Want to learn how we can help you grow your consulting business? Schedule your free Growth Session Call today!  www.consultingsuccess.com/grow

Mentioned in this episode:

Get Expert Insights into Your Consulting Business: Claim Your FREE Growth Session Now!

Want to get personalized feedback and actionable insights on your consulting business from seasoned experts who've been in your shoes? The Consulting Success Clarity Coaching Program offers just that, and you can experience a taste of it with a FREE, no-obligation Growth Session. On this call, you'll explore how to optimize your business model, refine your messaging, and build a predictable stream of high-value clients. https://www.consultingsuccess.com/coaching-for-consultants

Join an Elite Group of Consulting Founders in Montreal for Serious Growth

Imagine being in a room where every other 6 or 7-figure consulting founder is as serious about growth as you are. That’s the Consulting Success Mastermind in Montreal (Sept 18-20, 2025). This is your opportunity to build real relationships with top-performing consultants, share wins and challenges, and grow strategically together. As one past attendee said, it's "exactly what I’ve been needing."

What if your biggest competitor could be your greatest ally? This week, Michael is joined by Liselle Regueiro DeGrave of DeGrave Communications and Rachel Dickman of RMG Communications, two PR firm owners who have thrown out the traditional rulebook. Instead of merging or competing, they operate under a unique model they call "collabetition," running their own successful firms while strategically collaborating on major projects. They share their individual journeys from the burnout of corporate and government work to the freedom of entrepreneurship, and how a decade-long professional relationship built on trust became the foundation for their innovative partnership.

Liselle and Rachel get into the nuts and bolts of how they make this unconventional model work. They reveal that by maintaining separate companies, they lower their financial risk and retain their unique brand identities, all while presenting a united, more powerful front to clients. This approach transforms the high-stakes, often cutthroat, world of government RFPs into a win-win scenario. They detail their process for jointly evaluating opportunities, leveraging their combined networks, and sharing costs and profits, proving that true collaboration can create a pie big enough for everyone. They also discuss the nuances of value-based pricing, navigating complex hiring laws like California’s AB5, and the critical importance of outsourcing to reclaim time and focus on growth.

In this episode, you will learn about:

• The "collabetition" model for flexible, low-risk growth.
• 
  
• The key to making business collaborations work.
• 
  
• How to structure joint proposals and share profits.
• 
  
• How to qualify government contracts and avoid wasting time.
• 
  
• How to price for value, not just billable hours.
• 
  
• Navigating tricky hiring laws (like CA's AB5) when scaling.
• 
  
• Why outsourcing is crucial for buying back your time.

Welcome to the Consulting Success podcast. I'm your host Michael Zipursky, and in this podcast, we're going to dive deep into the world of elite consultants where you're going to learn the strategies, tactics and mindset to grow a highly profitable and successful consulting business.

Before we dive into today's episode. Are you ready to grow and take your consulting business to the next level? Many of the clients that we work with started as podcast listeners just like you, and a consistent theme they have shared with us is that they wished they had reached out sooner about our Clarity Coaching Program rather than waiting for that perfect time. If you're interested in learning more about how we help consultants just like you, we're offering a free, no pressure growth session call. On this call, we're going to dive deep into your goals, challenges and situation and outline a plan that is tailor made just for you. We will also help you identify where you may be making costly and time consuming mistakes to ensure you're benefiting from the proven methods and strategies to grow your consulting business. 

So don't wait years to find clarity. If you're committed and serious about reaching a new level of success in your consulting business, go ahead and schedule your free growth session. Get in touch today. Just visit Consulting Success - Grow to book your free call today.

Liselle Regueiro DeGrave is the President and Owner of DeGrave Communications. With nearly 20 years of experience blending in-house and agency expertise, she leads her integrated team to deliver impactful communications and marketing strategies for clients across California. A self-taught entrepreneur, Liselle founded her firm in college and has scaled it into a thriving business. With Rachel, she co-hosts the award-winning PRessing On Podcast.

Rachel Dickman is the Founder and CEO of RMG Communications and a nationally recognized leader in public relations. With over two decades of experience, she helps public sector clients transform their communities through award-winning campaigns. Her work has earned numerous honors, including a PRSA National Bronze Anvil and a Lifetime Achievement Award. Rachel co-hosts the popular PRessing On Podcast with Liselle.

