Consulting Success Podcast

I’m very pleased to be joined today by Chester Elton, a recognized expert in business and leadership. Chester has worked together with his partner, Adrian Gostick, for over 20 years to create networks where people feel engaged, enabled, and energized. They are the authors of several leadership books, including the newly released The Best Team Wins: The New Science of High Performance. Known as “The Carrot Guys,” Chester and Adrian believe that as you motivate and recognize passionate people in the right positions and create a culture they connect with, business success will naturally follow. In our conversation, we dive into the importance of writing the best books, ways to successfully grow your consulting business, and how to increase your expertise so that you can increase your consulting fees, all on this episode of The Consulting Success Podcast with Chester Elton. Writing The Best BooksBefore becoming a world-renowned author and cultivator of successful business culture, Chester worked for his college newspaper at Brigham Young University in Utah. After graduation he worked in advertising in New York City, selling both ad space and ‘air space.’  Soon he started down the path of selling recognition programs, where he worked for 19 years to help businesses understand the importance of valuing and recognizing their employees. His first book was the genesis of his relationship with Adrian Gostick, as well as his positioning as a thought leader of recognition in the business world. 11 books, 1.5 million copies and 30 languages later, Chester and Adrian have clearly set themselves apart in exactly the ways they set out to.Any consultant who has ever considered writing a book recognizes the mountain before them.  It can seem entirely overwhelming to even know where to start. For Chester, there was little trepidation when faced with the daunting task of writing his first book, and he gives that credit to the support system that he surrounded himself with. Just as you’ve heard me say many times before, his network was the key to his success. His network became the critical link to his success. Between his partnership with Adrian, their editor, publisher, and the many mentors who supported them along the way, the partners were able to confidently conquer their first book, as well as the many other books that have followed. If you can surround yourself by people that will encourage you along the way, you will be able to conquer the mountain of expert writing as well, and you will enjoy the benefits that follow soon after.The quality writing that you produce, whether it be as monumental as your first book or as simple as a white paper or blog post, will be beneficial the success of your consulting business.  Writing helps to solidify your why — not just what you do and how you do it, but why you are doing it and why other people should listen to you as a thought leader in your industry. Charging Fees Like An ExpertOnce you have established yourself as an expert, you can charge the fees that accompany expertise. Chester and Adrian started their speaking engagements at a mere $1,000 per event.  But their success quickly escalated as they became more accomplished writers. As they charged more for their speaking events, they found that more important people started attending their sessions. When they started charging upwards of $20,000 per session, the CEO started showing up. As a result of their successful writing and speaking engagements, people began inquiring about the training options they offered. So once again the team tapped into their network, surrounded themselves with smart people and created a very successful training practice.Along pathway to success, Chester and Adrian have always been sure to keep their focus front and center. By remembering their why they have been able to continuously enjoy success and help people wake up in the morning to a job that they love. Chester talks about the inspiration he’s gained from Marshall Goldsmith, and you may find similarities between him and the mentors that you have chosen to surround yourself with as you pursue your consulting success. Chester is another example of the successful consulting truth that I constantly share — your network is the greatest tool that you have in your possession. The Intentional Evolution of a Successful BusinessCreating a successful consulting business requires intentionality. Chester shares his story of the natural evolution of his business and points out that the key to success was the intentional effort that he and Adrian put into it. Again, the main and recurring theme of Chester’s success — like so many other consultants — is the network that he leaned on. The people that he surrounded himself with helped him to realize the success that he enjoys today.Chester notes that one of the greatest things he’s learned from his mentors is the mistakes that they have made along the way. Like him, there is

In today’s episode, I’m joined by Jon DeWaal, a life transition specialist who helps people work through the personal side effects of making major life transitions. He describes his work as counseling, coaching, career counseling, and spiritual direction, all rolled into one. Jon has joined me today to discuss the questions you can ask yourself about your level of discipline, commitment, and ability to affect meaningful change in your growing consulting business. We examine the need to make changes in your business before you hit the bottom, the importance of discipline and conversations, and the difference between consultants who wish they could get things done and the ones who are willing to put in the work to make things happen, all on this episode of The Consulting Success Podcast with Jon DeWaal. Writing The Best Story For Your LifeIt took falling off a roof to make Jon realize that he wasn’t living the life he wanted.Fresh out of college, Jon had spent four years building up a business as an independent contractor when his life suddenly — and unexpectedly — started down a new path. After the fall, Jon found himself lying in a hospital bed examining his life situation. He reluctantly and painfully admitting that he no longer wanted to do the same work he had been doing, and a new chapter began. He started exploring different options with a close friend and mentor, and after realizing that he was part of a story that he no longer wanted to be in, Jon knew that change was on the horizon.Once he started contemplating the stories that he did want to see in his future, Jon realized that what he wanted more than anything was to make a meaningful impact on the world. More so than his potential house or salary size, Jon wondered what it would look like to leave a mark on a person. To use his gifts and strengths on their behalf, and to become a force that provoked with really good questions, a strong sense of presence, and a source of invitation — to help others see a different story for their personal and professional future.There is a good chance that you became a consultant because you have found yourself at a similar crossroads in your career. Taking the leap into consultancy might have meant a major shift in your life story, as well. If so, you’ll want to listen on to hear more about the success that Jon found once he began pursuing his new life dream. Main Challenges of Business OwnersEvery business owner is faced with a barrage of challenges, questions, and problems. The first challenge that Jon admits to dealing with, even with his own work, is the feeling of never spending enough time working on your business. Instead, business owners often find themselves down in the trenches doing work for the business. Too often, business owners haven’t built boundaries for themselves. They don’t have a clear focus on the direction that they want their business to go, and that can cause major problems with the growth of a company.Jon shares an example of a small company in Seattle that quickly grew from $250,000 to over $1 million in revenue. Because they weren’t adequately prepared for this growth, too much of their time was spent in reactive mode — putting out fires — and they needed the guidance of someone like Jon to help them refocus and move forward with their work. He asks deep and meaningful questions while helping businesses through this significant growth transition, including,“Who are you now as a business?”“What does it mean to create space and time to lead this organization differently?”These are not questions that can be answered, or acted upon, easily, but they are questions that you need to ask yourself. Examining your company’s weaknesses and identifying areas of needed growth is essential to the health of your business. There has to be dedicated space within each week, month, and year in order to effectively lead an organization rather than just stay in it day after day. Some of these ideas may seem new and overwhelming as your business starts to grow up, but taking the time to answer these questions and effect meaningful change in your business will offer you tremendous rewards.Many of Jon’s clients feel bombarded with the daily work, projects, and emergencies that every consultant faces — delivering on client projects, handling personal and professional situations and balancing a busy work schedule. There never seems to be enough time to dedicate productive time to work on the business, rather than just working in it. Does this sound familiar to you? The Number One Reason You Aren’t FocusedSo many clients that I talk to have the same problem — they aren’t spending enough time working on their business. Even though they know deep down that they need to spend more focused time growing and developing their business, they just can’t seem to find a way to make it happen. Jon has seen the same thing in his work, and he has an explanation for it. Jon shares what he believes is the number

In today’s episode, I’m joined by Elizabeth Woolfe, a passionate consultant with a focus on nonprofit organizations in the healthcare industry. There is a common misconception in the consulting world that working with nonprofit organizations means that there are no profits to be had for consultants. Many consultants avoid working with nonprofits for this very reason, and you may be one of them. Elizabeth has joined me today to explain how you can create a thriving, successful consulting business in the nonprofit market. We discuss the importance of using your network, trusting yourself, and overcoming business anxiety. She shares examples of how to effectively ask for referrals and how to grow your business to the point that you can choose the clients you are working for. It’s all in this episode of the The Consulting Success Podcast with Elizabeth Woolfe. Does Non-Profit Equal No Profit For Consultants?We start out with Elizabeth sharing the story of how she got connected with nonprofit organizations. She has actually dedicated her career to working with nonprofit organizations once she recognized how greatly nonprofits would benefit from working with a consultant but are often the organizations that are the least able to afford to hire one.Elizabeth has always been interested in the healthcare industry. While her fear of chemistry did keep her from becoming a doctor, she stayed focused in the healthcare field and has had no regrets about her career path. After earning her Master’s in Public Health from UCLA, she began working with health education in New York. Once she was connected with those involved in the breast cancer movement, her work as a consultant began. She saw a need for more support in the movement and started linking organizations with companies that wanted to help with breast cancer awareness. Elizabeth, like so many other successful consultants, identified a gap in her industry and developed a way to fill it.There is a common misconception in the consulting world that working with non-profit organizations means that there are no profits to be had for consultants, and you may feel the same way. Perhaps you have seen an opportunity to fill a need in your industry but are hesitant because it doesn’t seem possible to get the value you are seeking. Too many consultants avoid working for this very reason, but I think my conversation with Elizabeth will change your mind.She shares four essential ideas on how you, too, can create a thriving, successful consulting business, either in the nonprofit or for-profit market, in this episode of The Consulting Success Podcast. Working Your NetworkThe first essential step to finding success in any industry is to build a network that is filled with people that you can rely on. When Elizabeth decided to start her consulting business, she told everyone she knew about her plan. The trust that people already had in her character and her ability to deliver results brought in some of her first jobs. Even today, almost all of her clients come to her via word of mouth. Her reputation precedes her in all that she does, and the result has always meant more opportunities for work.By actively working her network, Elizabeth has been able to grow her business and continually entertain project requests. She maintains that by being generous with her time and helping other people find solutions to their problems, she is benefitting as well from the strengthened network. There is plenty of room in the consulting world for more than one person to approach a problem, so she doesn’t consider sharing ideas and working through problems with other consultants as competition. Instead, she has been given even more opportunities and referrals as a result of her willingness to work alongside others.There is definitely a benefit to taking advantage of tools such as LinkedIn to help with networking, but there is no real substitute for making personal and real connections with people you have actually met and done business with. Introducing your colleagues to other colleagues will extend your reach, and as Elizabeth says, you really never know where your connections will take you until you actually start making them. Asking For ReferralsIf you’ve ever felt unsure of the best way to actually ask for referrals, you need to listen to my conversation with Elizabeth. Consultants generally don’t want to appear too pushy or “salesy” but asking for referrals is one of the best ways that you can secure more work for yourself. This is Elizabeth’s second critical step in finding success in your consulting business.Once you are deep in the work of your business and effectively connecting with others, asking for referrals should come as a natural part of the conversations that you are having with your clients. Be sure to listen for the specific examples that Elizabeth shares of dialogue that you can use to ask for referrals without putting anyone on the spot or pushing too far.An import

