Consulting Success Podcast

There is more to pricing than just numbers. It is also rooted in optimizing performance and nudging customer behaviors. Helping you figure out your pricing strategy, Michael Zipursky sits down with Jenny Millar, the Founder of Untapped Pricing. Jenny tells us more about the psychology of pricing and how to raise your fees as consultants. She also talks about her journey from working on eBay to freelancing to building a remote business and where networking helped in the process. What is the function of pricing inside an organization? How do you validate whether a price increase is the right move? What are the common mistakes around pricing? Why does behavior have to do with pricing and how do you benefit from that? Jenny answers these important questions and more. So tune in to not miss out on these helpful insights that will have you grow your practice.

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Do you want to stay as a solo consultant, or do you want to bring others in? What are the risks in building your consulting firm? In this episode, Devon O'Rourke, the Founder and Managing Partner at Fluvio, provides some tips to build your consulting team by shifting from a solo to a firm model. Although hiring is challenging, consulting firms should learn to balance when to hire because you don't want to bring consultants into your firm without any clients to offer them. Devon shows how persistence can help build your firm no matter the risk, as long as you push through the challenges. Tune in for more!

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Many businesses do not optimally perform. It can be frustrating, but you don’t need to suffer today. In this episode, Philip (Phil) Krichilsky, the CEO of Innovative Directions, dives into shifting from hourly billing to lucrative performance-based fees. In the consulting business, you are only as good as your billing hours. Phil wants every consultant to challenge that model. There are more insights Phil shares in this episode, so if you want to improve your profitability today, tune in now!

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We have so many brilliant minds working on producing great innovations, but we only hear from a few of them. Why? Because, often, these innovation experts struggle with their communication. Today’s guest, Susan Lindner, has observed this, leading her to create Innovation Storytellers—a consulting firm that helps companies to communicate more effectively with their ideas and get those ideas out there. In this episode, she joins Michael Zipursky to tell us more about the importance of storytelling, especially in driving innovation and growth to our consulting businesses. She takes us through the process of how to develop stories and effectively tell them. On other avenues of growth, Susan then talks about using speaking engagements to maximize business revenue. Tune in to hear more about growing your business as Susan dives deep into other important topics, from business models to mindset shifts and more!

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“When you sell success to someone and deliver success to problems, your past customers never run out of problems.” - Tom Searcy.

Today, Michael Zipursky brings a guest who will unravel the Secret to Big Sales. In this episode, Tom Searcy, the Founder of Hunt Big Sales, discusses how consultants can hunt and win big clients with big budgets to grow their consulting business. Tom shares that the art and science of pricing his services allow him to charge full fees and have more freedom to navigate the industry. He emphasizes that he does not negotiate on price because the price is the price and will take away his margin. Instead, he negotiates on the scale. Find more value in this conversation with Tom Searcy and Michael Zipursky.

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Unlocking your true pricing power is not just about charging more. It's about creating irresistible consulting offers that reflect the excellence you provide, and ultimately, unlocking the full potential of your business. In this episode, Casey Brown, President and Founder of Boost Pricing, talks about the art of pricing irresistible consulting offers. She discusses how to help companies discover their true pricing power and how to get paid well for the excellence they provide. Casey discusses her brand's pricing strategies, how pricing affects businesses, its benefits, and why it's often overlooked. Drawing from her experience, she offers valuable insights and advice for all small businesses on how to compete in the challenging pricing market. Tune in now.

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Did you know it's difficult to create a long-term sustainable and successful business if you don't take care of yourself? Today's episode Michael Zipursky brings our guests to provide value on self-care to reach our full potential. Today's guest is Vanessa Bennett, CEO of Next Evolution Performance, who shares her wisdom on how consulting business owners maximize creative performance. You should know when your most productive time is so you can manage your energy well. Self-awareness is the essential key in today's discussion. Let's squeeze more of Vanessa's wisdom and learn more about how we can maximize our performance. 

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What would you give to discover the formula for growing a consulting business? Today’s episode features the powerhouse duo, Adele Cehrs and Chip Massey, the founders of Convincing Company. Adele and Chip started the company before COVID, utilizing the relationships they built with previous clients to help build the foundation they have now for their business. Tune in as they share some FBI tactics to grow your consulting business. The discussion also highlights the value of connecting with people to better position your business for success. Dive right in and learn the secrets to expanding your consulting business today!

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What does world-class consulting work look like? In this episode, Randy Shumway, the founder and chairman of Cicero Group, shares how Cicero Group delivers world-class consulting work to its clients. The company seeks to provide meaningful and durable solutions. The collaborative approach with their clients, the true partnership, and their focus on execution drive real impact within their organization. The high-quality work allows the consulting business to grow and market itself. Join Randy Shumway as he brings his passion for his work in this episode.

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Most business owners would like to do everything in their business and still not grow. Have you wondered why? That’s because you become the bottleneck of your business. In this episode, Danielle Hayden, the founder of Kickstart Accounting, gives an insightful talk on why and how to remove yourself as the bottleneck of your consulting business. As a business owner, you don’t have to recreate the wheel. You don’t have to be the expert because you’re not a finance expert. Tune in to this insightful talk with Danielle Hayden today.

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