Consulting Success Podcast

Blair Enns, CEO of Win Without Pitching, shares practical ideas on how to take your consulting business to the next level. Topics discussed include positioning yourself as an expert, danger of productizing your work, and increasing revenue. Blair's journey from university expulsion to CEO success is inspiring. The importance of specialization in consulting and the transition to a training company are also explored. Attracting clients through writing and thought leadership is highlighted, along with strategies for starting a professional services business.

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 Journey of Exceptional Executives. When the CEO of a company told Ron that a recently fired executive wasn’t well prepared for his responsibilities, Ron wanted to know why. What could have been done differently? That question led to a 10-year, longitudinal study of more than 2,700 leaders in which Ron examined what makes leaders excel. 50% of leaders fail in the first 18 months of their assignments, and that statistic is both staggering and unsettling for those that are trying to succeed. His book addresses these harsh facts and also shares the key difference between those that fail and those that rise to the top.While many consultants write about their methodology, Ron writes about the things that his clients care about, and that is why his work stands out. He also writes for Forbes.com and Harvard Business Review, both of which have had a tremendous impact on his business. Additionally, a few years ago Ron hired a coach for himself to greater refine his voice and set himself apart. Each of these steps has allowed Ron to rise above the cluttered market of consulting ‘experts’ and position himself as a leader who knows what his clients want and how to get the results they are seeking.Have you ever considered hiring a coach for yourself? If so, you’ll want to listen to Ron as he shares some of the lessons he has learned. By hiring his own coach, he has discovered how to land the kind of clients he wants to be working with. The first and most important step is making sure that your ideal clients can find you. They have to have access to your ideas in a way that will resonate with them. By positioning yourself along their pathway, they can more easily connect with you. The second major tip Ron shares comes from his writing. How To Get Your Writing PublishedMany consultants dream of publishing their ideas into books or on world-renowned websites such as Forbes.com and Harvard Business Review. If you’ve got ideas that you want to share with the world but don’t know where to start, this conversation is for you.Ron shares several effective ideas for getting published. First, you need to have ideas that matter. You need to be able to organize your ideas into insightful packages that make for a good read. An easy way to start is to base your ideas from the client’s perspective. Write about the challenges they are facing, and you’ll be that much closer to writing successfully.Once you have your ideas organized in a meaningful way, there are several channels that you can use to try to get your writing published. However, Ron warns, it takes a great deal of discipline. You have to be committed to writing regularly. You have to be committed to writing about the things that your clients care about, and above all else, you have to be incredibly patient. If you really want to get your voice heard, you need to hear Ron’s experiences and the tips he shares for staying committed to your writing over the long haul. Building Credibility Within Your NetworkAs we examine the overall benefits of writing books and online articles, Ron’s opinion on the importance of the two may surprise you. They’re both essential, but in addition to writing, in today’s world, you have to have more. A strong social media presence and taking on speaking engagements, including podcasts, will also contribute to your overall credibility. Building your credibility and social proof is essential to your success as an expert in your field of consulting.Magazines, ebooks, and articles all work together to provide a conversation base for you to have with your ideal clients. Each of these methods alone will not be enough to build your credibility, but working together they all cast a very wide net that will bring in your ideal clients. Relationships that start online can progress into your opportunities to work with the kinds of clients that you are seeking.Many consultants make the mistake of believing that it is the problem-solving expertise and smart solutions that make them valuable, but that mentality is wrong. As Ron’s first book The Value-Creating Consultant: How To Build and Sustain Lasting Client Relationships proves, the primary delivery mechanism of value is the relationship that you have with your client. There is no other approach to your work that will be as effective as forming meaningful, trusting relationships with your clients. It is essential that you continue to work your network and place your expertise in the path of those that you want to work with. That consistency that you work to maintain in the right places is critical to your consulting success. Developing A Mindset of DisciplineAccording to Ron, desperation was the initial key to his commitment to consistently producing high-quality work. That may seem like a joke, but if you’ve ever found yourself in a similar situation, you will understand what he means. Once he realized that he didn’t want to work with crazy people anymore, the decision was an easy one. He knew that he needed to make changes in his approach to securing clients, and the next step was investing in himself. By investing in his own career and success and hiring a coach, Ron was able to affect the changes that he needed to make.If you’re truly committed to making positive changes in your consulting work, you need to hear Ron’s story. Creating meaningful success does not come by doing the easy things. It comes from making the decision to change, dedicating yourself to the change, and then doing a lot of hard work. You will see rewards in your success if you can stay consistently committed to making it happen, and Ron is proof of that.You can learn more about his work at navalent.com, where you can access his blog, books, and information about upcoming training events. You can also obtain a copy of his free ebook Leading Transformation. And you can find the inspiration you’ve been looking for to find your consultant’s voice of authority and leadership in this episode of The Consulting Success Podcast with Ron Carucci. Key Takeaways:[:17] Introducing Ron Carucci, artist turned successful global consultant and author.[6:01] How starting out small in the business led Ron to greater success.[7:57] Shaping Navalent into a successful company.[11:12] A look at a more rewarding compensation model.[11:58] All about Ron’s writing and the importance of his consulting and leadership books.[16:21] The impact of writing articles for Forbes.com.[17:46] Key tips for getting your writing published.[19:59] Building your credibility through writing, speaking, and social media.[22:40] Networking your way to success.[27:20] Steps to developing a mindset of discipline.[32:52] Connecting with Ron Carucci. Mentioned in This Episode:Navalent The Value-Creating Consultant: How To Build and Sustain Lasting Client Relationships, by Ron A. Carucci and Toby J. Tetenbaum Relationships that Enable Enterprise Change: Leveraging the Client-Consultant Connection, by Ron A. Carucci and William A. Pasmore Rising To Power: The Journey of Exceptional Executives, by Ron A. Carucci  and Eric C. HansenRon Carucci on Forbes.comRon Carucci on Harvard Business ReviewLeading Transformation 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 AI is Transforming Consulting. Don't Get Left Behind.Want to reduce your business development time by up to 8 hours a week and learn the strategies that are already helping consultants increase their fees by 30% or more? In the AI Masterclass, Michel Fortin will show you exactly how to use AI to work smarter, not harder, and deliver more value. Unlock these proven strategies. Learn more & register here: https://www.consultingsuccess.com/ai-consulting