On this episode, I’m talking with Emma Sharley, an experienced and very successful brand and marketing consultant in Australia. She works with retail, technology, and lifestyle client companies on setting up market and brand strategies, brand positioning, transitioning markets, and marketing new products lines. She also has a complementary start-up in the retail technology sector called ShopYou, which she co-founded in 2016. Emma has worked with both large corporations and smaller operations, and she’s joined me today to talk about the keys to success that have taken her consulting business to the next level. She shares three major tips for building out your portfolio, finding the all-important work-life balance and — you’ll have to hear it to believe it — why 4 a.m. is the magic hour for her most effective work. It just may inspire you to start waking up early as well, and it’s all in this episode of the The Consulting Success Podcast with Emma Sharley. Transitioning from Employee to ConsultantPrior to beginning her successful consultancy, Emma worked in sports marketing, fashion retail marketing, and telecommunications with companies in England including Westfield, Diane Von Furstenberg, Westpac, and T-Mobile. After returning to Australia, she worked mainly with marketing with fashion retailers, where she identified a need from retailers for accessible consulting and marketing advice. Following her entrepreneurial drive, Emma started her own consulting business and now works independently with retail, technology and lifestyle companies.The transition from employee to consultant for Westfield was made easier in part by the relationships that Emma had made in her first seven years with the company. I always recommend to consultants that are just starting out to try and secure work with previous employers whenever possible, and Emma is proof of the validity of this advice. You have already proven yourself to them and you are probably already aware of the needs within the company. By positioning yourself in such a way that you can continue to serve the needs of the company without working as an employee, you have easily created your first consulting project.Emma’s first project as a consultant with her employer entailed launching a new product into market, which she worked on for five months. During that time she focused only on that one project. By scaling back on her overall involvement with the company, she was able to increase her value to the organization as a consultant.Emma describes a valuable consultant as someone who brings a single focus to the outcomes that you are delivering. By allowing yourself to focus on one project, there is less noise and fewer distractions to keep you from completing high-quality work. The success she achieved on this first project then gave her the confidence she needed to approach other companies, and ES Consulting was born. Three Steps to Building Your PortfolioEmma shares the steps she took to successfully build her portfolio after securing her first client.  First, she set up her own channel on LinkedIn and Twitter and began confidently sharing content with the world. Anytime that you can begin to build a relationship of trust with potential clients, even before your first meeting, you are building your portfolio. If people know what they can expect from you based on the content you have shared through social media, they will be more likely to approach you to fulfill their business needs.Emma also started attending more events — a feat that was made easier by no longer being tied to her employer’s meeting schedule. Whenever possible, she took advantage of opportunities to build her network in the tech and fashion industries, and partnerships have emerged from her efforts.As Emma points out, your network looks completely different as a consultant than it does when you are someone else’s employee. There is great value that comes with building up a network of consultants and independents to help support each other and bounce ideas off of each other.  Attending events that connect you with other such consultants will be of great value to your network.The third step, like the others, is one that you have heard me recommend many times. Building a better portfolio means that you have to position yourself as an expert in as many ways as possible. For Emma, this meant teaching with General Assembly and hosting workshops around digital marketing and brand and marketing technology. In this setting, she is able to share her knowledge with a more intimate group, with just 15 to 20 businesses present, and it was here that she was able to develop and refine her positioning and the value that she has to offer.By meeting so many businesses in the first few months as a consultant, Emma was able to really understand where she wanted to position herself. The key expanding a successful portfolio is that she did the work and put in the time. She put herself out there an

Today’s guest is Mindy Millward, a veteran consultant with over 20 years of experience from Navalent. You may remember my guest Ron Carucci, from episode 21, who recommended Mindy as an outstanding and insightful consultant, and he was right. I’m delighted to have her join me today. In this episode, we are discussing the importance of maintaining a long-term strategy and vision for your marketing and networking. We talk about how to find clients that are really ready to make lasting change, how to most effectively market your services, and whether it’s worth your time to compete with larger consultancy firms, particularly for the business of Fortune 500 companies. Mindy shares insights into how to correctly size your firm, the importance of getting connected with the decision makers of the company and how to spot the red flags that prove it’s time to walk away from a project. I think you’ll learn just as much from her insights and experiences as I did in this episode of The Consulting Success Podcast with Mindy Millward. Marketing To The Ideal ClientAs you are shaping and building up your consulting business, a majority of your time has to be spent on marketing. It is a widely accepted best practice idea to stay narrowly focused on both the company size and industry of your ideal client. This focus tends to narrow in the playing field and help you more easily locate companies that will benefit from your expertise.At Navalent, however, the consultants aren’t worried about the size of client they take on or the industry they are in. From Fortune 500 companies down to small start-ups, their main focus has always been simply to connect with the leaders of the company that are willing to make actual change within their organization.The common denominator of every ideal client at Navalent is the presence of a decision maker.  Many companies tend to not have decision makers readily available. Even though they desperately need the services consultants can offer them, they don’t have the liberty to institute the changes recommended to them.This can create a host of problems for consultants like you that are trying to make change happen. So rather than focusing on a particular size or industry of business, Mindy and her colleagues at Navalent maintain their focus on the complexities of problems within any company and their subsequent willingness and ability to solve those problems.The question you may be asking yourself then is how can you effectively market to your ideal client? If the size of business or particular industry doesn’t have to matter as much as you once thought it did, marketing can become a complicated hurdle to overcome. Mindy shares several insights into effective marketing, starting with correcting your focus.From pharmaceutical companies to financial firms, government agencies to educational institutions, any company that you focus on needs to have a desire for change. Starting with the hearts of the individual and working up to the entire organization as a whole, your work will only be effective if you are connecting with people and businesses that are ready to make a change. Your Network Is Your Greatest Marketing ToolDeveloping long-term relationships with collaborators or people that are connected to the CEO — and decision maker — of a company will be very beneficial. Any time that you make the effort to expand your network is time well invested in your consultancy. Companies will begin to come to you for help as they trust the relationship that you have formed with them. They will view your expertise as a beneficial business partner relationship rather than just as a consultant for hire. and as that trust in your work increases, clients will start to recommend you by word of mouth. Soon you will find yourself being passed from satisfied client to client with the requests for work coming directly to you.In addition to the networking side of marketing your consultancy, there is great value in writing. Providing high-quality and authority-based content that is readily available to clients and easily shared through social media is one of the best ways that you can build trust with potential clients.Both networking and writing work to create a long-term approach to marketing. These are not simple actions, but over time these efforts will be compounded to create greater opportunities for you to work with your ideal clients. Also, by identifying specific types of people that you want to work with, regardless of the company size, you will more easily be guided to your ideal clients.Mindy shares one experience in which these efforts worked for her, even though it took four years to complete the sale. That may seem like too long of a time to wait for your efforts to bring in revenue, but the long-term approach to marketing through networking is always going to offer you the greatest returns on your efforts. She explains the situation that Navalent is currently facing as both consultants

I’m joined today by the CEO of Signorelli Consulting Group, Tony Signorelli. His consulting group focuses mainly on sales enablement and marketing, and they have been in the business since 1995. In this episode, we talk about the path that led Tony to sales and consulting, and he shares insights into creating a successful consulting firm within the corporate world. We examine the importance of taking action when securing new clients, and he shares the mistakes he’s made — that you can learn from — and the incredible importance of using your network to your advantage. Tony shares several of his secrets of success, including the ways that you can generate more revenue without adding more work hours to your day. You won’t want to miss the stories he tells in this episode of The Consulting Success Podcast. A Creative and Curious ConsultantTony has never worked as an employee for anyone else — from freelance writer and bookstore owner to organic farmer and poetry editor, his background was not exactly a linear approach to consulting. His work as a technical writer for a medical company quickly evolved into his involvement with every major product launch for the company, and it was at that point that Tony started to understand the importance of positioning himself as someone that could help companies solve their problems. Rather than approaching consulting with an extensive background of experience, he started his business with a “learn as we go” approach, and that approach has led his company to the successful place that they are in now.For Tony, the driving factor behind his work was two-fold — curiosity and creativity. Once he figured a business out, he inevitably grew bored of it and wanted to move on to the next unknown. As he realized that the questions he was facing with sales and marketing consulting were growing, rather than being solved, he knew he had found a place that he wanted to fully dive into. Even today, the problems presented by companies continue to keep Tony’s attention.He shares one specific event — the turning point at which he realized that he was solving a company’s problems without getting paid for it. Once he made that realization, the decision to fully commit to growing his sales and marketing consultancy was an easy one. As the business has developed, there have been various points when he and his team have been presented with new challenges, and from there the work continues to grow. Traversing The Value PyramidAlong his path to success, Tony realized that he needed to climb higher on the value pyramid in order to create greater value for his clients. The value hierarchy he refers to is a simple tool which demonstrates how you can charge your clients more money by systematically adding value in your business environment. The levels increase from providing your clients information and resources to giving them the tools and services they need to affect real and lasting change within their business.It can be difficult for consultants to understand how exactly to move upward from where their business is to where it needs to be in order to be more valuable. Tony shares specific steps that he took to improve his work, starting with educating himself. He read all that he could about new sales methodology and began differentiating what ideas were actually novel or distinct from all of those available. From that point, he increased his understanding of building value with businesses and he was easily able to apply the most effective knowledge in each specific situation.Bringing in new ideas such as Tony does is a key aspect of success for building trust, confidence, and loyalty with your clients. Even if those new ideas aren’t yours, you can still implement them with your clients and bring a higher level of value to their business.Businesses tend to hire consultants for just a handful of reasons — often it’s because they need an extra set of hands to help get things done or to increase the overall capacity of the company. Sometimes consultants are brought in to assess and validate ideas that the company already believes to be true. But the third, more valuable reason consultants are brought in is because a consultant can offer a level of expertise to a company that they aren’t getting internally.When you are able to position yourself as a consultant who has the expertise that companies are looking for, you have made your job easier. As a result. you’ll be able to move up the value pyramid that much quicker. Conversely, if you’re just working as another pair of hands, you will most likely find yourself moving down the value ladder instead. In the remainder of our conversation, Tony shares several ways that you can position yourself as an invaluable asset to any company. Generating More Revenue Starts HereEvery consultant wants to position themselves in a place that allows maximum value for their work. The key to actualizing this goal is to become an expert in your field. Tony st

Self-described “recovering consultant” Blair Enns is the CEO of Win Without Pitching, a sales training organization for creative professionals in the design, advertising, and public relations fields. When he wasn’t satisfied with his $400,000 business, he decided to expand it into an organization that now makes exponentially more money that he once thought possible. In this episode, we are talking about ways that you can effectively position yourself as an expert in your field, how to get your expertise recognized, and the danger of productizing your work, as well as what you should be doing instead. Blair has achieved a level of success that many consultants only dream of, and he’s here to share practical ideas on how you, too, can take your consulting business to the next level. Join us to hear solid advice for increasing your revenue from Blair Enns in this episode of The Consulting Success Podcast. Finding Consulting Success in the WildernessAfter finding himself expelled from university, Blair’s lucky break came when he stumbled upon advertising. His boss recognized he had a knack for new business, and just six months into the work, at age 22, Blair was put in charge of business development. He began working with some of the largest ad agencies and some of the smallest design firms in the world. Well-experienced and thick in the work of account management and business development, Blair realized that he wanted something entirely different from the advertising world. In order to realize his dream of raising his family in the backwoods of British Columbia, something had to change.At that point Win Without Pitching was born, and Blair’s success has been realized in a wilderness town of just 900 people. He tells the story of how he decided to relocate to such a remote location, and how he was able to successfully turn his consulting dream into his new reality. Many people believe that success can’t be achieved in a remote location without direct access to clients, but Blair’s success proves them wrong.When he started out, Blair didn’t have access to any clients within hundreds of miles of his remote location. This unique situation forced him to expand his reach. Once he narrowed in on the markets that he was going to serve and strategically positioned himself in their path, the physical distance between them became less of an issue. For Blair, these moves have actually contributed to greater success than he would have experienced otherwise. With the groundwork for his career path laid, we dive into the details of Blair’s success, starting with his collaboration with fellow consultant David Baker. Should You Share Your Knowledge With Your Competition?It may seem counterintuitive, but sharing your knowledge with other consultants can actually be one of the smartest career moves you can make. Blair and David Baker are both successful creative entrepreneurs who have joined forces to produce the 2Bobs Podcast, in which you can hear conversations on the art of creative entrepreneurship. Although Blair and David are competitors, their collaborations have actually brought them both greater success.Blair lays out the benefits and drawbacks of working with your competition. But before you can consider teaming up with another consultant, you need to examine your own work. If there appears to be very little difference from the work that you offer and the work that your competition offers, you have a significant business problem. Teaming up with another consultant is not going to be helpful for you at all. Positioning and strategy can both set you apart and keep you securely positioned within your area of expertise. While it isn’t a good idea to eliminate all competition, it is in your favor to strategically place yourself separate and above most of your competition.The number one key to deciding whether to collaborate with your competition is whether or not your philosophical ideas line up with them. Blair admits that he doesn’t play quite as nicely with all of his competitors as he does with David Baker, but he also recognizes that they both benefit from their working relationship. Sharing knowledge with each other and collaborating on projects has been mutually beneficial for both of them, as well as for their clients.However, there is a fine line to be drawn when it comes to collaborating with your competition. If you’ve ever wondered whether it’s a good idea or one that will bring your business down, be sure to listen to Blair’s take on it. What’s worked for him will most likely work for you as well, so you won’t want to miss his ideas and checkpoints for the best approach to sharing your knowledge with your competition. Finding Your Consulting FocusIn the Win Without Pitching business model, clientele can be won without doing a “dog and pony” show to prove your worth. There are steps that you can take to differentiate yourself and position yourself in a place where a greater chance of winning busin

