Consulting Success Podcast

How to Turn One-Day Trainings Into $200,000 EngagementsWhat if the problem your client hired you to solve isn't the real problem at all? Shawn Doyle spent about six years as VP of Learning & Development at Comcast, where senior executives constantly told him "I need training" — and he quickly realized that what they actually needed was diagnosis. That insight, that he wasn't just in training but in consulting, became the foundation of his entire business. Now a leadership consultant, executive coach, Certified Speaking Professional, and author of more than 24 books, Shawn dismantles the myth that consultants should simply deliver whatever the client requests: great consultants ask better questions, diagnose before they prescribe, and set the stage early so they've earned the right to be brutally honest.Michael and Shawn break down the anatomy of a multi-six-figure training engagement — leading with the return on investment, running assessments across the organization, tailoring the training to the data, teaching leaders to hold their people accountable, and framing it all as a comprehensive three-year program instead of a one-day event. They also dig into how Shawn built his pipeline through speaking, books, LinkedIn, and handwritten notes; why HR is a massive influencer even without budget authority; the "get in the door" strategy for expanding horizontally and vertically inside accounts; why Shawn stopped pitching executives who don't believe in developing their people; and why he would bet on video to generate an extra $150,000 in new revenue in 90 days.Subscribe to Consulting Success here: https://www.consultingsuccess.com/podcastMentioned 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

Want to learn how we can help you grow your consulting business? Schedule your free Growth Session Call today! www.consultingsuccess.com/grow

Have you ever looked at a massive company and assumed that they are out of reach of becoming a client of yours? Well, Jamie Shanks used to think the same thing, but fast forward to today. He has built multiple successful businesses. He has experience selling into global organizations like Oracle, Microsoft, Thomson Reuters, and many others. And he has developed a repeatable approach for turning one client relationship into an entire network of enterprise opportunities.In this episode, Jamie shares the strategy that he calls the "Sphere of Influence," which is a powerful way to leverage existing relationships to open doors that most consultants spend years trying to access through cold outreach. You are going to discover why selling to larger organizations is often more achievable than most people think, how to overcome the limiting beliefs that keep you from playing small, and the practical framework that Jamie used to grow from serving local companies to winning some of the world's most recognizable brands. If you want to learn how to sell deeper into organizations and sell more to your existing clients, you are going to really enjoy this episode.Welcome to the Consulting Success podcast. I'm your host Michael Zipursky, and in this podcast, we're going to dive deep into the world of elite consultants where you're going to learn the strategies, tactics and mindset to grow a highly profitable and successful consulting business.Before we dive into today's episode. Are you ready to grow and take your consulting business to the next level? Many of the clients that we work with started as podcast listeners just like you, and a consistent theme they have shared with us is that they wished they had reached out sooner about our Clarity Coaching Program rather than waiting for that perfect time. If you're interested in learning more about how we help consultants just like you, we're offering a free, no pressure growth session call. On this call, we're going to dive deep into your goals, challenges and situation and outline a plan that is tailor made just for you. We will also help you identify where you may be making costly and time consuming mistakes to ensure you're benefiting from the proven methods and strategies to grow your consulting business. So don't wait years to find clarity. If you're committed and serious about reaching a new level of success in your consulting business, go ahead and schedule your free growth session. Get in touch today. Just visit Consulting Success - Grow to book your free call today.Jamie Shanks is a serial entrepreneur, CEO of Get Levrg, and pioneer of #SocialSelling. After nearly losing his business to unprofitable growth and drowning in talent costs, Jamie transformed his model by leveraging offshore talent. This pivot fueled market-leading margins, allowing him to scale multiple 7-figure businesses. He previously founded Sales for Life, training hundreds of thousands of sellers globally for giants like Microsoft and Oracle. Today, Get Levrg helps founders scale profitably. A balanced leader, Jamie enjoys competitive skiing and family time at his cottage.Connect with Jamie Shanks: https://www.linkedin.com/in/jamestshanks/Discover more about Get Levrg: https://getlevrg.com/

Want to learn how we can help you grow your consulting business? Schedule your free Growth Session Call today! www.consultingsuccess.com/growMentioned 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

Most consulting firms hit a wall the moment they outgrow their founder's rolodex. They lean on word of mouth until referrals plateau, then panic-hire marketers, dilute their delivery quality, and spend the next three years explaining to clients why they no longer feel like the boutique they originally bought. The exceptions are the firms whose leaders refuse to get comfortable — the ones who treat every renewed contract like it could disappear in a phone call, and who design their team, pipeline, and operating model around that assumption from day one.In this episode, Eddie Monroe — Founder of CCE (Culture & Customer Experience) and a Avanade and Accenture veteran — explains how he built a 17-person consulting firm in four years with zero marketing spend, a 100% referral pipeline, and 50–100% year-over-year growth. He walks through the 15-year Excel stack-rank that powers his hiring, the Monday.com forecasting dashboard he uses to manage pipeline without bench drag, the four differentiators that make CCE hard to replace, and the "healthy paranoia" mindset he developed after losing his ideal client when their champions retired. If you're a consultant trying to scale past solo without losing the edge that got you there, Eddie's playbook is one of the most operationally honest you'll hear this year.Subscribe to Consulting Success here: https://www.consultingsuccess.com/podcast

Want to learn how we can help you grow your consulting business? Schedule your free Growth Session Call today! www.consultingsuccess.com/growMentioned 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

Why do so many consultants struggle to land their first few clients even when they are good at what they do? Well, in this episode, you are going to hear from Dylan Bassett, a consultant who left the corporate world in his mid-20s and built a values-driven consulting firm from scratch in just a few years. What makes Dylan's story different is how he did it, because he had no audience, no big network, and no inbound machine. Instead, he did something that scares so many people. He picked up the phone. We are going to dive into, and you are going to discover, how Dylan used cold calling to land his first few clients, what changed after the first small win that led to a surge in growth, and how narrowing your focus, even when it feels risky, is often the move that unlocks real traction. We also get into how he built a niche in the nonprofit space from zero credibility and why persistence, not tactics, is what actually gets you to momentum. If you have ever felt stuck trying to figure out marketing, this episode will simplify what actually works. Enjoy. Welcome to the Consulting Success podcast. I'm your host Michael Zipursky, and in this podcast, we're going to dive deep into the world of elite consultants where you're going to learn the strategies, tactics and mindset to grow a highly profitable and successful consulting business.Before we dive into today's episode. Are you ready to grow and take your consulting business to the next level? Many of the clients that we work with started as podcast listeners just like you, and a consistent theme they have shared with us is that they wished they had reached out sooner about our Clarity Coaching Program rather than waiting for that perfect time. If you're interested in learning more about how we help consultants just like you, we're offering a free, no pressure growth session call. On this call, we're going to dive deep into your goals, challenges and situation and outline a plan that is tailor made just for you. We will also help you identify where you may be making costly and time consuming mistakes to ensure you're benefiting from the proven methods and strategies to grow your consulting business. So don't wait years to find clarity. If you're committed and serious about reaching a new level of success in your consulting business, go ahead and schedule your free growth session. Get in touch today. Just visit Consulting Success - Grow to book your free call today.Dylan Bassett is the Founder of Dept. 1 Solutions, a Minneapolis-based consultancy helping nonprofits leverage technology for social good. With a background in corporate consulting at RSM and a BS focusing on Management Information Systems and Entrepreneurship from the University of Minnesota, Dylan bridges the gap between complex systems and mission-driven work. He specializes in CRM strategy, data cleanliness, and workflow optimization for organizations that prioritize values. A purpose-driven entrepreneur and avid outdoorsman, Dylan believes technology should be a seamless tool for impact and advocacy.Connect with Dylan Bassett: https://www.linkedin.com/in/dylan-b/Discover more about Dept. 1 Solutions: https://www.dept1solutions.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

Want to learn how we can help you grow your consulting business? Schedule your free Growth Session Call today! www.consultingsuccess.com/growMentioned 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

What does your consulting firm need to look like for someone to actually want to buy it? Well, that's exactly what we're going to be unpacking in this episode with David Mann, an investor focused on acquiring and scaling professional services firms. What's powerful here is his perspective. David doesn't just talk theory. He's evaluating hundreds of firms, looking for the few that are actually built to last and built to scale. In this episode, you're going to discover how to structure your business so that it's not dependent on you, how to build a repeatable sales engine that increases enterprise value, and why understanding your market at a deep, practical level is one of the most overlooked drivers of growth and valuation. We also dive into how AI is changing what makes a firm attractive and what you should be doing now to stay ahead of that shift. If you're not just trying to grow your firm, but you're building something truly valuable, this episode will give you a completely different lens. Welcome to the Consulting Success podcast. I'm your host Michael Zipursky, and in this podcast, we're going to dive deep into the world of elite consultants where you're going to learn the strategies, tactics and mindset to grow a highly profitable and successful consulting business.Before we dive into today's episode. Are you ready to grow and take your consulting business to the next level? Many of the clients that we work with started as podcast listeners just like you, and a consistent theme they have shared with us is that they wished they had reached out sooner about our Clarity Coaching Program rather than waiting for that perfect time. If you're interested in learning more about how we help consultants just like you, we're offering a free, no pressure growth session call. On this call, we're going to dive deep into your goals, challenges and situation and outline a plan that is tailor made just for you. We will also help you identify where you may be making costly and time consuming mistakes to ensure you're benefiting from the proven methods and strategies to grow your consulting business. So don't wait years to find clarity. If you're committed and serious about reaching a new level of success in your consulting business, go ahead and schedule your free growth session. Get in touch today. Just visit Consulting Success - Grow to book your free call today.David is the Managing Partner at The Firefly Group, focusing on acquiring andgrowing lower-middle market companies. With over two decades of experience, hepartners with management teams to drive operational excellence and long-termvalue. Previously, David co-founded Spring Mill Venture Partners and heldleadership roles at ServiceMaster Ventures. A former U.S. Navy officer, heteaches at Indiana University's Kelley School of Business and serves onnon-profit boards. He holds an MBA from Harvard Business School and a BS fromthe U.S. Naval Academy.Connect with David Mann: https://www.linkedin.com/in/david-o-mann/Discover more about The Firefly Group: https://www.thefireflygrp.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

