I keep having the same conversation with consultants who are terrified to specialize. They think staying broad protects their opportunities. The opposite is true. In this episode, we break down exactly why generalist consultants are going extinct, how pricing dynamics work against them, and why the fear of narrowing down is actually keeping them stuck with a fixed network that will never grow.
Show Notes:
- The market flip that killed generalism: How clients went from two options to two hundred, and why that changes everything about how they choose
- Why referrals don't save you anymore: Even with an introduction, you're competing against specialists they can find in seconds
- The pricing trap: Generalists race to the bottom while specialists see margins expand over time
- The counterintuitive opportunity problem: Why staying broad guarantees your network stays exactly the same size
- The Toronto consultant who walked into a NYC boardroom: What happens when your reputation precedes you
- AI as the new competitor: Why the $20/month machine is taking generalist work
- The real fear behind the objection: It's not about wanting variety, it's about questioning whether enough business exists in your focus area