Today I’m joined by seasoned consultant and passionate leader Ron Carucci. Ron and his partners at Navalent help companies that are in pursuit of a substantial transformational change, whether it be strategic formulation, organizational design, cultural shifts, or executive leadership behaviors. His work has taken him to over 20 countries in four different continents, and he is the author of several consulting and leadership books as well as a regular contributor to Forbes.com and the Harvard Business Review.In this episode, we talk about how Ron shifted from working in an organization to working for the best ones, the ideal size of a successful consulting firm, and the effective ways to implement changes in your work so that you are attracting only the most ideal clients. Ron has over 25 years of experience, and he has worked hard to position himself as a truly successful consultant. You won’t want to miss the insights and experiences that he shares in this episode of The Consulting Success Podcast. In Pursuit of His Passion For OrganizationsOriginally a student of the arts, Ron was performing in Europe when he found himself at a crossroads in which he had a life-changing realization about the importance of helping other people tell their stories. At that point, Ron began following his passion for examining the science behind leaders and organizations work together. Today, as a consultant, Ron gets to enter into the stories of successful businesses to help leaders write the next chapter of their adventures.But today, we’re focusing on Ron’s story. He has learned plenty of lessons over the years, and the stories he shares on in our conversation are valuable for any consultant that wants to make positive changes to their work.Inside the world of organizational development, Ron quickly learned that being an agent of change is a real challenge. As companies grow larger and larger, the work is no longer about effecting change. It becomes more about revenues and profits, leading and managing all aspects of the growing business. When Ron and some of his close colleagues realized this was the work they were faced with, they decided to start their own business in order to preserve their dream. Navelen was born and 13 years later Ron declares that he is still living his dream.He tells about the lessons he learned from his first practice. Although exiting a larger corporation was liberating, and the work he was doing paid the bills, Ron had to be honest with himself. He knew that he didn’t have 30 more years of expertise that he could make money on. Those kinds of brutally honest moments are the pivotal ones — and they are essential for any consultant who wants to stay on the path toward success. Building A Consulting Firm To The Perfect SizeMany consultants are successful as a one-man show, but Navelent is a larger consulting company by intentional design. Rather than marketing himself as the independent expert in his domain, Ron has built up his business with a group of colleagues that share his passion for the work they do. This expertise has provided the power to make the kinds of impact that they most wanted to make. As Ron explains, when you show up to a large corporation, you need to have enough resources ready that the company will be confident in your ability to get the work done.At Navalent, they are deliberate and intentional about the partners they bring on and the training they have to complete. There are clearly defined levels of branding, standards of practice, and expectations from each consultant within the firm. Ron and the other two owners of Navalent also make sure that they are modeling the behaviors and practices that they expect from their consultants, starting with getting into the trenches with clients themselves.Compensation within the firm comes from great client work. Rather than modeling overly bureaucratic or individualistic behaviors, Navalent has a compensation metric that rewards an intense focus on the client. Ron explains that the compensation model allows their consultants to feel confident about focusing on the needs of their clients, rather than how large their next paycheck is going to be. If you’ve ever wondered how to make that switch, you’ll want to hear how it works at Navalent. Standing Out In A Crowd of Leadership ExpertsAs an author of several leadership books, Ron has worked hard to improve the perception of consultants and the importance of the work that they do. His first two books — The Value-Creating Consultant: How To Build and Sustain Lasting Client Relationships and Relationships that Enable Enterprise Change: Leveraging the Client-Consultant Connection — both focus solely on the importance of being a great consultant. From there he has shifted his focus to the importance of being a great leader and how consultants can effectively lead change within organizations.Ron shares the experience that led to his most recent book, Rising To Power: The Journe

On this episode we’re switching gears to talk about my newest book. The Elite Consulting Mind: 16 Proven Mindsets to Attract More Clients, Increase Your Income and Achieve Meaningful Success was recently released and today I want to share with you a glimpse of what’s inside.  This book is full of principles — all proven by elite consultants — that you can use to overcome challenges, remove obstacles, and grow your business significantly. In this book you’ll learn how to build confidence by confronting self-doubt, consistently attract ideal clients by following three specific steps, use worry to your advantage, develop the best business model, and much more. On this episode I want to share with you one of the 16 mindsets from the book, that I call mirroring success. This tool is the first step in achieving next-level consulting success and the potential $100,000 rate of return that comes with it. Whether you’re just getting into the consulting business or you are a seasoned consulting veteran but aren’t experiencing the level of success and results you desire, this book offers you the advantage you need. Join me as we explore one of the 16 mindsets that elite consultants employ on this special episode of The Consulting Success Podcast. Chasing A Wild DreamWhen I first started my consulting business with my partner and cousin Sam, we had the wild and seemingly unattainable dream of making $5,000 a month and enjoying the freedom of working anywhere in the world. In the first few months it seemed like we would never get there.  We suffered major setbacks and overcame many challenges, but finally we reached our goal.  And then, with hard work, we doubled our dream to $6,000 a month. And then we doubled it again. We were working hard and enjoying success, and then a strange thing happened. Our business growth completely stopped. Maybe you’ve found yourself in the same place — stuck in the current state of your consulting business and wondering how to achieve the next level of success. That is what this chapter of The Elite Consulting Mind is all about. We’re digging deep into one of the 16 mindsets that have helped me and hundreds of other successful consultants keep the business moving and the  success coming. The Key To Achieving a Higher Level of SuccessWhen business growth stagnates, a transformation is necessary. Our transformation happened when we signed up for a coaching program. Instead of remaining stuck with no idea what to do next, we suddenly found ourselves surrounded by successful business men and women who could help us understand the ‘how’ to achieving the next level of success. Once Sam and I changed our business model, we were back to achieving success. We multiplied our wild dream of making $5,000-per-month into a $150,000-per-month reality, but we still didn’t stop there. Our business continues to grow because, even today, we surround ourselves with mentors and coaches that support and teach us. The key to success is that we have never stopped developing our mindset. Increasing the Rate of Return On Your Business InvestmentsIn this chapter of The Elite Consulting Mind we examine the best place you can place your money to gain the highest rate of return. It isn’t a high interest savings account, or even the stock market. The investments that we’ve made in our business have produced a $30,000 rate of return, and higher, and the reason behind it is simple. We have learned that the actions you take mirror your success to potential buyers. From implementing recommendations consistently to responding to communications quickly or committing to working with clients on an ongoing basis, your clients see the level of success that you are mirroring. They sense your confidence level, your hesitation, or indecisiveness. If you don’t develop a mindset of success, you will become the biggest hindrance to your business and you will never be able to reach your true potential. On the other hand, consultants who are willing to invest in their business know the actions they need to take to get them where they dream of being. They have the mindset that will lead them to success. Elite consultants consistently hone their mindset. They invest in themselves and improve the way they think and approach their business. They have the confidence needed to take the right actions. In The Elite Consulting Mind, you will learn all about this mindset that is necessary for you to achieve next-level consulting success. You’ll gain access to the tools and gain the confidence that will allow you to experiences meaningful consulting success, starting with mirroring success. I know you will benefit highly from the 16 mindsets and many tools in this book. You can find more information about The Elite Consulting Mind on our website and gain early bird access to the book at www.consultingsuccess.com/mindsetbook.  Key Takeaways: [:35] Mirroring suc

Today I’m excited to be joined by Stuart Friedman from Global Context. This Silicon Valley-based previous electrical engineer with a passion for theater studied at Carnegie Mellon, then started his career in product marketing and sales before becoming a VP General Manager. He had climbed his way to the top of the corporate ladder when a piece of luggage knocked a profound truth into him — literally. After months of stuttering and having speech and cognitive therapy, Stuart realized that the ability to communicate and the ability to process information and his talent for both was not to be taken for granted. Global Context was born, and 12 years later he has been working in all aspects of cultural communications — from the challenges within one organization to the cultural differences that are always apparent, and often the killer, of any acquisition or merger. On this episode, Stuart shares the number one consulting success truth — your network is your biggest marketing tool. We explore how you can make your network work for you so that you don’t have to spend your time chasing after your next client. By using Stuart’s advice, your next client will come to you. He shares lessons he has learned, mistakes he commonly sees consultants make, and some of the ways that he has scaled his business for growth without hiring unnecessarily. If you’ve been looking for ways to spend less time marketing and more time consulting, you won’t want to miss this episode of The Consulting Success Podcast with Stuart Friedman. Building A Business on Cross-Cultural CommunicationsA background of engineering, marketing sales, and theater may not seem like one that would logically add up to forming a cross-cultural communications consultancy, but that was the perfect recipe for Stuart. It all came together during a conversation with a previous competitor. Stuart was approached to do some consulting work, and the former competitor specifically wanted to know how Stuart had managed to take away all of their business in Asia. It was obvious that Stuart knew something that his competitor didn’t, and at that point, he realized that the work he had been doing in studying different cultures and business practices could benefit more than just him. This former competitor became his first client, and the rest is history. Stuart has consulted many high-profile companies, but he prefers to maintain a mix of large and small clients in his business. Bigger clients mean more time and higher client acquisition costs, and as someone who has worked with big-name companies including Apple, Sony, Oracle, Microsoft, and Nissan, Stuart has discovered something else. He has found that the bigger the company and the more accomplished people he works with, there also tends to be a greater amount of blind spots that can limit the executive's willingness to learn and change. Higher up people are often convinced that they’re in their role because they already understand how everything works, and Stuart calls working with larger companies with people such as that a laborious effort. Changing an executive’s mind can be a difficult task to take on, but Stuart knows exactly how it can be done. Winning Business Within Your NetworkBy taking on projects with smaller companies, Stuart has been given the opportunity for greater success with larger companies. Much of the work that he has procured in his business has come from smaller companies that have since moved onto larger companies, and those people have remembered his work and reached out to him again and again. Referrals in his network haven’t entirely eliminated the need for marketing, but by maintaining and expanding his network, he has been able to shift his focus from chasing clients to getting consulting work done. Over the last 12 years, Stuart says that the majority of his work has come from personal contacts and referrals and that is significant proof that your network can give you more business than your marketing efforts might. Rather than focusing on marketing and business development, Stuart shares the efforts that have given him the greatest success in acquiring new clients. His success has been accelerated with writing and speaking opportunities. As has been the case for many of my guests here on The Consulting Success Podcast, Stuart has found that by taking advantage of these opportunities, he has increased his credibility and that companies are more trusting of his ability to deliver the kind of change they are seeking. Additionally, Stuart has maintained a good bandwidth of communication with the clients he has worked with and is currently working with. By following the news he stays informed on how business moves are impacting cultures, and he can stay connected with those in his network. Just like Stuart, you will find that your network is invaluable in accelerating client acquisition. Never neglect your network! The payback for the time that you put into maintain

