Consulting Mastery

I've been wrestling with the same dilemma that's plagued me for years - should I stick to solving one problem for my clients, or expand into other areas once I'm in the door? Last week, this question came up twice in client calls, and I realized most consultants are making this choice blindly without understanding the real trade-offs. You're either building a focused, premium practice that commands higher fees, or you're creating a comfortable but risky dependency on a handful of clients who start treating you like an employee. The brutal truth is that most consultants accidentally choose the wrong path and wonder why they're stuck in a cycle of feast or famine. In this episode, I break down both the "land and expand" approach versus the "specialize and replicate" strategy, showing you exactly how to make this decision strategically rather than letting it happen by default.Show Notes:The two paths every consultant faces: Land and expand with fewer clients vs. specialize and replicate with more clients - most consultants stumble into one without realizing the consequencesWhy "land and expand" feels safer but creates dangerous concentration risk: How working with 3-4 deep clients instead of 15-20 specialized clients can leave you vulnerable and undervaluedThe pricing power of specialization: Why consultant B (specialized) can charge higher fees and reduce delivery costs while consultant A (generalist) struggles with pricing justificationThe hidden trap of becoming "one of the team": How deep client relationships can turn you from a trusted advisor into just another employee who reports to meetingsThe pipeline reality check: Why the specialized path requires serious investment in marketing and business development - you can't get lazy about filling your funnelHow to avoid the "whatever work is in front of you" trap: Making strategic decisions about your consulting path instead of letting circumstances decide for youThe seven-year evolution: Real examples of how even specialized consultants can strategically expand and contract their focus based on market needsWhen positioning stops working: Why no positioning lasts forever and how to stay alert to market changes while maintaining your specialized focus

I've been watching consultants panic about AI supposedly destroying our industry—and honestly, I was skeptical too until I started actually using it in my business. The problem isn't just the breathless headlines about "disruption"—it's that most consultants are either running scared or burying their heads in the sand instead of adapting strategically. This paralysis is dangerous because while you're frozen, your clients are already using AI to replace the low-value work you used to charge premium rates for, and they're questioning whether bringing in any consultant is worth the disruption. But here's what I've discovered after integrating AI into my operations: it's not your replacement—it's your competitive advantage, and I'll show you exactly how to leverage it to deliver higher-value services that no algorithm can replicate.Show Notes:Why the "AI will replace all consultants" narrative is both wrong and dangerously misleading—and what's actually happening in the marketThe brutal truth about which consulting services are already dead (spoiler: if you're still doing SWOT analyses for clients, you're in trouble)How government agencies like the GSA are slashing consulting budgets and what this signals about the future of traditional consulting modelsThe two deadly paths consultants are taking in response to AI—and why both lead to business failureReal examples of how AI has transformed our operations without replacing our core value propositionWhy your clients' needs are evolving faster than ever—and how to stay ahead of their changing requirementsThe mindset shift that transforms AI from existential threat to powerful ally in your consulting practiceHow the "bar for value creation" has permanently risen for consultants—and what you must do to clear itWhy the pace of change means resting on your consulting laurels is now a recipe for disasterActionable strategies for incorporating AI into your workflows while maintaining your unique human advantage

I used to think consulting was all about logic and data – until I discovered the uncomfortable truth that's costing consultants millions in lost deals. Every consulting purchase is ultimately a leap of faith, no matter how rational your proposal seems. You can have perfect case studies, flawless logic, and obvious ROI, yet prospects still won't pull the trigger. The problem? You're trying to eliminate risk when you should be building confidence. I've cracked the code on what really makes clients say yes, and it has nothing to do with more data or better objection handling. In this episode, I reveal the invisible force that transforms skeptical prospects into committed clients – and how to authentically project the kind of unshakeable confidence that makes the sale inevitable.Show Notes:Why every consulting sale requires a "leap of faith" – and why fighting this reality is killing your close ratesThe fatal flaw in relying on case studies and data to overcome client objections (and what works instead)How to project authentic confidence without becoming a sleazy salesperson – even if you're naturally analyticalThe difference between confidence in results vs. confidence in process (and why one builds trust while the other destroys it)Why prospects test your methodology by asking to skip steps – and how your response determines if they buyThe "Canadian doctor analogy" that explains why client skepticism actually signals buying intentHow to have the "what you need to contribute" conversation that builds massive trust with prospectsWhy working outside your expertise zone instantly telegraphs desperation to potential clientsThe positioning secret that naturally creates the confidence clients crave to see in you

