Thriving Through

Are you struggling to differentiate yourself in a crowded market and wondering how to build a practice where clients seek you out instead of you chasing them?

In this episode, host AJ Riedel talks to Stefan Avivson, serial entrepreneur turned business advisor. Stefan has built a thriving advisory practice by positioning himself as "Mr. Raw" - someone who challenges clients' thinking and gets them out of their comfort zone, rather than following traditional coaching frameworks.

 Why You Should Listen to This Episode

Self-employed consultants will discover how to build a practice where you can say no to clients because you have a full pipeline. Stefan shares his contrarian approach to client acquisition - filling your calendar first (even with free clients) to change your entire mindset and positioning in the market.

 What You'll Learn in This Episode:

• How to position yourself to say "no" to clients and why this transforms your entire business

• The difference between living out of fear versus living out of intent as an entrepreneur

• Why 96% of founders don't understand why their customers actually buy from them

• How to use "reality checks" to uncover the real reasons customers choose your services

• The psychology behind getting clients outside their comfort zone to drive results

• Why filling your calendar with work (even unpaid) changes how prospects perceive you

• How to ask questions that make clients say "that's a great question" every time

 About Stefan's Book

Stefan wrote a book on "How to Speak to Customers" - a comprehensive guide covering everything from physical presentation to communication techniques across different platforms including LinkedIn. The book addresses the biggest struggle Stefan sees among hundreds of founders and CEOs: they don't know how to effectively communicate with their customers. It includes tips, tricks, and strategies for presenting yourself and your ideas in ways that actually resonate with your audience.

 Listen to These Key Moments:

[00:01:15] - The 4-Month Employee Experience

Stefan shares why he quit his only corporate job after 4 months when he told his CEO "I have 15 years more experience than you have in this niche of operation."

[00:02:33] - Success is a Mindset

Stefan explains his philosophy that there are only two types of people: those who live out of fear and those who live out of intent.

[00:06:09] - The Depression That Changed Everything

How losing a billion-dollar company and his mother's death led Stefan to discover that helping others without asking for anything in return brings the greatest happiness.

[00:08:17] - Why "I Suck at Coaching"

Stefan explains why he calls himself an advisor rather than a coach and how being "raw" and direct differentiates him from traditional coaching approaches.

[00:13:57] - The Consultant's Revenue Rollercoaster

Stefan describes why most consultants live in a "sinus curve" of up and down revenues and how to break this cycle.

[00:14:55] - The Key to Consultant Success

"You become successful when you start saying no to clients, because that's when you can start picking your clients."

[00:24:08] - The Big Leap Book Recommendation

Stefan recommends "The Big Leap" by Gay Hendrix as essential reading for understanding and overcoming fear.

[00:26:34] - Unconventional CEO Advice

Stefan shares the surprising advice he gave a stressed CEO that completely changed his life: "Go home and have sex with your woman."

[00:32:15] - The 4% Reality Check Discovery

Stefan reveals his shocking research finding that only 4% of founders correctly understand why their customers actually buy from them.

[00:35:21] - The One Piece of Advice

Stefan's single most important advice for new consultants: "Get yourself fully employed with clients" - even if they're not paying.

[00:38:33] - The Million Dollar Question

Stefan demonstrates his signature question that clients always say is brilliant: "Why do your customers buy from you?"

Connect with Stefan Avivson on LinkedIn: https://www.linkedin.com/in/avivson/

Ever wondered how to do a discovery call? 
In this episode, host AJ Riedel talks to Dr. Casey Jensen, founder of Future Point Innovations, in a live discovery call demonstration following the proven 4-Step Sales Process she uses.

Why You Should Listen to (or Watch) This Episode:
This episode demonstrates a proven discovery call framework in real-time. You'll see exactly how to identify priority gaps, and conduct discovery questioning that reveals the true scope of a prospect's challenges while building trust and positioning yourself as the expert solution.