If your consulting business has more than one employee, chances are you have run into conflict with your partners or coworkers. On this episode of the Consulting Success Podcast, I’m joined by Liz Kislik, the owner of Liz Kislik Associates, with nearly 30 years of nationally acclaimed consulting management experience. Liz is an expert on conflict management, handling everything from operating issues to communication problems and inter-departmental conflicts. Liz started out as a college student looking for a summer job. She landed her first job as a salesperson for TV Guide, where she learned the entire business and eventually was promoted to executive vice president before leaving the company. Within a week of quitting, Liz was being contacted by companies looking for a consultant, and she has been working hard at her successful consulting business ever since. On this episode, we dive into the difference between luck and hard work. Every consultant hopes to get lucky, but there are many ways that you can actually affect your luck. Liz shares several tactics that have resulted in her luck improving, and it is all because of the hard work she has been willing to put into her business. From expanding her referral pool to fine-tuning her branding, she shares solid tips for the hard work that will increase your luck, and your consulting success. You won’t want to miss out on her wisdom and expertise on this episode of The Consulting Success Podcast with Liz Kislik. Luck or Hard Work — Which One Equals Success?Too many consultants are looking for luck — whether it be some new technology or a big breakthrough that will catapult their business into an unbelievable success. Liz starts out by explaining that that kind of luck, while possible, is unlikely to be sustainable for an extended period of time. She calls it “lottery luck,” and warns that it can lead to trouble. Finding yourself lucky in your business without the preparation that needs to take place to sustain long-term success is not really lucky at all. Real success comes with 20 years of preparation. There is no quick and easy substitute for real preparation and hard work, and Liz explains why. It is essential that you know what you are talking about in your consulting business. There is no substitute for really knowing the ins and outs of the work you are hired to do. Lucky breaks will never make that happen. Understanding the work and doing what it takes to make it successful, not only gives you increased knowledge, it also gives you more credibility in your field. Hard work will give you the edge you need when potential clients are considering hiring you to get their jobs done, and that’s when you will see your luck start to grow. The Relationships that Lead to SuccessWhen Liz started out in her consulting business, she didn’t have a business plan in place, although she wishes she would have had one. In its place, she had to work to find other ways to find clients and projects. I talk often on The Consulting Success Podcast about the importance of a solid network, and Liz’s story is further proof that your network is the number one key to gaining the success that you are seeking. When building out your network, you need to foster and maintain referral relationships. These relationships include the people who think highly of you and the work that you are capable of doing. When they hear of an opportunity, they think of you and are willing to recommend your name as someone who can get the job done. Liz calls these relationships the lucky ones. For her, these relationships have created many quality opportunities for her to expand both her business and her credibility. She recognizes that it takes hard work to make and keep these types of relationships, but that the work produces exceptional rewards. There are several ways that you can establish referral relationships, and Liz shares the details of one highly effective method. By actively serving in volunteer positions on nonprofit boards, you can spend a lot of time with a lot of different types of people who see you at work without your demanding anything from them. In this light, people can see your abilities to work, collaborate, and act as a good colleague. In a volunteer position, you can build a sense of trust and confidence in your abilities, as well as a confidence that you will bring value to any project that you are involved in. It is definitely a long sales cycle, but it’s one that yields high returns in the long run. You’ll want to listen to the opportunities that have presented themselves for Liz because she was willing to put in the hard work of nurturing referral relationships — some of them 20 years in the making. Keep the Referrals Coming by Doing These Two ThingsIn addition to volunteering, Liz worked hard to increase her luck in two other areas early in her consulting career. By dedicating time to becoming a writer and a speaker, she increase

On this episode of the Consulting Success Podcast, I’m joined by Dauwn Parker. She founded Precision Partners in 2013 with a focus on helping healthcare and higher education organizations take their fundraising to the next level by streamlining, optimizing, and using the right technology for their operations. Prior to her work at Precision Partners, Dauwn worked for various consulting firms in customer relationship management software. From her work with the financial industry and high tech companies, Dauwn saw that non-profit companies were missing out on some of the benefits of building relationships and using information to strengthen relationships with constituents. At the turn of the century, she made the transition from the private sector to UCLA, where she began to implement the structure and methods into the university space. After her successful time at UCLA, she made an impact with City of Hope, a cancer research center. From there, she realized that she had tools for success that many companies and organizations could benefit from, and Precision Partners was born. On this episode, we talk about ways to find an underserved market, the benefits of a healthy work-life balance, and the question everyone wants answered — how to land a six-figure deal with your dream client. You’ll hear the answers to it all in my conversation with Dauwn Parker. Identify an Underserved Market in NeedAn underserved market is undoubtedly the best market to direct your expertise toward. Dauwn recognized that there was an underserved market in the healthcare and higher education sector, and she wasn’t afraid to take on the challenge of fulfilling that need in a way that others hadn’t done before. She shares how she first recognized the gap and then capitalized on the true catalyst, which was the pull from the industry to share her expertise. Dauwn had already put herself out into the industry and in early 2013 she was contacted by what would become her first client. Having recognized the work she had already done with UCLA and City of Hope, they were requesting her help to best utilize a hard-earned budget. That phone call confirmed what she already suspected — that there was a gap in the industry and that an ideal client would benefit from the skills she had to offer. Taking the Leap into the Consulting WorldI’ve heard it too many times to count — taking the leap into the unknown of the consulting world is a very scary idea. It can be paralyzing to even think about leaving the security of your position with a successful corporate business to venture out and start your own consulting firm. Dauwn describes herself as a conservative person by nature. She’s willing to take risks, but the risks are always calculated ones. The decision to venture out away from the corporate world to start her own business was a very difficult one for her to make. Although it wasn’t an easy decision, Dauwn did her research and found materials that helped her gain confidence in her choice and overcome her fears. Like many consultants, Dauwn found that pricing was one of the most difficult aspects of business to pin down. But it doesn’t have to be that way. The materials you will find at Consulting Success such as the Accelerator Coaching Program and the Consulting Success System 2.0 are available to consultants like Dauwn — and you — to help you learn all about better pricing, what can be charged in the market, and how you can increase your fees. By taking advantage of the programs and materials at Consulting Success, Dauwn also found herself surrounded by a network of people who could teach her lessons they had already learned. In those conversations, Dauwn recognized that there were consultants who were successfully running consulting businesses. When she combined that fact with her skills and market expertise, she found the courage to take the leap. Staying Focused on SuccessPrecision Partners has now enjoyed nearly five years of success. In our conversation, Dauwn shares ways that she remains focused on success. First, she is staying committed to having conversations with existing clients about the value that they are receiving from the work that they are doing. By doing this, she continues to understand the value that they are bringing to businesses, their story continues to build out, and they have more opportunities to connect with their ideal clients. In addition to having conversations with existing clients, they are taking the time to connect with new clients whenever possible. By picking up the phone and contacting businesses that have never heard of Precision Partners, their network grows even more. Partner organizations and other consulting firms in the industry are ideal connections to make for growth, brainstorming and sharing best practices. Your name and your expertise will continue to become more well known within your industry when you make these connections.The Secret to Your Consulting

Bob Burg is a sought-after speaker at company leadership and sales conferences around the world. He has shared the platform with everyone from seasoned business leaders and broadcast personalities to a former U.S. president. He is the author of numerous books, and the best-seller that he is best known for is The Go-Giver: A Little Story About a Powerful Business Idea, which he co-authored with John David Mann. Their book has sold over half a million copies, has recently been re-released and translated into 21 languages. On this session of the Consulting Success Podcast, we dive into the story of this unsuccessful journalist who transformed into a powerful author and speaker. We examine powerful sales systems and how to make them will work for you, why you have to embrace the ‘nos,’ and the advantage that having people skills will give you over the competition. Whether you’re an introvert who resists sales and marketing or an extrovert who needs to learn how to be a better listener, you won’t want to miss the time-tested tips and systems from the author who speaks, Bob Burg. From Failing Journalist to Successful SpeakerBefore becoming a world-renowned author and speaker, Bob Burg worked in broadcasting. He started out as a sports broadcaster for a local radio station, then landed a spot as a TV news broadcaster. He enjoyed the job but wasn’t very good at it simply because he wasn’t interested in journalism. Without a passion for journalism, he knew he needed to make a career change and graduated into sales. The challenge he then faced was a lack of knowledge about sales.  Despite his willingness to put himself out there and make connections with people, he wasn’t finding much success. On a serendipitous day 35 years ago, he wandered into a bookstore and found himself in the sales teaching department, surrounded by the works of Tom Hopkins and Zig Ziglar. After just a few weeks of studying and implementing their ideas, Bob’s sales went through the roof.After years of failure, it seemed improbable that Bob could find success in such a short time.  But by simply applying the information he learned from these sales masters, Bob had discovered a successful system that worked. By implementing this new system, he was prepared for success. He shares the simple and essential role that systems can have on the success of any work you do. He defines a system as the process of predictably achieving a goal based on a logical and specific set-up. Predictability is the key — it’s been proven that by doing “A” you will get the desired results of “B.”  As long as you are willing to continue to do “A,” you will continue to see the results you want in “B.”After discovering this methodology, Bob immersed himself in the study of sales and personal development and the applied that information to his approach to sales. He worked his way up to sales manager and began teaching people his methods, but that was just the launching point of his success. Miserable Salesman To Successful SpeakerI was a bit dubious about Bob’s ability to turn around his sales work in just a matter of weeks, but you have to hear how it worked for him. While telling his story, he explains how simply having a system in place was the key to his transformation from failure to success.An entrepreneur at heart, Bob recognized and capitalized on the opportunity to become an independent speaker. It was at this point that he discovered (again) that having a system in place would offer him greater success. Bob joined the National Speakers Association and by expanding his network and surrounding himself with experienced mentors, Bob learned how to market himself, grow his business, and sell his speaking services.He appears to be a natural speaker, but Bob likens his work to that of a “decent athlete.” Just as truly successful athletes work very, very hard at becoming the best, Bob has put countless hours into learning from others in order to become the best speaker he can be. In the early stages of his speaking career, Bob offered hundreds of free speaking engagements, each one helping him to hone his craft and perfect his skills. Still today, he continues to watch other successful speakers and learn as much as he can from them. The work he has put into becoming the best hasn’t been easy, but Bob has proven that it does pay off. How People Skills Play Into SuccessJust as the masterminds Zig Ziglar and Tom Hopkins explained before him, sales is all about asking questions — discovering what a person really needs and what they want. As a successful consultant, you have to focus on the needs of your client and highlight the ways you can create value for them. The first and great mistake that too many consultants make is asking clients to listen to you talk about yourself, your products or your methodology. It may be interesting information, but that is not what clients are interested in. They want to answer the engaging questions that you are

John Murphy is the man behind John Murphy International, a France-based business that is focused on helping global companies create winning teams. Originally from Dublin, Ireland, John started his business in Ireland 13 years ago and moved to the south of France after realizing that one of the great perks of consulting was that he could base his business anywhere. Prior to starting his business, John was climbing the ladder in the corporate world.  He began as a door-to-door salesman, and progressed to sales manager, sales director, and eventually marketing director before becoming a CEO for a finance company. During this time he recognized that, while the corporate world had been very good to him, the view from the top wasn’t exactly what he thought it was going to be. Although the leap from the corporate world to independent consulting seems like a daunting one, John says it was made easier because he felt compelled to take the leap. We talk about making the leap, the best place to find clients, and the greatest key to business development growth on the episode of the Consulting Success Podcast with John Murphy. Taking the LeapThe corporate world is a secure place to enjoy a career, but for CEOs like John, taking the leap away from the corporate world and into the unknown may be a move that you simply have to make. After working your way to the top, you, like John, may find that there is more you can accomplish with your skills and talents. Two years before he started his own company, John felt that he needed to step away from his secure place in the corporate world and try something new. Even if there is nothing fundamentally wrong with your current company or organization, many consultants feel at some point that they simply don’t want to remain someone else’s employee indefinitely. John felt that desire to ‘create something for himself.’ He wanted something beyond what the corporate world has to offer, and after a period of time, John Murphy International was born. If you’ve ever felt compelled to leave your successful corporate job and create something new, you’ll want to hear John’s story. Although it seems counterintuitive, he was even willing to leave his job even before his new company was in place and in our conversation he shares why. Finding Clients in Surprising PlacesOnce John Murphy International was established, John needed to find clients. It was at this point when he received a very relevant piece of advice from a friend, who said, “You won’t get business in the places you think you will, and you will get business in very surprising places.” He found out that that was exactly true, and after placing a huge number of sales calls, he secured some of his first work with Johnson & Johnson. His approach was not exactly a scientific one — by simply placing as many calls as he could and asking people if they could recommend him to anyone else, he landed the client that he was looking for. It may sound too good to be true, but we dug deep into the ways that John found his first clients — 50% of the people that he worked with in the first year were people that he’d never worked with before, and I really wanted to hear John explanation of how that was possible. Many consultants are uncomfortable making the calls, reaching out to potential clients, and doing the follow-up that is necessary for acquiring new work, but, as I’ve said many times before, that is the most essential step to getting more work. John’s story proves what I’ve said to be true — you have to be willing to get out there and make the connections in order to get the work you’ve been dreaming of. By simply increasing the volume of calls, emails, or connections you make, you will be able to secure the work you’ve been seeking. Don’t Take Your Foot Off the AcceleratorSimply reaching out to a prospective client once just isn’t good enough. Too many consultants slow their efforts down when they start to feel comfortable with where their company is at, but the minute that you take your foot off the accelerator, you are going to lose the momentum that you’ve worked so hard to build up in your company. On the other hand, if you are willing to make phone call after phone call, email after email, or connection after connection, then you are going to achieve consulting success. John started out 13 years ago, but he says that the methods for securing clients haven’t really changed that much over the years. A consultant who is willing to do the work is going to be a successful consultant. Earning Your ReferralsReferrals come easily when you’re doing good work for your clients. That is the first and key step to getting more referrals for more work. If you maintain the mindset that you are always going to add value to the client that you’re working with, and always do your best work, then you will create a business that clients want to do more business with. The better work you do, and the better you know the

