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Case Study

Optimized Offer and Messaging Leads to Large Contract Win With Dream Client

As a direct result of the strategies he learned at Consulting Success®, Howard Bryant won a major contract with a large corporation dream client.

Building an Independent Business

After many years in the corporate world, Howard Bryant decided to strike out on his own. His vision was to become a full-time independent consultant. Initially, he partnered with a company in the UK to provide corporate training products. Eventually, he relocated to Thailand, where he sold training products to retail companies, but he also began to do consulting work for mid-sized companies in developing markets looking to increase their commercial capabilities and capacity. This led to project management and strategy work, helping leadership teams write and implement business plans, as well as some personal development coaching.

Though he was moving more and more into consulting, he lacked a real structure for his new business. He didn’t have any formal training on running a consulting business, so while he had plenty of expertise to share with clients, he struggled to develop processes for effectively growing his business and reaching the right clients.

Learning to Dig Deeper

Along the way, he came across some of the social media content put out by Consulting Success®, and he was drawn to our clear processes, organizational strategies, and business management advice—in particular, our encouragement to dig deeper with clients in order to find their real problems. This inspired him to join the Consulting Success® coaching program.

In our program, he learned how to clarify his offer and structure his pricing, how to create targeted messaging and relevant content on his website and social media. He also learned how to navigate the stages of a sales conversation, which gave him a clear process for talking to prospective clients.

A Tactical and Methodical Approach to Consulting

As a result of implementing these strategies, he won a major project with a large corporation. The six-month project involved work across eight business units, so he leveraged his network to create a team of consultants. Throughout the six months, Howard used Consulting Success® as a resource, speaking frequently to Michael to discuss the challenges of managing both consultants and key client stakeholders at the same time.

In the end, Howard’s time at Consulting Success® provided him with the tactical and methodical approach to building a consulting business that he needed in order to grow. As he put it, “Michael is consistent, has a proven formula, and a vast amount of knowledge on consulting. I could discuss challenges with him, and he always had a good answer. Sometimes, I already knew the right answer, but he provided confirmation that helped me to trust my instincts.”

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