What You'll Learn in This Episode:
• The types of questions to ask to uncover problems and pain points 
• How to validate real problems 
• Techniques for amplifying pain points to create urgency while remaining consultative and helpful 
• How to transition from gap identification to solution presentation naturally 

Listen to These Key Moments:
[00:01:11] Scorecard Feedback - AJ begins the consultation by reviewing Casey's marketing scorecard results, showing an overall score of 47 with "significant gaps" in lead generation.
[00:01:30] Identifying Top Gaps - AJ highlights Casey's strength in converting prospects but major weakness in lead generation, establishing the priority focus area for the consultation.
[00:02:48] Deep Dive on Lead Generation Gap - Casey admits to generating only 2-4 qualified leads monthly with "feast or famine" unpredictability, validating the core problem.
[00:03:28] Current Marketing Reality Check - Casey reveals his current approach relies heavily on professional network and pro bono work, with little success in systematic lead generation.
[00:07:00] Pain Point Amplification - Casey vulnerably shares how his military background and humility create barriers to self-promotion, illustrating the deeper psychological challenges.
[00:08:44] Revenue Discovery - AJ transitions to revenue questions, uncovering Casey's current $2,000/month inconsistent income versus his $10,000/month goal.
[00:09:45] Impact Exploration - Casey explains how the revenue gap prevents him from building something bigger and creates daily stress about sustainability.
[00:10:22] Urgency Assessment - Casey reveals he has a 90-day timeline to show traction before considering alternative employment, establishing critical urgency.
[00:25:27] Investment Capacity Testing - AJ tests Casey's investment readiness with a $5,000 hypothetical scenario, confirming he would consider such an investment for proven results.
[00:32:21] Marketing Time Investment - Casey admits to spending 5-6 hours weekly on marketing activities that aren't producing results, highlighting the need for better systems.

Connect with Dr. Casey Jensen on LinkedIn: https://www.linkedin.com/in/caseywjensen/

How do you turn every satisfied client into a revenue-generating machine? And what's the one question that can build your entire consulting practice?

In this episode, host AJ Riedel talks to Thomas Bennett, founder of The Money Connector and self-employed tax savings consultant.

Why You Should Listen to (or Watch) This Episode

Self-employed consultants will discover the exact referral strategy that generates 95% of Thomas's business success. His approach to asking "who else do you know?" demonstrates how to systematically turn satisfied clients into ongoing revenue streams without relying on complex marketing funnels or expensive lead generation tactics.

What You'll Learn in This Episode:

• How to pivot your business model when cash flow challenges threaten your survival 

• The exact strategy for turning gatekeepers (like CPAs) into profitable partnership channels 

• Why asking "who else do you know?" is the fastest way to scale your consulting practice 

• How to overcome the fear of sales by reframing your mindset around client value 

• Why Thomas paused his podcast after measuring ROI vs. time investment 

• How to qualify clients properly to avoid disasters down the road

Listen to These Key Moments:

[00:00:37] The $350K Wake-Up Call Thomas explains how helping a client recover $350,000 while earning only a few hundred in commission sparked his decision to go independent.

[00:02:18] Surviving the IRS Payment Delays Learn how Thomas managed cash flow when clients faced 2+ year delays in receiving their tax credits, and the pivots that saved his business.

[00:05:42] The Art of Asking for Referrals Thomas reveals why 95% of his success comes from picking up the phone and shares his exact approach to requesting client referrals.

[00:10:06] Overcoming Sales Fear Through Value Discover how to shift from "bothering" prospects to feeling obligated to help them, including Thomas's mindset transformation.

[00:22:40] Turning CPAs from Blockers to Partners The detailed strategy Thomas used to convert CPAs who were blocking his deals into his primary revenue source.

[00:34:28] Building a Vision for Industry Leadership Thomas shares his 5-year vision and why focusing on consistent client conversations trumps complex marketing strategies.

[00:41:34] Feast or Famine Mindset Shifts Final advice on managing the entrepreneurial roller coaster and staying true to your authentic self while building your practice.

Connect with Tom Bennett on LinkedIn: https://www.linkedin.com/in/themoneyconnector/

What if the warning signs of the feast-or-famine cycle were flashing right in front of you for months, but you were too buried in client work to see them? And what would you do when you finally hit that wall and realized your pipeline had completely dried up?
In this episode, host AJ Riedel talks to Matt Molloy, former school principal turned EdTech consultant who transformed his struggling practice into a thriving business by becoming a "translator" between education technology companies and school districts.

Why You Should Listen to (or Watch) This Episode
Matt's journey from a burned-out principal to a successful EdTech consultant offers a masterclass in business transformation that every self-employed consultant can learn from. His honest account of hitting rock bottom, missing obvious warning signs, and ultimately finding his unique niche provides both practical strategies and emotional validation for consultants struggling to grow their practices.