Connect with Liselle Regueiro DeGrave

Discover more about DeGrave Communications

Connect with Rachel Dickman

Discover more about RMG Communications

Mentioned in this episode:

Get Expert Insights into Your Consulting Business: Claim Your FREE Growth Session Now!

Want to get personalized feedback and actionable insights on your consulting business from seasoned experts who've been in your shoes? The Consulting Success Clarity Coaching Program offers just that, and you can experience a taste of it with a FREE, no-obligation Growth Session. On this call, you'll explore how to optimize your business model, refine your messaging, and build a predictable stream of high-value clients. https://www.consultingsuccess.com/coaching-for-consultants

Join an Elite Group of Consulting Founders in Montreal for Serious Growth

Imagine being in a room where every other 6 or 7-figure consulting founder is as serious about growth as you are. That’s the Consulting Success Mastermind in Montreal (Sept 18-20, 2025). This is your opportunity to build real relationships with top-performing consultants, share wins and challenges, and grow strategically together. As one past attendee said, it's "exactly what I’ve been needing."

Want to learn how we can help you grow your consulting business? Schedule your free Growth Session Call today!  www.consultingsuccess.com/grow

Welcome back to the Consulting Success podcast. I'm Michael Zipursky, and today, we are continuing our exploration into a force that's not just changing how businesses operate, but really how we as consultants need to think and adapt. And yes, that is AI - artificial intelligence. I'm pleased to say that we have Michel Fortin joining us again. Our last conversation on AI, I know, was valuable and helpful, insightful maybe. So we're going to pick up where we left off. We're going to explore some new ground. We're going to look at, you know, how all this applies to you as a consultant or in the world of consulting.

And just to reiterate a point that I think is really important, we're not suggesting that you as a consultant need to become an AI specialist. That's not the goal, but what we do believe is that every single consultant needs to get a handle on what AI is, what AI can do, how it's going to affect your work, how it's going to impact your clients and the marketplace and the landscape that they work in. So from content creation to streamlining your operations and beyond in terms of your client and the industries that you serve, today we're going to get into some really interesting areas. 

We're going to start by looking back at an idea from John Naisbitt when he talked about this concept of "high tech, high touch" and then see how it mirrors what's actually happening today in AI. And then as technology, right, becomes more advanced, what does it actually mean for our need for genuine human connection? And then we're going to talk about how AI is shifting the goalposts for things like trust and authority, especially when it comes to the content that we create. And Michel has some thoughts on how Google's E-A-T - so that's E-A-T - that framework of expertise, authoritativeness, and trustworthiness, is evolving into what he calls E-A-T 2.0, which stands for empathy, authenticity, and transparency. So we're going to unpack that and what it means for consultants. 

And as always, we want to make this very practical. So how can you use AI to be more efficient? And how can you actually use this to be more effective in your consulting work? How do these blend together, right? These powerful tools, how can you use that in your own unique way, and how can you bring the human experience? How can you bring in and leverage AI within your area of expertise, regardless of where that is and where in the world that you are and the work that you do? 

So if you're looking to get a clear picture on how to navigate the AI landscape and position your consulting practice for the future, then you're in the right place. 

Mentioned in this episode:

Join an Elite Group of Consulting Founders in Montreal for Serious Growth

Imagine being in a room where every other 6 or 7-figure consulting founder is as serious about growth as you are. That’s the Consulting Success Mastermind in Montreal (Sept 18-20, 2025). This is your opportunity to build real relationships with top-performing consultants, share wins and challenges, and grow strategically together. As one past attendee said, it's "exactly what I’ve been needing."

Get Expert Insights into Your Consulting Business: Claim Your FREE Growth Session Now!

Want to get personalized feedback and actionable insights on your consulting business from seasoned experts who've been in your shoes? The Consulting Success Clarity Coaching Program offers just that, and you can experience a taste of it with a FREE, no-obligation Growth Session. On this call, you'll explore how to optimize your business model, refine your messaging, and build a predictable stream of high-value clients. https://www.consultingsuccess.com/grow

Want to learn how we can help you grow your consulting business? Schedule your free Growth Session Call today!  www.consultingsuccess.com/grow

Mentioned in this episode:

Get Expert Insights into Your Consulting Business: Claim Your FREE Growth Session Now!

