In this episode of The Consultant’s Way Podcast, hosts Dean McMann and Anthony Paluska welcome Prashant Mishra, Director of Professional Services at Contrast Security. Prashant shares his journey from software development to professional services, discussing the challenges and mindset shifts required to transition from a technical role to a consultative one. He reflects on overcoming early fears, building confidence, and embracing a client-facing role, highlighting a key piece of advice that guided him—if you know even 5% more than the client, you are an expert.

The conversation explores the growing trend of remote professional services and the challenges it presents, particularly in fostering client relationships and mentoring junior consultants. Prashant notes that while remote work increases efficiency, it also makes it harder to build personal connections and learn from in-person interactions. He emphasizes the value of on-site engagements, where informal moments—like sharing a meal—allow for deeper client relationships that extend beyond a single project. As professional services teams move from implementation to more strategic, outcome-based consulting, Prashant stresses the importance of soft skills training. He believes consultants must learn to communicate solutions effectively, navigate client concerns without creating resistance, and develop a consultative mindset rather than just solving technical problems. He also touches on imposter syndrome, sharing how he overcame self-doubt by asking clarifying questions, seeking mentorship, and continually learning from industry experts.

The episode also highlights the broader theme of career growth, particularly for those transitioning from technical to leadership roles. Prashant shares his experience leading a managed services initiative, where he had to navigate uncertainty, align leadership expectations, and push through resistance from different teams. He advocates for a mindset of trial and learning, believing that failing and iterating are essential parts of growth. The hosts commend Prashant’s journey as both a technical professional who embraced consulting and an individual who successfully adapted to a new culture and business environment.

They close by emphasizing that consulting remains an evolving field full of opportunities for those willing to push their limits and continuously develop their skills.