Want to learn how we can help you grow your consulting business? Schedule your free Growth Session Call today! www.consultingsuccess.com/growMentioned 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

Want to learn how we can help you grow your consulting business? Schedule your free Growth Session Call today! www.consultingsuccess.com/grow

Most consulting firms struggle with the feast or famine cycle. They have great months followed by silence. So what does it take to build a consulting firm that keeps growing for 24 years? Well, my guest, Carlo Cuesta, co-founder of Creation in Common, a consulting firm that helps nonprofits and government organizations collaborate, plan strategically, and strengthen communities. Over the past two decades, Carlo has built a business where up to 80 percent of new work comes from referrals and past clients. In this episode, you're going to discover how strategic partnerships open doors to entirely new markets, why shifting to value-based pricing drove 300 percent growth in five years, and the prospecting discipline required to keep a consulting pipeline strong. If you're building a consulting firm and thinking about the long game, this conversation is packed with lessons. Enjoy. Welcome to the Consulting Success podcast. I'm your host Michael Zipursky, and in this podcast, we're going to dive deep into the world of elite consultants where you're going to learn the strategies, tactics and mindset to grow a highly profitable and successful consulting business.Before we dive into today's episode. Are you ready to grow and take your consulting business to the next level? Many of the clients that we work with started as podcast listeners just like you, and a consistent theme they have shared with us is that they wished they had reached out sooner about our Clarity Coaching Program rather than waiting for that perfect time. If you're interested in learning more about how we help consultants just like you, we're offering a free, no pressure growth session call. On this call, we're going to dive deep into your goals, challenges and situation and outline a plan that is tailor made just for you. We will also help you identify where you may be making costly and time consuming mistakes to ensure you're benefiting from the proven methods and strategies to grow your consulting business. So don't wait years to find clarity. If you're committed and serious about reaching a new level of success in your consulting business, go ahead and schedule your free growth session. Get in touch today. Just visit Consulting Success - Grow to book your free call today.With over 30 years of experience consulting for nonprofit organizations, Carlo Cuesta is a key leader at Creation In Common. His extensive client roster includes the Greater Twin Cities United Way, McKnight Foundation, and Walker Art Center. A dedicated advocate for the sector, Carlo leads workshops for the Minnesota Council for Nonprofits, contributes to the Nonprofit Quarterly, and serves on the national board of the Financial Commons. He is a former University of Minnesota adjunct faculty member and holds an MBA from the University of St. Thomas.Connect with Carlo Cuesta: https://www.linkedin.com/in/cmcuesta/Discover more about Creation in Common: https://creationincommon.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/coaching-for-consultants

Want to learn how we can help you grow your consulting business? Schedule your free Growth Session Call today! www.consultingsuccess.com/growMentioned in this episode:Your 3-Day Blueprint for Consulting Growth in San Diego.Imagine your future self looking back on the single event that changed everything. The Consulting Success Mastermind in San Diego (April 30 - May 2, 2026) is designed to be that moment. For three days, you'll be surrounded by high-performing peers, world-class mentors, and a community genuinely dedicated to your success. Walk away with strategic clarity and unstoppable momentum. Create your breakthrough moment. Learn more about the San Diego Mastermind: www.consultingsuccess.com/sandiego

Have you ever noticed that the harder you try to win the business, the less trusted you feel? What if the real power move in consulting isn't persuasion, but indifference? Well, Peter Block has spent more than forty years redefining what it means to be a consultant. He's the author of Flawless Consulting. He's shaped generations of advisors who want to move beyond being vendors and become true partners. What makes Peter different is this: he never built his firm around scale. He built it around contribution, around trust, around asking clients one uncomfortable question: "What's your contribution to the very thing you're trying to change?" In this episode, you're going to learn how to structure sales conversations that build authority without boasting, how to handle resistant stakeholders without losing your grounding, and why implementation always begins with relationship. Because, in the end, consultants who win aren't the ones who persuade better, they're the ones who are willing to tell the truth, even if it costs them the deal. Enjoy. Welcome to the Consulting Success podcast. I'm your host Michael Zipursky, and in this podcast, we're going to dive deep into the world of elite consultants where you're going to learn the strategies, tactics and mindset to grow a highly profitable and successful consulting business.Before we dive into today's episode. Are you ready to grow and take your consulting business to the next level? Many of the clients that we work with started as podcast listeners just like you, and a consistent theme they have shared with us is that they wished they had reached out sooner about our Clarity Coaching Program rather than waiting for that perfect time. If you're interested in learning more about how we help consultants just like you, we're offering a free, no pressure growth session call. On this call, we're going to dive deep into your goals, challenges and situation and outline a plan that is tailor made just for you. We will also help you identify where you may be making costly and time consuming mistakes to ensure you're benefiting from the proven methods and strategies to grow your consulting business. So don't wait years to find clarity. If you're committed and serious about reaching a new level of success in your consulting business, go ahead and schedule your free growth session. Get in touch today. Just visit Consulting Success - Grow to book your free call today.Peter Block is an author and consultant whose work focuses on community building and civic engagement. A partner in Designed Learning, he offers workshops based on his books, which include the bestselling Flawless Consulting and Stewardship. Block's core message is about creating workplaces and communities based on consent and connectedness, rather than control. He is a founder of the Common Good Collective and seeks to foster a world that reclaims our humanity.Connect with Peter Block: https://www.peterblock.com/Discover more about Designed Learning: https://designedlearning.com/Mentioned in this episode:Your 3-Day Blueprint for Consulting Growth in San Diego.Imagine your future self looking back on the single event that changed everything. The Consulting Success Mastermind in San Diego (April 30 - May 2, 2026) is designed to be that moment. For three days, you'll be surrounded by high-performing peers, world-class mentors, and a community genuinely dedicated to your success. Walk away with strategic clarity and unstoppable momentum. Create your breakthrough moment. Learn more about the San Diego Mastermind: www.consultingsuccess.com/sandiegoGet 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

Want to learn how we can help you grow your consulting business? Schedule your free Growth Session Call today! www.consultingsuccess.com/growMentioned in this episode:Double Your Revenue & Gain Control with Clarity 2.0's Proven Growth System.Stop grinding and start leading. Clarity 2.0 is more than coaching; it's an ROI-verified Growth System built for consultants. Gain personalized coaching, proven frameworks, and intelligent AI-powered tools to accelerate your learning. Discover how to attract ideal clients, command premium fees, and build confidence. Over 1,000 consultants have already transformed their businesses. Learn how to intentionally lead your growth. Book your Growth Session Call: www.consultingsuccess.com/growYour 3-Day Blueprint for Consulting Growth in San Diego.Imagine your future self looking back on the single event that changed everything. The Consulting Success Mastermind in San Diego (April 30 - May 2, 2026) is designed to be that moment. For three days, you'll be surrounded by high-performing peers, world-class mentors, and a community genuinely dedicated to your success. Walk away with strategic clarity and unstoppable momentum. Create your breakthrough moment. Learn more about the San Diego Mastermind: www.consultingsuccess.com/sandiego

What if the real risk in your consulting business isn't failing? It's building something that quietly owns you? Jonathan Bennett knows what it's like to carry that weight. Long days, payroll responsibility, government funded clients that can freeze overnight, a growing team depending on your decisions. Well, he scaled his firm past seven figures, he built a team of 13, and he created productized services that ran without him in the room. But along the way, he faced hiring mistakes that cost him painful layoffs during a funding shutdown, and the sobering realization that security is often an illusion, whether you're in corporate or on your own. In this episode, you're going to discover how to stress test your consulting firm before it breaks; how to scale without overexposing yourself to risk; and how to structure an exit that protects both your finances and your identity.If you're carrying the pressure of growth and wondering how exposed you really are, this conversation will force you to think differently about stability, control, and what you're actually building. Enjoy.Welcome to the Consulting Success podcast. I'm your host Michael Zipursky, and in this podcast, we're going to dive deep into the world of elite consultants where you're going to learn the strategies, tactics and mindset to grow a highly profitable and successful consulting business.Before we dive into today's episode. Are you ready to grow and take your consulting business to the next level? Many of the clients that we work with started as podcast listeners just like you, and a consistent theme they have shared with us is that they wished they had reached out sooner about our Clarity Coaching Program rather than waiting for that perfect time. If you're interested in learning more about how we help consultants just like you, we're offering a free, no pressure growth session call. On this call, we're going to dive deep into your goals, challenges and situation and outline a plan that is tailor made just for you. We will also help you identify where you may be making costly and time consuming mistakes to ensure you're benefiting from the proven methods and strategies to grow your consulting business. So don't wait years to find clarity. If you're committed and serious about reaching a new level of success in your consulting business, go ahead and schedule your free growth session. Get in touch today. Just visit Consulting Success - Grow to book your free call today.Mentioned in this episode:Get Expert Insights into Your Consulting Business: Claim Your FREE Growth Session Now!Want to get personalized feedback and actionable insights on your consulting business from seasoned experts who've been in your shoes? The Consulting Success Clarity Coaching Program offers just that, and you can experience a taste of it with a FREE, no-obligation Growth Session. On this call, you'll explore how to optimize your business model, refine your messaging, and build a predictable stream of high-value clients. https://www.consultingsuccess.com/coaching-for-consultantsYour 3-Day Blueprint for Consulting Growth in San Diego.Imagine your future self looking back on the single event that changed everything. The Consulting Success Mastermind in San Diego (April 30 - May 2, 2026) is designed to be that moment. For three days, you'll be surrounded by high-performing peers, world-class mentors, and a community genuinely dedicated to your success. Walk away with strategic clarity and unstoppable momentum. Create your breakthrough moment. Learn more about the San Diego Mastermind: www.consultingsuccess.com/sandiego