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 success — a look inside my new book.[3:32] The key to reaching a higher level of consulting success.[4:16] Rates of return on business investments in concrete figures.[5:24] Mirroring success starts here.[8:19] Where to find The Elite Consulting Mind.  Mentioned in This Episode:  The Elite Consulting Mind: 16 Proven Mindsets to Attract More Clients, Increase Your Income and Achieve Meaningful Success, by Michael Zipursky  Love the show? Subscribe, rate, review, and share! Here’s How » Join the Consulting Success Community today: consultingsuccess.com Mentioned in this episode:AI is Transforming Consulting. Don't Get Left Behind.Want to reduce your business development time by up to 8 hours a week and learn the strategies that are already helping consultants increase their fees by 30% or more? In the AI Masterclass, Michel Fortin will show you exactly how to use AI to work smarter, not harder, and deliver more value. Unlock these proven strategies. Learn more & register here: https://www.consultingsuccess.com/ai-consultingGet 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

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 maintaining your contacts will be worth more than any amount of money that you could possibly put into marketing. Convincing Clients That They Need Your HelpYour job as a consultant is to convey the value in your work to buyers so that you can help them become a better company than ever. Unfortunately, many clients don’t recognize their problems or even care about getting those problems fixed, especially when choosing between making such changes or focusing their efforts on the “hard skills” of growing sales and revenue or decreasing costs. Although the “soft skill” of improving the culture of a business may not be as high on the priority list for an executive, it is just as essential for the success and health of a business. As a consultant who works in the heart of Silicon Valley, Stuart has had plenty of experience with this same problem. It’s the great paradox of successful companies. In the same conversation, Stuart has heard executives boast about their advanced technology, experienced and talented employees, and operational excellence, and then go on to share the less-impressive facts that they have missed revenue goals, have too-high expenses and are facing disappointing and surprising forecasts coming in again. If these companies have such excellent resources, why are they still struggling? Simply put, the human issues are the ones that will bog down any company. Once Stuart is able to help executives recognize this overarching flaw, his work becomes easier. You’ll want to listen to the approach he uses and the tips he shares for helping stubborn executives recognize that they do have big problems and that those problems can be solved with the help of a successful consultant. One of the greatest points that Stuart shares in our conversation is this — your job as a consultant is not to persuade the market into thinking that you have a good opportunity to share with them. Instead, your job is to figure out where you can add value. Stuart says, “You can wake up every day and try to convince somebody that they need something that they don’t think they need, but wouldn’t it be a lot more fun to figure out what keeps them up at night and talk to them about how you can help solve that problem?” Simply put, you have to focus on your area of expertise and help your clients see where and how you can add value to their company. If you can do that successfully, you can then position yourself in such a way that you can have deeper and more meaningful conversations with potential clients. And, just like Stuart, the insurmountable task of helping executives recognize that they actually do have a problem that you can solve will get much easier. Turning Mistakes Into Learning ExperiencesEvery consultant has made mistakes. It’s part of the process on the road to success, but there are always lessons to be learned from our mistakes. Stuart shares three major mistakes in our conversations, and the lessons he’s learned from each one are invaluable. You’ll want to hear him explain each of them himself, but here is a glimpse into the stories he tells. First, Stuart learned the hard way that the companies he has worked for didn’t necessarily have his best interest at heart. Secretly, he says, he may have been hoping that someone would take him under their wing and point him in the direction of entrepreneurial consulting, but that advice never came. Rather, he had to forge his path on his own and find his own place in the systems he was working through. Second, Stuart regrets not taking better advantage of the time and training he had while he was still working as “a cog in the corporate system.” He reflects on the number of business trips he took and the time that he wasted just by watching the in-flight movies. Instead, he could have spent that time in more valuable ways by researching the insights that would have given him stronger and quicker legs when he finally did begin to pursue consulting. Of course, we all know hindsight is 20/20, but the lesson Stuart learned should be taken to heart by anyone that is considering moving away from the safety net of the corporate world — take advantage of any time you have to learn more about the field in which you see yourself as a successful consultant. Third, Stuart reflects on the most common mistakes that he sees repeated all too often in the consulting world. Earlier in our conversation, Stuart shared his perspective on marketing and client acquisition costs. Now, he gives more insight into the consulting secrets that really work for him, and it’s not spending big bucks on marketing. Listen to him tell the facts and you’ll understand exactly what he means when he says that his higher fees and business growth have come more surely by not pursuing an account than ever before. Business Growth Starts HereGlobal Context was formed back in 2008, just prior to the stock market crash. It was a disappointing day for Stuart when he had to let go some of the long-time colleagues turned employees that had joined him in his new business venture, but it also gave him some perspective on how he really wanted to grow and scale his business. The second time around, Stuart