David Baker is a consultant who has been working with marketing firms and advertising agencies since the late 1980s. He is an author, a speaker, and an adviser who helps companies make high-quality business decisions. David focuses on finances, benchmarking, performance, and positioning of firms, as well as PR, advertising, and more. Having spent the majority of his childhood living in a Mayan Indian tribe, David didn’t attend formal school until he was nearly 18 years old. It was during graduate school where he was studying theology and language that he (somewhat naively) decided that he could produce better ads than the ones he was seeing in newspapers. He began consulting peers on the side and realized that he wanted to pursue consulting as a full-time career. Once he discovered that he had the skills he needed for success, his career took off and hasn’t stopped since. In our conversation, David shares the mistakes he made in the early days of his career, how he has achieved the perfect work-life balance, and the number one error that he wishes consultants would stop making. With over three decades of experience under his belt, he is definitely a consulting and business expert, and you won’t want to miss the insights he shares on this on this episode of the Consulting Success Podcast. Don’t Compromise Just to Keep Feeding the MachineFor many of today’s successful consultants, taking the leap from a secure paycheck to an independent consulting business can be a very scary one. David knew all about that reality — and the potential unreliability of consulting gigs — when he first started out. He decided to take on a second full-time job to help buffer his potential risk while getting his consulting business up and running. By doing this he was guaranteed a way to still feed his family without having to deal with potential pressure from the economy to lower his consulting work. It only took him a few months, but the security that the second job offered him was priceless as he was starting out. By having an extra stream of income, David was able to only take on consulting clients that he really wanted to work with, and he didn’t have to compromise his pricing, either. You may find yourself in a similar situation where you are considering negotiating on your pricing so that you can secure more work, but David says, don’t! There are endless opportunities for growth within the consulting field, and that growth can be used to your advantage. When business slows, you may be tempted to lower your prices or take on work from a less-than-ideal client, but that will undoubtedly lead to a constant stream of compromises. In our conversation, David shares several tips to help you avoid making these kinds of detrimental compromises. First, you have to decide how big you want your firm to be. Don’t let the marketplace decide that for you, and don’t grow or shrink based on the marketplace either.  Second, you have to size your firm in proportion to how many opportunities you regularly encounter. You should position yourself in such a way that you can routinely turn down work, and be more selective about the kind of work that you are willing to take on. This will put you in a position to make the best choices for your firm. You’ll want to listen as David explains why this approach will give you greater success over the long run. A Successful Business Isn’t Just a HobbyToo many entrepreneurs approach their business as a side job. While it’s true that some people are simply more success-minded than others, if you possess the number one qualities that David outlines in our conversation, you will be more successful than your peers and competitors. But first, you can determine if your business is headed toward success by truthfully examining your income levels. A successful entrepreneurial enterprise yields profit consistently, while those who find that they are constantly having cash flow problems are, in reality, the ones that are having legitimate business problems. Taking Risks Means Securing SuccessIn David’s fifth and newest book The Business of Expertise: How Entrepreneurial Experts Conver Insight to Impact + Wealth, David conducted a series of surveys with over 1,000 entrepreneurs and found that they all had only one major characteristic in common — their willingness to take risks. In our conversation, we discuss the payoff that comes with taking risks as your consulting business grows. Many consultants are afraid to make decisions, but you can’t let this happen to you. By looking at the negatives before the positives in the risks that you may encounter, you are only going to paralyze your progress. David recognizes that the only safe way to never make any mistakes is to never make any decisions, but that will hardly create a thriving consulting business. Although the potential for taking risks may compound as your company grows, so will the rewards. Your employees will surely be forgivi

Nicholas started out as a pastor who was committed to not relying on his congregation for his salary. That commitment required a side hustle of some sort, which is when Nicholas turned to the internet marketing world. When he started using Facebook as a major advertising platform for his work, he quickly became one of the most recognized agencies/consulting businesses in the market. But that was just the beginning. You won’t want to miss the story of the million-dollar road that this side hustle has taken Nicholas down, on this episode of the Consulting Success Podcast. Don’t Be Just Another Generic Consultant — It’s Time to SpecializeOne of the greatest keys to consulting success that I constantly emphasize is the absolute importance of specializing. It isn’t enough to simply tell people that are you are a consultant for any industry — you have to find your niche and make it work for you. Nicholas learned early in his career that “everyone and their mother” was a generic digital marketing consultant. It just wasn’t enough for him to follow that same overly worn path — and it won’t be enough for you, either. You have to pinpoint what exactly you are going to specialize in and confidently move forward from there. This can seem like a daunting task, and you may assume that everyone has the same skills as you. But you can’t let those thoughts overwhelm you. With a bit of research and perhaps some luck, you may discover that you already have in your possession a specialized skill that is just waiting to be exposed. Discovering this skill set and exploiting it in your favor is what will set you apart as an expert in your industry. For Nicholas that opportunity came at a convention in 2014, where he discovered that he already had a skill that could lend itself well in the marketplace. He knew exactly how to make a profit from Facebook ads, while everyone around him was struggling to figure out what he already knew. By recognizing this, Nicholas carved out a niche for himself, which set him apart from his competition and dramatically increased the demand for his skills. By focusing solely on his niche, Nicholas elevated through the ranks and brought his company to where it is today. As you listen to the story he shares of how he found success, you’ll see how the same approach to specializing can work for you too. Discover Your Niche by Doing Two Simple ThingsAt times it may seem that you are one of dozens of consultants offering the same skills to an oversaturated market. Nicholas has two tips to help pinpoint your area of specialization. First, recognize an underserved segment of your marketplace. If you are a consultant that is often “scratching an itch,” meaning that you’ve already figured out what needs are present, chances are you are also already looking for a solution. Once you know who you need to target, the next step will come easily. Second, target an affluent segment of your target market. You will find greater success if you can identify the thriving companies that are in need of your specialty. By seeking out these companies you will create for yourself a greater opportunity for success within the underserved segment of your marketplace. Your Network Will Always Work for YouThe greatest way to find this kind of success is to keep your finger on the pulse of your industry. By tapping into your already existing network, you’ll be able to easily recognize an underserved market. Within your network, there are needs that are waiting to be filled, and you can discover what these needs are in a variety of ways. Compile a list of the best and worst consultants your clients have ever worked with. Poll people within your network to gather opinions on their experiences, good or bad, to figure out what needs they still have that are waiting to be met. Look for commonalities between favorite clients, whether it be the particular business, size of a client’s business, or the products they offer. Look at clients that have been the worst to work with and take note of what common characteristics they have. Each of these steps will help you to zero in on your new niche. Even after you have taken these steps, you may still find that your market is saturated with overgeneralized specialists. But there is still a way that you can position yourself so that it sets you apart from your competitors. Just as Nicholas shifted his expertise from general marketing consultant to Facebook strategist, you can find a way to stand out in your crowd. Be sure to listen to the additional tips that Nicholas shares to find a way to position yourself so that people see you as the only person who does what you do. Separate Yourself From the PackYour business will thrive if you can find a way to set yourself apart from the crowd. You know that there is no replacement for the quality of your work. As you create value for your clients, your work will speak for itself. Once you have those results, yo

Adam started out as an electrical apprentice while in college pursuing an electrical engineering degree. After 20 years in construction management, he decided to make the leap to consulting, as a way to give back to the construction and contracting community. He attributes his decision to make this transition into consulting, in part, to The Consulting Success System — How to Become a Successful Consultant. Adam has now been growing Ascent Consulting for three years. He calls these years a time of accelerated growth, a greater depth of understanding and a time to hone his skills of understanding as a consultant deliver and sell value and deliver top-quality projects to his clients. On this episode of The Consulting Success Podcast you’ll learn how to effectively grow your business in your area of expertise, how to transition from fee-based to a value-based pricing, and how to recognize when it’s time to start sharing your workload with employees so that you can continue focusing on the work that you do best.  Don’t Know What You’re Doing? Start Here. Successful consultants like Adam Cooper have been able to successfully navigate the path to consulting success by taking advantage of The Consulting Success System — How to Become a Successful Consultant, which you can learn more about here on the Consulting Success website. Adam is one of over 5,000 consultants around the world that have used our products to land more clients, earn a greater income, and streamline their consulting businesses to enjoy more time-off. Adam claims that when he started out, he didn’t know exactly what he was supposed to be doing or how he was going to do it. By taking advantage of our system and coaching program he was able to establish his path, improve his proposals, and get an advantageous head start to his consulting business. You can find the link to The Consulting Success System below, and learn more about how this system can help you take your consulting business to the next level.  Selling Yourself as a Consultant Prior to starting Ascent Consulting, Adam worked as a project manager for several large national construction companies throughout the United States. He was responsible for managing materials, labor, subcontractors, budgets, and more, but after 20 years in the construction business, he decided that it was time to make a change. Two of the greatest challenges that he initially faced as a new consultant were learning how to sell himself to clients, and how to price his work. Pricing is often one of the greatest hurdles that consultants have to overcome. Initially you may find yourself, like Adam, pricing out your time, rather than the value that your work is bringing to your clients. You’ll want to listen to Adam’s story as he explains how he figured out the best way to make the shift from time-based to value-based pricing. One of the first things he did to help overcome this hurdle and correctly price his work was to take advantage of the Accelerator Coaching course that is available here on the Consulting Success website. He also read books including The Consulting Bible, that helped him learn how to sell value instead of time, and how to have sales and value-based conversations with clients upfront. Early on, Adam would have conversations with his clients based on the budget that they had, and then create an appropriately sized project from there. Now he knows that the first conversation he needs to have with his clients is what kind of value they will gain by taking on a project, and then to proceed from there to structure a deal that will deliver the value that they are seeking. Listen to our conversation to hear more about how you can make this approach work for you, too.  Trial and Error will Lead You to Six-Figure Projects When Adam wanted to start the value-based pricing model, he didn’t know exactly how to make it work best for him. He was reading consulting books and taking consulting courses, but he still had a lot to learn. He was getting used to hearing “no,” a lot. Adam realized he had to learn how to price his work in a way that was fair to his clients, and made sense for him as the consultant. It is also essential to develop a working relationship with your clients. Assessment projects and limited-scope projects are a great way to build their trust and confidence in the work that you can do for them. You can start out with assessment projects, which might be worth $4,000 to $6,000. Next you can offer limited-scope projects, which can be worth up to $30,000 or $40,000.  These smaller projects are the ones that build a foundation of trust and greater confidence with your clients. They will see the value that your work is bringing to their company through increased sales opportunities, better employee morale, increased profitability, or well-designed marketing. The value of your contributions to their organization will be apparent in these smaller projects, and those small

