each other or working at cross purposes.