decided to create a network of affiliates who were also consultants in other specialized areas that were synergistic with his work. From Brazil to Finland, he was able to join forces with other consultants and create a network of people that he can now use to help him complete various projects. Additionally, because Stuart is fully booked, he has had to figure out ways to scale his business if he’s not willing to hire on employees. He shares a number of ways that he has made this work for him, including aggressively building product. He has developed his own e-seminars and blog posts, developed seminars for other people, and even developed an app for people to practice a presentation in front of an audience and receive real-time feedback. Each of these efforts has allowed Stuart to maintain control over his business size and scale it right to where he feels most comfortable. As someone who has enjoyed a dozen years as a successful consultant, someone who can now turn work away, and someone who has found the key to smarter marketing and business sizing, Stuart is a guest that you are sure to gain valuable insights from, all on this episode of The Consulting Success Podcast with Stuart Friedman. Key Takeaways:[:10] From the theater to Silicon Valley — meeting Stuart Friedman.[4:05] Building a consultancy around cross-cultural communications.[7:12] Working with big brands starts with small projects.[9:15] Maintaining your network is worth more than marketing.[12:34] Helping clients recognize that they really do have a problem that you can fix.[17:55] Challenges and mistakes on Stuart’s path to consulting success.[24:03] Follow-up with potential clients is an essential part of the process.[26:12] Scaling business growth means working smarter.[30:30] Connecting with Stuart Friedman. Mentioned in This Episode:Global ContextStuart Friedman at Business InsiderStuart Friedman at Fortune.com  Love the show? Subscribe, rate, review, and share! Here’s How » Join the Consulting Success Community today: consultingsuccess.com Mentioned in this episode:AI is Transforming Consulting. Don't Get Left Behind.Want to reduce your business development time by up to 8 hours a week and learn the strategies that are already helping consultants increase their fees by 30% or more? In the AI Masterclass, Michel Fortin will show you exactly how to use AI to work smarter, not harder, and deliver more value. Unlock these proven strategies. Learn more & register here: https://www.consultingsuccess.com/ai-consultingGet 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

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 increased both her visibility and her credibility. When they are presented to you, take advantage of writing or speaking engagements. These opportunities will help you to gain a reputation as an expert in your field. To help in her efforts, Liz continues to maintain her lengthy list of contacts. A weekly blog post and a monthly emailed newsletter allow Liz to reach out to her readers and to connect with them regularly. She also has started writing for Harvard Business Review. She proves that by regularly putting yourself out there as an expert in your field, you are increasing your credibility for people who don’t know much about you or the work you do. However, you have to recognize that the impact of writing and speaking may not be instantaneous. The effect that these efforts can have on your business is a long-term one. In her experience, Liz found that it was often years later that she was approached by a client that was finally ready to make the kind of changes and improvements that she implements in companies. Consulting work, and especially conflict management, can be long and hard work with a major commitment to change required on the part of the business. A company may not be ready to make changes as soon as you meet them, but by maintaining consistent and helpful contact with them, they will remember you and come to you when they are ready. Speeding Up The Sales Cycle Won’t Increase Your LuckIf you’re looking for ways to quickly speed up the sales cycle, you may not be able to take advice from Liz. She shares the story of a recent encounter she had with a company in which she quickly realized that she would not be able to help them because their beliefs and morals were inherently different. She doesn't believe in quick fixes to solve company problems, she believes in doing the work necessary to effect change over the long view. You’ll want to listen to our conversation to hear her explain why the hard work of real change is worth more than the lucky break of a quick fix. However, if you are insistent on finding ways to speed up your sales pipeline, Liz’s number one tip is to read Stand Out, by Dorie Clark. Dorie was a previous guest of mine on The Consulting Success Podcast and you can hear more about her story and success on Episode 11. In Dorie’s book, she shares a three-pronged approach to setting yourself apart in your field. Liz has found success by following two of Dorie’s ideas. First, create a public presence and demonstrate social proof. This is done by proving you have good content to share and by exhibiting your expertise. And second, building your network so that there are people who are willing to refer you more frequently. Finding the Confidence to Be Selective About Your ClientsEvery successful consultant wants to grow their business to the point that they can turn away potential clients. But if you are trying to generate more business, you may be tempted to compromise who you are willing to work with. Don’t do it! Early in her career, Liz was not as discerning as she could have been and found herself occasionally taking on clients that weren’t the best fit. She tells of an experience in which she resigned from a project as early as legitimately possible, simply because the project was not a good fit for her. That kind of project is the kind that you probably shouldn’t take on in the first place. It does require a level of confidence to be selective about the work you take on, but it’s worth it to make sure that you are only taking on the work that will best suit you and your area of greatest expertise. Every client may not be the ideal one, but your business success and revenue will benefit more greatly in the long run if you are willing to hold out for the best fit for you. You will be happier and you will be more creative when you are working on a project that fits with your morals. Chances are you became an independent consultant so that you can call the shots and enjoy the freedom of making your own choices. Don’t settle for working with people who don’t respect you or that you don’t have respect for. As you draw the lines of what kind of work you are willing to take on, you will gain the confidence that is necessary for turning work away. High-Quality Branding And Just-Right Sizing Will Increase Your LuckLiz has made a very conscious decision to focus on her branding. When you visit her website you immediately get a sense of the kind and quality of work that she does. She has deliberately designed her website to show that she has concepts about how things ought to be and a track record to show that she knows how to get those concepts realized. She also recognizes that being a “coach” is a dime-a-dozen