Want to learn how we can help you grow your consulting business? Schedule your free Growth Session Call today! www.consultingsuccess.com/growMentioned in this episode:Your 3-Day Blueprint for Consulting Growth in San Diego.Imagine your future self looking back on the single event that changed everything. The Consulting Success Mastermind in San Diego (April 30 - May 2, 2026) is designed to be that moment. For three days, you'll be surrounded by high-performing peers, world-class mentors, and a community genuinely dedicated to your success. Walk away with strategic clarity and unstoppable momentum. Create your breakthrough moment. Learn more about the San Diego Mastermind: www.consultingsuccess.com/sandiegoDouble Your Revenue & Gain Control with Clarity 2.0's Proven Growth System.Stop grinding and start leading. Clarity 2.0 is more than coaching; it's an ROI-verified Growth System built for consultants. Gain personalized coaching, proven frameworks, and intelligent AI-powered tools to accelerate your learning. Discover how to attract ideal clients, command premium fees, and build confidence. Over 1,000 consultants have already transformed their businesses. Learn how to intentionally lead your growth. Book your Growth Session Call: www.consultingsuccess.com/grow

What if the fastest way to grow your consulting business isn't better marketing, but deeper trust inside the relationships you already built? Mooly Beeri spent years inside global tech giants like Microsoft and Philips, leading large-scale software engineering organizations. But when he launched his own consulting firm, he hit a wall most founders don't expect. No pipeline, no built-in demand, and no projects falling into his lap.In this episode, you will discover why six different lead generation agencies failed him, how losing two major clients in six months reshaped his entire approach to business development, and why 90 percent of his revenue today comes from something far simpler than funnels or outbound campaigns.If you are building a high-level consulting practice and want more stability, stronger positioning, and clients who already trust you before the first call, well, this conversation will shift how you think about growth. So dig in and enjoy. Welcome to the Consulting Success podcast. I'm your host Michael Zipursky, and in this podcast, we're going to dive deep into the world of elite consultants where you're going to learn the strategies, tactics and mindset to grow a highly profitable and successful consulting business.Before we dive into today's episode. Are you ready to grow and take your consulting business to the next level? Many of the clients that we work with started as podcast listeners just like you, and a consistent theme they have shared with us is that they wished they had reached out sooner about our Clarity Coaching Program rather than waiting for that perfect time. If you're interested in learning more about how we help consultants just like you, we're offering a free, no pressure growth session call. On this call, we're going to dive deep into your goals, challenges and situation and outline a plan that is tailor made just for you. We will also help you identify where you may be making costly and time consuming mistakes to ensure you're benefiting from the proven methods and strategies to grow your consulting business. So don't wait years to find clarity. If you're committed and serious about reaching a new level of success in your consulting business, go ahead and schedule your free growth session. Get in touch today. Just visit Consulting Success - Grow to book your free call today.Mooly Beeri is the CEO and Co-Founder of BetterSoftware.dev. With nearly 30 years of experience under his belt, Mooly specializes in transforming how large enterprises approach software development, and has driven software excellence for global giants like Microsoft, Mercedes, Philips, and Aptiv. He is the creator of the BetterSoftware Excellence Framework, a methodology that provides end-to-end visibility into the software development lifecycle, helping organizations identify hidden bottlenecks, optimize processes, and achieve continuous, long-term growth.Connect with Mooly Beeri: https://www.linkedin.com/in/mooly-beeri/Discover more about BetterSoftware: https://www.linkedin.com/company/bettersoftware-dev/Mentioned in this episode:Your 3-Day Blueprint for Consulting Growth in San Diego.Imagine your future self looking back on the single event that changed everything. The Consulting Success Mastermind in San Diego (April 30 - May 2, 2026) is designed to be that moment. For three days, you'll be surrounded by high-performing peers, world-class mentors, and a community genuinely dedicated to your success. Walk away with strategic clarity and unstoppable momentum. Create your breakthrough moment. Learn more about the San Diego Mastermind: www.consultingsuccess.com/sandiegoDouble Your Revenue & Gain Control with Clarity 2.0's Proven Growth System.Stop grinding and start leading. Clarity 2.0 is more than coaching; it's an ROI-verified Growth System built for consultants. Gain personalized coaching, proven frameworks, and intelligent AI-powered tools to accelerate your learning. Discover how to attract ideal clients, command premium fees, and build confidence. Over 1,000 consultants have already transformed their businesses. Learn how to intentionally lead your growth. Book your Growth Session Call: www.consultingsuccess.com/grow

Want to learn how we can help you grow your consulting business? Schedule your free Growth Session Call today! www.consultingsuccess.com/growMentioned in this episode:Your 3-Day Blueprint for Consulting Growth in San Diego.Imagine your future self looking back on the single event that changed everything. The Consulting Success Mastermind in San Diego (April 30 - May 2, 2026) is designed to be that moment. For three days, you'll be surrounded by high-performing peers, world-class mentors, and a community genuinely dedicated to your success. Walk away with strategic clarity and unstoppable momentum. Create your breakthrough moment. Learn more about the San Diego Mastermind: www.consultingsuccess.com/sandiegoGet 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/coaching-for-consultants

Have you ever hit a level of success that's supposed to feel like freedom, and instead, it starts to feel like you've built yourself a job that you can't escape?Well, that's the tension that Elliot Begoun found himself in after building a seven-figure consulting business. He had the systems, the team, repeatable delivery, the whole thing. So from the outside, it looked like everything was dialed in. Internally, he was starting to feel depleted and, honestly, a bit bored.Well, Elliot's story is powerful because he didn't start out as a natural consultant. He climbed the corporate ladder, walked away, and had to learn how to build from zero. Then he went through multiple stages: solo to team, broad to niche, one-to-many to premium advisory. And eventually, he made a full-circle shift that changed everything.So in this episode, you're going to hear the hidden cost of building a model that requires constant funnel feeding, how Elliot reduced client count without taking a revenue hit, and what to change when you want fewer clients, more depth, and more breathing room in your business. If you've ever been thinking to yourself, "Something doesn't feel right about my business," then press play right now and enjoy this episode.Welcome to the Consulting Success podcast. I'm your host Michael Zipursky, and in this podcast, we're going to dive deep into the world of elite consultants where you're going to learn the strategies, tactics and mindset to grow a highly profitable and successful consulting business.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/coaching-for-consultantsYour 3-Day Blueprint for Consulting Growth in San Diego.Imagine your future self looking back on the single event that changed everything. The Consulting Success Mastermind in San Diego (April 30 - May 2, 2026) is designed to be that moment. For three days, you'll be surrounded by high-performing peers, world-class mentors, and a community genuinely dedicated to your success. Walk away with strategic clarity and unstoppable momentum. Create your breakthrough moment. Learn more about the San Diego Mastermind: www.consultingsuccess.com/sandiego

Want to learn how we can help you grow your consulting business? Schedule your free Growth Session Call today! www.consultingsuccess.com/growMentioned in this episode:Follow Consulting Success!Make sure you're following us on your podcast app! Already subscribed? Tell a friend about the show that you think could benefit as well!Your 3-Day Blueprint for Consulting Growth in San Diego.Imagine your future self looking back on the single event that changed everything. The Consulting Success Mastermind in San Diego (April 30 - May 2, 2026) is designed to be that moment. For three days, you'll be surrounded by high-performing peers, world-class mentors, and a community genuinely dedicated to your success. Walk away with strategic clarity and unstoppable momentum. Create your breakthrough moment. Learn more about the San Diego Mastermind: www.consultingsuccess.com/sandiego

Ready to learn what goes into scaling a tech-focused consulting firm from the ground up? In this episode, Tommy Ogden, co-founder of Activera Consulting, shares the fascinating journey of launching and growing a multimillion-dollar consultancy within just one year. Drawing on his extensive experience in both boutique firms and global giants like Accenture, Tommy delves into the strategic decisions that have propelled Activera’s rapid success. He offers a candid look at the challenges of balancing talent acquisition with business development, the importance of defining and honing in on core service pillars, and the key lessons learned from his transition out of the corporate world. Tommy’s insights provide a blueprint for anyone looking to build a successful, agile consulting business that can adapt and thrive in a competitive market.In this episode, you will learn:How to strategically define and focus on core service offerings for business growthThe importance of balancing talent acquisition with securing big deals in a small firmInsights into transitioning from corporate roles to founding a new consulting businessThe role of relationship-building in business development and client retentionEffective strategies for managing project margins and maintaining profitability in consulting—Welcome to the Consulting Success podcast. I’m your host Michael Zipursky, and in this podcast, we’re going to dive deep into the world of elite consultants where you’re going to learn the strategies, tactics and mindset to grow a highly profitable and successful consulting business.Before we dive into today’s episode. Are you ready to grow and take your consulting business to the next level? Many of the clients that we work with started as podcast listeners just like you, and a consistent theme they have shared with us is that they wished they had reached out sooner about our Clarity Coaching Program rather than waiting for that perfect time. If you’re interested in learning more about how we help consultants just like you, we’re offering a free, no pressure growth session call. On this call, we’re going to dive deep into your goals, challenges and situation and outline a plan that is tailor made just for you. We will also help you identify where you may be making costly and time consuming mistakes to ensure you’re benefiting from the proven methods and strategies to grow your consulting business.So don’t wait years to find clarity. If you’re committed and serious about reaching a new level of success in your consulting business, go ahead and schedule your free growth session. Get in touch today. Just visit Consulting Success – Grow to book your free call today.Mentioned in this episode:Follow Consulting Success!Make sure you're following us on your podcast app! Already subscribed? Tell a friend about the show that you think could benefit as well!Your 3-Day Blueprint for Consulting Growth in San Diego.Imagine your future self looking back on the single event that changed everything. The Consulting Success Mastermind in San Diego (April 30 - May 2, 2026) is designed to be that moment. For three days, you'll be surrounded by high-performing peers, world-class mentors, and a community genuinely dedicated to your success. Walk away with strategic clarity and unstoppable momentum. Create your breakthrough moment. Learn more about the San Diego Mastermind: www.consultingsuccess.com/sandiego

