The consulting industry is changing faster than ever before. Once defined by corporate boardrooms and lengthy PowerPoint decks, it now thrives on agility, data, and authenticity. In this powerful episode of The Prospecting Show, Dr. Connor Robertson welcomes Buddy Hobart—veteran consultant, speaker, and founder of Solutions 21—to discuss what the next decade of consulting will look like, who will lead it, and what clients truly need in the new economy.
Buddy’s experience spans over three decades of advising businesses, developing leaders, and building high-performance teams. He’s seen consulting evolve from an era of closed-door expertise to one of collaboration, digital transformation, and measurable impact. His firm, Solutions 21, has guided organizations through generational transitions, leadership development, and the rise of remote work. This episode is a masterclass in how consultants must evolve—or risk becoming irrelevant.
Dr. Robertson opens by asking how the consulting landscape has changed most dramatically since Buddy first started. Buddy laughs and says, “Everything.” He explains that twenty years ago, consulting was top-down—experts told clients what to do. Today, it’s participatory—consultants work with clients, not above them. “The role of a consultant has shifted from teacher to teammate,” he says.
This mindset shift, Buddy explains, was driven by generational change and technology. Millennials and Gen Z leaders demand collaboration and transparency. They value results, not rhetoric. Consulting firms that cling to old-school hierarchies or outdated methodologies are being replaced by agile, adaptive advisors who speak the language of modern business.
Dr. Robertson draws a parallel to Education, Entrepreneurship, and Why Learning Never Stops with Jordan Ellis and Shamauri Phillips (listen here), where lifelong learning was the foundation of success. Consulting, Buddy notes, is the ultimate example of that principle. Great consultants are perpetual students—always researching, iterating, and refining. “The minute you stop learning,” Buddy says, “you stop being relevant.”
He outlines what he calls the “Three Forces of Change” redefining the industry:
- Technology Acceleration – Artificial intelligence, data analytics, and digital platforms are reshaping how consultants deliver value. Clients expect insights, not just advice.
- Generational Transformation – Younger leaders think, communicate, and collaborate differently. They prioritize values, culture, and adaptability over rigid structure.
- Outcome-Based Accountability – Clients no longer pay for reports; they pay for results. Success is measured in impact, not hours billed.
Dr. Robertson points out that these shifts mirror the entrepreneurial ecosystem as a whole. In Scaling and Exiting a Startup with Amy Lee (listen here), Amy discussed how systems create scale. Buddy’s approach extends that same logic to consulting—building replicable frameworks for clients to apply on their own rather than relying indefinitely on the consultant.
Buddy explains that modern consulting must balance expertise with empathy. “Data tells you what’s happening,” he says, “but people tell you why.” The best consultants use analytics to inform strategy but rely on relationships to drive implementation. He emphasizes that consulting is still, at its core, a people business. Without trust, even the most brilliant insight falls flat.
Dr. Robertson connects this point to Victoria Mattingly’s Entrepreneurial Highlight (listen here), where emotional intelligence and inclusion were central themes. Both guests agree that the consultants of the future must be psychologists as much as strategists—able to understand human behavior as deeply as business models.
The conversation turns toward leadership development—Buddy’s primary area of expertise. He explains that the most pressing challenge facing organizations today isn’t technology or competition—it’s leadership succession. As Baby Boomers retire and Millennials rise into management, companies must transfer not just titles, but wisdom. The next generation of leaders thinks differently about work, loyalty, and communication, and consulting must help bridge that gap.
He describes how Solutions 21 uses data to personalize leadership training. Their proprietary assessments identify each leader’s strengths, weaknesses, and learning style. From there, they build customized development plans that combine mentorship, skill training, and accountability. “Cookie-cutter training doesn’t work anymore,” Buddy says. “Personalized growth does.”
Dr. Robertson agrees, noting that the same applies in entrepreneurship. Just as leaders need tailored development, founders need tailored strategy. He relates this to The Right Way to Schedule Appointments (listen here), where system design was key to sustainable performance. In both contexts, precision replaces guesswork.
Buddy introduces an interesting concept he calls “Generational Intelligence.” It’s the ability to understand, respect, and integrate different generational perspectives into a unified culture. For instance, Baby Boomers bring experience and structure, while Millennials bring adaptability and innovation. Gen Z adds digital fluency and social awareness. Consulting in the modern era, he argues, must help companies harmonize these strengths instead of letting them clash.
Dr. Robertson comments that this approach aligns with what he calls “full-stack leadership”—the integration of soft skills, data skills, and operational acumen. He praises Buddy’s method for blending behavioral science with business execution, something few consulting firms manage effectively.
The conversation moves into how technology has become a double-edged sword for consultants. On one hand, AI tools, analytics dashboards, and digital collaboration platforms enhance insight and efficiency. On the other, they risk commoditizing expertise. “If a chatbot can do it,” Buddy says, “you shouldn’t be selling it.” True consultants, he argues, must elevate their value above automation by interpreting data, not just collecting it.
