AI Knowhow

Why does scaling a professional services firm eventually feel like you're fighting the laws of physics? David DeWolf and Pete Buer break down the painful reality of hitting revenue ceilings, exposing why the traditional model of bespoke delivery and "unicorn talent" is built to break. Drawing on hard-won lessons from decades building and scaling servies companies, the duo highlights how top-tier firms are bending the growth curve by automating client interactions and productizing core services. In this episode, you'll discover exactly how to transform your business model. The winners in the AI era aren't just selling billable hours—they're building scalable platforms you won't want to miss. Catch the full conversation and the supporting slide deck on the Knownwell site: https://knownwell.com/breaking-the-growth-barrier-ai-driven-strategies-to-propel-professional-services-firms-to-new-heights/  

Are you running your post-sale revenue on actual data, or just "vibes"? Following up on last week's foundation, Knownwell CEO David DeWolf and CMO Courtney Baker dive into the exact mechanics of building a powerful growth engine beyond the initial sale. They break down the three maturity levels every B2B services firm must conquer to stop playing defense against churn. Discover why customer success can't survive on an island, why standard customer satisfaction scores are a trap, and how AI finally lets leaders measure the historically unmeasurable dynamics of true client health. Stop being just a vendor and learn how to become an indispensable partner. Watch the full deep dive on YouTube: https://youtu.be/5xPjaqftwPQ  Watch the full webinar here: www.knownwell.com/revops

What if the biggest growth lever in your business isn't actually new sales? What if the real difference between a stalling $200 million firm and a smaller competitor that doubles in size comes down entirely to growth and retention discipline within your existing account base? Knownwell CEO David DeWolf and CMO Courtney Baker present the first half of a recent Knownwell webinar called "Building a Revenue Engine Beyond the Sale." They break down a tale of two companies to demonstrate how a smaller firm with superior growth and retention strategies and execution can leave a larger, sales-obsessed competitor in the dust.  David and Courtney explore the frustrating paradox facing most B2B service firms: why is the pre-sales process a high-tech science, while the post-sales world remains a high-touch art managed by vibes and manual spreadsheets? You'll learn why what we call the ghost in the revenue machine might be killing your predictable growth and how to finally apply RevOps rigor to the entire client lifecycle.  Since this discussion relies on visuals, charts, and two different growth curves to illustrate the difference between two companies that we discuss during the webinar, we strongly encourage you to watch the video version. Watch the episode on YouTube: https://youtu.be/F8XVZQwPNCs  Watch the full webinar: https://knownwell.com/revops/ 

When revenue is unpredictable, leadership is reactive. But what materially changes when your data finally stabilizes and your "revenue machine" starts humming? Courtney Baker, David DeWolf, and Mohan Rao wrap up our RevOps mini-series by defining the shift from departmental "counseling" to data-driven confidence. They explore how replacing anxiety with evidence-based discipline turns gut-feel debates into high-velocity decisions, allowing leaders to see around the curve and fix account issues before they become post-mortems. Alyssa Nolte joins us for part two of her conversation with Courtney. They talk about the intersection of AI and customer success, featuring a provocative hot take: if you haven't sacrificed something you want for a customer, you aren't actually customer-centric. Alyssa explains why your AI strategy must align with your true identity—whether you are product, operation, or customer-focused—to ensure your implementation doesn't feel disconnected from your mission. Watch on YouTube: https://youtu.be/xxAhJBwUImE  Register for the RevOps Webinar: Knownwell.com/revops

Every leadership team craves alignment; no one wants the meetings. When executives hear "RevOps for Clients," they may picture more red tape and overhead. Courtney Baker, David DeWolf, and Mohan Rao argue that the right rigor doesn't slow business down—it slows bad decisions down. They unpack the "Minimum Viable Cadence," swapping hours of reactive fire drills for a single 30-minute triage, and discuss why exposing "dirty data" is the only path to shared accountability. Courtney also sits down with Alyssa Nolte of Ology to discuss AI in Customer Experience. Alyssa shares why the data you need is already there—just trapped in silos—and offers a "Kobe Bryant" approach to mastering the unsexy fundamentals of change management. All that, plus Pete Buer analyzes IBM's move to package its internal AI efficiency tool, IBM Consulting Advantage, as a client-facing product. Is it the ultimate example of productizing services? Get the resources to build your own RevOps for Clients discipline at our 2/25 webinar: www.knownwell.com/revops Watch the full episode on YouTube: https://www.youtube.com/watch?v=gwdcu54dfR4 

