In this episode of The Consultant’s Way, we sit down with Justin Manduke, VP of Professional Services at AuditBoard, to explore what he calls the growth paradox. With experience leading post-sale teams at companies like Medallia, Blend, and Afresh, Justin brings a sharp perspective on why professional services teams often chase maturity too early—and how that can quietly derail growth. 

Many PS leaders feel pressure to act like a fully mature organization long before they’ve earned it. They jump into optimizing for margins, building partner networks, and tracking detailed KPIs when they haven’t yet mastered the basics of delivering value consistently. Justin explains why those efforts, while well-intentioned, can become roadblocks rather than milestones. 

We also talk about the difference between delivering well and scaling well, the risks of outsourcing before you’re ready, and the mistake of assuming that what worked at one growth stage will work at another. Justin lays out what PS leaders should focus on in each phase of growth and how to build credibility across the company by aligning your strategy with the real goals of the business. 

This conversation is for any PS leader who’s been told to "get more efficient" without being given a map, or who feels stuck between short-term demands and long-term goals. Justin offers a way forward, with smart, practical guidance based on years in the trenches.