Want to learn how we can help you grow your consulting business? Schedule your free Growth Session Call today! www.consultingsuccess.com/growMentioned in this episode:Your 3-Day Blueprint for Consulting Growth in San Diego.Imagine your future self looking back on the single event that changed everything. The Consulting Success Mastermind in San Diego (April 30 - May 2, 2026) is designed to be that moment. For three days, you'll be surrounded by high-performing peers, world-class mentors, and a community genuinely dedicated to your success. Walk away with strategic clarity and unstoppable momentum. Create your breakthrough moment. Learn more about the San Diego Mastermind: www.consultingsuccess.com/sandiego

What if the reason your consulting business hasn't grown isn't because you lack the perfect strategy, but because you need to learn how to hold better conversations? In this episode, I'm joined by Manal Sayid, a facilitator and consultant who quietly built a seven-figure practice by helping leaders navigate the conversations most people avoid. Manal didn't start in consulting. She started in non profit HR, volunteered on a suicide prevention line for nearly a decade, and learned at a very human level how trust is built when people feel heard. In this conversation, you'll discover why relationship building without an agenda can outperform traditional business development; how being braver with clients leads to more respect, better work, and stronger outcomes; and what it really takes to facilitate change when there's tension, power dynamics, or uncertainty in the room. If your growth depends on trust, referrals, and leading real conversations, not just selling frameworks, then this episode will change how you think about your role as a consultant and consulting business owner.Welcome to the Consulting Success podcast. I'm your host Michael Zipursky, and in this podcast, we're going to dive deep into the world of elite consultants where you're going to learn the strategies, tactics and mindset to grow a highly profitable and successful consulting business.Before we dive into today's episode. Are you ready to grow and take your consulting business to the next level? Many of the clients that we work with started as podcast listeners just like you, and a consistent theme they have shared with us is that they wished they had reached out sooner about our Clarity Coaching Program rather than waiting for that perfect time. If you're interested in learning more about how we help consultants just like you, we're offering a free, no pressure growth session call. On this call, we're going to dive deep into your goals, challenges and situation and outline a plan that is tailor made just for you. We will also help you identify where you may be making costly and time consuming mistakes to ensure you're benefiting from the proven methods and strategies to grow your consulting business. So don't wait years to find clarity. If you're committed and serious about reaching a new level of success in your consulting business, go ahead and schedule your free growth session. Get in touch today. Just visit Consulting Success - Grow to book your free call today.Mentioned in this episode:Your 3-Day Blueprint for Consulting Growth in San Diego.Imagine your future self looking back on the single event that changed everything. The Consulting Success Mastermind in San Diego (April 30 - May 2, 2026) is designed to be that moment. For three days, you'll be surrounded by high-performing peers, world-class mentors, and a community genuinely dedicated to your success. Walk away with strategic clarity and unstoppable momentum. Create your breakthrough moment. Learn more about the San Diego Mastermind: www.consultingsuccess.com/sandiego

Want to learn how we can help you grow your consulting business? Schedule your free Growth Session Call today! www.consultingsuccess.com/growMentioned in this episode:Your 3-Day Blueprint for Consulting Growth in San Diego.Imagine your future self looking back on the single event that changed everything. The Consulting Success Mastermind in San Diego (April 30 - May 2, 2026) is designed to be that moment. For three days, you'll be surrounded by high-performing peers, world-class mentors, and a community genuinely dedicated to your success. Walk away with strategic clarity and unstoppable momentum. Create your breakthrough moment. Learn more about the San Diego Mastermind: www.consultingsuccess.com/sandiego

Most consulting firms don't fail because of bad strategy. They stall because the founder becomes the bottleneck. Well, that's why I wanted you to hear from John Quirk, who spent decades inside a consulting firm that grew to eight figures, built extraordinary tenure on the team, and ultimately exited. John lived through the messy middle, hiring mistakes, delivery strain, and leadership gaps, and he helped redesign the business from the inside so that it could grow without breaking.In this episode, you're going to learn how John shifted from founder-led execution to durable leadership systems, the exact mindset change that allowed the firm to scale past early growth ceilings, and how to build a consulting company people don't want to leave. That's both your employees and your clients. If you want to build a firm that creates leverage, longevity, and real optionality, not just more revenue, you're going to get a lot out of this conversation. Enjoy.Welcome to the Consulting Success podcast. I'm your host Michael Zipursky, and in this podcast, we're going to dive deep into the world of elite consultants where you're going to learn the strategies, tactics and mindset to grow a highly profitable and successful consulting business.Before we dive into today's episode. Are you ready to grow and take your consulting business to the next level? Many of the clients that we work with started as podcast listeners just like you, and a consistent theme they have shared with us is that they wished they had reached out sooner about our Clarity Coaching Program rather than waiting for that perfect time. If you're interested in learning more about how we help consultants just like you, we're offering a free, no pressure growth session call. On this call, we're going to dive deep into your goals, challenges and situation and outline a plan that is tailor made just for you. We will also help you identify where you may be making costly and time consuming mistakes to ensure you're benefiting from the proven methods and strategies to grow your consulting business. So don't wait years to find clarity. If you're committed and serious about reaching a new level of success in your consulting business, go ahead and schedule your free growth session. Get in touch today. Just visit Consulting Success - Grow to book your free call today.

Want to learn how we can help you grow your consulting business? Schedule your free Growth Session Call today! www.consultingsuccess.com/growMentioned in this episode:Your 3-Day Blueprint for Consulting Growth in San Diego.Imagine your future self looking back on the single event that changed everything. The Consulting Success Mastermind in San Diego (April 30 - May 2, 2026) is designed to be that moment. For three days, you'll be surrounded by high-performing peers, world-class mentors, and a community genuinely dedicated to your success. Walk away with strategic clarity and unstoppable momentum. Create your breakthrough moment. Learn more about the San Diego Mastermind: www.consultingsuccess.com/sandiego

Selling over 12 million copies of his books worldwide, Surrounded by Idiots author Thomas Erikson knows a thing or two about human nature. But before the global fame, he spent 20 years writing in obscurity while working a "boring" banking job. He joins Michael to reveal why understanding the four core behavioral styles - Red, Yellow, Green, and Blue - is the ultimate hack for sales, leadership, and negotiation, and offers a proven framework for mirroring your prospects to build instant trust. If you want to stop wasting time on pitches that don't land and start scaling your influence, Thomas shares his blueprint for communication mastery and ruthless productivity.In this episode, you will learn about:The reality behind Thomas’s “overnight success” and why he persisted through 20 years of rejection.A breakdown of the Red, Yellow, Green, and Blue behavioral styles and how to spot them instantly.The "Mirroring" technique: How to adapt your communication style to close deals faster and cut meeting times in half.How to identify a prospect’s personality type without asking them to take a formal assessment.The “Ferrari Strategy”: Why Thomas keeps his coaching high-priced and exclusive to build brand value.Why "follow your passion" is often bad advice, and why you should focus on what you are good at instead.How to scale a global business using a licensing and affiliate model rather than hiring an army of consultants.The secret to high-level productivity: The "I only do what only I can do" framework for extreme delegation.Welcome to the Consulting Success podcast. I'm your host Michael Zipursky, and in this podcast, we're going to dive deep into the world of elite consultants where you're going to learn the strategies, tactics and mindset to grow a highly profitable and successful consulting business.Before we dive into today's episode. Are you ready to grow and take your consulting business to the next level? Many of the clients that we work with started as podcast listeners just like you, and a consistent theme they have shared with us is that they wished they had reached out sooner about our Clarity Coaching Program rather than waiting for that perfect time. If you're interested in learning more about how we help consultants just like you, we're offering a free, no pressure growth session call. On this call, we're going to dive deep into your goals, challenges and situation and outline a plan that is tailor made just for you. We will also help you identify where you may be making costly and time consuming mistakes to ensure you're benefiting from the proven methods and strategies to grow your consulting business. So don't wait years to find clarity. If you're committed and serious about reaching a new level of success in your consulting business, go ahead and schedule your free growth session. Get in touch today. Just visit Consulting Success - Grow to book your free call today.Thomas Erikson is a Swedish behaviorist and author of the global phenomenon Surrounded by Idiots, with over 12 million copies sold in 70+ languages whose mission is to make human behavior understandable. By applying the DISC model, he teaches practical self-awareness for better leadership and communication. Writing for 20 years before his breakthrough, Thomas now lectures 120+ times a year and impacts executives worldwide. He lives in the Swedish countryside with his wife, dogs, and a collection of classic Land Rovers, guided by one idea: you cannot change others, only yourself.Connect with Thomas Erikson: https://www.linkedin.com/company/surroundedbyidiots/Discover more about Surrounded by Idiots: https://www.surroundedbyidiots.com/en/Mentioned in this episode:Your 3-Day Blueprint for Consulting Growth in San Diego.Imagine your future self looking back on the single event that changed everything. The Consulting Success Mastermind in San Diego (April 30 - May 2, 2026) is designed to be that moment. For three days, you'll be surrounded by high-performing peers, world-class mentors, and a community genuinely dedicated to your success. Walk away with strategic clarity and unstoppable momentum. Create your breakthrough moment. Learn more about the San Diego Mastermind: www.consultingsuccess.com/sandiego

Want to learn how we can help you grow your consulting business? Schedule your free Growth Session Call today!  www.consultingsuccess.com/growMentioned in this episode:The Inner CircleIf you're running a 7-figure consulting business and are ready to be in a room of committed peers, this is for you. The Inner Circle is a high-level mastermind focused on proven strategies for scaling and lifestyle design. This is not for everyone, but if it's for you, you already know. www.consultingsuccess.com/inner-circle