position in today’s marketplace, and has made a concerted effort to show that her focus is on building and serving the business of each client she takes on. Too many coaches that are brought in to serve an individual fail to recognize the overall importance of affecting long-lasting change within an organization. By honing in on her high-quality branding, Liz has proven that she’s out to accomplish something bigger and better than simply coaching, from the start. Scaling back or growing the business to just the right size, for Liz, has always been secondary to ensuring that she is doing the right kind of work. The perfect business size is a struggle that every consultant faces, and Liz has continued to work to find the right size business for her so that she is not overwhelmed but is also able to affect the best change she possibly can with the companies she consults. With nearly 30 years of experience, Liz has seen plenty of mistakes that consultants over the years, and it all leads back to luck. As we discussed at the beginning of our conversation, Liz truly doesn’t believe that lucky breaks will create the lasting success that you are seeking with your consulting business. Instead, you have to commit to finding the best fit, ideal clients that share the same ideals as you, and from there, hard work and helping to affect long-term change are the only way that you can get the results that you want, and that your clients need. You’ll want to hear the experiences she shares of various mistakes that other consultants made that she had to clean up, and the lessons she learned from it. You may also be interested in the resources available on her website, including a field guide and checklist about dealing with conflict at work. You can learn all about it, as well as all the details on how to change your consulting luck for good, on this episode of The Consulting Success Podcast with Liz Kislik. Key Takeaways:[:10] Liz Kislik on the path that led to 30 years of consulting success.[4:20] Should you aim for good luck or hard work?[5:43] Referral relationships help increase business opportunities.[8:19] The benefits of writing and speaking regularly.[12:12] A quick fix project isn’t really a fix at all.[16:18] Have the confidence to choose the best-fit projects.[21:02] The role branding plays in Liz’s success.[26:25] Finding the right-size business for you.[29:20] Common mistakes in the consulting world.[33:28] Connecting with Liz Kislik. Mentioned in This Episode:Liz Kislik Stand Out — How to Find Your Breakthrough Idea and Build a Following Around It, by Dorie Clark Love the show? Subscribe, rate, review, and share! Here’s How » Join the Consulting Success Community today: consultingsuccess.com Mentioned in this episode:AI is Transforming Consulting. Don't Get Left Behind.Want to reduce your business development time by up to 8 hours a week and learn the strategies that are already helping consultants increase their fees by 30% or more? In the AI Masterclass, Michel Fortin will show you exactly how to use AI to work smarter, not harder, and deliver more value. Unlock these proven strategies. Learn more & register here: https://www.consultingsuccess.com/ai-consultingGet 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

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 SuccessYou’ve seen it all over the Internet — promises of the one single secret that will guarantee your company’s success. Some ideas are helpful, and some are unbelieveable but there is just one secret that will truly help your business grow —  and we talk about it on this episode of the Consulting Success Podcast. It’s all about conversations. Whatever else you may be focused on, all of your effort and all of your success come back to the conversations that you are having with your clients, with your peers, and with your competition. The conversations you have with other people in every aspect of your network are the single most important key to growing your business. I’ve said it before and I said it again on this podcast — as long as you are taking the time to have those conversations, your business will continue to be a successful one. Dauwn’s Lessons LearnedWhen I asked Dauwn to share some of the lessons she has learned along the way, she was quick to answer, “I wish I would have started sooner!” That’s not the first time I’ve heard that response. Successful consulting brings with it a level of freedom that can’t be experienced when you are working for someone else. Dauwn explains that the level of freedom and creativity that she now enjoys as a successful consultant is so much greater than what she had in the corporate world, and she didn’t even realize how much she missed it before. In addition to wishing she had started sooner, Dauwn has learned to let go of things in order to let her business continue to grow. In the beginning of the company, she called herself a one-person show with an attachment to the services she delivered. That process worked for a little while, but as the company continued to grow, she had to be more diligent about strategically bringing others into the company’s processes. By letting go of some of the aspects of business and bringing other employees in, she has been able to remain focused on the most important work that only she can do. Six Figure Consulting Projects Can Be YoursWhat goes into landing a six-figure project? From both a mindset perspective and a tactical approach, Dauwn shares the key factors that go into securing a dream project. The key tip to landing high-value projects is patience. Her first project was $250,000 and the second one was nearly double that amount, but it didn’t happen overnight. It required persistence in continuing to have valuable conversations with her clients. Truly listening to the challenges each client was facing and offering immediate and valuable advice helped her to gain trust and secure future business. She put herself in a valuable position as a resource to potential clients. By connecting them with other companies that were having similar struggles, Dauwn became a trusted advisor even before any contracts were laid out. That single point validates the point that I have said over and over again — consulting is not about transactions, it’s about relationships. Successful consultants have a patience, focus, and commitment to serving their clients. As you maintain those three key components, you provide more value. This places you in a position of trust. Everyone prefers to do business with someone that they trust, and your clients are no exception. By proving your value to your clients, you are securing future success for your consulting business. You Don’t Have to Face Consulting Challenges AloneEvery consultant faces challenging days. You may lose a project, or be dealing with a difficult project. It’s important to remember that you’re not alone. In our conversation, Dauwn shares her coping mechanisms for overcoming the challenges of difficult days. She shares the benefits she has gained by expanding her business to include her husband, Mario Houston, both with business operations and as a sounding board to help her through the difficulties the company is facing. Dauwn has also found support through her challenges as a member of the Consulting Success community and by attending and connecting with people at Mastermind events. Even though people rarely want to share their failures, Dauwn says she has benefitted by sharing her difficulties with other successful consultants in her network. She shares a recent example in which she reached out to gain perspective and support from her network, and you’ll want to listen to the specific ways that her network helped her get through a trying time in her business.  