What You'll Learn in This Episode:
• How to identify and overcome the critical mindset shift from employee to business owner 
• The warning signs of the dreaded "feast or famine" cycle that most consultants miss 
• Why replicating what you already know can be a dangerous trap for new consultants 
• How to locate your unique value proposition by exploring adjacent opportunities 
• The power of collaborative networking vs. competitive thinking in business development 
• Strategies for pivoting when your initial business model hits a wall 
• How to transform from being a service provider to becoming an industry expert

Listen to These Key Moments:
[00:04:30] The First Challenge: Deciding to Leave - Matt reveals the internal struggle of determining whether he was running away from something or toward something when leaving his 25-year education career.
[00:19:49] Hitting the Wall: When Warm Circles Dry Up - The moment Matt realized his business was in trouble and how the warning signs were "crystal clear" but completely ignored.
[00:23:41] The Pivot Strategy - How Matt immersed himself in every business opportunity conversation to find his way out of the hamster wheel cycle.
[00:26:32] The Marketing Wake-Up Call - Matt's honest confession about not understanding marketing and how other consultants became his unexpected teachers.
[00:32:30] Finding His Niche as an EdTech Translator - The breakthrough moment when Matt discovered his unique value as a bridge between technology companies and educators.
[00:38:00] The Advice He Wishes He'd Known Earlier - Matt shares the career advice he used to give others but failed to apply to his own business journey.

Connect with Matt Molloy on LinkedIn: https://www.linkedin.com/in/mattmolloy3/

What happens when a seasoned corporate executive decides to go solo? And more importantly, what critical mistake almost derailed his entire consulting practice?
In this episode, host AJ Riedel talks to Guy Barretta, a fractional COO who transitioned from being Chief Operating Officer of a large real estate brokerage to building his own consulting practice in 2023.

What You'll Learn in This Episode:
• How to make the psychological shift from employee to self-employed business owner without losing momentum • The "rabbit hole" mistake that cost Guy 6 months of progress and how to avoid it in your own practice • A practical LinkedIn strategy that generates consistent leads through content, networking, and cold outreach • Why your first two clients will always come from people you already know (and how to leverage that) • Time management systems that work when juggling 5-7 clients simultaneously • How to build multiple revenue streams around your core consulting work (coaching, speaking, courses) • The retainer model that sets clear boundaries while keeping clients satisfied

Why You Should Listen to This Episode
If you're struggling with the transition from corporate employee to independent consultant, or if you're already consulting but want to scale beyond just trading time for money, Guy's story offers a roadmap. He shares the honest truth about early mistakes, practical systems that actually work, and a clear vision for building a sustainable consulting ecosystem that doesn't depend on a single revenue source.

Listen to These Key Moments:
[00:02:31] The Transition Challenge - Why going from having a boss to being your own boss is harder than most people think
[00:04:59] The Mindset Shift - How Guy's previous experience as a real estate agent gave him a head start on self-employment
[00:09:20] Your First Clients Come From Your Network - Why the best consultants focus on people they already know first
[00:10:04] LinkedIn Lead Generation Strategy - The three-part system: posting 1-3 times weekly, daily commenting, and Sunday newsletter
[00:13:57] Speaking as Lead Generation - How Guy invested in a speaking coach and is building presentations for multiple industries
[00:17:03] The Costly Mistake - The 6-month "rabbit hole" that set Guy back and the lessons learned
[00:19:53] Key Lessons for Future Opportunities - How to ask the right questions and maintain control when new opportunities arise
[00:22:23] Time Management Reality - The honest truth about juggling multiple clients and the retainer model that makes it work
[00:27:20] The Five-Year Plan - Building multiple revenue streams: fractional work, coaching, speaking, courses, and content
[00:29:13] Final Advice - Don't give up, master time management, and never stop prospecting
Connect with Guy on LinkedIn: https://www.linkedin.com/in/guybarretta
Until next time, keep thriving through!

Why do brilliant consultants with proven expertise struggle to fill their pipelines? What if the problem isn't your skills, but that you're solving the wrong problem for your ideal clients?

In this episode, host AJ Riedel talks to Talmar Anderson, CEO of Boss HQ and co-founder of Time Machine Agency. We talk about how she pivoted from teaching hiring processes (that nobody wanted to buy) to solving management pain points that business owners desperately needed help with, the power of conducting 50+ customer research conversations annually, and why starting with the problem clients think they have is the fastest path to success. Talmar also shares insights about her new managed virtual assistant business and why some consultants unconsciously limit their growth to avoid managing people.

