In this episode, John is joined by Andrew Brown, founder of Acuity Business Solutions, a consultancy he built and led for almost 20 years before overseeing its sale to the Scandinavian group Lumera in December 2025.

Garwood had the privilege of advising Andrew through the transaction. With the deal only recently completed, this conversation offers a rare, real-time perspective on what it is actually like to sell a professional services firm.

Andrew did not set out to manufacture the perfect exit. He focused on building a disciplined, well-run business with deep client relationships, a strong team and minimal dependency on himself long before a sale was even under consideration. Over time, those choices translated into a business with strong buyer appeal.

They discuss:

• How the idea for Acuity was born on a car journey to a conference
• How the firm found its niche in public sector pensions
• Why Andrew chose to narrow the focus of the business
• How and why he stepped back from day-to-day operations
• What the due diligence process really feels like for a founder
• The critical role a firm's wider team plays in a successful deal
• The emotional reality of life after a deal closes

This is an honest and grounded discussion about building value in a consultancy and what it takes to convert that value into a successful transaction.

If you are thinking about making your firm sale-ready, whether in the near term or years from now, this episode is packed with practical lessons from someone who's just been through it.

If you enjoy conversations like this, follow the show so you do not miss future episodes with leaders who have built and realised real value in our industry.

Host: John Howard, Partner at Garwood Growth
Guest: Andrew Brown, Founder of Acuity Business Solutions

In this episode, John is joined by Nick Synnott, founder of Create Engage and host of the long-running “Climb in Consulting” podcast.

Many listeners will know Nick for his work on marketing in the consulting sector, but this conversation takes a different angle. John and Nick talk about Nick’s journey as a business founder and the decisions, successes and challenges that have shaped Create Engage over the last six years.

They discuss:

• Why Nick committed to a niche early on – and what he learned the hard way about trying to appeal to everyone.
• How he held that niche through the ups and downs of building a young firm.
• The difference between what a firm markets and what it sells.
• His early personal struggles with sales and the process that helped him build confidence in himself.
• How he supports his own team to build their skills and confidence in selling.
• How he approaches hiring inside a boutique firm and the framework that shifted his approach.
• Nick is an avid reader and always has strong recommendations. In the conversation, they touched on:
  - The 22 Immutable Laws of Marketing, by Al Ries & Jack Trout
  - Traction: Get A Grip On Your Business, by Gino Wickman
  - Topgrading, by Bradford D. Smart

It’s a conversation full of lessons from someone who’s built a successful firm and has spoken over the years to many of the leading figures in our industry. If you enjoy episodes like this, follow the show so you don’t miss future conversations.

Host: John Howard, Partner at Garwood Growth
Guest: Nick Synnott, founder of Create Engage

This episode is a little different from our usual format. Rather than a one to one conversation, we are sharing the audio from a recent webinar hosted by Deri Hughes of Honeycomb Consulting Skills Training, joined by Luk Smeyers from The Visible Authority and Rob Garner from Garwood Growth.

Together, they explore what 2026 is likely to mean for consulting firms, drawing on insights from the hundreds of firms they each work with every year.

The discussion covers:

• The AI triple squeeze reshaping delivery models and margins

• Why specialist boutiques are showing early signs of renewed growth

• How firms are using AI internally, from efficiency and expertise to new propositions

• The rising importance of human skills in winning work and building trust

• What a consulting firm built from scratch in 2026 would actually look like

• Why deep sector expertise is increasingly beating generalist capability

A big thank you to Deri Hughes for allowing us to republish the session here on Unlocking Value. If you would like more conversations like this, follow the show for early access to future episodes.

Host: John Howard,Partner at Garwood Growth
Guest: Rob Garner,Partner at Garwood Growth
Guest: Luk Smeyers, Partner at The Visible Authority
Guest: Deri Hughes, MD at Honeycomb Consulting