You’ve heard the horror stories. Consultants parachute in, drop big ideas, cash the check, and leave a strategy that gathers dust on a shelf. So why does this keep happening—and more importantly, how do we stop it? 

In this episode, Pete Machtley, Senior Director of Professional Services at BrightEdge, joins Dean and Anthony for a conversation every consulting leader needs to hear. They unpack why even smart recommendations often go unimplemented, what gets in the way, and how great consultants build momentum before, during, and after the sale. 

From navigating internal politics and cross-functional bottlenecks to tracking executive relationships like your future depends on it (because it might), Pete shares tactical ways to stay relevant, stay helpful, and ultimately stay hired. Whether you’re selling strategy, delivering implementation, or trying to avoid becoming a ghosted vendor, this one’s packed with real-life insight and advice. 

You’ll learn: 

-How to set up for implementation success before the deal is even closed 

-Why executive sponsorship isn’t just a checkbox—it’s a lever 

-What to do when your buyer moves on mid-project 

-How to “care out loud” and create long-term value, even after the engagement ends 

This episode isn’t about fancy frameworks. It’s about the unglamorous, unskippable work of helping clients get real results—and being the kind of consultant they actually want to call back.