The Consultancy Edge
The Consultancy Edge is a fortnightly podcast hosted by Matt Hodkinson, where he interviews thought leaders, clients and influencers in the consultancy space. The show focuses on providing actionable insights, unique perspectives and strategies that help consultants and business leaders differentiate themselves and stay ahead of the curve.
The Consultancy Edge
Ep. 25 Why most case studies fail and how to fix them, with James de Roche
Most case studies suck.
They’re long. They’re fluffy. They’re written for your ego, not your buyer’s anxiety.
On this week’s episode of The Consultancy Edge, I speak with James de Roche, founder of Lead Comet, who’s on a mission to fix that.
James shares how to build case studies that actually sell—not just tick a box. We explore:
- Why the standard “Challenge - Solution - Results” format is broken
- The proof assets that really build trust when you're not in the room
- How to capture ROI your prospects will believe (and not just scroll past)
- What to do if you’re just starting out and have zero social proof
We also get into his background as an English teacher, his love of interviews over assumptions and why SEO content can do more harm than good for expert-led consultancies.
If you're tired of case studies that get politely ignored, this one’s for you.