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David vs. Goliath: 3 Ways Consultants and Small Consulting Firms Win


As a small consulting firm or independent consultant have you ever felt you can’t compete with a larger firm?

Have you found yourself shying away from going after larger clients and new business opportunities because you think you can’t compete?

Over the last 17+ years in the consulting business I’ve heard this concern from many consultants.

Don’t lean back and shy away. Instead lean in and share with the buyer why your expertise will help them to solve their problem and why you can do that better than anyone else.

Here’s how you can compete and win against larger firms…

1. Focus on your strengths, not your weaknesses.

Too many consultants try to compensate for their weaknesses. Instead they should be focusing on what makes them unique and WHY they are so well positioned to add value.

2. Be confident.

When a buyer says “you haven’t worked in our industry before” don’t go on the defensive or get knocked down.

Instead respond with “You’re right, that’s exactly why you need me.”

I remember being in a meeting with a large insurance company once when one executive questioned my lack of insurance experience. My response: “You’re right, that’s exactly why you need me. You guys have plenty of insurance experience. You don’t need me for that. I’m here because Mark (the partner) asked me to help you with your marketing and to attract high net-worth clients, which is my expertise.” Continue Reading

How to Earn Premium Consulting Fees


Today I’m going to share with you how to position your offerings and your services so that you can earn premium consulting fees. The example I’m going to use is from my last trip to Japan.

I was walking through a very well-known department store in Japan. Anyone that knows me knows I’m not a big shopper. I certainly don’t try to spend time in malls or department stores if I don’t have to.

Then I saw this: a single strawberry for about $10 USD. Who would pay ten dollars for one strawberry?

When I do need to, I am typically in-and-out. I know what I’m looking for. I go in there, I get it, and I’m out of there. I’m not just spending time window-shopping or looking at the latest styles and trends on the racks, but there’s something very special about department stores in Japan.

They’re meticulous. They have the most amazing merchandising, and as you’ll soon see, they also do a very good job when it comes to pricing.

12 Strawberries for $70

1As I was walking through Hankyu department store I saw a package of 12 strawberries. They were beautiful. Perfectly shaped and a deep red color.

Each one has a nice little bubble layer of protection wrapped around it to protect it from bruising against the other strawberries.

These 12 strawberries sell for 7,344 yen, around $70 USD.

Then I saw this: a single strawberry for about $10 USD. Who would pay ten dollars for one strawberry?

Oh My Mangoes and a $400 Steak

It keeps getting better. Next, we have a single mango. Yes, it does come with a nice wooden box. It comes with a nice bow, and it’s wrapped and has some stickers on it.

The sweetness of this mango will be like no other mango. But it will set you back about $200 USD.

Next I went to check out the meat section. I was trying to look for the most expensive offering they had, and this is what it was.

It was the select premium Kobe beef. Now, you may have heard of Kobe beef before.

Kobe beef isn’t actually from Kobe (which is in Hyogo prefecture in Japan). Kobe beef refers to a level of quality that the Kobe beef brand is looking for and which it will put its seal on.


Well what you see in this photo is the premium range of Kobe beef. For 100 grams of this steak it will cost you $200. Considering an average steak is about 200 grams that would work out to be a $400 investment in steak pleasure.

Now, I can tell you from first-hand experience eating plenty of Kobe beef that this steak will melt in your mouth.

Your Consulting Fees

Are your consulting fees the equivalent of a $5 mango or a $50 one? How can the pricing for something that appears to be so similar be so different?

It all comes down to perception of value and the actual value being created.

If you want to earn higher fees, focus on providing and communicating more value.

Consultants are often scared to increase their fees. They think that if they do they’ll lose business or somehow lose out on opportunities.

There are examples all around us from cars, to meat, fruit, clothing and more that clearly show that premium pricing is a viable strategy.

In order to earn premium consulting fees follow these guidelines…

First I’d like to offer you the idea that pricing, your fees, are rarely the reason a buyer will not engage you. The real issue is that the buyer can’t justify spending a certain level of money because they don’t see that the price is aligned with the level of value they will receive. Continue Reading

5 Tips to Get Published In Industry Publications


When I was a kid I hated writing. I don’t use that word lightly, but I really did.

It wasn’t just writing, it was reading too. I didn’t read a full book until grade 9.

Remember Coles Notes? Those mini guides that summarized books and texts that teachers had assigned? They were my best friend : )

I’ll share with you another time what changed in my life that almost instantly gave me a huge appreciation for books and writing.

But once that happened everything changed.

I started writing poetry, reading books all the time, and in my third year in college wrote my first book, Profitable Relations (which was later published through Amazon).