What You'll Learn in This Episode:

• Why clients don't buy solutions to problems they don't think they have (even when you know better)
• How to conduct meaningful market research through 50+ annual conversations with ideal clients
• The hidden challenges of launching a truly innovative service versus improving existing solutions
• Why solving immediate pain points opens the door to addressing root causes later
• How to pivot your messaging and services based on what clients actually want to buy
• The psychology behind why some consultants unconsciously avoid scaling their practices
• Practical strategies for systematizing both hiring and management processes

Why You Should Listen to (or Watch) This Episode: 

If you're a consultant struggling with inconsistent lead flow or finding that prospects don't seem to "get" your value proposition, this episode reveals why leading with what clients want (not what they need) is the fastest path to building trust and opening bigger conversations. Talmar's journey from failed hiring consultant to successful management expert provides a roadmap for any consultant looking to align their expertise with market demand.

Listen to These Key Moments:

2:47 - The Reality Check: Talmar discovers that despite having a unique hiring system, nobody wants to buy hiring training because it feels like something they can "do later"

6:48 - The Pivot Strategy: How solving management pain points (what clients desperately want) creates trust to later address hiring issues (what they actually need)

13:19 - Market Research Gold: Talmar's systematic approach to conducting 50+ conversations annually with ideal clients to stay current with their language and pain points

16:38 - First Year Struggles: The unexpected challenge of educating the market about a truly new solution versus improving existing services

21:03 - Psychology of Growth: Why some consultants unconsciously limit their business growth to avoid the complexities of managing people

26:20 - Time Machine Agency: How Talmar identified a different market need and launched managed virtual assistant services for consultants who want support without management headaches

34:05 - Learning Sales: What she'd do differently - investing in sales education much sooner as a consultant

Connect with Talmar on LinkedIn: https://www.linkedin.com/in/talmar-anderson-hiring-strategy/

Until next time, keep thriving through!

In this episode, host AJ Riedel talks to Maurice Lauriano who runs a highly specialized consulting business helping Ed-Tech companies navigate New York City's educational procurement process. We talk about how to turn being "let go" into finding your perfect niche, why narrower niches can actually be more profitable than broad ones, and how to position yourself as the go-to expert in a specialized field. Maurice shares his journey from government employee to helping 67 small businesses in just 2 years, with a goal to create "revenue superheroes" in government contracting.

Key Timestamps:
01:45 - How being denied civil service led to discovering his consulting niche
04:30 - Real examples of simple mistakes that cost contractors thousands
16:30 - Why he refuses to be a salesperson for products (protecting credibility)
25:45 - How he finds angel investors who fund Ed-Tech companies
32:20 - His 3-year vision: helping 4 clients become "revenue superheroes"

Connect with Maurice:
LinkedIn: https://www.linkedin.com/in/mlauriano/
Calendly: calendly.com/mauricelauriano/30min 
Website: educationsalesconsultant.com 

Show Notes
Are you afraid your niche is too narrow to be profitable? What if the opposite were true - what if going ultra-narrow could make you a "unicorn" in your field?
In this episode, host AJ Riedel talks to Maurice Lauriano, DTM, a former senior procurement agent who now runs a highly specialized consulting business helping Ed-Tech companies navigate New York City's educational procurement process.

What You'll Learn in This Episode:
• How to turn unexpected career setbacks into consulting opportunities 
• Why having a narrowly defined niche can actually increase your revenue potential 
• Real examples of simple procurement mistakes that cost businesses thousands of dollars 
• How to maintain credibility by refusing the wrong type of client work 
• Strategies for evolving from LinkedIn outreach to referral networks to angel investor partnerships 
• Why "don't wait" is the most important advice for aspiring consultants 
• How Toastmasters can transform your consulting practice through better speaking skills

Why You Should Listen to (or Watch) This Episode
If you're struggling with defining your niche or worried that specializing too narrowly will limit your opportunities, Maurice's story will completely flip your perspective. In just 2 years, he's worked with 67 small businesses and positioned himself as THE expert in Ed-Tech procurement for NYC schools. His journey from government employee to "unicorn" consultant shows exactly how to leverage your insider knowledge into a thriving practice.

