Feb 17 2025 38 mins 29
Hey, what's up consultants? So check this: You've built a successful consulting practice meticulously delivering results for your clients. But what if the very approach that got you here is now silently sabotaging your growth? After guiding over 300 enterprise level implementations and engineering $1 million+ transformations, today's guest discovered something counterintuitive, that most consultants are leaving millions of dollars on the table by mishandling this one critical element of the client engagement.
So join me as Blair Hicken, a 20-year veteran in enterprise consulting, reveals his battle-tested framework for scaling high value advisory services while maintaining deep client relationships. You're going to discover the counterintuitive approach to pricing premium services that actually makes clients reach out more, how to structure your delivery model, command 5 and 6 figure engagements while reducing your personal involvement. and the exact discovery framework that converts complex projects into long term partnerships. Enjoy.
In this episode, you'll learn:
- How offering fixed-fee advisory services can increase client communication and project success.
- How to structure your consulting business for scalability by utilizing a network of senior-level contractors.
- The distinct difference and value of advisory services compared to hands-on implementation, specifically in large ERP/CRM projects.
- Strategies to position yourself as a trusted advisor from the very first client interaction, before the contracts.
- How a low-risk discovery offer can build trust and lead to larger, long-term engagements.
- How to mentally navigate the ups and downs of consulting work and leverage project opportunities.
- How to transition experienced contract professionals to your team.
Mentioned in this episode:
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