In this The Consultant’s Way Podcast episode, Dean McMann and Anthony Paluska interview Brent Wesler, VP of Strategic Technology at PIF Technologies. Wesler provides insights into his company’s approach to document-based workflow automation, emphasizing that while he operates in a highly technical role, his focus is on guiding clients through transformational changes, blending technology with consultative advisory.

Wesler addresses a common pitfall in consulting: technical experts being viewed merely as solution providers. Instead, he advocates for a consulting mindset, where understanding a client’s unique challenges comes before offering solutions. This begins with an in-depth discovery phase, where Wesler and his team assess a client’s real needs, ensuring that the solution aligns with business goals. He explains that this approach avoids prematurely jumping into solutions, often saving resources and reducing the chance of misalignment.

Managing client expectations and project risk are key topics in the discussion. Wesler shares his practice of conducting paid discovery phases for complex projects, allowing his team and the client to understand feasibility and ROI before committing to full-scale implementation. He emphasizes that for smaller consultancies, focusing on niche industries helps build credibility and deep expertise, making it easier to meet client needs and manage risks effectively.

A recurring theme in Wesler’s approach is balancing technical execution with a deep understanding of the client’s business. His hands-on experience adds credibility, enabling him to relate to client challenges, but he also highlights the importance of training his team to carry this consultative approach. This way, the organization doesn’t rely solely on a few individuals for client relations.

McMann and Paluska echo Wesler’s focus on specialization, agreeing that successful consulting hinges on combining industry knowledge with technical skills to become true advisors. Wesler’s approach showcases how thoughtful consulting practices can lead to effective, scalable solutions that drive real client value.