Ep. 132 – The Consulting Advantage AI Can’t Copy: Relationships Backed by Real Expertise – with Dr. Karsten Ballüder
The next consulting advantage is not account-led or expert-led. It is a combination of the two.
Dr. Karsten Ballüder, Partner at Deloitte and leader of the firm’s European Application Modernization practice, joins David to discuss how consulting firms can stay differentiated when AI makes generic knowledge and polished output easier to produce.
Karsten argues that relationships still open doors, but they are no longer enough on their own. In complex, mission-critical work, clients need confidence that the people in the room have seen the problem before, know where it tends to break, and can bring expertise that is not simply available to everyone through AI. This conversation explores the tension between account-led growth and expert-led credibility, why internal incentives can block real collaboration, and what consulting leaders need to build if they want trust and expertise to reinforce each other.
You’ll learn:
1. Why generic consulting output is becoming harder to defend
2. How account leaders and experts create value together
3. Why lived delivery experience matters more in the AI era
4. How internal incentives can keep the right expertise out of the room
5. What experts must do to become commercially visible inside the firm
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Dr. Karsten Ballüder is open to connecting about consulting growth, expert leadership, AI-driven commoditization, and the relationship between trust and expertise.
If you would like to exchange perspectives, reach out on LinkedIn: https://www.linkedin.com/in/karsten-ballueder/
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Karsten’s reading recommendation:
Getting Things Done | https://www.amazon.de/dp/0143126563
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David is a Partner at entero and has extensive experience in Salesforce consulting, particularly in advising consulting firms on the optimization and digitalization of their processes. Over the past ten years, he has led teams, managed complex client relationships, and implemented digital solutions that improve operational efficiency. His passion lies in helping companies use technology to drive growth and transformation, ensuring they remain competitive in an increasingly digital world.
Simply write to David by email at david.anheier@entero.de
or connect with him on LinkedIn: https://www.linkedin.com/in/danheier/
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For more perspectives on how leaders are navigating topics like this, follow the LEADERS IN CONSULTING Community on LinkedIn: https://www.linkedin.com/company/leadersinconsulting-en/