Predictable revenue doesn't come from a better forecast; it comes from better habits. If you are tired of searching for new tools while ignoring the daily disciplines that actually drive growth, this conversation is for you. Knownwell's Courtney Baker joins David DeWolf and Mohan Rao to move Revenue Operations from theory to the calendar. They break down the specific "battle rhythms"—like weekly portfolio triage and monthly capacity reviews—that move your team from reactive scrambling to proactive, data-driven execution. We also share the second half of Pete Buer's conversation with NYU Professor Dr. Vasant Dhar, who explains his "Trust Heat Map" and why the high variability of Large Language Models remains a major hurdle for business adoption. All of that PLUS, Pete also steps in to dissect Deloitte's controversial decision to replace traditional job titles with alphanumeric codes, a clear signal that AI is collapsing the traditional consulting pyramid. Watch the full episode on YouTube: https://youtu.be/MXUfRnq1ylk  Register for our 2/25 webinar on RevOps for the Full Client Lifecycle: Knownwell.com/revops

Why do forecasts look great right up until they don't? If your Rev Ops strategy stops at the point of sale, you aren't managing revenue—you're managing blind spots. Courtney Baker, David DeWolf, and Mohan Rao kick off a new series on Commercial Operations. They explain why the "lone wolf" days of account management are over and how AI turns "digital exhaust" into objective data—bringing the same discipline to client retention that we apply to winning new deals. Pete Buer sits down with Dr. Vasant Dhar, author of Thinking With Machines. Dr. Dhar explains "Dhar's Conjecture" and how gaining a "Roger Federer edge"—just a 54% win rate—can compound into an unbeatable competitive advantage. Plus, the experimentation phase is officially over. Pete breaks down new data showing that 98% of board members have made measuring AI ROI their top priority for 2026. Register for our upcoming webinar on implementing RevOps throughout the client lifecycle: Knownwell.com/revops Watch the full episode on YouTube: https://www.youtube.com/watch?v=Sy0ISl6RPa4

What happens when adaptation isn't a phase, but a permanent state of existence? Knownwell CMO Courtney Baker, CEO David DeWolf, and Chief Product and Technology Officer Mohan Rao conclude our change management miniseries by arguing that resilience now beats optimization. The group explores why governance should actually accelerate speed rather than slow it down, and why modern leadership requires the vulnerability to learn in public versus continually exhorting your team to become "AI-first."  Plus, Pete Buer shares part two of his interview with innovation expert and author Scott Anthony. Scott explains why leaders should "lead by letting go"—allowing experiments to make the decisions—and shares how teams can "sue a process" to remove friction. Don't miss the final verdict on the human side of AI adoption and a closing insight from DeepSeek. Watch the full episode on YouTube: https://youtu.be/Jz7emfLAP8c  Try Knownwell free for 30 days: www.knownwell.com/30days Pick up Scott Anthony's new book, Epic Disruptions. 

Most leaders have mandated AI pilots, but few can claim it's fundamentally changed their operations. Why is the gap between experiment and transformation so persistent? Courtney Baker, David DeWolf, and Mohan Rao discuss how to escape the "forever pilot" trap in part three of our change management series. They explore why tools start the change but rituals sustain it, and how to shift AI from a special project to the way business gets done. Pete Buer also joins to break down new research from HBS on why AI-enabled teams outperform lone power users—and the new management skills required to lead them. Then, Pete interviews Scott D. Anthony, Clinical Professor at Dartmouth's Tuck School of Business. Scott explains why you should treat AI as a teammate rather than an oracle, using it to challenge groupthink while navigating the organizational politics of data access. Insights you won't want to miss: Why internal "product-market fit" for AI tools expires every 90 days. The "gym analogy" for building decision-making wisdom. The critical difference between one-way and two-way door decisions. Watch the full episode on YouTube: https://www.youtu.be/4_m9fzfEao4 Try Knownwell free for 30 days: https://www.knownwell.com/30days Get Scott Anthony's new book, Epic Disruptions: 11 Innovations That Shaped Our Modern World. 

Is your team actually afraid of artificial intelligence, or are they terrified of being devalued? Courtney Baker, David DeWolf, and Mohan Rao return for Part 2 of our change management miniseries, arguing that resistance isn't obstruction—it's a vital information signal. The panel explores why psychological safety must precede AI literacy and how leaders can acknowledge the "grief" of outdated workflows to build genuine trust. Then, Pete Buer continues his conversation with digital transformation expert Tom Davenport to diagnose "Pilotis"—the industry-wide failure to scale beyond experiments. Tom explains why unstructured data is the hidden bottleneck stopping ROI and why handing everyone a Copilot license isn't a valid strategy. All that, PLUS Pete breaks down new Gallup data revealing the stark reality of actual AI usage rates versus the hype. Watch the full episode on YouTube: https://www.youtu.be/qm0ZhU2W6ZU  Start your 30-day trial of Knownwell: knownwell.com/30days