I was scrolling through industry reports when I hit a wall of doom and gloom—biotech is supposedly crashing, consolidation is coming, and firms are going under left and right. Sound familiar? Here's the problem: one scary research report had me (and my client) questioning everything we thought we knew about our target market. But here's what's worse—most consultants let these third-party predictions completely derail their strategy, abandon profitable niches, and chase the next "hot" industry based on headlines designed to grab clicks, not guide business decisions. The solution? I'll show you exactly how to read market research like a seasoned strategist, separate signal from noise, and actually use "bad news" data to sharpen your positioning and create more opportunities than your competitors who are running scared.The one-study trap: Why smart consultants are making million-dollar pivots based on single data points (and how to avoid this costly mistake)The bias breakdown: How to spot hidden agendas in third-party research and why your firsthand client conversations trump any industry reportRecession-proof thinking: Why disruption and market contraction might actually be the best thing for your consulting business (real example included)The confirmation bias spiral: How to intentionally research opposing viewpoints before your brain tricks you into finding only doom-and-gloom evidenceData as rocket fuel: The exact framework for turning "bad news" research into powerful content, outreach topics, and client conversation startersVolume vs. relevance: Why broad industry trends might be completely irrelevant to your specific buyer's daily realityThe prediction trap: Why being skeptical of confident forecasters could save your business strategy (especially after the last few years)Good data, bad data, neutral data: How to read market intelligence without emotional reactions clouding your strategic judgment

I used to think the biggest barriers to scaling my consulting business were the obvious ones - lack of expertise, weak marketing, or insufficient skills. But after years of working with hundreds of consultants, I've discovered something shocking: the real killers of growth aren't external at all. They're the subtle, unconscious beliefs we carry that sabotage us from the inside. These mental roadblocks are so sneaky that most consultants don't even realize they have them, yet they're the difference between staying stuck at your current income and breaking through to multi-six or seven figures. In this episode, my co-host and I dissect the five most dangerous limiting beliefs that keep consultants trapped in mediocrity - and reveal the mindset shifts that unlock explosive growth.Show Notes:The "irreplaceable expert" trap - Why believing "only I can do this work" is actually protecting you from the growth you claim to want (and the ego-bruising truth about what happens when you finally let others help)The income replacement ceiling - How your old salary becomes an invisible prison that keeps you thinking small, even when your consulting could be worth 3-5x more than your previous jobThe "perfect preparation" paradox - Why consultants waste months building systems for clients they don't have instead of focusing on the one thing that actually matters for growthThe capacity versus demand equation - The counterintuitive reason why having MORE demand than you can handle is actually better for your business than perfect supply-demand balanceThe client dependency delusion - How the belief that "clients only want me" creates a business that's impossible to scale and why this might be more about your need for validation than realityThe competitor creation fear - Why worrying that employees will steal your secrets and become competitors reveals a dangerous scarcity mindset that's killing your growth potentialThe vulnerability factor - The uncomfortable truth about why letting others see "behind the curtain" of your business feels so threatening (and why it's essential for scaling)

I used to think intelligence and connections were the ultimate predictors of entrepreneurial success—until I started tracking hundreds of our clients and discovered something that completely shattered my assumptions. The smartest people with the best advantages were failing left and right, while "average" entrepreneurs with one specific trait were crushing it consistently. This revelation forced me to completely rethink what separates the winners from the wannabes, and now I'm convinced that without this single quality, you're setting yourself up for inevitable failure no matter how brilliant your business idea is.Show Notes:The shocking data revelation: Why entrepreneurs with laundry lists of unfair advantages (intelligence, network, track record) are failing while "average" people dominateThe resilience capital theory: How your ability to bounce back determines your entrepreneurial success more than any other factorActive vs. passive resilience: The difference between tolerating failure and embracing it as your secret weapon for rapid growthThe "inevitable success" mindset: Why believing your success is guaranteed (even when you don't know how or when) creates unstoppable momentumEinstein's failure framework: How to reframe setbacks as data points instead of personal attacks on your self-worthThe scientific method for entrepreneurs: A proven system for turning every failure into actionable intelligenceWhy getting rattled less = making more money: The compound effect of building resilience through controlled failuresThe resilience tank concept: How to systematically build your bounce-back capacity even if you're naturally risk-averse

I just watched an $80,000 marketing disaster unfold – and it perfectly explains why your consulting business isn't growing. Most consultants are so desperate to close deals that they're actually repelling their best prospects without realizing it. You're pushing when you should be pulling, selling when clients want to buy, and focusing on your agenda instead of theirs. The result? Zero conversions despite booking 60 meetings, prospects who feel attacked in sales conversations, and qualified buyers walking away from perfect solutions. I'll show you the counterintuitive approach that transforms desperate prospects into eager clients who pull themselves into your world.SHOW NOTESThe $80,000 LinkedIn disaster – How one consultant paid a fortune to book 60 meetings and closed exactly zero deals (and why this happens to most consultants)The boutique breakdown – A real-world shopping experience that reveals exactly why your sales conversations are failing before they even startPush vs. Pull marketing decoded – The fundamental difference between forcing prospects into meetings and attracting them to your expertise naturallyThe confidence paradox – Why clients aren't just buying your solution – they're buying confidence in their decision (and how pushy sales destroys this)Agenda warfare – How to detect when your need to close is overpowering your client's need to be heard and understoodThe attachment trap – Why planning what you'll do with deal proceeds before closing actually kills your chances of winningPre-sales positioning secrets – How to position yourself as a valuable resource instead of just another consultant trying to sell somethingThe desperation detector – How sophisticated buyers instantly recognize sales desperation and why it makes you seem less competent, not more eager

