Scaling a consulting business brings a distinct set of challenges, many of which only become visible once growth is underway.
In this latest episode of The Finance Seat podcast, Headstar Managing Director, James Roach, sits down with Ross MacGregor, Finance Director at Axiologik, a multi-award-winning digital, technology and engineering consultancy specialising in leading and delivering ambitious, mission-critical digital change. Ross shares his practical experience of joining a business without a qualified finance function, then helping steer it through decline and back into sustainable growth.
From auditor to entrepreneurial Finance Director
Ross shares his journey from starting out at KPMG and large corporates, before moving into a fast-growing consultancy. He talks candidly about walking into a business with no management accounts, no journals and a strong cash-first mindset, then building finance capability without killing the entrepreneurial spirit that made the business successful in the first place.
Sustainable growth, not growth at all costs
A big part of the conversation focuses on scaling responsibly. Ross explains how utilisation, margin, headcount and pipeline constantly pull against each other, and why he is wary of chasing exponential growth that cannot be sustained. There is a strong focus on people throughout, including the balance between permanent teams and interim contractors, and why brand reputation matters just as much as numbers.
Finance as an enabler, not a blocker
Ross is clear on the role finance should play in a growing consultancy. Its job is to remove friction, not create it. That means making life easier for clients and delivery teams, and using systems and automation to free up time for better judgement and decision-making, rather than simply producing reports more quickly. He also challenges traditional finance thinking on transformation, cost certainty and ROI, especially in an increasingly digital and AI-driven world.
Click here to listen to the full podcast on Spotify.
Or watch the full video interview below on our Headstar YouTube channel:
Make sure you subscribe to our YouTube channel and LinkedIn page to stay updated on new The Finance Seat podcast episodes and our other video releases.