Dorie Clark has transformed herself from a grad school reject to an expert in her field. She is a marketing strategy consultant, professional speaker, and frequent contributor to the Harvard Business Review. The New York Times described her as an “expert at self-reinvention and helping others make changes in their lives.” Dorie is the author of several popular business books — Entrepreneurial You, a guidebook about how you can make money doing what you love, Reinventing You, a book on professional reinvention, and Stand Out, how to become a recognized expert in your field. She is also a part-time professor at the Fuqua School of Business at Duke University. Dorie is passionate about helping entrepreneurs and talented professionals get their true talents noticed, appreciated, and recognized, in today’s noisy marketplace. Dorie currently splits her time between teaching, consulting, and writing. On this episode of Consulting Success Podcast, you’ll learn how that diversification has both preserved and enhanced her career, and ways that you can use her examples to find success as you are growing your consulting business. Diversify Your Career for Greater Success11 years ago, Dorie Clark was focused on one job — helping companies with their marketing strategies and social media presence. Although that was a good job, over time she realized that by not being more diversified with her work, she was exposing herself to a lot of market risk.  Situations may changes, budgets can be cut, and even if, as an entrepreneur, you are doing the same thing for all of your clients, it can become somewhat perilous. Dorie currently has seven different income streams — consulting, executive coaching, teaching, writing, professional speaking, online classes, and affiliate marketing. Having these multiple income streams can both leverage the work that you do, and also de-risk the work that you do. From Theologian to EntrepreneurDorie has never worked in the corporate world, but that doesn’t mean she doesn’t know her way around some of the country’s top businesses. As a philosophy major in college, she simply learned by doing. After earning a Master’s of Theology, and subsequently getting turned down by all of the doctoral programs she applied to, Dorie had no choice but to reinvented herself. That was when her first book, Reinventing Yourself, was born. Working as a political journalist led to working on political campaigns, which failed when her candidates lost their elections. From there, Dorie worked for a nonprofit in Boston for two years, where she learned how to run a business resourcefully. That opportunity gave her the training on the job that she needed to successfully go out and start her own business, where she is thriving today. As you listen to Dorie’s story, you’ll realize that even if the road to success has several detours along the way, it can still take you right to where you are supposed to be. The Mindset that Overcomes ChallengesFrom getting rejected from graduate school to losing elections, Dorie has encountered plenty of detours on her road toward success. You’ll want to listen as she shares the mindset that helped her overcome these multiple setbacks — starting with her basic need to support herself. One of the critical steps that she took on this path was obtaining freelance journaling work. This work taught her how to quickly hone in on what services and skills create valuable for your customers. Dorie was able to apply this skill to her consulting work — she understands that entrepreneurs are always trying to get inside the head of their customers to figure out what it takes to get them to part with their money in a way that creates value for them. This pitstop on her road to success proved that the skills she was learning in the early years of her career would have a direct impact on her ability to win clients later on. Utilizing this mindset to turn your failures into learning opportunities can have the same impact on your career as it had on hers. Develop Your Marketing Approach as Your Business GrowsAs you are growing your business, the most important thing you have to focus on, is securing clients. At this time, your business may be over weighted with sales activity, but this effort is essential to later success. The early work that you put into sales will buy you more time later to focus on marketing. On the other hand, the time you spend on marketing may not buy you a dividend today, but the dividends will come in the next week, month or year. This is the position you want to put your business in. The more dividends you can obtain, the higher plateau your business can reach. Shifting your ratios toward marketing, and away from sales, will help you achieve a greater long-term benefit. You’ll want to be sure to hear how Dorie spends her time today. She is no longer required to chase after work, but has positioned herself toward marketing, which now brings clients knocking on

JT Badiani is the founder of Focused Improvement Consulting, and his business has been built on the failures that he turned into his success. He started out as a MBA/chemical engineer with years of experience in the design field and great success in operations, but decided that his talents and passions could truly be put to use when he pursued his dream of helping companies achieve success. He has been in the consulting business for over four years, and has learned a few things along the way. You won’t want to miss JT’s take on the power of failure on this episode of the Consulting Success Podcast. The Road to ConsultingJT Badiani works to help companies improve their bottom line through the execution of their strategy, and implementing strategies with the help of Six Sigma. He knows how to critically evaluate a program to make it more efficient and streamlined. Over the years, JT has found ways to bring his clients up to a 15X return on their investment in him as their consultant. But his road to consulting success was not a short one. He experienced tremendous growth in six years working with his sector knowledge in aerospace, engineering, and more, and even worked as the VP of a company in Toronto. He was seeking a senior leadership role with leadership, but things didn’t work out. He spent nearly 12 months looking for a company to buy, but nothing was the right fit. During this time, JT discovered small and medium sized companies that were in need of operational or execution support. Although he’s not a consultant by trade, consulting was starting to feel like the right fit. The decision to transition into consulting is not always an easy one.JT quickly found out that taking the leap from working for an existing company to working for yourself can be a difficult decision to make. This can be a hard decision to make for several reasons. Many consultants come into the workplace and find that, while they’re great on the theoretical side, they lack skills for implementation. JT came into consulting with the mindset of helping companies execute their strategies better, but found that people often want to take away your great ideas and implement them themselves, which means that you never get to see the fruits of your labors. JT decided that he wanted to have a different approach to his consulting business, and now he works to be involved as much as he can from start to finish to help his clients be successful. Overcoming the challenges of starting up a business.Every consultant, and every entrepreneur, knows that starting up a business comes with a host of challenges. A few of these challenges can include learning all about the consulting side of sales, figuring out how to lead a service-based organization, and understanding how to sell to companies by gaining their trust quickly. In my conversation with JT, we discuss two surefire ways that you can begin to overcome the challenges that come with starting up your own consulting business. First, get yourself known.Networking is the key to your consulting success. As JT ventured out with his business, he reached out to his core network. He shares the ways that he was able to break into the industry, including what it takes to get up in front of people, and being willing to take risks as you are establishing yourself as an expert. Second, surround yourself with support.Family support can be a huge factor in the success of your consulting business. JT shared what works for him — family support meant talking through the challenges the business was facing, examining options, then making a decision and going with it. In JT’s case, he and his wife found a rhythm to the regular conversations that was established in the startup phase of his consulting business. His wife came from an entrepreneurial background, he has an MBA, and they brought their skills and knowledge together to create a plan that worked. Surrounding yourself with people that will support your work efforts is an essential piece of the puzzle, and you’ll want to hear some of the tips that JT shares on the types of conversations that he and his wife have to make sure that they are on the same page with the business efforts. Keeping your mindset strong when it gets hard.Business may be good, and you might be growing quickly, but the reality of most growing consulting businesses is that there are hard days, setbacks, and proposals that you want but don’t win. How do you keep your mindset strong so you can keep growing your business? Recognize that it’s tough, but keep looking forward.JT shares a powerful story of four high-value proposals that he lost. Over the course of an especially difficult week, he didn’t win one proposal after another. By the time the fourth proposal came back — which he didn’t really even want — JT was feeling pretty discouraged about what he was doing, and why he was doing it. He and I had a conversation not long afterward, and he foll

Elliot Begoun is the principal of The Intertwine Group, a consulting group which works to help food and beverage brands grow. Elliot spent over 25 years working in the food industry before his wife challenged him to pursue his dream of becoming a consultant. On this episode of Consulting Success Podcast, Elliot shares how he made the leap from the safety of a big company and experienced the incredible satisfaction that comes with working for yourself. He shares his ideas on retainer fees, how expert writing can keep you in demand, and the number one mistake he made that has taught him the importance of consulting mentors.   Bet on yourself. You may feel a sense of security working for a big company, but working for someone else means you are betting on someone else. Taking the leap to become an independent consultant means betting on yourself. This is a path that Elliot has gone down, and he shares what it means to him to be able to ‘fish for his own food.’ The success he has enjoyed since starting his own consulting business proves that there is something to his theory, so be sure to listen to find out more about the incredible benefits of betting on yourself.   First things first — find clarity. Instant gratification is just not something you can expect to achieve when growing your own business. The amount of work and effort, specialization, and focus that has to go into your business when you start out can absolutely be discouraging at times. According to Elliot, confidence is the number one thing that helped him stay the course when times have gotten especially tough. He shares more insights on what else has worked for him, and you won’t want to miss the tips he shares on how you can find the greatest success as you are growing your consulting business.   Moving away from retainer fees. Retainer fees are often considered the ideal payment structure — they provide consistency and can be a sure-fire way to monetize your efforts with each client. But Elliot shares a strong argument that maintaining these fees will make your consulting work feel just like your regular old job. He has found a better way to capture greater value in his work, and it has produced a higher level of satisfaction both in him and from his clients. It may sound risky, but you’ll definitely want to hear the approach he takes when determining appropriate fees and how happy his clients have been with it.   Make your network work for you. Even if you happen to have a background in marketing, you may find marketing yourself and your business to be a great challenge. Your visions for success in your work is undoubtedly on your mind all the time, and that is why it’s essential to connect with other consultants, masterminds, and mentors. Utilizing this network will help you work through your tunnel vision and maintain a healthy — and slightly removed — perspective of your efforts. Without these proper outlets, you may actually be putting your business at risk. Don’t let this happen to you — listen to and learn from Elliot’s mistakes on this episode of Consulting Success Podcast.   Key Takeaways: [1:00] Elliot’s leap from the food industry to independent consulting was 20 years in the making. [5:06] Growing your own business doesn’t come without challenges. [7:55] Clarity in consulting success comes first from confidence. [10:05] The evolution from retainer fees to something that really works. [15:59] How you can leverage writing to increase your credibility and keep you in demand. [21:02] The single biggest mistake Elliot made in his business was also the most isolating.   Mentioned in This Episode: Elliot Begoun The Intertwine Group Love the show? Subscribe, rate, review, and share! Join the Consulting Success Community today: Mentioned in this episode:Get Expert Insights into Your Consulting Business: Claim Your FREE Growth Session Now!Want to get personalized feedback and actionable insights on your consulting business from seasoned experts who've been in your shoes? The Consulting Success Clarity Coaching Program offers just that, and you can experience a taste of it with a FREE, no-obligation Growth Session. On this call, you'll explore how to optimize your business model, refine your messaging, and build a predictable stream of high-value clients. https://www.consultingsuccess.com/grow Double Your Revenue & Gain Control with Clarity 2.0's Proven Growth System.Stop grinding and start leading. Clarity 2.0 is more than coaching; it's an ROI-verified Growth System built for consultants. Gain personalized coaching, proven frameworks, and intelligent AI-powered tools to accelerate your learning. Discover how to attract ideal clients, command premium fees, and build confidence. Over 1,000 consultants have already transformed their businesses. Learn how to intentionally lead your growth. Book your Growth Session Call: www.consultingsuccess.com/grow

Mitch Russo is a certification business model expert who specializes in working with companies that are looking to quickly grow substantially in size. He understands that making small, calculated shifts in your thinking can change everything for your business and your success. This is a lesson Mitch learned when his career took a sudden turn toward success — even though he was faced with what initially looked like a major setback. He shares the story of his success and the mindset that created it, on this episode of Consulting Success Podcast. You’ll also hear what it takes to identify your greatest strengths, and how you can use them to secure the high value clients that you’ve been seeking.   Setbacks don’t have to set you back. When faced with setbacks, many people get stuck in their problems and waste too much time trying to get over them. If you’ve ever found yourself in this situation, you need to listen to Mitch’s perfect analogy to understand why it’s not worth spending any more time looking at what has been lost, but instead dedicating your efforts to moving forward with the resources you still have. When Mitch discovered that an IRS ruling rendered his newly developed technology obsolete, he didn’t give up. He shares how he turned this disaster into one of the greatest opportunities of his career, but more importantly, how he was able to do so quickly.   Successful consultants aren’t selling, they’re helping their clients. Many consultants feel like “sales” is a derogatory term. You can listen to Episode 1 of Consulting Success Podcast to learn more about why it absolutely isn’t, but first you need to listen to this episode to hear Mitch’s approach to sales. A successful sales mindset can empower you with the moral obligation to help your clients get the business they need for major success. Approaching your clients with a helpful mindset rather than a selling mindset is going to ensure your success. It also means that you’re going to be offering something of extreme value to your prospective clients. This is one major key to consulting success, and you’ll want to hear this episode to find out more about how it has worked for Mitch.   Your greatest strengths can become your greatest business ideas. It can take time to figure out which of your most powerful skills can be marketed to be useful to other people. Once you land on the idea that will give you the greatest success, the information that you have in your area of expertise will be key to landing new clients. This information is essential, but what clients will be willing to pay for is the implementation of these ideas. Find out how to land clients that need your expertise, and more, on this episode of Consulting Success Podcast.   Key Takeaways: [:26] Mobilize your existing client base with certification — Mitch details how. [5:00] The inspiration for Mitch’s success hit while he was working as a programmer in a basement. [7:45] How can you narrow on your specialization ideas to create a winning business? [10:15] Opportunities can be disguised as problems. [14:10] Why desperation can be the greatest inspiration for success. [16:00] How Mitch grew his business on a shoestring budget. [18:08] Proof that persistence in sales can have major payoffs. [22:26] Embracing this mindset is a major secret to sales success. [26:38] How to land clients without giving away too much value. [29:43] Work life balance means taking care of yourself first.   Mentioned in This Episode: Mitch Russo Ultimate Business Mastery System Mastermind   Love the show? Subscribe, rate, review, and share! Join the Consulting Success Community today: Mentioned in this episode:Get Expert Insights into Your Consulting Business: Claim Your FREE Growth Session Now!Want to get personalized feedback and actionable insights on your consulting business from seasoned experts who've been in your shoes? The Consulting Success Clarity Coaching Program offers just that, and you can experience a taste of it with a FREE, no-obligation Growth Session. On this call, you'll explore how to optimize your business model, refine your messaging, and build a predictable stream of high-value clients. https://www.consultingsuccess.com/grow Double Your Revenue & Gain Control with Clarity 2.0's Proven Growth System.Stop grinding and start leading. Clarity 2.0 is more than coaching; it's an ROI-verified Growth System built for consultants. Gain personalized coaching, proven frameworks, and intelligent AI-powered tools to accelerate your learning. Discover how to attract ideal clients, command premium fees, and build confidence. Over 1,000 consultants have already transformed their businesses. Learn how to intentionally lead your growth. Book your Growth Session Call: www.consultingsuccess.com/grow

