Ep. 124 - 5 Ways To Turn Risk-Averse Clients Into Co-Creators On Your Biggest Deals – with Ambrish Parmar
What happens when you stop "selling" and start designing every interaction around how clients want to feel working with you? In an industry where collaboration reigns supreme, this question is more relevant than ever.
Ambrish Parmar, Partner and Consulting & Growth Leader at Cognizant, has transformed the empathetic coaching mindset into a practical playbook for landing complex transformation deals. In this episode, he joins host Sammy Gebele to explore five ways senior consulting leaders can move beyond classic sales and foster genuine co-creation.
In a high-stakes transformation with a major European financial institution, Ambrish witnessed how active listening and a single well-timed question shifted a tense executive room from polite resistance to shared ownership of the roadmap. He emphasizes structuring initial conversations around an “us together” agenda, even designing workspaces to reflect stakeholder personalities.
Along the way, he learned that transformation should be viewed as an energy that builds across both organizations, and that prioritizing mental well-being has become a non-negotiable aspect of the Partner, MD, and CEO role.
You'll learn:
1. How to turn sales meetings into co-created transformation conversations.
2. A simple question that surfaces risk, trust, and real buying intent.
3. How to design teams and spaces around your clients’ personalities.
4. How to treat transformation as an energy that grows between your firm and clients.
5. Self-care practices that sustain your work as a consulting leader.
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Get in touch with Ambrish on LinkedIn:
https://www.linkedin.com/in/ambrish-parmar-consulting-leader-executive-coach/
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Ambrish's podcast recommendation:
Empire: https://podcasts.apple.com/gb/podcast/empire/id1639561921
Ambrish's book:
Buenos Aires Sunrise by Carlos Chambers https://www.amazon.co.uk/Buenos-Aires-Sunrise-mesmerising-historical-ebook/dp/B0BZSGGNZJ
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About the host Sammy Gebele:
Sammy and SAWOO offer a B2B community-building service that establishes you as a thought leader in your industry and helps you build genuine, human-to-human relationships with your dream clients.
Get in touch with Sammy Gebele on LinkedIn: https://www.linkedin.com/in/sammygebele/
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Past guests on the LEADERS IN CONSULTING Podcast include: Friederich von Hurter, Melanie Tobler, Tilman Au, and many more!
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Thanks to our friends at SAWOO for producing this episode with us!