Can you ride a bike with reverse steering? It sounds simple, but it requires unlearning years of muscle memory. That is exactly what AI demands of modern business leaders: the ability to unlearn established rules to keep from crashing. Knownwell CMO Courtney Baker, CEO David DeWolf, and Chief Product and Technology Officer Mohan Rao kick off a new four-part miniseries dedicated to the hardest part of AI adoption: change management. David and Mohan argue that the biggest friction point isn't technology, but the mindset shift from a deterministic world to a probabilistic one where judgment is required. They outline a playbook for 2026, explaining why you must anchor on value creation rather than efficiency to succeed. We also air Part 1 of Pete Buer's conversation with Tom Davenport, a world-renowned thought leader and President's Distinguished Professor at Babson College. Tom connects the history of business process re-engineering to the current AI moment, warning leaders that using AI solely for headcount reduction is a strategic error. All of that PLUS Pete breaks down conflicting market data on AI Agents. Does 57% of the market have agents in production, or is it only 11%? Pete explains why this definition gap from two recent reports matters and how to distinguish between a software feature and true enterprise agentic architecture. Watch this episode on YouTube: https://www.youtube.com/watch?v=VFmHtua_Zfo  Get the commercial intelligence you need to drive your business forward with a free trial of Knownwell: www.knownwell.com/30days

89% of jobs will be impacted by AI next year. So what does that mean for services firms in 2026? Pete Buer is joined by Chris Barbin and Michelle Swan of Tercera to break down insights from The New Services Playbook—and why "Services as Software" is reshaping everything from pricing models to delivery. They explore why AI isn't an extinction-level event, how firms are taking share with smaller teams and faster delivery, and what it takes to stay trusted in a world where clients demand outcomes, not hours. Plus: Pete digs into fresh data on workforce shifts and why internal alignment around AI is your new leadership challenge. Download the report here! https://tercera.io/ai-era-services-transformation/ Test your commercial intelligence at www.knownwell.com/30days  Watch on YouTube: https://youtu.be/Ni_jHHVHoqI   

Is client-centricity actually holding you back? The team challenges conventional wisdom in this conversation on the account-based enterprise—a smarter, more sustainable model for growth. Courtney Baker, David DeWolf, and Mohan Rao dig into why client-first thinking often falls short, how CRMs give you a rearview mirror when you need headlights, and what it takes to shift from episodic touchpoints to proactive relationship intelligence. Pete Buer breaks down Meta's bold move to tie employee performance to AI impact—and the potential creativity crisis that could follow. Plus, catch highlights from David's LinkedIn Live with Brian Shea on spotting churn risks before they ignite. Watch on YouTube: https://youtu.be/t1fZKbiJCi0  https://www.knownwell.com/30days  

What exactly is an "AI Control Plane," and why might it become an integral part of your business strategy in 2026? In this episode, Courtney Baker, David DeWolf, and Mohan Rao look around the corner to predict the major shifts coming to the enterprise in 2026. They discuss the move from isolated AI experiments to verticalized systems, the rise of the "AI Control Plane," and whether a Fortune 500 company will finally kill the 40-hour work week. Then, Domo's Chief Design Officer Chris Willis joins Pete Buer to challenge the "magical thinking" that often derails AI adoption. He explains why dashboards aren't dead (they just need to get smarter), what it takes to build real-time intelligence you can trust, and why organizational design is the biggest barrier to success. Plus, in the news: KPMG is training new hires to be "managers of agents" rather than analysts. Pete and Courtney unpack this radical shift in talent strategy and ask: if juniors stop doing the grunt work, how will they learn the judgment needed to lead? Topics covered: 2026 Predictions: Vertical AI, the "Control Plane," and will one brave Fortune 500 company introduce a 35-hour work week? The Trust Gap: Why "magical thinking" is hurting enterprise AI adoption. Organizational Design: Why handoffs and silos are the real enemy of AI success. The New Junior Role: The pros and cons of hiring "managers of agents." Watch the full episode on YouTube: https://youtu.be/JLaTV7xK1CY  Grab the AI Strategy Playbook at Knownwell: https://www.knownwell.com/playbook  Show Notes Visit Domo's website Connect with Chris Willis on LinkedIn Connect with David DeWolf on LinkedIn Connect with Mohan Rao on LinkedIn Connect with Courtney Baker on LinkedIn Connect with Pete Buer on LinkedIn Try Knownwell free for 30 days Schedule a guided Knownwell demo Follow Knownwell on LinkedIn

Only 5% of companies are getting real value from AI—so what are they doing differently? Courtney, David, and Mohan unpack the "AI value gap," spotlighting what it actually takes to move from spinning up pilots to driving measurable outcomes, while Pete Buer checks in on Michael Burry's billion-dollar bet against the AI boom. P ete also sits down with Coframe CEO Josh Payne, who reveals how compounding intelligence and self-improving systems are quietly reshaping customer experiences—and what most companies miss when trying to replicate that success. Learn how to escape the hype, go deep instead of wide, and make AI count where it really matters: your P&L. Download the Meeting Cadence Playbook: www.knownwell.com/meetingcadence Watch on YouTube: https://youtu.be/BbaBu-QCWwc 

