Paul Milana joins The Consultant’s Way to talk about the evolution from implementer to trusted advisor. A self-proclaimed data geek turned professional services leader, Paul shares how curiosity, communication, and a little trial and error shaped his career and his team. He dives into the discovery process and why it’s more than a sales step. For Paul, it’s a moment to listen, decode client dialects, build trust, and surface the real problems no spreadsheet can reveal. He talks about designing discovery sessions that are as useful to the client as they are to the vendor and how a great discovery lays the foundation for a lasting partnership.

Paul also shares how he turned a scrappy integrations team into a full-fledged professional services organization and what it takes to turn a doer into an advisor. If you've ever felt like you’re doing more than implementing—you’re interpreting, connecting, guiding—this one will resonate.