Have you ever wondered what happens when you stop trying to serve everyone and double down on one niche you know inside out? That's exactly what Julie Lawless did. From corporate comms for brands like Nissan and Mars Petcare to running her own firm in animal health and AgTech, Julie has built a business that thrives because it's focused. In this episode, we unpack how she made that shift, moving from hourly billing to retainers, building a standout reputation in a small industry, and leading a team that runs smoothly without her in every single detail. If you've been thinking about specializing or tightening your focus, you'll take a ton of practical insight from this one. Enjoy.Welcome to the Consulting Success podcast. I'm your host Michael Zipursky, and in this podcast, we're going to dive deep into the world of elite consultants where you're going to learn the strategies, tactics and mindset to grow a highly profitable and successful consulting business.Before we dive into today's episode. Are you ready to grow and take your consulting business to the next level? Many of the clients that we work with started as podcast listeners just like you, and a consistent theme they have shared with us is that they wished they had reached out sooner about our Clarity Coaching Program rather than waiting for that perfect time. If you're interested in learning more about how we help consultants just like you, we're offering a free, no pressure growth session call. On this call, we're going to dive deep into your goals, challenges and situation and outline a plan that is tailor made just for you. We will also help you identify where you may be making costly and time consuming mistakes to ensure you're benefiting from the proven methods and strategies to grow your consulting business. So don't wait years to find clarity. If you're committed and serious about reaching a new level of success in your consulting business, go ahead and schedule your free growth session. Get in touch today. Just visit Consulting Success - Grow to book your free call today.With over two decades in corporate communications at Elanco, Mars Petcare, and Nissan, Julie Lawless is a proven leader in strategic communications. A Pet Age "Woman of Influence," she notably managed Elanco's IPO and the landmark acquisition of Bayer Animal Health. In 2022, she founded Lawless Comms to provide purpose-driven counsel in M&A, crisis, and ESG communications to the animal health, veterinary, and food production industries, leveraging her deep expertise to make a positive impact.Connect with Julie Lawless: https://www.linkedin.com/in/julielawless/Discover more about Lawless Comms: https://www.lawlesscomms.com/Mentioned in this episode:The Inner CircleIf you're running a 7-figure consulting business and are ready to be in a room of committed peers, this is for you. The Inner Circle is a high-level mastermind focused on proven strategies for scaling and lifestyle design. This is not for everyone, but if it's for you, you already know. www.consultingsuccess.com/inner-circle

Want to learn how we can help you grow your consulting business? Schedule your free Growth Session Call today!  www.consultingsuccess.com/growMentioned in this episode:The Inner CircleIf you're running a 7-figure consulting business and are ready to be in a room of committed peers, this is for you. The Inner Circle is a high-level mastermind focused on proven strategies for scaling and lifestyle design. This is not for everyone, but if it's for you, you already know. www.consultingsuccess.com/inner-circle

What if the biggest growth opportunity in your consulting business isn't scaling, but in simplifying what you deliver? This week I'm talking with Abhijit Verekar, founder and CEO of Avèro Advisors, a 50-person consulting firm that's helping U.S. cities and counties modernize through smarter tech strategy. And also of course now through AI. Abhijit built his success by breaking the rules that most consultants blindly follow. He's not selling software, he's not doing implementation. He's the independent advisor that government leaders actually trust. And now he's doubling down on AI and Micro-SaaS to deliver faster results without losing what makes consulting valuable: the human experience. So in this episode, you're going to discover why being truly independent is your most powerful differentiator in a crowded market; how to use AI to accelerate delivery without eroding your fees and authority; and the surprising way that Abhijit turned government bureaucracy into a high-margin, moat-protected niche. If you ever wondered how to build a consulting business that wins hard-to-acquire clients and stays ahead of technology, this one's for you. Welcome to the Consulting Success podcast. I'm your host Michael Zipursky, and in this podcast, we're going to dive deep into the world of elite consultants where you're going to learn the strategies, tactics and mindset to grow a highly profitable and successful consulting business.Before we dive into today's episode. Are you ready to grow and take your consulting business to the next level? Many of the clients that we work with started as podcast listeners just like you, and a consistent theme they have shared with us is that they wished they had reached out sooner about our Clarity Coaching Program rather than waiting for that perfect time. If you're interested in learning more about how we help consultants just like you, we're offering a free, no pressure growth session call. On this call, we're going to dive deep into your goals, challenges and situation and outline a plan that is tailor made just for you. We will also help you identify where you may be making costly and time consuming mistakes to ensure you're benefiting from the proven methods and strategies to grow your consulting business. So don't wait years to find clarity. If you're committed and serious about reaching a new level of success in your consulting business, go ahead and schedule your free growth session. Get in touch today. Just visit Consulting Success - Grow to book your free call today.Abhijit Verekar is the Founder & CEO of Avèro Advisors, dedicated to modernizing local governments through tech innovation. With 20+ years of experience, he bridges the gap between technology and public service, guiding agencies through complex ERP implementations and strategic IT overhauls. Combining a finance background with creative problem-solving, Abhijit helps municipalities save millions and streamline operations. Under his leadership, Avèro has earned multiple Inc. 5000 honors. A Forbes Technology Council member, he is a speaker known for turning daunting IT projects into success stories.Connect with Abhijit Verekar: https://www.linkedin.com/in/verekar/Discover more about Avèro Advisors: https://averoadvisors.com/Mentioned in this episode:The Inner CircleIf you're running a 7-figure consulting business and are ready to be in a room of committed peers, this is for you. The Inner Circle is a high-level mastermind focused on proven strategies for scaling and lifestyle design. This is not for everyone, but if it's for you, you already know. www.consultingsuccess.com/inner-circle

Want to learn how we can help you grow your consulting business? Schedule your free Growth Session Call today!  www.consultingsuccess.com/growMentioned in this episode:The Inner CircleIf you're running a 7-figure consulting business and are ready to be in a room of committed peers, this is for you. The Inner Circle is a high-level mastermind focused on proven strategies for scaling and lifestyle design. This is not for everyone, but if it's for you, you already know. www.consultingsuccess.com/inner-circle

In today's market, there are two types of consultants: those who passively wait for the phone to ring, hoping their reputation brings in the next deal, and those who proactively shape their clients' thinking and create their own opportunities. One is struggling; the other one is building a future-proof book of business. So what's the real difference? Well, one is an Activator.I'm here with Matt Dixon, author of the well-known book The Challenger Sale, and the researcher who literally wrote the book on this topic. He studied thousands of people working in professional services, and that includes many, many consultants, to decode what the absolute best are doing differently. So don't go anywhere because Matt is about to give you the three core mindsets of a top performer and show you how to shift from just being an Expert to becoming the Activator your clients truly and deeply value.In this episode you will learn:The single biggest mistake experts make in sales conversations.Why the most important "conversation" happens before you ever speak to a prospect.How to scale a service business with a team of coaches without sacrificing quality.The philosophical shift from chasing revenue to embracing "continuous growth."The Four Conversations model for a more authentic and effective sales process.The common trap of "moving down market" and why it rarely works.How to leverage AI as a powerful tool while understanding its limitations.Welcome to the Consulting Success podcast. I'm your host Michael Zipursky, and in this podcast, we're going to dive deep into the world of elite consultants where you're going to learn the strategies, tactics and mindset to grow a highly profitable and successful consulting business.Before we dive into today's episode. Are you ready to grow and take your consulting business to the next level? Many of the clients that we work with started as podcast listeners just like you, and a consistent theme they have shared with us is that they wished they had reached out sooner about our Clarity Coaching Program rather than waiting for that perfect time. If you're interested in learning more about how we help consultants just like you, we're offering a free, no pressure growth session call. On this call, we're going to dive deep into your goals, challenges and situation and outline a plan that is tailor made just for you. We will also help you identify where you may be making costly and time consuming mistakes to ensure you're benefiting from the proven methods and strategies to grow your consulting business. So don't wait years to find clarity. If you're committed and serious about reaching a new level of success in your consulting business, go ahead and schedule your free growth session. Get in touch today. Just visit Consulting Success - Grow to book your free call today.Matt Dixon is a world-renowned expert on sales and customer experience. As a founding partner of DCM Insights and a frequent Harvard Business Review contributor, his research has shaped modern business strategy through bestselling books like the modern classic The Challenger Sale, The JOLT Effect, and his newest work, The Activator Advantage. As a sought-after speaker and advisor to management teams around the globe, his data-backed frameworks help companies attract, retain, and grow their customers.Connect with Matt DixonDiscover more about DCM InsightsMentioned in this episode:The Inner CircleIf you're running a 7-figure consulting business and are ready to be in a room of committed peers, this is for you. The Inner Circle is a high-level mastermind focused on proven strategies for scaling and lifestyle design. This is not for everyone, but if it's for you, you already know. www.consultingsuccess.com/inner-circle

Want to learn how we can help you grow your consulting business? Schedule your free Growth Session Call today!  www.consultingsuccess.com/growMentioned in this episode:Get Expert Insights into Your Consulting Business: Claim Your FREE Growth Session Now!Want to get personalized feedback and actionable insights on your consulting business from seasoned experts who've been in your shoes? The Consulting Success Clarity Coaching Program offers just that, and you can experience a taste of it with a FREE, no-obligation Growth Session. On this call, you'll explore how to optimize your business model, refine your messaging, and build a predictable stream of high-value clients. https://www.consultingsuccess.com/grow Double Your Revenue & Gain Control with Clarity 2.0's Proven Growth System.Stop grinding and start leading. Clarity 2.0 is more than coaching; it's an ROI-verified Growth System built for consultants. Gain personalized coaching, proven frameworks, and intelligent AI-powered tools to accelerate your learning. Discover how to attract ideal clients, command premium fees, and build confidence. Over 1,000 consultants have already transformed their businesses. Learn how to intentionally lead your growth. Book your Growth Session Call: www.consultingsuccess.com/grow