Listen to These Key Moments:
01:45 - The Unexpected Path to Consulting: How being denied civil service after 20 years in government led Maurice to discover his perfect niche
04:30 - Million-Dollar Mistakes: Real examples of simple errors (like missing signatures and dates) that prevent contractors from getting paid
08:40 - The Power of Narrow Niching: Why Maurice's ultra-specific focus on NYC Ed-Tech procurement makes him a "unicorn" in the field
16:30 - Protecting Your Credibility: Why Maurice refuses to be a product salesperson and how this protects his reputation with his network
19:30 - Evolution of Marketing Strategy: His journey from LinkedIn shotgun approach to referral networks to partnering with angel investors
25:45 - Finding Angel Investors: How watching Shark Tank led to a strategy for connecting with Ed-Tech investors
29:00 - Living the Digital Nomad Dream: How his 100% virtual practice delivers the lifestyle he wanted
32:20 - The 3-Year Vision: Why he's limiting himself to 4 clients but aims to turn them into "revenue superheroes"
34:45 - The Toastmasters Advantage: How becoming a Distinguished Toastmaster (DTM) transformed his speaking and consulting abilities

If you liked today's episode, do these two things:
Click subscribe on whatever podcast platform you use to make sure you don't miss future episodes
Leave me a review in your podcast app or YouTube so other self-employed consultants can learn about the podcast

Connect with Maurice:
LinkedIn: https://www.linkedin.com/in/mlauriano/
Calendly: calendly.com/mauricelauriano/30min 
Website: educationsalesconsultant.com 

Connect with me
LinkedIn: https://www.linkedin.com/in/ajriedel/
Book an Exploratory Consultation: https://calendly.com/ajr-2/exploratory-consultation
Thriving Consultant newsletter: https://ajriedel.mykajabi.com/newsletters/the-thriving-consultant
Website: https://www.ajriedel.com/
Email: [email protected]
Until next time, keep thriving through!

In this episode, host AJ Riedel talks to Tom McKeown, B2B Go-to-Market Consultant and former Chief of Staff. We talk about how the skills that made him successful in corporate actually hindered his consulting success, his counterintuitive approach to LinkedIn outreach that landed his first major client, and why he ditched expensive outsourced sales for strategic partnerships that multiplied his reach.

Key Timestamps:
4:30 - The harsh reality check: Why corporate success doesn't guarantee consulting success
18:56 - The exact LinkedIn outreach strategy that closed a deal in 3 weeks
26:24 - The biggest mindset shift from corporate optimization to consultant growth
31:16 - Why outsourcing sales failed and how partnerships succeeded
37:05 - What he'd do differently if starting over

Connect with Tom:
LinkedIn: https://www.linkedin.com/in/thomasmckeown/
Website: mckeownstrategicinsights.com/ 

Show Notes:
What happens when a seasoned corporate executive discovers that everything they thought they knew about business development is wrong? How do you go from expecting clients to knock down your door to systematically building a thriving consulting practice?
In this episode, host AJ Riedel talks to Tom McKeown, B2B Go-to-Market Consultant based in Boston who helps B2B SaaS technology companies optimize their sales cycles and increase revenue share.

What You'll Learn in This Episode: 
• Why your corporate expertise alone won't bring clients to your door (and what actually will) 
• The exact LinkedIn outreach formula that converted a job posting into a closed deal in just 3 weeks 
• How to conduct discovery conversations that naturally lead to sales opportunities without being pushy 
• Why outsourcing your sales process as a solo consultant often backfires (and what to do instead) 
• The partnership strategy that's scaling Tom's business through complementary service providers 
• The critical mindset shift from corporate optimization to consultant growth mode • What to do differently in your first year to avoid common pitfalls

Why You Should Listen to (or Watch) This Episode: If you're struggling with the transition from corporate success to consulting success, or if you're tired of marketing tactics that don't convert to actual paying clients, this episode provides a roadmap. Tom's honest account of his failures and breakthroughs offers practical strategies you can implement immediately, especially around LinkedIn outreach and building strategic partnerships that multiply your reach without the overhead of hiring staff.

