Sending hourly invoices to your client can get awkward really fast. Same thing for project-based consultants. But what if you can secure a contract that says, “The contract value is this much, but you pay me over the period of time”? And what if as a consultant, you can deploy the assets as you go? Well now you can do so by making the switch to subscription-based consulting. Jeb Blount, CEO of Sales Gravy, says that subscription is just a monthly revenue. He has had an incredible experience with...
Jul 14, 2018•46 min•Ep. 44
If you aspire to make it as a Fortune 500 company, then you might want to consider corporate consulting to help you bridge that gap from strategy to execution. Luckily we have Suzanne Bates to guide potential leaders with her company, Bates Communications. Based in Boston, they work with leaders and teams become more effective in accomplishing their tasks – both as teams and as individuals. By investing first in your own learning with Bates Communications, hitting your company’s year-end goal is...
Jul 07, 2018•5 min•Ep. 43
When stakes are high, people turn to RSM Consulting’s Joe Decilveo, Jr. His expertise is frequently tapped in areas around shareholder litigation, regulatory investigations, plea agreements, commercial disputes and other potentially difficult situations. Joe joined RSM in 2011 with a small team of professionals to complement RSM’s Chicago-based bankruptcy and insolvency practice. Under his leadership, the practice has grown from fewer than ten to more than 70 professionals, from one partner in o...
Jun 30, 2018•36 min•Ep. 42
You might be focused on growing your business, but what do you have planned after that? Maybe it’s time for you to start an exit strategy the BraveHeart way with Randy and Ellen Long to teach you how. Randy is CEO of Long Business Advisors, LLC, creator of the BraveHeart Planning Process, and author of the book, The BraveHeart Exit: 7 Steps to Creating Your Family Business Legacy. Ellen is a mentor at TekMountain and continues the Long family’s commitment to excellence by providing business cons...
Jun 23, 2018•30 min•Ep. 41
Roadblocks. Every company wants them removed, but very few consultants can truly tell you how. Glenn Mattson is President of Mattson Enterprise Inc., a Sandler Training consulting firm specializing in sales and management productivity and effectiveness. Glenn’s work with Mattson Enterprise Inc. in conducting public and private workshops, corporate programs, and one-on-one strategic sessions for corporate executives, business owners and/or individuals who find themselves in a sales/management rol...
Jun 16, 2018•30 min•Ep. 40
When you put yourself in your client’s shoes, you’ll understand that the resistance to change comes from their fear of the unknown. They have attached themselves to practices that have been serving them well in the past but isn’t working for them in the present. She explains that this situation is very common that it has become the norm rather than the exception. As a consultant during these situations, you need to become an active listener and understand your clients on an emphatic level. Noell...
Jun 09, 2018•33 min•Ep. 39
Looking into what we really think, how we make decisions, and what gets us to act keep us in check. This is very crucial to know because what drives us as individuals is indicative of what is important to us and the direction that we want to take our business. This could also help you really focus on the few things that matter instead of focusing on everything and anything that's out there, and working with a handful of people that you enjoy working with and know you can deliver results to. Chec...
Jun 02, 2018•1 hr 2 min
As a consultant, your goal is to make connections and help clients realize that they can trust you to make the changes their company needs to make. This often means that you will be consulting through resistance. Kelly Roach came into the business of consulting by always hearing people around her saying “Who does this kid think she is, coming in here and telling us what we need to do?” Instead of forcing them into her team, she worked hard to earn their respect and trust. Her mindset of recogniz...
Jun 02, 2018•32 min•Ep. 38
One of the barriers in a consulting firm is having every form of competition and figuring out how to reinvent yourself to stand out from the crowd. Having the mindset of reinventing yourself plays an integral role when you are a solo consultant because it helps you provide different types of value to clients. President and Managing Director of North Highland, Alex Bombeck, has always believed that retooling and reskilling himself is an effective way to build relationships. He shares how he got i...
May 26, 2018•35 min•Ep. 37
When you deliver value to people and show them that you are there to help solve their problem, you create connections and build relationships that get you opportunities you may have otherwise missed. As an organizational psychologist, Richard Citrin follows this concept because he knows that consultancy is a business of relationships. Richard has always shared his values of contributing and giving back to the community. He was able to leverage those connections because people already know that h...