My guest today is an American running a consulting business from the mountains of Switzerland. He takes every Friday off and skis many mornings in the winter before his clients even log on. This is not an accident; it is by design. I am talking to Paul Koetke, who is a consultant that mastered the art of building a business that serves his life, not the other way around. He consciously chose to sacrifice his ego to gain more freedom.You are going to want to stick around because we are going to break down the practical decisions that Paul made to put his lifestyle first and how you can do the same without your revenue taking a hit. Welcome to the Consulting Success podcast. I'm your host Michael Zipursky, and in this podcast, we're going to dive deep into the world of elite consultants where you're going to learn the strategies, tactics and mindset to grow a highly profitable and successful consulting business.Before we dive into today's episode. Are you ready to grow and take your consulting business to the next level? Many of the clients that we work with started as podcast listeners just like you, and a consistent theme they have shared with us is that they wished they had reached out sooner about our Clarity Coaching Program rather than waiting for that perfect time. If you're interested in learning more about how we help consultants just like you, we're offering a free, no pressure growth session call. On this call, we're going to dive deep into your goals, challenges and situation and outline a plan that is tailor made just for you. We will also help you identify where you may be making costly and time consuming mistakes to ensure you're benefiting from the proven methods and strategies to grow your consulting business. So don't wait years to find clarity. If you're committed and serious about reaching a new level of success in your consulting business, go ahead and schedule your free growth session. Get in touch today. Just visit Consulting Success - Grow to book your free call today.As the lead consultant at Koetke Consulting LLC, Paul Koetke is dedicated to building dynamic work processes. His career includes projects in a variety of industries, from construction management to healthcare and retail. Prior to founding his own company, Paul was a Customer Success Manager at Smartsheet, where he operated in a hybrid sales and consulting capacity. Inspired by his passion for helping clients achieve significant business transformations, he established his own consulting practice. Paul earned an MBA from HEC Paris and a Bachelor's in Industrial Engineering.Connect with Paul Koetke: www.linkedin.com/in/paulkoetke/Discover more about Koetke Consulting LLC: www.koetkeconsulting.com/Mentioned in this episode:Double Your Revenue & Gain Control with Clarity 2.0's Proven Growth System.Stop grinding and start leading. Clarity 2.0 is more than coaching; it's an ROI-verified Growth System built for consultants. Gain personalized coaching, proven frameworks, and intelligent AI-powered tools to accelerate your learning. Discover how to attract ideal clients, command premium fees, and build confidence. Over 1,000 consultants have already transformed their businesses. Learn how to intentionally lead your growth. Book your Growth Session Call: www.consultingsuccess.com/growGet Expert Insights into Your Consulting Business: Claim Your FREE Growth Session Now!Want to get personalized feedback and actionable insights on your consulting business from seasoned experts who've been in your shoes? The Consulting Success Clarity Coaching Program offers just that, and you can experience a taste of it with a FREE, no-obligation Growth Session. On this call, you'll explore how to optimize your business model, refine your messaging, and build a predictable stream of high-value clients. https://www.consultingsuccess.com/grow

Want to learn how we can help you grow your consulting business? Schedule your free Growth Session Call today!  www.consultingsuccess.com/growMentioned in this episode:Double Your Revenue & Gain Control with Clarity 2.0's Proven Growth System.Stop grinding and start leading. Clarity 2.0 is more than coaching; it's an ROI-verified Growth System built for consultants. Gain personalized coaching, proven frameworks, and intelligent AI-powered tools to accelerate your learning. Discover how to attract ideal clients, command premium fees, and build confidence. Over 1,000 consultants have already transformed their businesses. Learn how to intentionally lead your growth. Book your Growth Session Call: www.consultingsuccess.com/grow

Reaching a million-dollar net worth is a significant achievement, but finance expert Nick Maggiulli argues it can be a "dangerously misleading" milestone, creating a false sense of security. He joins Michael to reveal why your next financial moves are far more crucial than your last. Drawing on extensive data, Nick uncovers the surprising realities of wealth accumulation, highlighting the critical role of business ownership, strategic decision-making, and long-term consistency. If you’re a business owner aiming for true financial independence, Nick offers a fresh perspective and a practical roadmap for the journey from $1 million to $10 million and beyond.In this episode, you will learn about:Why a million-dollar net worth can be a misleading financial milestone.The six distinct levels of the "wealth ladder" and how financial strategies must adapt at each stage.The surprising math behind the journey from $1 million to $10 million for wage earners versus business owners.Why business equity and entrepreneurship are the primary drivers of extreme wealth.The "1% rule" framework for evaluating new income opportunities and prioritizing high-value clients.How to strategically approach selling your business, avoiding forced sales and planning backward from your idealized life.Key financial and business metrics to benchmark your progress on the wealth ladder.The immense power of compounding, consistency, and outlasting your peers in building wealth.How to navigate the AI era by identifying automation-resilient business opportunities.Understanding inflation and the "4% (or 5%) rule" for sustainable long-term financial security.Welcome to the Consulting Success podcast. I'm your host Michael Zipursky, and in this podcast, we're going to dive deep into the world of elite consultants where you're going to learn the strategies, tactics and mindset to grow a highly profitable and successful consulting business.Before we dive into today's episode. Are you ready to grow and take your consulting business to the next level? Many of the clients that we work with started as podcast listeners just like you, and a consistent theme they have shared with us is that they wished they had reached out sooner about our Clarity Coaching Program rather than waiting for that perfect time. If you're interested in learning more about how we help consultants just like you, we're offering a free, no pressure growth session call. On this call, we're going to dive deep into your goals, challenges and situation and outline a plan that is tailor made just for you. We will also help you identify where you may be making costly and time consuming mistakes to ensure you're benefiting from the proven methods and strategies to grow your consulting business. So don't wait years to find clarity. If you're committed and serious about reaching a new level of success in your consulting business, go ahead and schedule your free growth session. Get in touch today. Just visit Consulting Success - Grow to book your free call today.Nick Maggiulli is the creator of ‘Of Dollars And Data’ and COO at Ritholtz Wealth Management. He started blogging in 2017 as a New Year's Resolution, combining his passion for personal finance with data-driven insights. This journey led to his role at Ritholtz and the release of his bestselling book, Just Keep Buying, which has sold over 100,000 copies globally, and his latest work, The Wealth Ladder. Nick's work, featured in WSJ, CNBC, and Money, empowers you to make better financial decisions, act smarter, and live richer by understanding markets, managing risk, and increasing long-term wealth.Connect with Nick Maggiulli: https://www.linkedin.com/in/nickmaggiulli/Discover more about Ritholtz Wealth Management: https://www.ritholtzwealth.com/Mentioned in this episode:Double Your Revenue & Gain Control with Clarity 2.0's Proven Growth System.Stop grinding and start leading. Clarity 2.0 is more than coaching; it's an ROI-verified Growth System built for consultants. Gain personalized coaching, proven frameworks, and intelligent AI-powered tools to accelerate your learning. Discover how to attract ideal clients, command premium fees, and build confidence. Over 1,000 consultants have already transformed their businesses. Learn how to intentionally lead your growth. Book your Growth Session Call: www.consultingsuccess.com/grow

Want to learn how we can help you grow your consulting business? Schedule your free Growth Session Call today!  www.consultingsuccess.com/grow

What happens when your perfectly timed, booming consulting niche suddenly goes bust? Dr. Sherry Boodram and Dr. Lucas McCann, co-founders of the cannabis consulting firm CannDelta, join Michael to share their incredible journey of navigating a volatile industry. They launched their firm from a kitchen table during the "green rush" of Canadian cannabis legalization, quickly growing to a profitable, 20-person team with phones ringing off the hook. But when the market cooled and the inbound leads dried up, they were forced to make a bold choice: adapt or die.Sherry and Lucas detail their strategic and risky pivot into the complex, state-by-state U.S. market. They reveal the multi-channel marketing machine they built from scratch to overcome the "buy local" bias - from a complete rebrand and "boots on the ground" presence to a sophisticated content and SEO strategy. Tune in now for a masterclass in resilience, strategic risk-taking, and building a thriving firm by knowing exactly when and how to pivot.In this episode, you will learn about:Launching and scaling a firm in a brand-new, rapidly growing industry.Recognizing the early warning signs of a market downturn.The strategic pivot from a national market to a complex international one.Overcoming the "buy local" bias when expanding into a new country.Building a multi-channel client acquisition strategy from scratch.The high ROI of a "boots on the ground" and in-person event strategy.Combining SEO, content marketing, and strategic partnerships to generate leads.Why taking calculated financial risks is essential for long-term survival.Navigating complex, multi-layered regulatory and compliance challenges.The role of fitness and a resilient mindset in entrepreneurial success.Welcome to the Consulting Success podcast. I'm your host Michael Zipursky, and in this podcast, we're going to dive deep into the world of elite consultants where you're going to learn the strategies, tactics and mindset to grow a highly profitable and successful consulting business.Before we dive into today's episode. Are you ready to grow and take your consulting business to the next level? Many of the clients that we work with started as podcast listeners just like you, and a consistent theme they have shared with us is that they wished they had reached out sooner about our Clarity Coaching Program rather than waiting for that perfect time. If you're interested in learning more about how we help consultants just like you, we're offering a free, no pressure growth session call. On this call, we're going to dive deep into your goals, challenges and situation and outline a plan that is tailor made just for you. We will also help you identify where you may be making costly and time consuming mistakes to ensure you're benefiting from the proven methods and strategies to grow your consulting business. So don't wait years to find clarity. If you're committed and serious about reaching a new level of success in your consulting business, go ahead and schedule your free growth session. Get in touch today. Just visit Consulting Success - Grow to book your free call today.Mentioned in this episode:Get Expert Insights into Your Consulting Business: Claim Your FREE Growth Session Now!Want to get personalized feedback and actionable insights on your consulting business from seasoned experts who've been in your shoes? The Consulting Success Clarity Coaching Program offers just that, and you can experience a taste of it with a FREE, no-obligation Growth Session. On this call, you'll explore how to optimize your business model, refine your messaging, and build a predictable stream of high-value clients. https://www.consultingsuccess.com/grow Double Your Revenue & Gain Control with Clarity 2.0's Proven Growth System.Stop grinding and start leading. Clarity 2.0 is more than coaching; it's an ROI-verified Growth System built for consultants. Gain personalized coaching, proven frameworks, and intelligent AI-powered tools to accelerate your learning. Discover how to attract ideal clients, command premium fees, and build confidence. Over 1,000 consultants have already transformed their businesses. Learn how to intentionally lead your growth. Book your Growth Session Call: www.consultingsuccess.com/grow