Any consultant may feel lonely when challenges arise, but just as Dauwn’s experience proves, you don’t have to face it alone. By relying on your network, you can work through challenges and find greater success along the way. The Benefits of a Healthy Work-Life BalanceChances are you became a consultant so that you could enjoy a greater work-life balance than the corporate world ever offered you. As your business grows, it can be a real challenge to keep your priorities straight and not commit too much time to your company. Dauwn shares the ways that she and her husband and business partner Mario have achieved a work-life balance that works for them. In addition to their non-negotiable commitment to tennis, they have also decided to share their business challenges and triumphs with their two teenage daughters. By integrating their work with their family, they have both taught their children about the non-traditional career paths that entrepreneurs enjoy, as well as shared the pride that comes with being part of a successful consulting firm. The lessons that Dauwn shares in our conversation can be applied to anyone. If you want to get more done, you simply have to prioritize what is most important to you. The non-negotiables in your life will take priority and help you achieve the work-life balance that is necessary for real consulting success. I know you’ll be inspired by her message, and you can hear all of the details of the keys to success that really work on this episode of The Consulting Success Podcast. Key Takeaways:[:28] Introducing Dauwn of Precision Partners.[3:55] How to identify an underserved market.[6:53] Surround yourself with a network that will give you the courage to take the leap.[9:07] What is the secret to successfully growing your business?[11:33] Lessons Dauwn has learned, including regrets.[13:58] Landing a six-figure project starts with patience and trust.[17:28] Facing challenges with a support system.[21:58] Work life balance for Dauwn and Mario.[27:32] Staying committed to non-negotiables will protect your priorities.[30:07] Connecting with Dauwn. Mentioned in This Episode:Precision PartnersAccelerator Coaching Program Consulting Success System 2.0Mastermind Love the show? Subscribe, rate, review, and share! Here’s How » Join the Consulting Success Community today: consultingsuccess.com Mentioned in this episode:AI is Transforming Consulting. Don't Get Left Behind.Want to reduce your business development time by up to 8 hours a week and learn the strategies that are already helping consultants increase their fees by 30% or more? In the AI Masterclass, Michel Fortin will show you exactly how to use AI to work smarter, not harder, and deliver more value. Unlock these proven strategies. Learn more & register here: https://www.consultingsuccess.com/ai-consultingGet 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

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 asking about them. This is a mistake that Bob says he sees consultants make far too often, simply because it is natural to want to talk about ourselves. But no matter how much you believe in your products and service, and no matter how exceptional the value you may be able to bring to your clients, talking about yourself is very ineffective. Clients who know that you understand their needs and problems will become the clients that are seeking your expertise.The ability to show genuine interest in others is the differentiating factor between people who enjoy a moderate and an enormous amount of success. Technical understanding and skills are absolutely essential, but they are just the entry fee for getting into the game. People skills make up the real difference. Bob believes that the absolute best skill that you can have is a well-developed and authentic interest in other people. As you’ve most likely seen in your work, people know when someone is genuinely interested in them and when they are simply interested in what’s in their wallet. By developing genuine people skills you can gain the advantage and win the trust of potential clients. Do introverts make better salespeople?Even though he regularly places himself in front of large audiences, Bob considers himself an introvert. He believes that introverts make better salespeople because they are more willing to listen — they exhibit greater people skills. Unless an extrovert is willing to stop talking, they won’t be able to show the same genuine interest in their clients that an introvert does. I often hear consultants say that they are uncomfortable with sales and marketing, but that doesn’t have to be a defeating characteristic. You don’t have to hide behind your introverted tendencies —  you can use your unwillingness to talk about yourself to your advantage when gaining the trust and confidence of your clients. Becoming a WriterAs a writer of many successful business books, Bob is somewhat of an expert on the importance of becoming a published author. Authoring a book puts you in a better position — it gives you the authority in your marketplace that allows you to charge higher fees for your speaking engagements. That may seem like common knowledge today, but in the 90s when Bob decided to give it a try, writing a book was a less common approach to success. At the time, he simply considered himself a speaker who wrote books, but the Go-Giver series changed that approach as he began to share his stories. Over time Bob began viewing himself as a writer who speaks.He used his earlier books as simple and effective outbound marketing tools, but when he started telling stories in the Go-Giver series, he began being approached by companies that had read his books and wanted to bring him in for a speaking engagement. In our conversation, he shares how he used his earlier books, including Endless Referrals, as marketing tools, how his books helped him connect with companies, and why all of that changed after he wrote the Go-Giver series. If you’ve ever considered writing a book to help increase your authority and credibility in your field, you will be inspired as you listen to Bob’s story. Understanding the Value of the NosAmidst the work that Bob was doing to promote his work and his book, he was faced with a lot of rejections. Like most consultants, he needed to find a way to get through the rejections to move on to the successes. Bob recommends reading Go For No — Yes is the Destination, No Is How You Get There to better understand the value of all the “nos” that you are undoubtedly going to hear while seeking new clients and projects. Of course, no one really likes hearing “no,” but Bob explains that by understanding that “no” is part of the process, and that by accepting the “nos,” you are essentially preparing yourself for tomorrow’s highly anticipated “yes.”Once you recognize that the “nos” are going to keep coming, you need to have a game