Since that time I’ve written five publications and books on consulting and marketing with another in the works.

I’ve written for forty or so media outlets, trade sites, blogs and authority portals.

Would you also like to get published in industry or trade publications? If the answer is yes you’ll find the following article based on a presentation I gave to my Accelerator Coaching Program clients to be valuable.

Having your content published is really a great way to establish your authority and get in front of your ideal clients, but sometimes it can feel a little bit overwhelming.

It can feel a little bit challenging in terms of actually how to go about it and how to be successful with it.

I want to break it down and to share with you some best practices that are out there as well as give you an example of something that I have done in the past to land opportunities to get published in well-respected publications that have a large reach.

In this article I’m going to share eight ideas and five specific tactics and tips to help you get published:

1. Long-Term Authority Building Strategy

The first thing to keep in mind when we’re talking about how to get published in industry or trade publications is that this is an authority building strategy and it can take time.

There are many different strategies and tactics that we all have available to us as consultants and this is one that I classify as being in the authority building category.

This can be applied to writing for trade publications, websites or blogs, so it doesn’t matter if it’s a print or a digital publication. Really, the whole idea here is to get your content and knowledge in front of your ideal clients in a way that positions you as an authority.

When you are published, whether in an online or offline publication that you or your clients read, it reinforces that you are an authority or expert in their mind.

The one thing here is that this can take some time to do so. It’s not necessarily that you just decide to do it today and you get published tomorrow.

Having some samples is key. It’s OK if it’s on your own blog, but it’s even better if you’ve already been published somewhere else.

I just want to add the caveat that this isn’t a quick play; this isn’t an instant result generator, but it is something that can be very, very beneficial to all of you as long as you can identify that your ideal clients are reading publications, or visiting certain websites, or engaging in blogs.

With that understanding, know that it can be very powerful. Everyone should think about having this in their marketing mix and this is the way to begin if you’re just getting started.

If you haven’t been published in any publications previously, go for the low-hanging fruit such as local or smaller publications, smaller blogs or smaller trade websites. The idea is that before you approach larger publications, start off with smaller ones first so you can build and that enables you to show your writing examples to larger publications.

If you want to get published in the Harvard Business Review, or MarketingProfs, or Inc magazine, or Fast Company, or whatever it might be, they will typically want to see samples of your writing first. They want to know not only that you’re good at what you do, but also that you can write well.

Having some samples is key. It’s OK if it’s on your own blog, but it’s even better if you’ve already been published somewhere else. Continue Reading

LinkedIn Publishing for Consultants: What’s Changed and What You Need to Know


LinkedIn used to be a great channel to publish articles. Is it still?

There have been several changes in the way that LinkedIn displays articles published through its platform.

While LinkedIn remains one of the most powerful platforms for consultants to showcase their expertise, build relationships and connect with ideal consulting clients – things have changed.

It used to be fairly easy and straightforward to publish an article on LinkedIn, and if it got enough engagement (mainly likes and comments) within a short period of time your article would get featured in LinkedIn Pulse.

Pulse is LinkedIn’s main content hub where they aggregate and display popular articles alongside articles by LinkedIn Influencers.

Here’s an example of an Influencer badge LinkedIn places on profiles:


Influencers are a select group of people on the platform that have an established brand or following – and that LinkedIn believes are authorities. This isn’t always the case – but like all social media – not everything you see is as real as it first appears.

If you want many people to see your content, they want you to pay for ads to promote it.

When an article you published on LinkedIn made it to Pulse you’d almost instantly see the views, likes, shares and comments skyrocket. You could go from a couple hundred views to thousands, even tens or hundreds of thousands.

Here’s an example:

Well, things have changed…

It is now much more difficult to get your article included in Pulse. In fact, LinkedIn seems to be going the direction of Facebook.

If you want many people to see your content, they want you to pay for ads to promote it.

Where before, even if your article didn’t make it to Pulse, you could expect a few hundred views to your article if you did some promotion and had a strong following.

Now, even that doesn’t seem to be the case. We’ve seen articles get 50 or 60 views, even when publishing with more followers and more connections than before.
linkedin publishing article

So what can you do?

Well, don’t rely on LinkedIn to promote your articles.

In fact, as a consultant you shouldn’t rely on anyone. Continue Reading

A Scary Reality of Business: Are you doing the “wrong things”?


I was on a private call with Michael Gerber and a small group of entrepreneurs.

Michael Gerber, is the author of the E-Myth, and has more experience working with small businesses than almost anyone else on the planet.

On the call he shared an interesting statistic: “Fewer companies are started than go out of business each year.”