Want to learn how we can help you grow your consulting business? Schedule your free Growth Session Call today!  www.consultingsuccess.com/growMentioned 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/coaching-for-consultantsDouble Your Revenue & Gain Control with Clarity 2.0's Proven Growth System.Stop grinding and start leading. Clarity 2.0 is more than coaching; it's an ROI-verified Growth System built for consultants. Gain personalized coaching, proven frameworks, and intelligent AI-powered tools to accelerate your learning. Discover how to attract ideal clients, command premium fees, and build confidence. Over 1,000 consultants have already transformed their businesses. Learn how to intentionally lead your growth. Book your Growth Session Call: www.consultingsuccess.com/grow

Is your firm's growth strategy inadvertently creating more complexity and less value? David C. Baker, Practice Lead, Advisory Services at Punctuation, and leading expert in strategy and M&A, joins Michael today to challenge conventional wisdom and reveal the fact that fear of insufficient work often dilutes positioning, turning specialists into undifferentiated generalists.David dissects firm growth, the generalist/specialist paradox, and effective marketing, and explains why truly insightful marketing, distinct from mere content, must offer a clear, research-backed, and memorable point of view. He shares his rebranding journey to Punctuation, the impetus for his new M&A book, and current M&A trends favoring sellers. David also offers a pragmatic view on AI, emphasizing its role in enabling better, not just faster, work. Tune in now and learn the critical factors enhancing a firm's sellability and overall health.In this episode, you will learn about:Fear of insufficient work as the biggest positioning obstacle.Generalist versus specialist firm dynamics and evolution.Distinguishing insightful from standard content marketing.Strategic publishing for impactful, resonant messages.Current M&A trends, including a seller's market.Key factors for higher valuations: profit, process, team.Optimizing client concentration and recurring revenue.David's "Sellability Index" for firm valuation.Challenging the "always growing" expectation for fulfillment.Leveraging AI for research and strategy as an opportunity.Welcome to the Consulting Success podcast. I'm your host Michael Zipursky, and in this podcast, we're going to dive deep into the world of elite consultants where you're going to learn the strategies, tactics and mindset to grow a highly profitable and successful consulting business.Before we dive into today's episode. Are you ready to grow and take your consulting business to the next level? Many of the clients that we work with started as podcast listeners just like you, and a consistent theme they have shared with us is that they wished they had reached out sooner about our Clarity Coaching Program rather than waiting for that perfect time. If you're interested in learning more about how we help consultants just like you, we're offering a free, no pressure growth session call. On this call, we're going to dive deep into your goals, challenges and situation and outline a plan that is tailor made just for you. We will also help you identify where you may be making costly and time consuming mistakes to ensure you're benefiting from the proven methods and strategies to grow your consulting business. So don't wait years to find clarity. If you're committed and serious about reaching a new level of success in your consulting business, go ahead and schedule your free growth session. Get in touch today. Just visit Consulting Success - Grow to book your free call today.Mentioned in this episode:Double Your Revenue & Gain Control with Clarity 2.0's Proven Growth System.Stop grinding and start leading. Clarity 2.0 is more than coaching; it's an ROI-verified Growth System built for consultants. Gain personalized coaching, proven frameworks, and intelligent AI-powered tools to accelerate your learning. Discover how to attract ideal clients, command premium fees, and build confidence. Over 1,000 consultants have already transformed their businesses. Learn how to intentionally lead your growth. Book your Growth Session Call: www.consultingsuccess.com/growGet Expert Insights into Your Consulting Business: Claim Your FREE Growth Session Now!Want to get personalized feedback and actionable insights on your consulting business from seasoned experts who've been in your shoes? The Consulting Success Clarity Coaching Program offers just that, and you can experience a taste of it with a FREE, no-obligation Growth Session. On this call, you'll explore how to optimize your business model, refine your messaging, and build a predictable stream of high-value clients. https://www.consultingsuccess.com/coaching-for-consultants

Want to learn how we can help you grow your consulting business? Schedule your free Growth Session Call today!  www.consultingsuccess.com/growMentioned in this episode:Double Your Revenue & Gain Control with Clarity 2.0's Proven Growth System.Stop grinding and start leading. Clarity 2.0 is more than coaching; it's an ROI-verified Growth System built for consultants. Gain personalized coaching, proven frameworks, and intelligent AI-powered tools to accelerate your learning. Discover how to attract ideal clients, command premium fees, and build confidence. Over 1,000 consultants have already transformed their businesses. Learn how to intentionally lead your growth. Book your Growth Session Call: www.consultingsuccess.com/growGet Expert Insights into Your Consulting Business: Claim Your FREE Growth Session Now!Want to get personalized feedback and actionable insights on your consulting business from seasoned experts who've been in your shoes? The Consulting Success Clarity Coaching Program offers just that, and you can experience a taste of it with a FREE, no-obligation Growth Session. On this call, you'll explore how to optimize your business model, refine your messaging, and build a predictable stream of high-value clients. https://www.consultingsuccess.com/coaching-for-consultants

What if the relentless pursuit of growth is actually making your business more complex and less profitable? This week, Michael is joined by Blair Enns, founder of Win Without Pitching and author of The Four Conversations, who returns to the podcast to share how his business has evolved since 2018. Blair reveals how a forced pivot to online training during the pandemic led to significant growth, but also to a profound realization: bigger isn't always better. He explains his counterintuitive decision to stop chasing scale and instead re-engineer his business for simplicity, profitability, and personal fulfillment, a process that involved reducing complexity and empowering a team of coaches to take over training delivery.Blair gets into the nuts and bolts of his powerful sales philosophy, which is built on the idea that experts should stop acting like salespeople and start showing up as the discerning, in-demand advisors they truly are. He walks through his "Four Conversations" model, a framework designed to move prospects from vendor to expert, qualify opportunities, establish value, and close deals without resorting to traditional pitching. Blair also shares his strong opinion on the common trap of "moving down market" by creating lower-priced offerings, explaining why this strategy almost always fails for consultants. Finally, he offers a grounded, practical perspective on AI, detailing how he's building a "Blair Bot" to support his business while being brutally honest about the technology's current limitations.In this episode, you will learn about:The single biggest mistake experts make in sales conversations.Why the most important "conversation" happens before you ever speak to a prospect.How to scale a service business with a team of coaches without sacrificing quality.The philosophical shift from chasing revenue to embracing "continuous growth."The Four Conversations model for a more authentic and effective sales process.The common trap of "moving down market" and why it rarely works.How to leverage AI as a powerful tool while understanding its limitations.Welcome to the Consulting Success podcast. I'm your host Michael Zipursky, and in this podcast, we're going to dive deep into the world of elite consultants where you're going to learn the strategies, tactics and mindset to grow a highly profitable and successful consulting business.Before we dive into today's episode. Are you ready to grow and take your consulting business to the next level? Many of the clients that we work with started as podcast listeners just like you, and a consistent theme they have shared with us is that they wished they had reached out sooner about our Clarity Coaching Program rather than waiting for that perfect time. If you're interested in learning more about how we help consultants just like you, we're offering a free, no pressure growth session call. On this call, we're going to dive deep into your goals, challenges and situation and outline a plan that is tailor made just for you. We will also help you identify where you may be making costly and time consuming mistakes to ensure you're benefiting from the proven methods and strategies to grow your consulting business. So don't wait years to find clarity. If you're committed and serious about reaching a new level of success in your consulting business, go ahead and schedule your free growth session. Get in touch today. Just visit Consulting Success - Grow to book your free call today.Blair Enns is the founder of Win Without Pitching, a sales training program that teaches expert advisors how to sell and price their services like the experts they are. A leading advocate for value-based pricing, he helps consultants and creative professionals worldwide win more business without giving away their thinking for free. He is the author of three books, including The Win Without Pitching Manifesto and The Four Conversations, and co-hosts the popular podcast 2Bobs: Conversations on the Art of Creative Entrepreneurship.Connect with Blair EnnsDiscover more about Win Without PitchingMentioned 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/coaching-for-consultantsDouble Your Revenue & Gain Control with Clarity 2.0's Proven Growth System.Stop grinding and start leading. Clarity 2.0 is more than coaching; it's an ROI-verified Growth System built for consultants. Gain personalized coaching, proven frameworks, and intelligent AI-powered tools to accelerate your learning. Discover how to attract ideal clients, command premium fees, and build confidence. Over 1,000 consultants have already transformed their businesses. Learn how to intentionally lead your growth. Book your Growth Session Call: www.consultingsuccess.com/grow

Want to learn how we can help you grow your consulting business? Schedule your free Growth Session Call today!  www.consultingsuccess.com/growMentioned 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/coaching-for-consultantsDouble Your Revenue & Gain Control with Clarity 2.0's Proven Growth System.Stop grinding and start leading. Clarity 2.0 is more than coaching; it's an ROI-verified Growth System built for consultants. Gain personalized coaching, proven frameworks, and intelligent AI-powered tools to accelerate your learning. Discover how to attract ideal clients, command premium fees, and build confidence. Over 1,000 consultants have already transformed their businesses. Learn how to intentionally lead your growth. Book your Growth Session Call: www.consultingsuccess.com/grow