May 19, 2018•37 min•Ep. 36
Every business owner starting up has this mindset that they need to get everything done from day one. Startups spend a lot of time thinking, planning, and trying to get everything done before they even open. He went through this phase as well. He broke out of that and went to a level higher by taking action to find out what would work to get the results that he wanted, and then adjusted it to get to where he is right now as the Creative Director of Thirst Craft. He had a direction and moved towa...
May 12, 2018•30 min•Ep. 35
During the time when coaching and consulting wasn’t as easy as it is today, Carl Gould didn’t offer any excuses for the lack of progress. Instead he continued through and his experiences during those challenging days are now the biggest factors that set him apart from other coaches. Carl transitioned from construction to consulting and realized he was missing opportunities in areas he had no expertise in. His solution was to start consulting as a team. Carl shares that when you are building your...
May 03, 2018•38 min•Ep. 34
In the competitive business world, we all need to look inside and see what makes us stand out and relevant from the rest of the crowd. Oftentimes, it is our journey and how we tell it that connects us with people. Willard Barth learned that being authentic and transparent is the best way to connect with people because it shows them the steps to success you are sharing are not just theories. Willard has helped many companies grow with two processes he calls The Seven Stages Methodology and The An...
Apr 28, 2018•42 min•Ep. 33
When working hard doesn't work, there has to be something else. A defining moment happened in John Mitchell’s life where he was afraid he was not getting the exceptional life of freedom, lifestyle, and sense of accomplishment that he had always wanted. His search for the top book on success and achievement ever written led him to Napoleon Hill’s book Think and Grow Rich. From that, he developed the 12-Minute-A-Day Methodology. Applying this science will influence your actions and thoughts to hel...
Apr 20, 2018•33 min•Ep. 32
Have you ever felt like you needed to do something else but didn't know what that was? Jason Treu is the CEO’s secret weapon. His work as an executive coach revolves around helping entrepreneurs, executives and rising stars increase their leadership and performance. He helps them map out their business blueprint, either starting their business from scratch or taking them to the next level. Working with over a hundred high performing individuals, Jason learned that 75% of people's challenges are ...
Apr 14, 2018•34 min•Ep. 31
Today I’m very excited to be joined by Perry Marshall. Perry is the author of several fantastic sales and marketing books and splits his time between higher-end client work and equity in companies as well as his science and technology project Evolution 2.0. Today we’re diving deep into the ways you can find your ideal clients, how to successfully manage your sales, marketing strategies, and business growth, and what to do next when you finally reach the level of consulting success that you’ve be...
Apr 02, 2018•52 min•Ep. 30
Today I’m sharing another chapter from my newest book The Elite Consulting Mind: 16 Proven Mindsets to Attract More Clients, Increase Your Income and Achieve Meaningful Success. This book is full of principles — all proven by elite consultants — that you can use to overcome challenges, remove obstacles, and grow your business significantly. I want to share with you one of the 16 mindsets from the book that is a vital step in achieving next-level consulting success and the opportunity to work wit...
Mar 26, 2018•18 min•Ep. 29
I’m very pleased to be joined today by Chester Elton, a recognized expert in business and leadership. Chester has worked together with his partner, Adrian Gostick, for over 20 years to create networks where people feel engaged, enabled, and energized. They are the authors of several leadership books, including the newly released The Best Team Wins: The New Science of High Performance . Known as “The Carrot Guys,” Chester and Adrian believe that as you motivate and recognize passionate people in ...
Mar 19, 2018•36 min•Ep. 28
In today’s episode, I’m joined by Jon DeWaal, a life transition specialist who helps people work through the personal side effects of making major life transitions. He describes his work as counseling, coaching, career counseling, and spiritual direction, all rolled into one. Jon has joined me today to discuss the questions you can ask yourself about your level of discipline, commitment, and ability to affect meaningful change in your growing consulting business. We examine the need to make chan...
Mar 12, 2018•36 min•Ep. 27
In today’s episode, I’m joined by Elizabeth Woolfe, a passionate consultant with a focus on nonprofit organizations in the healthcare industry. There is a common misconception in the consulting world that working with nonprofit organizations means that there are no profits to be had for consultants. Many consultants avoid working with nonprofits for this very reason, and you may be one of them. Elizabeth has joined me today to explain how you can create a thriving, successful consulting business...