plan — another system — in place. You need to decide what you’re going to do when you hear another no — how are you going to follow up with the person that has rejected you? How will you know when it’s no longer worth following up with that person? By having a system in place for handling and moving on from each no, you are positioning yourself for greater success and more “yeses” in your future. Value Comes Before MoneyIf you’re in the thick of growing your business, you’re probably looking for ways to grow your revenue and sales. In the middle of this, you have to focus on creating real value for your customers, rather than just completing another transaction. That may be hard to understand, and if so, you need to listen to Bob’s reasoning of why the mind-shift from more money to better value is an essential one. We know that money received is a direct result of value provided, but focusing on the value doesn’t mean give away yourself away for free. Instead, it is critical to communicate the value that people will receive by doing business with you. Until your potential clients can understand the value they will receive from you, they won’t be giving you their money. You can change that by explaining your value to them in a way that will make them want to do business with you. Once they understand your value, clients will understand how they will be better off by doing business with you.In my experience, I have seen that many consultants find it easy to provide value but difficult to make a clear offer. Bob offers several solutions for this problem. Rather than waiting for clients to reach out to you, find ways to put yourself out into the marketplace. Put content into the marketplace by way of online articles or regular blog posts. That makes it easier for clients to understand who you are and what you have to offer. You can also bring clients to you by directing them to your website for additional content. Some people may claim that outbound connections such as phone calls or newsletters are no longer necessary, but Bob disagrees. He explains why and how those connections can create greater success for you, regardless of the size of your business.You won’t want to miss these tips as well as the new and upcoming opportunities that Bob is working on, including the Go-Giver Sales Academy online course, where successful consultants like you can learn more about creating the business you’ve been dreaming of. You can hear more about it as well as how to connect with Bob on this episode of the Consulting Success Podcast. Key Takeaways:[:19] Meeting Bob Burg, the writer who speaks.[3:56] The secret behind Bob’s transformation from misery to success.[5:04] How to avoid the mistake of talking about yourself.[8:14] The work that turned Bob into a successful speaker.[9:59] Why people skills make the difference in real success.[12:00] The introvert advantage in sales.[14:11] Why and how Bob became a writer who speaks.[20:34] Dealing with the seemingly endless nos.[22:55] Providing value makes the money part come easily.[28:51] How Bob scales his business for success.[31:00] Connecting with Bob Burg. Mentioned in This Episode:Bob BurgThe Go-Giver: A Little Story About a Powerful Business Idea, by Bob Burg and John David MannTom HopkinsZig ZiglarNational Speakers AssociationEndless Referrals, by Bob BurgThe Go-Giver Leader: A Little Story About What Matters Most in Business, by Bob Burg and John David MannGo-Givers Sell More, by Bob Burg and John David Mann Go For No — Yes is the Destination, No Is How You Get There, by Richard Fenton and Andrea WaltzGo-Giver Sales Academy Love the show? Subscribe, rate, review, and share! Here’s How » Join the Consulting Success Community today: consultingsuccess.com Mentioned in this episode:AI is Transforming Consulting. Don't Get Left Behind.Want to reduce your business development time by up to 8 hours a week and learn the strategies that are already helping consultants increase their fees by 30% or more? In the AI Masterclass, Michel Fortin will show you exactly how to use AI to work smarter, not harder, and deliver more value. Unlock these proven strategies. Learn more & register here: https://www.consultingsuccess.com/ai-consultingGet 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

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 company that you’re working for, the easier the referrals will come. John has many insights into the ways that your contributions can add value to any company that you’re working for, starting with looking for opportunities to refer yourself over to various departments within the company. That’s his first suggestion, but be sure to listen for the other ways that you can find and earn referrals with every client you work with. The Key to Business Development GrowthOften we think of obtaining new clients as the best and only way to grow a business, but in my conversation with John, we unearth the reasons why that mentality is wrong. You won’t want to miss the great discussion we have about the importance of business development growth within the companies that you are already doing business with. These are the companies that you’ve already invested your time and skills in, and by deepening your understanding and relationship with these companies, you’re creating greater value for the company and for yourself. Before you think about going after new clients, ask yourself what opportunities are available within current or previous clients that you should consider first. Find out where the company is growing and shrinking, opening and closing, reorganizing, restructuring and investing, then use that information to become a more informed advisor to the company and to create more consulting work for yourself. There are undoubtedly already needs within the company that you’re currently working with — taking advantage of the work where you’ve already established a relationship means working smarter and finding more success for yourself. Grow Your Consulting Business from AnywhereOne of the greatest benefits of being a consultant is the ability to base your business from anywhere in the world. When John realized that he was getting into a bit of a consulting rut in Ireland, he moved his business to the south of France to shake things up. By making a physical change he was inspired to shift his business focus and grow his business the ways he needed to. There were definitely trade-offs that had to be made by moving to another country, but his determination to making this virtual business model work drove him to succeed. The risk was worth the reward as not only did he not lose any clients, he was able to strengthen the working relationship that he had in place with his existing clients. To hear more about how this shift enabled John to grow his business in the ways he wanted, you’ll have to listen to our conversation. Don’t Be Afraid to Challenge Your ClientsToo often clients resist the suggestions made to them by brilliant and effective consultants like you because they are used to the way things have always been. If you’ve faced rejection from a client — whether it’s your pricing model, how you approach work, or where you are working from — don’t be afraid to push back and remind them why they should put their trust in your new ideas. You can never forget — there is a reason you are the consultant. If you can convince your clients to try new things, you will add value to their business and to the work that you’re doing for them. This approach has worked for John, it’s worked for me, and it can work for you — if you are willing to take the risk. Stay On Top of Your Game — Two WaysStaying at the top of your game is essential when perfecting your consulting business. In our conversation, John shares two key ways that he has been able to stay focused on his work.  