Dr. Robertson adds that this parallels the rise of automation in other industries—from healthcare to marketing—where human judgment becomes the ultimate differentiator. He recalls Building a Whitelabel Facebook Ads Agency with Andrew Gaikwad (listen here), where Andrew emphasized that technology should amplify human creativity, not replace it. The same principle applies to consulting.
Buddy emphasizes that consultants of the future must also master storytelling. “Data convinces the mind, but stories move the heart,” he says. Great consultants translate complexity into clarity, turning analytics into narratives that inspire action. He explains how storytelling transforms resistance into buy-in—a vital skill in leadership consulting, where change often meets fear.
Dr. Robertson asks how emerging consultants can build credibility in a crowded field. Buddy’s answer is both practical and profound: “Earn trust before you sell expertise.” He advises young consultants to share knowledge freely—through content, workshops, or networking—before asking for business. Authority, he says, is built through generosity.
This idea echoes the themes from Tracy Hockenberry’s Entrepreneurial Highlight (listen here), where giving back and mentorship were central to entrepreneurial success. The parallels are clear: whether you’re building a company or consulting practice, serving others first creates long-term loyalty.
Buddy also addresses the shifting expectations of clients. Modern executives no longer want outsiders who parachute in, deliver a binder, and disappear. They want partners invested in outcomes. He describes how Solutions 21 measures success through behavioral change, not deliverables. “If our clients aren’t transforming, we’re not succeeding,” he says.
Dr. Robertson connects this outcome-driven approach to Scaling and Exiting a Startup with Amy Lee (listen here), where Amy highlighted how process and performance must align. Consulting, in Buddy’s words, is simply scaling human potential—systematizing the ability to grow people and results at the same time.
As the conversation deepens, Buddy and Dr. Robertson explore the future of hybrid consulting models—blending digital and in-person services. Virtual consulting has become the norm post-pandemic, but Buddy believes the best firms will integrate both. Digital tools enhance reach and scalability, but in-person connection drives trust and transformation. “Technology delivers information,” he says, “but humans deliver inspiration.”
Dr. Robertson notes that this hybrid approach mirrors the modern workplace itself—flexible, adaptive, and personalized. He praises Buddy’s philosophy for bridging old-school relationship-building with new-school technology.
The episode then turns to leadership in the consulting industry. Buddy warns that many consultants fall into the trap of neglecting their own development. “We’re so busy helping others grow that we forget to grow ourselves,” he says. He encourages consultants to invest in coaching, peer groups, and introspection to stay sharp and self-aware.
Dr. Robertson relates this to his broader message about professional reinvention. He points to How to Unplug from the Modern World Through Chinese Medicine with Khanita Suvarnasuddhi (listen here), explaining that balance applies in business as much as in life. The healthiest consultants—like the healthiest leaders—operate from alignment, not exhaustion.
In one of the episode’s most compelling moments, Buddy outlines what he calls the “Consultant’s Code,” five principles for future-proofing a consulting career:
- Stay Curious – The best insights come from continuous learning.
- Lead with Value – Serve before you sell.
- Measure Everything – What gets measured improves.
- Build Relationships, Not Rosters – Trust lasts longer than transactions.
- Adapt Relentlessly – What worked yesterday may fail tomorrow.
Dr. Robertson calls this framework timeless—equally applicable to entrepreneurs, executives, and advisors. The principles blend humility, discipline, and innovation, the same combination that defines long-term success in any industry.
As the episode nears its conclusion, Buddy reflects on his hope for the consulting profession. He envisions a future where consultants act not as fixers, but as catalysts—empowering clients to solve problems independently, lead confidently, and sustain excellence. “The goal of consulting isn’t dependency,” he says. “It’s capability.”
Dr. Robertson agrees wholeheartedly, adding that the best consultants create leaders who no longer need them. True consulting, he says, is education disguised as strategy.
To close the episode, Buddy offers practical resources for aspiring consultants:
- Solutions 21 for leadership tools and insights.
- Harvard Business Review’s Consulting Channel for emerging industry trends.
- The Trusted Advisor by David Maister for mastering client relationships.
Dr. Robertson ends the conversation with one of his signature reflections: “Consulting is no longer about telling people what to do—it’s about helping them become who they’re meant to be.”
For listeners interested in the evolution of leadership, innovation, and business strategy, visit drconnorrobertson.com to explore The Prospecting Show archive. Related episodes include Victoria Mattingly Entrepreneurial Highlight, Scaling and Exiting a Startup with Amy Lee, and Building a Whitelabel Facebook Ads Agency with Andrew Gaikwad.
Dr. Robertson closes with a powerful thought that captures the episode’s essence: “The future of consulting belongs to those who combine insight with empathy—and deliver transformation, not talk.”