Ever wonder what it really takes to build a consulting business that aligns with your values AND makes great money? 

This week's guest, Rachel D'Souza, founder of Gladiator Consulting, reveals how a Netflix binge and a supportive brother helped her build a consulting business that now hovers between $750-900K in annual revenue.

But here's what makes this story interesting - Rachel doesn't chase RFPs, doesn't compromise on her values, and actually turns down clients who don't align with her vision for transforming the nonprofit sector. And the surprising result? More success, not less.

Rachel opens up about how she went from charging "nonprofit sector rates" to confidently pricing at $500/hour, thanks to some tough love from her business coach. She shares the mindset shifts required to charge premium rates while still ensuring her services remain accessible to grassroots organizations.

We dive deep into how she structures her team (hint: it's a mix of core staff and carefully selected contractors), her approach to equitable compensation, and why she's not afraid to have hard conversations about money with potential clients.

But perhaps most compelling is Rachel's candid discussion about showing up with courage in the sector, even when it means potentially losing business. She shares how being vocal about equity and justice has actually attracted more of the right clients, not fewer.

Key Takeaways:

1. Your pricing structure can reflect both your values and your worth. Rachel breaks down how she prices differently for different organizations while ensuring everyone on her team gets paid equitably.

2. Business development doesn't have to mean constant hustling. Building authentic relationships and being selective about clients can actually lead to more sustainable growth.

3. Success often means redefining what "enough" looks like. Rachel found her sweet spot isn't about maximizing revenue but about maintaining the right balance of impact and income.

4. Getting comfortable with premium pricing takes practice. Start by understanding what you and your team need to thrive, then work backwards from there.

Find Us Online:  https://www.confessionswithjessandcindy.com

Connect with Rachel:

Gladiator Consulting Website: http://www.gladiatorrds.com/ 

LinkedIn: https://www.linkedin.com/in/gladiatorrds/ 

Instagram: https://www.instagram.com/gladiatorconsulting/?hl=en 

Connect with Cindy:

Cindy Wagman Coaching: cindywagman.com

Fractional Fundraising Network: fractionalfundraising.co/

LinkedIn: ca.linkedin.com/in/cindywagman

Connect with Jess:

Out In the Boons: outintheboons.me

LinkedIn: linkedin.com/in/jesscampbelloutntiheboons/

Resources:

Rachel’s Website: www.gladiatorrds.com

Purpose First Advisors :https://www.purposefirstadvisors.com