First, remember that a business is a dynamic thing — it’s always changing and growing. If you constantly examine how you are growing and changing with your business, you will be motivated to tweak and change your business to be its best as it grows. Trying new things means that you’re giving the best business possible to your current clients as well as the clients that you will get in the future. Second, find a mentor. Working by yourself may lull you into a comfortable state while working with a mentor who will challenge you to become more than you currently are is key to staying on top of your game. I’ve worked with John for a number of years, and he shares how the mastermind group that we’ve created has improved his approach to work. He says being challenged has kept him fresh, and he explains why. You’ll want to hear what has worked for him and more, all on this episode of the Consulting Success Podcast with John Murphy. Key Takeaways:[:15] Introducing John Murphy, former CEO who felt compelled to leave the corporate world.[5:58] You may find clients in unexpected places.[10:35] Discomfort comes with reaching out.[13:05] Factors that play into getting a good stream of referrals.[17:13] The smarter approach to business development growth.[18:15] Working remotely may force you to improve business.[23:32] Push back when your ideas are rejected.[25:10] Stay at the top of your game by doing these two things. Mentioned in This Episode:John Murphy International Love the show? Subscribe, rate, review, and share! Here’s How » Join the Consulting Success Community today: consultingsuccess.com Mentioned in this episode:AI is Transforming Consulting. Don't Get Left Behind.Want to reduce your business development time by up to 8 hours a week and learn the strategies that are already helping consultants increase their fees by 30% or more? In the AI Masterclass, Michel Fortin will show you exactly how to use AI to work smarter, not harder, and deliver more value. Unlock these proven strategies. Learn more & register here: https://www.consultingsuccess.com/ai-consultingGet 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

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 forgiving of the bad decisions you make, but they won’t be forgiving if you never make any decisions at all. Anytime you are faced with a decision to make — whether it be to add a partner or take on a new client — weigh your options quickly, pull the trigger, and don’t look back. Making Mistakes Means Becoming a Better ConsultantIf you’re like David, you may not remember the good choices that you’ve made nearly as well as you remember the mistakes you’ve made along the way. But don’t worry — that is a good thing. The lessons you learn from your poor choices are the ones that are going to teach you how to be a better consultant. David shares several of the mistakes that he made — some of which prompted the writing of his fourth book Managing (Right) for the First Time — and those that have allowed him to achieve the level of consulting success that he enjoys today. Finding the Right Size Business for YouEvery entrepreneur and consultant dream of achieving the right size business that also allows for perfect work-life balance. Despite years of pressure to grow larger, David resisted this pressure and instead found ways to make his one-person company work harder for him. He details the formula that he uses to grow his business, starting with his weekly content-filled email, which reaches an audience of 30,000 readers and potential clients. His decision to produce content consistently has been the biggest contributor to his company’s success. He admits that he’s not much of an extrovert or a networker, but he has still managed to find a very successful way to reach his clients that fits his personality perfectly. Avoid These Common Mistakes to Find Greater SuccessDavid has been in the marketing and consulting industry since the late ’80s, and he has seen consultants make plenty of mistakes along the way. The biggest mistake is watching consultants consistently solve clients problems on an individual basis. When a client approaches you with what seems to be a unique problem, you have to take a step back and recognize that this is a problem that many consultants have experienced before and that many more will face in the future. If you can find a way to solve a client’s problem on a greater scale, you can increase the demand for your expertise and also reduce your future workload. David also shares the easy fix to the second biggest problem he has seen in the consulting world, and it starts with increasing your confidence level and perfecting your positioning in your marketplace. A successful consultant doesn’t spin his wheels — he learns from his mistakes and propels himself from there to success. You can hear all about David’s tips and advice for starting out right and achieving greater success on this episode of the Consulting Success Podcast. Key Takeaways:[:19] Introduction of David Baker — current consultant, former Mayan Indian tribe dweller.[6:45] Why you can’t afford to compromise your standard of work.[10:07] Successful entrepreneurs have these key qualities in common.[12:31] Taking risks will compound your consulting success.[16:37] The lessons learned that allow David now to serve his clients so well.[20:27] Finding the right sized business means resisting pressure and producing content.[24:27] David’s earliest steps to consulting success.[26:20] Avoid these common consulting mistakes, starting with increasing your confidence level.[31:14] How you can connect with David Baker. Mentioned in This Episode:Expertise.isThe Business of Expertise: How Entrepreneurial Experts Convert Insight to Impact + Wealth, by David Baker Managing (Right) for the First Time, by David Baker  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 AI is Transforming Consulting. Don't Get Left Behind.Want to reduce your business development time by up to 8 hours a week and learn the strategies that are already helping consultants increase their fees by 30% or more? In the AI Masterclass, Michel Fortin will show you exactly how to use AI to work smarter, not harder, and deliver more value. Unlock these proven strategies. Learn more & register here: https://www.consultingsuccess.com/ai-consulting