Want to get personalized feedback and actionable insights on your consulting business from seasoned experts who've been in your shoes? The Consulting Success Clarity Coaching Program offers just that, and you can experience a taste of it with a FREE, no-obligation Growth Session. On this call, you'll explore how to optimize your business model, refine your messaging, and build a predictable stream of high-value clients. https://www.consultingsuccess.com/coaching-for-consultants

Join an Elite Group of Consulting Founders in Montreal for Serious Growth

Imagine being in a room where every other 6 or 7-figure consulting founder is as serious about growth as you are. That’s the Consulting Success Mastermind in Montreal (Sept 18-20, 2025). This is your opportunity to build real relationships with top-performing consultants, share wins and challenges, and grow strategically together. As one past attendee said, it's "exactly what I’ve been needing."

Ever made a costly mistake in a startup? David Hirschfeld, founder of the 17-year-strong custom software firm Tekyz, turned his "startup scars" into SaaS stardom. He shares the brutal honesty of a past venture hitting a wall and how that forged his unshakeable belief in rigorous client qualification. Discover his 5-minute method to identify serious prospects, why not charging from day one can be fatal, and how Tekyz is riding the AI wave to deliver massive client value. If you're building a tech business or consulting with startups/scale-ups, David's hard-won lessons are pure gold!

📢 In This Episode, You’ll Discover:

✅ The critical misstep of not charging clients from day one in a past startup and why delaying charges can doom a new venture.

✅ David's 5-minute technique to qualify serious clients, uncover their actual budget, and avoid costly, misaligned projects.

✅ How Tekyz leverages AI for incredible efficiency, cutting project estimate times by 30% and enhancing client value.

Mentioned in this episode:

Get Expert Insights into Your Consulting Business: Claim Your FREE Growth Session Now!

Want to get personalized feedback and actionable insights on your consulting business from seasoned experts who've been in your shoes? The Consulting Success Clarity Coaching Program offers just that, and you can experience a taste of it with a FREE, no-obligation Growth Session. On this call, you'll explore how to optimize your business model, refine your messaging, and build a predictable stream of high-value clients. https://www.consultingsuccess.com/coaching-for-consultants

Join an Elite Group of Consulting Founders in Montreal for Serious Growth

Imagine being in a room where every other 6 or 7-figure consulting founder is as serious about growth as you are. That’s the Consulting Success Mastermind in Montreal (Sept 18-20, 2025). This is your opportunity to build real relationships with top-performing consultants, share wins and challenges, and grow strategically together. As one past attendee said, it's "exactly what I’ve been needing."

Want to learn how we can help you grow your consulting business? Schedule your free Growth Session Call today!  www.consultingsuccess.com/grow

Mentioned in this episode:

Get Expert Insights into Your Consulting Business: Claim Your FREE Growth Session Now!

Want to get personalized feedback and actionable insights on your consulting business from seasoned experts who've been in your shoes? The Consulting Success Clarity Coaching Program offers just that, and you can experience a taste of it with a FREE, no-obligation Growth Session. On this call, you'll explore how to optimize your business model, refine your messaging, and build a predictable stream of high-value clients. https://www.consultingsuccess.com/coaching-for-consultants

Join an Elite Group of Consulting Founders in Montreal for Serious Growth

Imagine being in a room where every other 6 or 7-figure consulting founder is as serious about growth as you are. That’s the Consulting Success Mastermind in Montreal (Sept 18-20, 2025). This is your opportunity to build real relationships with top-performing consultants, share wins and challenges, and grow strategically together. As one past attendee said, it's "exactly what I’ve been needing."

Is AI coming for your consulting gig or is it the sharp new tool that could actually give you an edge? Today, Michael chats with Michel Fortin, Head of Growth at Consulting Success, and they get real about all this AI buzz. Michel has seen plenty, working with big-league companies on their tech, seven-, eight-figure outfits. He believes the whole "AI will replace consultants" thing is probably overblown, but - and it's a big but - consultants just sticking their heads in the sand about AI might be in for a rude awakening sooner than they think.

Michel and Michael really break down this idea. It's not about AI wiping out consulting altogether, it's more about AI sidelining the consultants who don't get with the program. They talk about that human touch - the creative leaps, understanding people’s messy problems. AI isn't there yet, not even close, but here’s the kicker: thinking AI is just some passing trend is a really bad idea - you could get left in the dust. Michel puts it plainly: "AI will not replace consultants; consultants who know AI will replace consultants." Simple as that.