Mar 05, 2018•33 min•Ep. 26
On this episode, I’m talking with Emma Sharley, an experienced and very successful brand and marketing consultant in Australia. She works with retail, technology, and lifestyle client companies on setting up market and brand strategies, brand positioning, transitioning markets, and marketing new products lines. She also has a complementary start-up in the retail technology sector called ShopYou, which she co-founded in 2016. Emma has worked with both large corporations and smaller operations, an...
Feb 26, 2018•35 min•Ep. 25
Today’s guest is Mindy Millward, a veteran consultant with over 20 years of experience from Navalent. You may remember my guest Ron Carucci, from episode 21, who recommended Mindy as an outstanding and insightful consultant, and he was right. I’m delighted to have her join me today. In this episode, we are discussing the importance of maintaining a long-term strategy and vision for your marketing and networking. We talk about how to find clients that are really ready to make lasting change, how ...
Feb 19, 2018•43 min•Ep. 24
I’m joined today by the CEO of Signorelli Consulting Group, Tony Signorelli. His consulting group focuses mainly on sales enablement and marketing, and they have been in the business since 1995. In this episode, we talk about the path that led Tony to sales and consulting, and he shares insights into creating a successful consulting firm within the corporate world. We examine the importance of taking action when securing new clients, and he shares the mistakes he’s made — that you can learn from...
Feb 12, 2018•41 min•Ep. 23
Self-described “recovering consultant” Blair Enns is the CEO of Win Without Pitching, a sales training organization for creative professionals in the design, advertising, and public relations fields. When he wasn’t satisfied with his $400,000 business, he decided to expand it into an organization that now makes exponentially more money that he once thought possible. In this episode, we are talking about ways that you can effectively position yourself as an expert in your field, how to get your e...
Feb 08, 2018•41 min•Ep. 22
Today I’m joined by seasoned consultant and passionate leader Ron Carucci. Ron and his partners at Navalent help companies that are in pursuit of a substantial transformational change, whether it be strategic formulation, organizational design, cultural shifts, or executive leadership behaviors. His work has taken him to over 20 countries in four different continents, and he is the author of several consulting and leadership books as well as a regular contributor to Forbes.com and the Harvard Bu...
Jan 29, 2018•39 min•Ep. 21
On this episode we’re switching gears to talk about my newest book. The Elite Consulting Mind: 16 Proven Mindsets to Attract More Clients, Increase Your Income and Achieve Meaningful Success was recently released and today I want to share with you a glimpse of what’s inside. This book is full of principles — all proven by elite consultants — that you can use to overcome challenges, remove obstacles, and grow your business significantly. In this book you’ll learn how to build confidence by confro...
Jan 24, 2018•14 min•Ep. 20
Today I’m excited to be joined by Stuart Friedman from Global Context. This Silicon Valley-based previous electrical engineer with a passion for theater studied at Carnegie Mellon, then started his career in product marketing and sales before becoming a VP General Manager. He had climbed his way to the top of the corporate ladder when a piece of luggage knocked a profound truth into him — literally. After months of stuttering and having speech and cognitive therapy, Stuart realized that the abil...
Jan 15, 2018•37 min•Ep. 19
If your consulting business has more than one employee, chances are you have run into conflict with your partners or coworkers. On this episode of the Consulting Success Podcast, I’m joined by Liz Kislik, the owner of Liz Kislik Associates, with nearly 30 years of nationally acclaimed consulting management experience. Liz is an expert on conflict management, handling everything from operating issues to communication problems and inter-departmental conflicts. Liz started out as a college student ...
Jan 10, 2018•40 min•Ep. 18
On this episode of the Consulting Success Podcast, I’m joined by Dauwn Parker. She founded Precision Partners in 2013 with a focus on helping healthcare and higher education organizations take their fundraising to the next level by streamlining, optimizing, and using the right technology for their operations. Prior to her work at Precision Partners, Dauwn worked for various consulting firms in customer relationship management software. From her work with the financial industry and high tech comp...
Jan 03, 2018•36 min•Ep. 17
Bob Burg is a sought-after speaker at company leadership and sales conferences around the world. He has shared the platform with everyone from seasoned business leaders and broadcast personalities to a former U.S. president. He is the author of numerous books, and the best-seller that he is best known for is The Go-Giver: A Little Story About a Powerful Business Idea , which he co-authored with John David Mann. Their book has sold over half a million copies, has recently been re-released and tra...
Dec 18, 2017•37 min•Ep. 16