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, you have to position yourself so that what you do appears to be very different from what everyone else is doing. Nicholas shares the angle that he took to position himself as the Facebook ads expert. Rather than focusing on tactics like everyone else around him, he set his focus on strategy. He shares the three steps that successful companies take to set themselves apart in their marketplace — the positioning, the promise, and the big idea. He shares the inspiring story of P90X — the way they have used this approach to become the leader in the fitness industry is the same technique you can use to set yourself apart as well. As a successful consultant, it is essential that you know what your promise is in the marketplace, that you know what your position is in the marketplace, and what your big idea is in the marketplace that has set you apart as the true expert. It worked for Nicholas, and it will work for you, too. All of the details on how to make it happen for you are in this inspiring episode of the Consulting Success Podcast. Success Isn’t Just a Dollar SignWhen you are first starting out, the highest possible dollar amount may be the milestone of success that you are working toward. However, as your business continues to grow, if you keep working toward dollar signs only, you are going to find yourself working for your business, instead of making your business to work for your lifestyle. Chances are that isn’t why you decided to become a consultant in the first place. At some point, whether it be by reaching a salary goal, obtaining expensive possessions, or even the birth of a child, your measure of true success will shift. Then you will have to protect your success by the choices that you make. Nicholas shares the measures he has taken to protect his success and optimize his business so that it best aligned with his personal values — and he calls this process “netting up.” For Nicholas, this means a few things. First, it means clearly identifying and only working with clients that he truly enjoys working with. Earning a big paycheck isn’t the only criteria for working with a client anymore — now you can ask yourself if you actually want to spend time with each client that comes along. Second, increasing your prices is a well-earned mark of success. As you achieve higher levels of success, you will have the luxury of tailoring your prices to ensure that you’re working only with the quality of clients you want to work with. You may reduce your number of clients but as a reward, you are also increasing the quality of each business transaction. Third, netting up means keeping your staff at a manageable size. This may mean letting people go, but it also means identifying key responsibilities and roles in your business. Rather than supporting full-time employees, you can utilize contractors to fill those gaps and reduce the number of staff that you are responsible for managing. Fourth, protect your success by putting standard operating procedures in place and making them work for you. If there are ways that you can automate, optimize, or delegate the work that your business requires, take the time to make it happen. Fifth, make intentional and clear decisions about your boundaries. When are you willing to do extra work? Or answer the phone on a Friday afternoon at 4:30? Or come in over the weekend? By setting boundaries, you can lift the burden of your work and protect your success. Enjoying this kind of success may sound too good to be true, but if you implement the ideas that Nicholas has shared here, you will soon be enjoying this same level of consulting success as he is. What are the Pricing Models that Work?Every consultant struggles to correctly price work. For Nicholas, pricing models have evolved over time for both agency pricing and consulting pricing. In our conversation he shares specific dollar amounts that he currently charges, and why the numbers are all at least five digits.  You’ll definitely want to listen to this segment of the episode to hear the details on dollar amounts, where he started, and how he decided to switch to a percentage-of-revenue pricing model. One key point that Nicholas shares in our money talk is that you don’t have to spend more time on projects in order to charge more money. By strategically optimizing your company’s approach to fees and providing your clients with valuable results, you will be able to significantly increase your company’s revenue. “We’re not raising fees arbitrarily,” Nicholas says of their pricing model. “We’re creating a win-win scenario that makes sense for everyone involved.” Both you and your client will benefit when you charge higher fees, and Nicholas explains multiple reasons why that is, starting with accountability. Be sure to listen to this episode of the Consulting Success Podcast to hear even more reasons why you can feel about confident charging your clients higher fees than you currently are. Finding Clients that FitAs you achieve greater consulting success, you will have the option of selecting which clients you want to work with. But how? Performing a marketing audit is the first critical step to determining whether or not a company will make a good fit as your next client. When considering each potential project, it is essential to examine the following — what kind of processes are already in place? What are the company numbers behind the work? Is the company in a place where they can implement your ideas to make changes for their business? If you get the answers you are looking for, then you’ve found your next client. If not, it’s time to move on to the next opportunity, no matter how big the paycheck you’re leaving behind. In the long run, your company will benefit more by only securing the kind of work that is a perfect fit for you. Every Credible Person is the Author of a BookNicholas wrote Give: The Ultimate Guide to Using Facebook Advertising to Generate More Leads, More Clients, and Massive ROI after someone told him that every credible person is the author of a book. He took that advice to heart, and the impact of that decision on his business has been incredible — even though he likens writing a book to passing a kidney stone. You can get a free copy of his book at giveinfo.com. If you’re considering writing a book, you’ll want to hear what the process was like for him, and how it has benefitted his company so far. Key Takeaways:[:24] From pastor side hustle to full time consultant, Nicholas shares his path to consulting success.[4:57] Why focus solely on Facebook ads?[7:17] Finding your niche starts with pinpointing an underserved market.[13:10] Separate yourself from the pack by focusing on this.[20:53] What does success mean to Nicholas Kusmich?[24:34] Steps for protecting your success.[29:39] Pricing models that work.[33:20] Screening companies for the best fit.[35:52] The impact of authoring Give.[39:10] How you can connect with NIcholas Kusmich. Mentioned in This Episode:Nicholas KusmichBlue Ocean Strategy: How to Create Uncontested Market Space and Make Competition Irrelevant, by W. Chan Kim and Renee Mauborgne Give: The Ultimate Guide to Using Facebook Advertising to Generate More Leads, More Clients, and Massive ROI by Nicholas Kusmichgivebook.info  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 AI is Transforming Consulting. Don't Get Left Behind.Want to reduce your business development time by up to 8 hours a week and learn the strategies that are already helping consultants increase their fees by 30% or more? In the AI Masterclass, Michel Fortin will show you exactly how to use AI to work smarter, not harder, and deliver more value. Unlock these proven strategies. Learn more & register here: https://www.consultingsuccess.com/ai-consulting