In this episode you will learn about:

• Why your human smarts and intuition are still gold, and how AI is here to reshape consulting, not scrap it.
• The real pitfall: not AI itself, but consultants sleeping on how quick AI is changing the game.
• Using AI smartly across your business – from finding clients to getting work done.
• The big shift: treating AI like a new team member for faster turnarounds and sharper results.
• Working through AI's blips and quirks with steady, clear feedback.
• The RACES method for getting AI to give you what you actually want, plus using AI to fine tune your requests.
• Figuring out AI’s ripple effects – for your clients and for your own consulting shop.
• Keeping your practice ahead of the curve with guidance like that offered in Clarity Coaching.

Mentioned in this episode:

Join an Elite Group of Consulting Founders in Montreal for Serious Growth

Imagine being in a room where every other 6 or 7-figure consulting founder is as serious about growth as you are. That’s the Consulting Success Mastermind in Montreal (Sept 18-20, 2025). This is your opportunity to build real relationships with top-performing consultants, share wins and challenges, and grow strategically together. As one past attendee said, it's "exactly what I’ve been needing."

Get Expert Insights into Your Consulting Business: Claim Your FREE Growth Session Now!

Want to get personalized feedback and actionable insights on your consulting business from seasoned experts who've been in your shoes? The Consulting Success Clarity Coaching Program offers just that, and you can experience a taste of it with a FREE, no-obligation Growth Session. On this call, you'll explore how to optimize your business model, refine your messaging, and build a predictable stream of high-value clients. https://www.consultingsuccess.com/coaching-for-consultants

Want to learn how we can help you grow your consulting business? Schedule your free Growth Session Call today!  www.consultingsuccess.com/grow

Mentioned in this episode:

Join an Elite Group of Consulting Founders in Montreal for Serious Growth

Imagine being in a room where every other 6 or 7-figure consulting founder is as serious about growth as you are. That’s the Consulting Success Mastermind in Montreal (Sept 18-20, 2025). This is your opportunity to build real relationships with top-performing consultants, share wins and challenges, and grow strategically together. As one past attendee said, it's "exactly what I’ve been needing."

How does a seasoned corporate lawyer and former General Counsel for a global foundation transition from a world of high-stakes legal and philanthropic work to building a specialized social impact consulting firm - all while initially harboring deep skepticism about the consulting industry itself? Scott Curran, Founder and CEO of Beyond Advisers, shares his nine-year journey from in-house counsel, where he saw many consultant relationships go awry, to creating a thriving practice that now operates almost entirely on retainer and 100% through word-of-mouth referrals.

Scott reveals the pivotal moments and mindset shifts that propelled him forward, from confronting imposter syndrome to his early client acquisition strategy of scheduling daily breakfasts, coffees, and lunches for two straight weeks. He emphasizes the foundational lesson learned: "The most important thing I learned is to not overlook the importance of the beginner's mindset of your client... meet your clients where they are." Today, Scott breaks down his path, from the initial $2,500 project to developing a high-value, retainer-based model, and why "simplicity is at the core of everything I do."

In this episode you will learn about:

• Scott’s move from corporate law/philanthropy to social impact consulting
• The power of an "exquisite statement of work" and clear deliverables
• Overcoming imposter syndrome: assessing risks, seeking advice, and planning
• Scott’s 30-meeting networking strategy for early client acquisition
• Identifying the market gap for "fractional General Counsel" services
• Building a business on 100% word-of-mouth referrals over a decade
• Evolving pricing: from a $2,500 first project to high-value retainers
• Structuring retainers with clear opt-out clauses to build trust
• Choosing fewer, higher-retainer clients over scaling into a large agency
• Building a flexible team: core principals and "plug and play" specialists
• Leveraging AI for research, like "Google on steroids."
• The value of a "beginner's mindset" for deeper client relationships

Mentioned in this episode:

Join an Elite Group of Consulting Founders in Montreal for Serious Growth

Imagine being in a room where every other 6 or 7-figure consulting founder is as serious about growth as you are. That’s the Consulting Success Mastermind in Montreal (Sept 18-20, 2025). This is your opportunity to build real relationships with top-performing consultants, share wins and challenges, and grow strategically together. As one past attendee said, it's "exactly what I’ve been needing."