Just Starting Out

Kathy Keating is a fractional CTO and executive coach who helps rapidly growing, mid-sized tech companies when they’re scaling, often serving as interim CTO and technology advisor to the CEO. She had worked with a multi-staff consultancy fifteen years ago, but when she decided to launch her own solo consulting business, she knew she needed help.

“I had experience in selling projects, but I didn’t have any experience in how to sell ‘me,’” she said. “How do I tell my story? How do I pitch my services and close business quickly so I can acquire functional clients and start earning income as fast as possible?”

Seeking answers to these questions, she came to Consulting Success.

Learning to Tell Her Story

The most important thing she learned from Consulting Success, Kathy says, was “how to tell my story so clients understand the value of what I have to offer. You don’t sell tasks; you sell outcomes and value.”

Additionally, she learned how to narrow her niche in her story so her messaging resonated more powerfully with her ideal client. She also learned how to price her services by packaging them as “good, better, best” offerings so her proposals were more attractive.

By telling her story, niching herself down, and selling “good, better, best” packages, she was able to launch her solo consulting business strongly right out of the gate.

A Full Roster in Six Months

As a result of the things she learned from Consulting Success, and the ongoing help of her coach, Kathy says, “I was selling effectively and winning clients within two months of launch, and I had acquired a full roster of high-value clients within six months.” She now has a good book of business with repeatable, subscription-based clients coming to her for coaching, including some very large companies.

“Those were very easy sales,” she says. “Using the package process, sharing value, and talking about outcomes, I was able to match my story to their needs.”

For anyone considering Consulting Success, Kathy says, “If time-to-market is important to you, if you don’t yet have an income from consulting, then it’s worth the investment to accelerate your business. Otherwise, you might spend months trying to figure out what to do.” Importantly, she says, “I had a return on investment for what I spent on Consulting Success in less than two months. My first client paid the total cost.”

Kathy has continued to apply what she's learned throughout the program, and continues to see incredible results: "Things are great for me right now. Making more than 2X what I ever did as a full time executive. I’ve got a good set of services, and my income streams are diversified which I appreciate. I’m often turning away work (giving it to people I trust) which is always a good sign."