While they have the expertise between their ears to help their clients, they often have little to no plan on how to actually grow their business.

Untangle those words and what he was really saying is that the failure rate of businesses continues to be high, really high!

More importantly though than some statistic is the question of WHY?

Why do so many businesses continue to go out of business?

The answer Gerber shared is because people continue to do the wrong things.

They have this vague concept of what business is…

…they believe they know what they are getting into, yet they very often have no real plan.

I went on a 5km run recently and reflected on this.

What is very clear to me is that many consultants approach their consulting business the same way.

They take the knowledge they have and decide to turn that into a business.

While they have the expertise between their ears to help their clients, they often have little to no plan on how to actually grow their business. Continue Reading

The Perfect Meeting Agenda: How Consultants Make Meetings Productive


Do you ever get nervous before going into a meeting?

Do you ever walk out of a meeting wondering if it ‘went well’ and if your client is happy?

If you want to make your client meetings productive, create an agenda.

Yes, it’s as simple as that.

To make the most of these meetings you should share the goal of the meeting with your client before the meeting.

Consultants who come prepared have productive meetings. Those that don’t, feel like they’re missing something (yes, it’s the agenda, they are missing : )

A meeting agenda is simply a plan of what you want to cover during the meeting to get the most out of it.

There are two main situations you’ll want to use a meeting agenda:

  1. Client meetings
  2. Sales meetings

Let’s start by looking at current client meetings.

To make the most of these meetings you should share the goal of the meeting with your client before the meeting.

When you do this you give the client an opportunity to agree with what you want to cover during the meeting. And if they don’t agree with anything or want to cover other topics they now have the chance to let you know.

This is IMPORTANT because it allows you to align your plan and goals with those of your clients’.

For the agenda structure here is the three-part agenda I recommend:

Part 1:
What have you accomplished? Review with your client what has been accomplished.

Clients love this because it confirms their investment in you is worthwhile. They see real progress. Continue Reading

Double Your Consulting Fees and Land a $49,500 Consulting Project In ONE Week


One of my clients posted this success story…

I didn’t know they doubled their fees even before they joined our Accelerator Coaching Program for consultants.

And they did that as a result of reading one of my articles. That’s AWESOME!

I love working with clients who take MASSIVE action. This client is such a great example of this. A true trailblazer.

Here’s a screenshot from their message:
double consulting fees

Their pipeline is filling up with new opportunities and leads…

…they landed $49,500 from one client project within a week as a result of focusing on the right sales conversation and process.

And they have 5 more $45,000 proposals that ideal clients are eagerly waiting on.

Big things coming for this client? You bet!

I’m super excited for them.

If you run a consulting business and are ready to take it to the next level, let’s connect.

More details here on the Accelerator Coaching Program

Why The Results You See, Mirror Your Actions


Dear Consultant,

Do you want clients to invest in you?

If you want to to have more clients invest in your services, start investing in your own business.

If your answer is YES, the next question to consider is, do you invest in yourself?

You’ve probably heard of the idea of leading by example.

Though you may KNOW about this idea, it doesn’t mean you’re LIVING it.

In fact, I continue to see consultants struggle in this area. Continue Reading

Landing a $450,000 Consulting Project


The greatest success comes from consistently working towards your goals.

Taking the right actions without deviating from the plan.

Have you ever found yourself starting on a project or initiative only to deviate from it?

It’s time that you commit. It’s time to take some serious action.

Do you see yourself jumping from one shiny idea to the next and not seeing things through to completion?

It’s time that you commit. It’s time to take some serious action.

That’s why I’m so proud of this client. They continue to land bigger and bigger projects and grow their business. They are committed to the plan and their results show it.

They just landed a $450k consulting project and posted this into our Accelerator Coaching Program private group…
450k consulting project

Would you like to attract more clients and grow your revenue? If so, get in touch here

Web Training on Consulting Value Propositions for Chartered Management Institute

I’ll be providing a training for the Chartered Management Institute on Developing an Effective Value Proposition: How to stand out and attract your ideal consulting clients.

As a consultant the first step in effectively marketing your services is to get the attention of your ideal clients. To accomplish this, you need to position yourself as an expert and have an effective value proposition that communicates why your ideal client should work with you.

In this online session you’ll learn:

  • Uncover the myths of specialization and when to be a generalist (there’s a right and wrong time).
  • Case study examples of value propositions and marketing messaging (the good vs bad).
  • The proven formula to create an effective value proposition.
  • Discover the most important element of your value proposition (the one most people miss!)
  • How to test your marketing messaging attract more clients.
  • And much more.

Full details here: