In this episode of The Consultant’s Way, we’re joined by Taylor Barnes, VP of Professional Services at Park Place Technologies, for a conversation that hits at the heart of what separates vendors from true consulting partners.

Taylor shares what it means to move beyond transactional services and into strategic advisory roles. He breaks down the shift from simply fulfilling a Statement of Work to helping clients see the bigger picture. That could mean turning a basic relocation project into an opportunity for site readiness planning, data sanitization, or future-proofing compliance strategies. Clients often approach providers with a narrow view of what they need. It’s on us to guide them toward what will truly create value—without overcomplicating or overstepping the initial ask.

The conversation also explores the fine line between consultative selling and overpromising. Taylor cautions against saying yes to every part of an RFP when your team may not have the capabilities or delivery model to back it up. Being self-aware and honest about what you can do builds more trust than chasing short-term wins that lead to long-term issues.

Taylor also emphasizes delivery excellence. He explains how proactive communication shapes the relationship and sets the tone for long-term success. Surprises will happen. The key difference is who raises them first and how they are handled. One of his go-to coaching tips: pretend the work is already done, and you are writing the case study. That mindset improves how you qualify deals, scope the work, and engage clients throughout the journey.

From sales to delivery, this episode is filled with practical tactics, real-world examples, and a few philosophical nuggets. If you are looking to elevate your professional services team from task-taker to trusted partner, this one is for you. It is about becoming the kind of consulting team clients remember—for all the right reasons.