Most consultants panic about their empty pipeline and immediately start "fixing" everything at once - polishing their LinkedIn profile, hiring a web developer, creating content, reaching out to prospects. Sound familiar? Here's the brutal truth: when you jump straight into tactics without doing the strategic groundwork first, you're setting yourself up for an expensive cycle of constant rework and frustration. You'll either get stuck not knowing what to say, or worse - you'll think you know what your market wants and waste months building the wrong thing. There's a specific order of operations that separates successful consultants from those who spin their wheels endlessly, and it all comes down to one word: clarity.Show NotesThe "iceberg fallacy" - Why focusing on what's visible (websites, LinkedIn profiles) while ignoring the strategic foundation underneath leads to generic messaging that connects with no oneThe two scenarios that kill consulting businesses - Getting paralyzed because you don't know what to say, or confidently building the wrong thing because you assumed you knew your marketGeorge Orwell's undercover research method - How the author of 1984 went to extreme lengths to understand his audience, and why most consultants are too arrogant to close their own empathy gapThe strategy review checkpoint - The exact questions successful consultants must answer before they're allowed to move into implementation (this is the gatekeeper moment that separates winners from time-wasters)Voice of customer obsession - Why top consulting firms are constantly collecting and updating client language, pain points, and frames of reference (and how to start doing this even as a beginner)The clarity test - How to know when you're actually ready to build your website, create content, and start outreach (hint: most people think they're ready when they're not)Phase 1 vs Phase 2 research - The difference between doing enough upfront research to get started confidently versus the ongoing refinement that keeps you competitiveThe random tactics trap - Why consultants who change their LinkedIn profiles weekly without underlying strategy are doomed to spin their wheels forever

Are you tired of spending hours creating service packages that clients don't want to buy? I've seen countless consultants disappear into their caves to craft the "perfect" service offering, only to emerge with zero clients. The problem? You're packaging services in complete isolation, without input from actual buyers. This approach leaves you frustrated, wasting time on packages that miss the mark. But there's a better way – develop your service packages in a live deal-making environment with early adopters who are eager to collaborate. Stop guessing what clients want and start co-creating solutions they'll gladly pay for.SHOW NOTESDiscover why most consultants fail when packaging their services (hint: they're doing it backwards)Learn the crucial difference between product development and customer development – and why you need bothExplore our "customer listening" methodology that guarantees market-relevant service packagesFind out how to identify and attract "early adopters" who will help shape your offeringUnderstand why building in a "live deal-making environment" leads to packages clients actually wantGet practical tips for conducting customer interviews that reveal true pain points and needsSee how the lean startup approach can revolutionize your consulting businessLearn why co-developing solutions with clients creates better results and stronger case studiesDiscover how to transform your service packaging process into a client acquisition strategyGet access to our team at 90daypipeline.com/talk to see if we can help with your marketing, positioning, and packaging

Are you struggling to validate your consulting offer while watching potential clients choose your competitors instead? I've been there - investing countless hours developing the "perfect" service only to hear crickets when I try to sell it. It's beyond frustrating when you know you have valuable expertise but can't seem to convince prospects that you're the solution they need. That's why I brought in Anna Lasky, customer research expert, to reveal the missing piece most consultants overlook: truly understanding your market's language, pain points, and current solutions before you market anything. In this episode, we'll show you exactly how to conduct customer research that transforms your positioning and makes prospects say "it's like you're reading my mind."Why even brilliant consultants fail without proper offer validation (and the costly "bucket with a hole" mistake most make)The counterintuitive reason customer research must come before marketing (and why skipping this step guarantees wasted time and money)How to conduct customer interviews that reveal gold-mine insights your competitors will never discoverThe exact questions that will make prospects feel understood without ever pitching themAnna's real-world example of beating three larger firms by leveraging customer research insightsThe crucial "language shift" that instantly builds trust and positions you as the obvious solutionWhy most consultants' natural strengths actually sabotage their marketing (and how to flip this weakness)The definitive way to know when your offer is truly validated (hint: it's not when people say they "like" it)How to avoid the marketing "stall tactic" trap and accelerate your path to paid clients