What if the key to explosive growth isn't finding new clients, but delighting the ones you've already got? This week, Michael is joined by Vance Morris, President and Chief Experience Officer at Deliver Service Now institute, who has reverse-engineered the magic of Disney to create what he calls a "Loyalty Profit Engine." Vance shares his unconventional journey from working at Disney to building a portfolio of highly profitable (and seemingly "boring") home service businesses. He reveals how the success of these companies, built on a foundation of unforgettable customer experience, led him to his true calling: teaching other business owners how to master the art of client retention.Vance gets into the nuts and bolts of his retention system, revealing why he believes a tangible, print newsletter is far more powerful than any email campaign. He details the specific, intentional touchpoints he uses to create deep emotional connections - from sending curated articles via FedEx to giving meaningful gifts that keep him top-of-mind long after a project is complete. He argues that the key is to be systematic and personal, creating "tellable" moments that not only retain clients but also turn them into a powerful source of word-of-mouth referrals. Vance also shares a powerful case study of a dentist who transformed her practice by niching down and creating a "pirate" persona, proving that a remarkable client experience is the ultimate competitive advantage.In this episode, you will learn about:The single most important mindset shift for client retention.How to build your own "Loyalty Profit Engine" with tangible touchpoints.Why a print newsletter can be your most powerful marketing tool.The surprising power of sharing personal stories to build client loyalty.How niching down unlocks premium pricing and higher retention.How to create meaningful client gifts that reinforce your value.The steps to systematize your business so you can remove yourself from daily operations.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/coaching-for-consultantsDouble Your Revenue & Gain Control with Clarity 2.0's Proven Growth System.Stop grinding and start leading. Clarity 2.0 is more than coaching; it's an ROI-verified Growth System built for consultants. Gain personalized coaching, proven frameworks, and intelligent AI-powered tools to accelerate your learning. Discover how to attract ideal clients, command premium fees, and build confidence. Over 1,000 consultants have already transformed their businesses. Learn how to intentionally lead your growth. Book your Growth Session Call: www.consultingsuccess.com/grow

Want to learn how we can help you grow your consulting business? Schedule your free Growth Session Call today!  www.consultingsuccess.com/growMentioned in this episode:Double Your Revenue & Gain Control with Clarity 2.0's Proven Growth System.Stop grinding and start leading. Clarity 2.0 is more than coaching; it's an ROI-verified Growth System built for consultants. Gain personalized coaching, proven frameworks, and intelligent AI-powered tools to accelerate your learning. Discover how to attract ideal clients, command premium fees, and build confidence. Over 1,000 consultants have already transformed their businesses. Learn how to intentionally lead your growth. Book your Growth Session Call: www.consultingsuccess.com/grow

The fastest way to win more deals as a consultant is to stop trying to win every deal. Now, I know that sounds counterintuitive, but my guest today, Cliff, has built a multimillion-dollar firm with just three people by mastering this exact principle of radical honesty. And right up front, you're going to get the single most powerful, self-fulfilling prophecy for any consultant, and that is the mindset of working like you don't need the money. I know it might sound easier said than done, but you need to check out this episode for a look inside.Throughout our conversation, we're going to break down Cliff's entire business model, how he provides a free service, yet generates millions in revenue. We're going to get specific about his playbook for client acquisition, including his number one channel for finding high-quality leads. And we're going to go deep on the psychology of high-stakes deals, how to diagnose and dismantle a buyer's fear, and why the real obstacle is almost never what they say it is. This is a masterclass in building a lean, profitable, and powerfully authentic consulting practice. Enjoy.Welcome to the Consulting Success podcast. I'm your host Michael Zipursky, and in this podcast, we're going to dive deep into the world of elite consultants where you're going to learn the strategies, tactics and mindset to grow a highly profitable and successful consulting business.Before we dive into today's episode. Are you ready to grow and take your consulting business to the next level? Many of the clients that we work with started as podcast listeners just like you, and a consistent theme they have shared with us is that they wished they had reached out sooner about our Clarity Coaching Program rather than waiting for that perfect time. If you're interested in learning more about how we help consultants just like you, we're offering a free, no pressure growth session call. On this call, we're going to dive deep into your goals, challenges and situation and outline a plan that is tailor made just for you. We will also help you identify where you may be making costly and time consuming mistakes to ensure you're benefiting from the proven methods and strategies to grow your consulting business. So don't wait years to find clarity. If you're committed and serious about reaching a new level of success in your consulting business, go ahead and schedule your free growth session. Get in touch today. Just visit Consulting Success - Grow to book your free call today.Cliff Nonnenmacher is a veteran franchise expert who seems to spend more time talking people out of franchising than into it. With decades of experience as an owner, operator, and franchisor, coupled with a highly successful background on Wall Street, he provides direct, honest guidance as part of his mission to help executives build generational wealth and diversify portfolios through the right franchise opportunities. Cliff has been featured in The Wall Street Journal, The New York Times, and CBS MoneyWatch.Connect with Cliff NonnenmacherDiscover more about FranocityMentioned in this episode:Double Your Revenue & Gain Control with Clarity 2.0's Proven Growth System.Stop grinding and start leading. Clarity 2.0 is more than coaching; it's an ROI-verified Growth System built for consultants. Gain personalized coaching, proven frameworks, and intelligent AI-powered tools to accelerate your learning. Discover how to attract ideal clients, command premium fees, and build confidence. Over 1,000 consultants have already transformed their businesses. Learn how to intentionally lead your growth. Book your Growth Session Call: www.consultingsuccess.com/grow

Want to learn how we can help you grow your consulting business? Schedule your free Growth Session Call today!  www.consultingsuccess.com/growMentioned 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/coaching-for-consultantsDouble Your Revenue & Gain Control with Clarity 2.0's Proven Growth System.Stop grinding and start leading. Clarity 2.0 is more than coaching; it's an ROI-verified Growth System built for consultants. Gain personalized coaching, proven frameworks, and intelligent AI-powered tools to accelerate your learning. Discover how to attract ideal clients, command premium fees, and build confidence. Over 1,000 consultants have already transformed their businesses. Learn how to intentionally lead your growth. Book your Growth Session Call: www.consultingsuccess.com/grow

What if your biggest competitor could be your greatest ally? This week, Michael is joined by Liselle Regueiro DeGrave of DeGrave Communications and Rachel Dickman of RMG Communications, two PR firm owners who have thrown out the traditional rulebook. Instead of merging or competing, they operate under a unique model they call "collabetition," running their own successful firms while strategically collaborating on major projects. They share their individual journeys from the burnout of corporate and government work to the freedom of entrepreneurship, and how a decade-long professional relationship built on trust became the foundation for their innovative partnership.Liselle and Rachel get into the nuts and bolts of how they make this unconventional model work. They reveal that by maintaining separate companies, they lower their financial risk and retain their unique brand identities, all while presenting a united, more powerful front to clients. This approach transforms the high-stakes, often cutthroat, world of government RFPs into a win-win scenario. They detail their process for jointly evaluating opportunities, leveraging their combined networks, and sharing costs and profits, proving that true collaboration can create a pie big enough for everyone. They also discuss the nuances of value-based pricing, navigating complex hiring laws like California’s AB5, and the critical importance of outsourcing to reclaim time and focus on growth.In this episode, you will learn about:The "collabetition" model for flexible, low-risk growth.The key to making business collaborations work.How to structure joint proposals and share profits.How to qualify government contracts and avoid wasting time.How to price for value, not just billable hours.Navigating tricky hiring laws (like CA's AB5) when scaling.Why outsourcing is crucial for buying back your time.Welcome to the Consulting Success podcast. I'm your host Michael Zipursky, and in this podcast, we're going to dive deep into the world of elite consultants where you're going to learn the strategies, tactics and mindset to grow a highly profitable and successful consulting business.Before we dive into today's episode. Are you ready to grow and take your consulting business to the next level? Many of the clients that we work with started as podcast listeners just like you, and a consistent theme they have shared with us is that they wished they had reached out sooner about our Clarity Coaching Program rather than waiting for that perfect time. If you're interested in learning more about how we help consultants just like you, we're offering a free, no pressure growth session call. On this call, we're going to dive deep into your goals, challenges and situation and outline a plan that is tailor made just for you. We will also help you identify where you may be making costly and time consuming mistakes to ensure you're benefiting from the proven methods and strategies to grow your consulting business. So don't wait years to find clarity. If you're committed and serious about reaching a new level of success in your consulting business, go ahead and schedule your free growth session. Get in touch today. Just visit Consulting Success - Grow to book your free call today.Liselle Regueiro DeGrave is the President and Owner of DeGrave Communications. With nearly 20 years of experience blending in-house and agency expertise, she leads her integrated team to deliver impactful communications and marketing strategies for clients across California. A self-taught entrepreneur, Liselle founded her firm in college and has scaled it into a thriving business. With Rachel, she co-hosts the award-winning PRessing On Podcast.Rachel Dickman is the Founder and CEO of RMG Communications and a nationally recognized leader in public relations. With over two decades of experience, she helps public sector clients transform their communities through award-winning campaigns. Her work has earned numerous honors, including a PRSA National Bronze Anvil and a Lifetime Achievement Award. Rachel co-hosts the popular PRessing On Podcast with Liselle.Connect with Liselle Regueiro DeGraveDiscover more about DeGrave CommunicationsConnect with Rachel DickmanDiscover more about RMG CommunicationsMentioned 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/coaching-for-consultantsDouble Your Revenue & Gain Control with Clarity 2.0's Proven Growth System.Stop grinding and start leading. Clarity 2.0 is more than coaching; it's an ROI-verified Growth System built for consultants. Gain personalized coaching, proven frameworks, and intelligent AI-powered tools to accelerate your learning. Discover how to attract ideal clients, command premium fees, and build confidence. Over 1,000 consultants have already transformed their businesses. Learn how to intentionally lead your growth. Book your Growth Session Call: www.consultingsuccess.com/grow