Join The CTO Playbook Slack Community to connect with other CTOs! 

Dan Gwalter is a fractional consultant and former IT director who helps businesses navigate growth challenges.

In this episode, you're going to learn why Dan left a high-paying corporate job to build a career he actually enjoys, how to craft a strong personal brand on LinkedIn that attracts clients, why conversations—not sales pitches—are the key to building a thriving consulting business, the simple process Dan uses to keep a steady stream of clients without stress, and how he balances work and life while making a great living.

Dan Gwalter has been running a successful Fractional Consulting business for over a decade, helping professionals break free from traditional career constraints. With a focus on creating stability and maximizing flexibility, he has built a model that allows consultants to get paid for the value they create rather than just the hours they work.

Through The Fractional Formula, Dan provides structured guidance for those looking to transition into fractional consulting. His program includes seven weeks of live training in small groups, unlimited one-on-one coaching, and a full year of ongoing mentoring and support. Many participants have landed their first clients within weeks, proving that a well-executed strategy can lead to rapid success.

Dan’s approach is built on practical experience, offering a clear path for professionals who want to move from day-rate contracting to managing a portfolio of high-value clients. His expertise helps others design careers that prioritize both financial security and personal freedom.

Timestamps:

[00:00] Introduction

[03:04] The pressure of chasing prestige and power

[04:48] Experiencing the downside of an IPO

[06:25] Walking away from a high-paying job

[07:58] The challenges of starting as a consultant

[09:41] Dealing with inconsistent income

[11:12] The mistake of relying only on referrals

[12:35] Why networking isn’t about selling

[13:52] How asking the right questions leads to opportunities

[15:04] The power of building a reputation

[16:20] Why job security is a myth

[17:41] The importance of a clear niche

[19:03] How to structure a LinkedIn profile for consulting

[20:15] The biggest mistake consultants make on LinkedIn

[21:42] How to write a LinkedIn profile that attracts clients

[23:16] Why storytelling is key to standing out

[24:40] How to get into high-value conversations

[25:52] Why most LinkedIn content fails

[27:04] The key to writing content that brings clients

[28:36] The simple way to generate inbound leads

[30:02] Why selling isn’t about pitching

[31:14] How to start sales conversations naturally

[32:45] The importance of solving problems upfront

[34:12] The best way to structure a sales call

[35:25] How to stay top-of-mind with potential clients

[37:02] Why continuous business development is essential

[38:36] How to balance client work and marketing

[39:58] The danger of relying on just a few clients

[41:20] How to avoid feast and famine cycles

[42:45] Why consulting is about relationships, not transactions

[44:12] The mindset shift that leads to long-term success

[45:30] Why most consultants undercharge for their expertise

[47:04] The power of saying no to the wrong clients

[48:20] How Dan built a business that fits his lifestyle

[50:02] What a work-life blend looks like in practice

Kickstart your fractional career in 30 minutes with Dan’s No-Nonsense Leadership.

Follow Dan on LinkedIn.

Find more from Adam on LinkedIn and YouTube and check out Adam's CTO coaching company Synova Tech.