My guest on this episode is UK-based consultant Stefan Drew, who is also known as the Marketing Magician. He works mainly in the education sector, but he has a wide breadth of experience — from international environmental organizations and national membership organizations to web design for local companies. He is known for producing great ideas “out of thin air,” and his clients rave about the ROI that they receive after working with him. He has many years of experience and wisdom, and on this episode of Consulting Success you’ll hear several inspiring stories that will ignite your desire to take your business to the next level. If you’re trying to create greater visibility, wondering whether or not you should specialize your business, or hoping to discover the one secret to quick consulting success, you need to listen to this episode of Consulting Success with Stefan Drew. Specialize or offer it all — what do today’s successful consultants do? When first developing your consulting business, you may be wrestling with one major question — do I spread myself among several efforts, or simply focus on one target audience? I always encourage consultants to specialize, but I had to ask Stefan about his experience. His success came from one of these approaches, but his advice leans heavily toward the other. His answer may surprise you, but you won’t want to miss the reasoning behind it. Have a lot of expertise to offer? You should still specialize. Even if you can offer expertise in several areas, maintaining a focus in one specific area will still increase your business. Stefan shares his experience with shifting his focus from environment and education, “and everything else,” to simply the first two. The point of view that comes with your expertise can still be applied to your focus, and that increased specialization will create the greatest value for your clients. You can find out more about the benefits of specialization on this episode. Your email list may not be working as well as you think it is. Email lists are one of the most popular ways that many consultants try to reach a wide audience, but Stefan argues that they are not the most effective. He has an extensive list of ways that you can contact potential clients and generate business. You won’t want to miss the many success stories he shares, that prove that a little work can go a long way in securing the best clients. Building momentum creates the results you are seeking. If you are just starting out at building your consulting business, you may be feeling overwhelmed at all of the steps ahead of you. Some of the steps can seem like a lot of work, but the momentum that comes with each effort will help project you toward the payoff. As a successful marketing consultant who is now in the position to turn clients away, Stefan has plenty to say about how to make your first steps your most effective ones. Be sure to listen to this episode to find out exactly where you should start. Key Takeaways:[:17] I welcome Stefan to the show and he shares the highlights of his career path.[4:30] Do you have what it takes to make it as a consultant? Stefan’s advice can help you decide.[7:10] Generating business means doing as many of these things as possible.[12:00] Why it is so important to have one clear focus.[13:32] Stefan’s number one tip to drive you forward in your career.[18:20] A dry spell in business can be discouraging, but it can also propel you forward to achieve even greater success.[21:58] Discover a variety of ways to position yourself to reach your ideal clients.[27:30] The power that comes with increasing your visibility can start with something as simple as a new nickname.[30:00] Building your business from scratch? Stefan says you should start here.[32:40] The secret strategy to success starts with cultivating relationships.[38:48] Stefan’s delectable source of inspiration. Mentioned in This Episode:Stefan DrewFE News UK Love the show? Subscribe, rate, review, and share! Here’s How » Join the Consulting Success Community today: consultingsuccess.com Mentioned in this episode:Get Expert Insights into Your Consulting Business: Claim Your FREE Growth Session Now!Want to get personalized feedback and actionable insights on your consulting business from seasoned experts who've been in your shoes? The Consulting Success Clarity Coaching Program offers just that, and you can experience a taste of it with a FREE, no-obligation Growth Session. On this call, you'll explore how to optimize your business model, refine your messaging, and build a predictable stream of high-value clients. https://www.consultingsuccess.com/grow Double Your Revenue & Gain Control with Clarity 2.0's Proven Growth System.Stop grinding and start leading. Clarity 2.0 is more than coaching; it's an ROI-verified Growth System built for consultants. Gain personalized coaching, proven frameworks, and intelligent AI-powered tools to acc

On this episode of Consulting Success, I’m joined by Jonathan Bernstein of Bernstein Crisis Management. Jonathan is the author of “The Manager’s Guide to Crisis Management,” a great book that provides the basic skills and knowledge to deal with the crises that inevitably occur in any business, no matter the size. At first I wasn’t sure if crisis management really applied to consultants, but Jonathan quickly proved otherwise. He describes crisis management as the “art of avoiding trouble when you can, and reacting appropriately when you can’t.” This wisdom doesn’t only apply to big businesses — crisis mode can hit anyone at anytime. On this episode you’ll learn more about the benefits that come with preparing ahead of time for any crisis that may come — and how to handle it smartly. Consultants can benefit from a crisis management plan. Jonathan works with companies both to preventing crises from happening, and also to maintain business continuity and functionality when a crisis does hit. A single major crisis can knock a small business entirely out of the running, but a creative and effective crisis management plan can help consultants and small businesses minimize damage from a crisis. Jonathan refers to this as the “art of crisis management,” and in this conversation he proves that having a plan in place is essential to every business, regardless of size. Challenge yourself to connect with mentors that can help you achieve your goals. I have always been a major advocate of reaching out to the people that inspire you, and I really identified with the story that Jonathan shares about the bold moves that he made when changing his career path. From his first career in the intelligence department of the Army, he learned how to assess vulnerability. He made the leap from Army to consulting because of one bold move. His example proves that taking the time to study your mentors and increasing the size of your network will always pay off, and you’ll want to be sure to take the time to listen to how important that move was to his incredible success. In crisis mode? Here’s what not to do. Shooting from the hip and burying your head in the sand are two of the things you absolutely do not want to do while in crisis mode. It can be hard to tackle head-on, but taking control can help you turn crisis into triumph for your consulting business. You definitely won’t want to miss his advice for how to handle negative online criticism. Listen for that and more strategic advice, including Jonathan’s five keys to communication when handling a crisis, on this insightful episode of Consulting Success. Key Takeaways: [:40] Consultants and small businesses can benefit from a crisis management plan. [7:24] The art of crisis management requires creativity, intuition and more. [9:15] Jonathan’s decision to leave a lucrative job at a large PR consulting firm to become a crisis management consultant. [12:20] Taking the time to learn about and reach out to your mentors can create major payoffs in your career. [16:21] Jonathan’s decision to leave a major company to start his own business, and the greatest challenges he faced. [20:21] How he lands clients and what has been the most effective in his marketing. [24:12] A challenging year can provide some of the greatest lessons. [29:41] Jonathan’s approach to pricing his services. [31:56] What are the direct impacts to business when writing and sharing books? [33:44] When you encounter a crisis (which you will) here is what NOT to do. [38:53] Jonathan’s five keys to communication when handling crisis. Mentioned in This Episode: Bernstein Crisis Management The Manager’s Guide to Crisis Management, by Jonathan Bernstein Love the show? Subscribe, rate, review, and share! Join the Consulting Success Community today: Mentioned in this episode:Get Expert Insights into Your Consulting Business: Claim Your FREE Growth Session Now!Want to get personalized feedback and actionable insights on your consulting business from seasoned experts who've been in your shoes? The Consulting Success Clarity Coaching Program offers just that, and you can experience a taste of it with a FREE, no-obligation Growth Session. On this call, you'll explore how to optimize your business model, refine your messaging, and build a predictable stream of high-value clients. https://www.consultingsuccess.com/grow Double Your Revenue & Gain Control with Clarity 2.0's Proven Growth System.Stop grinding and start leading. Clarity 2.0 is more than coaching; it's an ROI-verified Growth System built for consultants. Gain personalized coaching, proven frameworks, and intelligent AI-powered tools to accelerate your learning. Discover how to attract ideal clients, command premium fees, and build confidence. Over 1,000 consultants have already transformed their businesses. Learn how to intentionally lead your growth. Book your Growth Session Call: www.consultingsuccess.com/grow

Jacob Morgan is the principal and co-founder of Chess Media Group, a management consulting and strategic advisory firm focusing on the future of work and collaboration. Jacob works with organizations that are looking to understand how changes in technology and behavior are impacting the way we work. From the wide variety of new technologies available to companies, to the the millennials that are entering today’s workforce, the future of business and technology are shifting dramatically. Consultants who are consistent with their work and willing to work harder to gain clients’ trust are the consultants that are going to achieve the greatest success in this constantly changing business environment. On this episode of Consulting Success, Jacob shares the path that took him from Craigslist to clients seeking his expertise. Be sure to listen to this episode as we examine the key strategic moves you will want to make to secure your position as a sought-after and highly successful consultant. Advisory access or consulting projects — what do clients want? One of the biggest challenges many consultants face is the ability to establish retainer fees with clients right from the beginning. As an on-demand consultant, companies will pay monthly retainer fees to have unlimited access to the your expertise, ideas, feedback, and insights. By collecting retainer fees you can provide coaching and advisory to companies in whatever ways they may need it as various situations arise. Compared to one-time consulting projects, which focus on strategy through workshops, training sessions, and presentations, retainer fees can generate more business for you, and establish a long-lasting relationship with clients. However, Jacob agrees that both create great value, and you may be surprised to hear which approach companies tend to commit to first.No experience, no contacts, and no credibility? You can still build your business by doing this. It is essential that you begin building your business before, during, and after you begin working for high-value clients. Until you can find a way to prove yourself, companies are not going to be interested in your work, or be willing to commit to retainer fees. You can overcome this by establishing the value of your knowledge, skill set, and experience. Newsletters, websites, online articles, blog posts, speaking engagements, webinars and best-selling books will all work to build your business and create trust with potential clients. Listen to the work that Jacob has put into building his business that has made him such a highly sought-after consultant. Building your business means being everywhere. Every consultant is aiming for the day when all work comes from inbound requests from clients. Jacob has made this a reality by growing his business in a variety of very effective ways. He shares the importance of following technology trends, meeting with technology leaders, and attending as many events as possible. Every effort you make will help you build your business. Blogging can be one of the most effective ways to reach a wide audience, and sharing your opinion means that everyone is not always going to agree with you. Writing about your true opinion, even if it’s more polarizing, will be more effective than writing to please everyone. That’s one tactic that Jacob uses, and you’ll want to listen to learn more about the other approaches Jacob and I discuss for successfully building your business. There is absolute power in consistency for consultants. Consistency for consultants means choosing your domain, and centering everything that you want to do around that domain. Everything that you do, everything that you write about, and every way that you project yourself needs to focus on your area of expertise. By creating a brand for yourself, people will start to recognize your work and the value of what you have to offer them. Find out more about the many ways that the power of consistency creates success for high-value consultants like Jacob Morgan on this episode of Consulting Success. Key Takeaways:[:35] What does the the future of technology-driven work mean for consultants?[3:07] Compare advisory access with one-time consulting projects.[6:20] How can consultants secure retainer fees from the beginning?[10:05] The road to success will be paved with failures, and that’s okay with Jacob.[13:32] Jacob got his first consulting client from Craigslist, and he hasn’t stopped consulting since.[14:41] Building your business means being everywhere — and it all pays off.[19:08] Following technology and trends is essential in today’s business.[21:20] Sharing your opinion as a writer means you’re not going to please everyone.[22:37] Jacob gives proof of the power of consistency for consulting success.[26:16] What does consistency look like for consultants? Mentioned in This Episode: Chess Media GroupThe Future Organization Love the show? Subscribe, rate, re

