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The Challenge: Growing From Technical Expert to Consulting Business Owner

Erik had hit a ceiling with his data systems and AI consulting business.

As an expert who helps healthcare and manufacturing companies bridge the gap between C-suite executives and data specialists, Erik knew he could deliver exceptional results for clients — but he struggled with how to grow beyond that.

"I knew how to do the work. I didn't know how to build a consulting firm," Erik explains.

"I want to build something that has legs, something that has value in and of itself. I knew that I would reach my limit as to how I could actually build the business and not just be good with clients."

Despite having secured one solid client that matched his previous corporate salary, Erik was unclear about the fundamentals of building a sustainable consulting practice.

His expertise in data systems and AI positioned him perfectly in a booming market. But he lacked the strategic knowledge to capitalize on this timing.

"I didn't really understand the process of how to build a brand, how to grow the business itself," he admits.

Even with his technical prowess, Erik felt lost when it came to getting into rooms with potential high-value clients and converting those opportunities.

Strategic Growth Blueprint: The Clarity Coaching Approach

After discovering Consulting Success through our podcast, Erik recognized he needed expert guidance.

Though there was initial "sticker shock" about the investment in the Clarity Coaching program, he quickly made a decision: "I had decided that I was going to say yes to anything up to 10 grand...because I also knew that my clients are worth a lot, and if I could just get in the door of a couple of places because of Consulting Success, it'll pay for itself."

Working with his coach Michelle, Erik began laying the critical foundation for long-term success.

"I was unaware at that time that I had three steps before I get in the room. I had a bunch of work to do," he shares.

The program helped him focus on fundamentals he hadn't even considered: defining his ideal client, crafting magnetic messaging, and other essential building blocks.

Almost immediately after starting with Consulting Success®, Erik received a referral to what Michelle called a "supermodel client" — a $300 million manufacturing company that seemed out of his league.

But with Michelle's guidance throughout the negotiation process, Erik approached the opportunity with newfound confidence.

"It's also just about confidence, but it's about 'Can I play in the big leagues?' And that was such a huge thing for me that she helped me feel like, yeah, I can," Erik says.

The coaching sessions proved invaluable as he navigated this significant opportunity while simultaneously building his business foundation.

Breakthrough Success: From Undercharging to Landing a $90K Client

The most dramatic transformation came in Erik's approach to pricing.

Through working with his coach, he had an epiphany: "I realized, holy crap, I've been pricing based on my time rather than based on value."

For his new "supermodel client," Erik initially planned to bid $25,000-$30,000 based on his time.

After applying what he learned about value-based pricing, he proposed $90,000 for a 90-day project — more than tripling his fee.

"I couldn't believe that I was sending that out there into the world," Erik admits about submitting such a high proposal.

When the client pushed back, Michelle helped him hold firm.

His confidence grew as he realized, "There's not very many people who can do what I'm doing, and I just don't think they can get where they want to be without me."

Erik won the contract at his new, tripled rate, which immediately allowed him to:

• Bring his sister on as an employee to help manage the business
• Begin building a team with 1099 contractors to handle project work
• Focus on developing his brand and marketing presence

The program's ROI has already proven substantial, with Erik landing this significant contract just months after joining.

Looking ahead, he's building toward a long-term vision of creating a valuable consulting firm with proprietary processes that he can eventually sell.

"I just feel like I have barely scratched the surface of the value," Erik shares about his experience with the Clarity Coaching program. "It is worth every penny."

Key Takeaways

• Transitioning from hourly fees to value-based pricing will exponentially raise your revenue. By focusing on the impact your work creates rather than hours spent, you can confidently charge premium rates that reflect the true value you deliver to clients.
• Learn to hold your ground during negotiations with high-value prospects. With the right coaching support, you can overcome objections and pushback from even the largest potential clients, proving that mindset is just as important as skillset in high-stakes consulting.
• Master the foundational work required before "getting in the room" with ideal clients. Defining your ideal client, crafting magnetic messaging, and building proper systems will support sustainable growth beyond just delivering excellent services.
• Build a scalable business structure that creates long-term value. The right strategic moves allow you to focus on client-facing work while developing a consulting practice that has inherent value and could eventually be sold.

Work With Us To Grow Your Consulting Business

In our Clarity Coaching program, our coaches have helped over 1000 consultants to build a more strategic, profitable, and scalable, consulting business. To discover how we can help grow your consulting business:

• Read our case studies, client success stories, and testimonials.
• Learn about us: our story, mission, values, and beliefs.
• Visit our Clarity Coaching landing page to learn about our program and community.
• Schedule your FREE growth session call with one of our experts.