Keep What You Earn How to Package and Price Consulting Services with Michael Zipursky
Today, Shannon welcomes Michael Zipursky, an expert in helping consultants build successful businesses. They explore how consultants can package and price their services effectively.
Michael discusses the power of productization and how creating structured, repeatable solutions can save time and increase profitability. They also address the issue of scope creep and share strategies for maintaining clear boundaries with clients.
Listeners will gain insights into scaling their consulting businesses, having value-driven conversations with clients, and ensuring their services deliver impactful outcomes. Stay tuned to the end for special offers and resources.
Michael Zipursky specializes in helping entrepreneurial consultants grow profitable, scalable and strategic consulting businesses. After advising organizations like Financial Times, Dow Jones, RBC, and helping Panasonic launch new products into global markets, he started Consulting Success and has since helped over 1000 consultants from around the world in over 75 industries add 6 and 7 figures to their annual revenues. In addition to their coaching and trainings programs, over 45,000 consultants read his weekly consulting newsletter and over 50,000 download the Consulting Success Podcast each month. He's also the author of several books on consulting.
Website: https://www.consultingsuccess.com LinkedIn: https://www.linkedin.com/in/zipursky/ YouTube: https://www.youtube.com/channel/UCcZvQqRud5hOIfHt62vpGmAb
What you'll hear in this episode:
06:11 Go deep first, then expand your expertise.
06:54 Specializing effectively targets necessary consulting clients.
12:39 Deep, meaningful conversation vital for buyer commitment.
13:55 Focus on value-based pricing for clients.
17:18 Balancing value vs. transactional work challenges perception.
21:47 Productization combines customization with efficient standardization.
26:19 Productization enables scalable, efficient team training.
28:00 Productization boosts profitability, clarity, and employee morale.
33:43 Evaluate priority of new proposal for client.
34:46 Evaluate resource needs; discuss project timing impacts.
40:21 Learned from mistakes, set boundaries, prevent repetition.
If you like this episode, check out:
Acquire Cheaper and Better Customers (Financial Priority Formula Part 3)
Lowering Your Price to Sell More?
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