There are few people that can consider themselves as great an expert on white papers as Gordon Graham. Gordon is a white paper writer and consultant who has has worked with Google, Oracle, Intuit, and many other Fortune 500 companies. He’s interviewed over 200 C-level executives and written over 170 white papers. He considers himself a B-to-B copywriter. His career path took him from software company technical writing and journalism to a marketing executive in a software company before becoming an independent copywriter who specializes in white papers and case studies. Gordon has spent the last 20 years dominating his field as the expert of white papers. In this episode, Gordon and I discuss the value of white papers as content-filled marketing tools that you can use to set yourself apart as the expert consultant companies want to hire. How can you make customer success stories work for you? The countless hours of work that you have put into developing your consulting business has undoubtedly come with powerful success stories that you want to share. These stories build confidence with potential clients and provide insight into the work that you do best. There are a variety of ways to share these stories, from blog posts to audio testimonials, articles on your website or presentations at a conference. You’ll be inspired as you hear the list of ways that you can make customer stories work for you. Why do white papers work so well? In today’s industry, up to 96% of customers serve themselves by Googling and then contacting businesses themselves. Customers can make their own decisions about which consultant will work best for them, and white papers can help make their choice an easy one. Gordon recognizes that although you might want to focus your efforts on tweaking your website and all the branding, logos, company name and graphics that go with it, the number one thing that your clients care about is how you can solve their problems. White papers that are filled with marketing content provide clear illustrations of ways that that you can begin to solve your client’s problems. One common misconception is that videos are capable of producing the same kind of results as a well thought out and prepared white paper.  However, videos are incredibly expensive to produce, and they do not have the lasting value or shelf life as white papers. A white paper is a simple product that sums up a your best thinking — it can be your best shot at outshining your competitors. You won’t want to miss the stories Gordon shares that illustrate the power of a well-written white paper. Regardless of your company size, a white paper will work for you. Whether you work independently or are building a power team, you can use white papers as an incredibly effective tool to set yourself apart from other consultants. You’ll be able to gain attention and earn trust of the kinds of clients that you want to work with. White papers can help level the playing field between you and a bigger competitor. Listen for Gordon’s take on the single most important “trust factor,” and how to secure that trust with potential clients. What should you consider when creating a white paper? The first thing you need to do is put yourself in the shoes of your prospective clients. Forget about your company and your problems, and figure out how to help your clients solve their problems. Next, listen to and consider the two dimensions of specialization that have increased Gordon’s business dramatically. Case studies and numbered lists are two of the powerful tools that white papers must contain. You can hear the rest of Gordon’s tips for successfully leveraging this powerful marketing tool on this episode of Consulting Success with Gordon Graham.  Key Takeaways: [1:20] Gordon outlines the career path that led him to the top of his field.[4:30] Customer stories are incredibly powerful — Gordon shares a variety of ways to use them.[6:53] A look inside the $25,000 booklet that led to multimillion dollar sales.[10:38] Why do white papers work so well?[13:30] How can you use social media to increase your business?[14:35] Gordon compares white papers to business videos — and the winner is clear.[18:24] How can a white paper work to create the most value for consultants?[23:20] Sharing useful and relevant information builds trust with potential clients.[26:05] Gordon’s top tip for standing out in your niche.[27:52] Can a clear specialization generate more business for you?[32:52] Horizontal vs. vertical dimensions of specialization.[36:37] Gordon’s top tips for creating a valuable white paper. Mentioned in This Episode:  Gordon Graham White Paper For Dummies, by Gordon Graham Love the show? Subscribe, rate, review, and share! Here’s How » Join the Consulting Success Community today: consultingsuccess.com Mentioned in this episode:Get Expert Insights into Your Consulting Business: Claim Your FREE Growth Sess

Steve Shu is a management consultant who has worked and consulted for Vodafone, Allianz, Nortel, Lucent and Wolters Kluwer, as well as taught courses in the business school at Irvine University. He helps incubate technology-oriented startup initiatives within other companies, including new business units, innovative areas, and new product development. In this episode, Steve shares key tactics for securing high-figure consulting projects, the value of workshops and networking, and the benefits of making regular investments of increased knowledge within your area of consulting expertise.   Key Takeaways: [1:15] Steve details the process of a recent start-up project, beginning with the business definition, and leading up to the acquisition of new clients and staffing the organization. [2:30] What does a $100,000 project look like to Steve? Several phases can contribute to the total project, including funding, organization, and prospecting. [4:50] To win a $200,000 project, Steve suggests starting small — a $40,000 workshop can sell the end vision of a high value project. [9:50] Rather than viewing workshops as a one-time engagement, approach them as the first step to a long-term investment with each company. [11:15] The process of setting fees can be made easier by looking at the trajectory of each business, then aiming for value-size projects and retainer fees, rather than hourly rates. [14:20] An appetite for variety within his area of expertise was the driving reason that Steve began focusing on start-ups within larger companies. [17:17] Steve’s background in working with startups as both a consultant and an operating manager has been advantageous in attracting larger companies, while his knowledge of how to get things done appeals to startup companies. [19:10] Networking and creating strategic relationships are a key strategy in finding referrals and new partnerships. [22:00] Independent consulting has allowed Steve to control the companies he works with, as well as the frequency of change in his geographic location. [23:50] Successful consultants need to make knowledge investments; investing in intellectual capital provides market stability. [26:22] Consultants need to make regular investments in their expertise to keep themselves relevant in an ever-changing market. [28:30] Knowlege investments are meant to create a new kind of thinking within the existing  space of each consultant’s expertise.     Mentioned in This Episode: Steve Shu Blue Ocean Strategy Michael Porter Love the show? Subscribe, rate, review, and share! Join the Consulting Success Community today: Mentioned in this episode:Double Your Revenue & Gain Control with Clarity 2.0's Proven Growth System.Stop grinding and start leading. Clarity 2.0 is more than coaching; it's an ROI-verified Growth System built for consultants. Gain personalized coaching, proven frameworks, and intelligent AI-powered tools to accelerate your learning. Discover how to attract ideal clients, command premium fees, and build confidence. Over 1,000 consultants have already transformed their businesses. Learn how to intentionally lead your growth. Book your Growth Session Call: www.consultingsuccess.com/growGet Expert Insights into Your Consulting Business: Claim Your FREE Growth Session Now!Want to get personalized feedback and actionable insights on your consulting business from seasoned experts who've been in your shoes? The Consulting Success Clarity Coaching Program offers just that, and you can experience a taste of it with a FREE, no-obligation Growth Session. On this call, you'll explore how to optimize your business model, refine your messaging, and build a predictable stream of high-value clients. https://www.consultingsuccess.com/grow

Betsy Jordyn is the founder of Accelera Consulting Group. She is an organizational development and strategy consultant who previously worked with Walt Disney World. Her clients also include JCPenney, United Airlines, Hilton Vacations, and many others. In this discussion, Betsy shares the benefits of identifying and narrowing in on a specialized area of expertise, her advice on how to efficiently take control of client requests in order to deliver a more valuable assessment, and how to determine if organizational development consulting is the right fit for you. Key Takeaways: [1:05] Betsy shares the kinds of challenges that come with increasing leadership and organizational capacities. [2:35] Even Walt Disney World needs consultants to take their concepts for improvement in the future to the next level. [4:45] Betsy’s Masters program gave her the start in OD that eventually led to her starting her own business. [7:20] The transition from consulting within an organization to working on her own was easier for Betsy because of her toolbox and her mentors. [8:35] Consultants need to narrow in on an area of expertise in order to keep their business growing. [11:00] Don’t ever hesitate to turn down work that isn’t the right fit, or to ask for more money for work in your areas of greatest strength. [14:05] Compliments are the key to identifying first tier gifts and strengths. [15:15] Specializing allows clients to easily see how you will fit into their team. [17:10] Betsy’s key tip for extracting more value from their client projects is to NOT say yes to the initial assignment that they ask of you — take control of the conversation so that you can help identify and fill their business performance gaps. [21:35] Consultants need to ensure that their expertise is relevant, timely, and has fit with each particular client system, before determining the best way to move forward. [25:10] You can add more value than 99% of consultants by first helping the client articulate their business performance gaps through your initial assessment. [28:50] Consultants that are interested in organizational development need to make sure that they are wired to think like an OD consultant, and get a mentor who can help with delivering practical techniques to their clients. Mentioned in This Episode: Accelera Consulting Group Betsy Jordyn Marcus Buckingham Love the show? Subscribe, rate, review, and share! Join the Consulting Success Community today: Mentioned in this episode:Double Your Revenue & Gain Control with Clarity 2.0's Proven Growth System.Stop grinding and start leading. Clarity 2.0 is more than coaching; it's an ROI-verified Growth System built for consultants. Gain personalized coaching, proven frameworks, and intelligent AI-powered tools to accelerate your learning. Discover how to attract ideal clients, command premium fees, and build confidence. Over 1,000 consultants have already transformed their businesses. Learn how to intentionally lead your growth. Book your Growth Session Call: www.consultingsuccess.com/growGet Expert Insights into Your Consulting Business: Claim Your FREE Growth Session Now!Want to get personalized feedback and actionable insights on your consulting business from seasoned experts who've been in your shoes? The Consulting Success Clarity Coaching Program offers just that, and you can experience a taste of it with a FREE, no-obligation Growth Session. On this call, you'll explore how to optimize your business model, refine your messaging, and build a predictable stream of high-value clients. https://www.consultingsuccess.com/grow

Anthony Iannarino is an international speaker, author, and sales leader of the top ½% of all businesses in America. Between consulting, writing, sales, and running a staffing firm,  Anthony has proven that he is on a mission to serve and to help people achieve better business results than they could otherwise. He shares transformation that his career took, as he learned to embrace the necessary balance between consulting and sales, which he defines simply as the ability to create opportunity and bring value to other people. This episode is filled with valuable insight for consultants who are trying to leave the stigma of sales behind, why Anthony believes that is a mistake, and how exactly to embrace the value of sales instead.   Key Takeaways: [:40] Is sales a dirty word? Anthony explains the shift of power that has taken the dirt out of previously used sales tactics. [4:50] Anthony is on a mission to serve and help other people achieve the results they’re looking for. [6:54] From rock band to multi-million dollar leader, this “golden boy” details his career path. [10:40] Anthony’s first deal was worth $10 million, but the bullying tactics he used back then are not the same ones that he uses today. [12:26] Books by Neil Rackham became his playbook, and self-discipline, his secret weapon. [15:05] Anthony’s three-faceted approach to solving consultants’ greatest challenges includes examining their mindset, skill set, and tool kit. [17:15] Embracing the mindset that sales will deliver value to companies, will always be part of the work that the most effective consultants do. [19:50] A recipe for success that starts at 5 AM has been the start of Anthony’s day since 2009. [24:00] Anthony shares his approach to writing blog posts. His commitment to daily blog posts has landed him many of the clients that he has today. [24:50] Despite peer criticism, Anthony isn’t afraid to share his intellectual property with anyone. [26:30] What kind of timeline to success can new writers expect to see? [28:40] Frequent, consistent, blog posts filled with good content, are the key to connecting to potential clients. [30:20] Anthony’s typical initial interactions with potential clients last no less than an hour, and start with both qualifiers and disqualifiers to find the perfect fit. [33:00] To become a better writer, continue to read and continue to write. The more you write, the better you will get.   Mentioned in This Episode: Anthony Iannarino Solutions Staffing TheSalesBlog.com Neil Rackham Seth Godin Chris Brogan On Writing, by Stephen King On Writing Well, by William Zinsser Love the show? Subscribe, rate, review, and share! Join the Consulting Success Community today: Mentioned in this episode:Get Expert Insights into Your Consulting Business: Claim Your FREE Growth Session Now!Want to get personalized feedback and actionable insights on your consulting business from seasoned experts who've been in your shoes? The Consulting Success Clarity Coaching Program offers just that, and you can experience a taste of it with a FREE, no-obligation Growth Session. On this call, you'll explore how to optimize your business model, refine your messaging, and build a predictable stream of high-value clients. https://www.consultingsuccess.com/grow Double Your Revenue & Gain Control with Clarity 2.0's Proven Growth System.Stop grinding and start leading. Clarity 2.0 is more than coaching; it's an ROI-verified Growth System built for consultants. Gain personalized coaching, proven frameworks, and intelligent AI-powered tools to accelerate your learning. Discover how to attract ideal clients, command premium fees, and build confidence. Over 1,000 consultants have already transformed their businesses. Learn how to intentionally lead your growth. Book your Growth Session Call: www.consultingsuccess.com/grow