Is it time to redefine the consulting playbook with AI as your new operating partner? From Cognizant's bold move with Anthropic to the shifting role of human consultants, the team looks at how embedded intelligence is reshaping strategy execution and value creation in professional services. This week, Pete Buer breaks down why Cognizant's enterprise-scale rollout of Claude AI to each of its 350,00 team members AND co-selling it is more than just a tech headline. It's a blueprint for AI as a transformational tool for how services are delivered.  Pete and Courtney also dig into what Digg founder and VC investor Kevin Rose's blunt take on which AI wearables he'll consider investing in signals acrosss the broader AI ecosystem.  And in our weekly roundtable segment, David and Mohan join Courtney to explore how an AI Operating Partner for professional services companies might not replace consultants, but rather elevate them, shifting their focus from analysis to storytelling, judgment, and client empathy. The real challenge? Avoiding the trap of AI-enabled mediocrity. What happens when analysts live in the cloud and consultants lead with wisdom? Tune in to this week's show to find out.  Download the Meeting Cadence Playbook: www.knownwell.com/meeting-cadence  Watch this episode on YouTube: https://youtu.be/iyL9G2bHZ0U 

AI pilots were hot in 2024—but by 2025, nearly half are being scrapped before they ever hit production. So how do you know when your AI initiative is a breakthrough in waiting… and when it's time to walk away? Courtney Baker returns with Knownwell's David DeWolf and Mohan Rao to unpack the signals leaders should watch for. From the 426-AI-projects horror story to the psychological traps that sabotage momentum, they explore how to stay strategic in a sea of experiments. Mohan invokes Seth Godin's The Dip to draw the line between temporary struggles and real structural limits—while David warns against corporate "busy work" that masquerades as innovation. Courtney also welcomes back a past guest for a second try at a ChatGPT voice interview—this time, with much better results. Has the model improved? Is the Scarlett Johansson drama behind us? You'll want to hear how the bot handles a hot-seat question about its own failures. 🎥 Watch on YouTube: https://youtu.be/15eYlofcyDk  📘 Download the Commercial Relationship Playbook: www.knownwell.com/relationship-playbook 

The classic tech debate—build or buy—gets a high-stakes upgrade in the age of AI. Courtney Baker sits down with David DeWolf and Mohan Rao to unpack why two-thirds of vendor-led AI projects succeed while most in-house efforts fall short. Spoiler: it's not just about speed or cost—it's about compounding intelligence. You'll learn why the real question isn't "build or buy," but "what problem are we solving?" Plus, insights from new MIT research, a $2.8T infrastructure forecast, and you'll hear how one of David's AI predictions seems to be coming true.  Try Knownwell free for 30 days: www.knownwell.com/30days  Watch episode on YouTube: https://youtu.be/JR_iftK-afw 

What if your business could actually get smarter the more it uses AI? Courtney Baker, David DeWolf, and Mohan Rao unpack what it takes to build a true learning organization—one that compounds intelligence, adapts fast, and reshapes its structure around speed, not silos. Forget one-off AI wins. This is about systems that evolve. Pete Buer kicks things off with a sharp take on the decline of college degrees in an AI-first economy. If skills like adaptability and problem-solving are the new currency, how should leaders rethink hiring, training, and culture? Plus, a standout interview with Jason Mlicki on how professional services firms can still build authority when AI owns the search bar. Want to get found in a no-click world? Jason shares the five ways to break out of the walled garden. This episode is your cheat code for staying relevant—and getting ahead. 📺 Watch on YouTube: https://www.youtube.com/watch?v=6J_KPe2tsGc 📘 See your AI readiness at: https://www.knownwell.com/experience

Best practices once drove growth. But in the AI era, they might be your biggest barrier to progress. Courtney Baker, David DeWolf, and Mohan Rao break down why rigid frameworks like Lean, Agile, and NPS are no match for real-time transformation. They explore how AI is rewriting the rules—and why success now depends on constant reinvention, not static playbooks. David steps into "AI in the Wild" to unpack a headline-grabbing statement from Walmart's CEO: every job—2 million of them—is about to change because of AI. What does that mean for leaders everywhere? Later, Courtney sits down with Andy Sitison, CTO of Share More Stories, to talk about human-centered transformation. They dig into practical AI ethics, how to protect authenticity in a world of generative noise, and what it really takes to build trust with technology. 📘 Download The New Retention Playbook: Knownwell.com/playbook 💬 Join the conversation on LinkedIn: https://www.linkedin.com/company/knownwell  🎧 Watch the full episode on YouTube: https://youtu.be/tYS_O8ByXCI