Fold the Toilet Paper: Business Wisdom from IECA's Former CEO

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Mark Scalaro, CEO of IECA for over 30 years, shares his unique perspective on the business of college consulting and how the industry has transformed from an avocation into a respected profession. His insights cover the evolution from a field where consultants were openly booed at conferences to today's professional landscape with recognized standards, training programs, and business practices.

• Most consultants struggle with imposter syndrome initially, especially the business aspects
• Market your unique strengths rather than trying to be a generalist competing with established professionals
• Three essential pieces of advice: differentiate yourself, under-promise and over-deliver, and "fold the toilet paper ends"
• Making your behind-the-scenes work visible to clients is crucial as this prevents the most common complaint
• Partnerships require complementary skills, shared vision, and formal written agreements to succeed
• Building positive relationships with school counselors requires empathy for their challenges
• Future growth opportunities include expanding into gap years, military options, career schools, graduate programs, and international education

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