Listen to These Key Moments:
1:48 - The Reality Check: Why Tom's corporate success didn't translate to immediate consulting success
4:28 - The Meta Analysis: How helping companies with go-to-market strategy didn't help him with his own
7:54 - The Discovery Process: How to ask the right questions at networking events to uncover real problems
14:27 - The Turn: When and how to transition from research to sales in conversations
18:56 - The LinkedIn Success: Step-by-step breakdown of the outreach that closed a major deal
26:24 - The Mindset Shift: From corporate optimization to consultant growth mode
31:16 - The Scaling Mistake: Why outsourcing sales didn't work and what he learned
32:47 - The Partnership Strategy: How to build a network of complementary service providers
37:05 - The Time Machine: What Tom would do differently if starting over

If you liked today's episode, do these two things:
Click subscribe on whatever podcast platform you use to make sure you don't miss future episodes
Leave me a review in your podcast app or YouTube so other self-employed consultants can learn about the podcast
Connect with Tom:
LinkedIn: https://www.linkedin.com/in/thomasmckeown/
Website: mckeownstrategicinsights.com/ 

Connect with me
LinkedIn: https://www.linkedin.com/in/ajriedel/
Book an Exploratory Consultation: https://calendly.com/ajr-2/exploratory-consultation
Thriving Consultant newsletter: https://ajriedel.mykajabi.com/newsletters/the-thriving-consultant
Website: https://www.ajriedel.com/
Email: [email protected]
Until next time, keep thriving through!

In this episode, host AJ Riedel talks to Lee Davidson, a life coach and business consultant who specializes in working with the LGBTQ+ community and purpose-driven ventures. We talk about how prioritizing values over profits can actually lead to better business outcomes, why showing up authentically in your community is the most effective lead generation strategy, and how to say no to misaligned clients without sacrificing revenue.

Key Timestamps:

2:40 - How Lee's social entrepreneur identity shapes client work
7:00 - The mutual interview process for vetting ideal clients
9:20 - Biggest challenges in building a consulting practice
12:50 - Why helping your community leads to business growth
18:00 - Most effective lead generation strategies
21:50 - How to define success beyond financial metrics
24:30 - Advice for incorporating social impact into consulting work
Connect with Lee:

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

Website: davidsonlee.com 

Show Notes

Are you tired of taking any client who can pay your fees? What if the key to building a thriving consulting practice wasn't about casting the widest net, but about becoming laser-focused on serving a specific community with genuine impact?

In this episode, host AJ Riedel talks to Lee Davidson, a life coach and business consultant who has built a successful practice by prioritizing values alignment and community impact over pure profit.

What You'll Learn in This Episode:

How to use a "mutual interview" process to attract only ideal clients who align with your values
Why showing up authentically in your local and digital communities generates the highest quality referrals
The strategic approach to saying no to high-paying clients when they don't fit your mission
How to measure success through impact metrics rather than just revenue
Practical ways to incorporate social impact into any consulting business model
Why small, community-focused businesses may be more effective than trying to scale big
How to leverage platforms like Reddit and Facebook groups for authentic client acquisition
Why You Should Listen to (or Watch) This Episode

If you're struggling with the feast-or-famine cycle or finding yourself saying yes to clients you don't actually want to work with, this episode will show you how values-driven consulting can actually be more profitable and sustainable. Lee's approach proves that when you're crystal clear on your mission and show up authentically for your community, the right clients find you - often through word-of-mouth referrals that convert at much higher rates than traditional marketing.

Listen to These Key Moments:

2:40 - The Social Entrepreneur Mindset: How Lee's global perspective and focus on human experience shapes every client interaction

4:50 - Values-First Strategy Sessions: The specific process Lee uses to ensure mission alignment before taking on any project

7:00 - The Mutual Interview Process: Why Lee interviews potential clients as much as they interview her

9:20 - Overcoming Client Acquisition Challenges: Lee's strategy of positioning herself in value-aligned networking events and speaking engagements

12:50 - Community Impact as Business Strategy: Why helping your local community actually accelerates business growth

15:40 - Digital Community Building: How to give "virtual cupcakes" through platforms like Reddit and Facebook groups

18:00 - Referrals as Primary Lead Generation: Why word-of-mouth generates Lee's highest quality clients

19:30 - Establishing Niche Expertise: Lee's journey to becoming recognized in the LGBTQ+ consulting space

21:50 - Redefining Success Metrics: How to measure impact through testimonials and client transformations

24:30 - Incorporating Social Impact: Practical advice for adding meaningful mission work to any business model

If you liked today's episode, do these two things:

Click subscribe on whatever podcast platform you use to make sure you don't miss future episodes

Leave me a review in your podcast app or YouTube so other self-employed consultants can learn about the podcast

Connect with Lee:

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

Website: davidsonlee.com 

Connect with me:

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

Book an Exploratory Consultation: https://calendly.com/ajr-2/exploratory-consultation

Thriving Consultant newsletter: https://ajriedel.mykajabi.com/newsletters/the-thriving-consultant

Website: https://www.ajriedel.com/

Email: [email protected]

Until next time, keep thriving through!

In this episode, host AJ Riedel talks to Michael Schank, founder of Process Inventory Advisors and author of "Digital Transformation Success." 
We talk about how understanding and mapping your business processes is the critical missing link in successful transformation efforts, and why even small consulting practices need a clear process roadmap to thrive. 

Michael also shares his entrepreneurial journey from corporate consulting to building his own practice and the surprising marketing lessons he's learned along the way. 
3:35 - Understanding process as a foundation
8:42 - Marketing approaches that actually work
19:55 - Building quality partnerships

Connect with Michael
Website: amazon.com/author/michaelschank 
LinkedIn: https://www.linkedin.com/in/michael-schank/
Michael’s book Digital Transformation Success: https://a.co/d/gU7Nx2I

Connect with me
LinkedIn: https://www.linkedin.com/in/ajriedel/
Thriving Consultant newsletter: https://ajriedel.mykajabi.com/newsletters/the-thriving-consultant
Website: https://www.ajriedel.com/  
Email: [email protected]

Show notes
Is your consulting practice struggling because you haven't mapped your own business processes?
In this episode, host AJ Riedel talks to Michael Schank, founder of Process Inventory Advisors and author of "Digital Transformation, Success."

What You'll Learn in This Episode: 
• How mapping business processes creates a common language for successful transformation in large complex organizations
• Why 70% of transformation efforts fail and how a process framework addresses this problem 
• How a detailed process approach helps with strategy, risk management, operational efficiency, and AI integration 
• The marketing approaches that actually work for complex, high-value consulting services 
• Why self-employed consultants need a solid business plan before taking the entrepreneurial leap

Why You Should Listen to (or Watch) This Episode: 
Michael shares his journey from corporate consultant at firms like Accenture to launching his own process-focused practice. His honest insights about the challenges of finding clients, building partnerships, and developing a scalable business model provide valuable lessons for any consultant looking to differentiate themselves in a crowded market. If you're struggling with inconsistent results or want to take your consulting business to the next level, Michael's process-driven approach offers a fresh perspective.

Listen to These Key Moments:
3:35 - Understanding Process as a Foundation: Michael explains how lack of organizational clarity leads to transformation failures and how his framework provides the solution.
8:42 - Marketing Approaches That Actually Work: Michael candidly discusses which marketing tactics have succeeded and failed in his business.
13:54 - Differentiation Through Specialization: AJ highlights how Michael's specific process framework differentiates him from other consultants.
19:55 - Building Quality Partnerships: Michael shares his strategy for developing partnerships with software and technology companies to expand his reach.
30:39 - Advice for Consultants: The importance of creating a comprehensive business plan before launching your consulting practice.

Connect with Michael
Website: amazon.com/author/michaelschank 
LinkedIn: https://www.linkedin.com/in/michael-schank/

Michael’s book Digital Transformation Success: https://a.co/d/gU7Nx2I

Connect with me
LinkedIn: https://www.linkedin.com/in/ajriedel/
Thriving Consultant newsletter: https://ajriedel.mykajabi.com/newsletters/the-thriving-consultant
Website: https://www.ajriedel.com/  
Email: [email protected]

Confused About Why Your Marketing Isn't Bringing in Enough Clients? Discover Exactly Which Parts of Your Marketing Need Attention. Take the Consultant’s Marketing Scorecard today and get clarity on what's breaking down and what needs fixing. https://cms-2025.scoreapp.com/

If you liked today's episode, do these three things: 
Click subscribe on whatever podcast platform you use to make sure you don't miss future episodes

Leave me a review in your podcast app or YouTube so other self-employed consultants can learn about the podcast

Head over to https://www.ajriedel.com/podcasts/thriving-through for show notes and other resources to help you grow your consulting practice.
Until next time, keep thriving through!