Shows
Consulting MasteryThree stages of risk toleranceI used to think playing it safe in my consulting business was smart – until I realized I was actually putting myself at greater risk by not taking any risks at all. The problem is that most of us consultants never learned how to think about risk strategically, so we either avoid it completely (which kills growth) or take reckless gambles that could destroy everything we've built. This creates a paralyzing cycle where we're too scared to make the moves that could transform our business, while simultaneously putting our survival at stake by staying stagnant. In this episode, Ahmad and I...2025-07-2119 minConsulting MasteryAre you the owner or the operator?Are you stuck running on the hamster wheel of your business instead of truly leading it to new heights? I see it all the time - consultants who technically "own" their business but are actually trapped in operator mode, frantically pulling levers while missing massive opportunities and threats just around the corner. It's exhausting and limiting your growth potential. The difference between merely operating and truly owning your business is the key to breaking through plateaus and building something extraordinary. In this episode, Ahmad and Karie reveal the mindset shift that separates struggling consultants from thriving business owners, and...2025-03-3115 minConsulting MasteryYour business can't outgrow your identityEver wonder why some consultants skyrocket to success while others stay stuck, despite having similar skills? I've seen it countless times – two equally talented consultants, yet one builds a thriving business while the other barely survives. The painful truth? It's not your expertise, market, or pricing holding you back. The real obstacle is how you see yourself and your business. In this eye-opening conversation with Ahmad Munawar, we reveal why your identity creates invisible barriers to growth and how shifting your mindset unlocks the path to the business you truly desire. Stop limiting your potential – discover how your self-imposed boun...2025-03-2420 minConsulting MasteryThe generalist trapAre you falling into the "generalist trap" that's killing your consulting business? I see it every day - consultants trying to be everything to everyone, casting wide nets hoping to catch more clients. But here's the brutal truth: this approach is destroying your profits and credibility. When you position yourself as a jack-of-all-trades, clients see you as a convenient option, not as the expert who commands premium rates. In this episode, we expose why specialization isn't just a marketing tactic but the fundamental difference between struggling consultants and those who thrive with high-paying clients who respect their...2025-03-1020 minConsulting MasteryREPLAY - How to do customer research
If you're not doing this right, your marketing will fail.
2024-12-3039 minConsulting MasteryConsultant's journey with Jeff Francis2024-12-2335 minConsulting MasteryDoes passion matter?2024-12-1619 minConsulting MasteryExperts have strong opinions
You already have strong opinions. They come out in client meetings. They show up in your best work. It's time to stop hiding them.
2024-12-0918 minConsulting MasteryYour secret competition2024-12-0215 minConsulting MasteryConsultant's journey with Emily Fabiano2024-11-2541 minConsulting MasteryUnderpromise and overdeliver is a terrible tactic2024-11-1816 minConsulting MasteryFront-loading beliefWhy do some sales conversations flow effortlessly while others feel like pushing a boulder uphill?2024-11-1120 minConsulting MasteryHow to sell clients what they want2024-11-0416 minConsulting MasteryConsultant's journey with Brent Bouldin2024-10-2827 minConsulting MasteryWhat clients are really buying (hint: not your expertise)2024-10-2125 minConsulting MasteryWhat's holding you back
In this episode we delve into the core of what truly holds businesses back and offer a perspective that could revolutionize how entrepreneurs approach their challenges by focusing on internal factors rather than external circumstances. This powerful paradigm shift empowers business owners to take control of their growth and success.
2024-10-1417 minConsulting MasterySnowflake syndrome
In this week's episode, we dive into an intriguing phenomenon observed by seasoned consultants Ahmad and Karie: the "Snowflake Syndrome." This mindset, often found among successful and intelligent business owners, can paradoxically hinder growth and limit opportunities for improvement.
2024-10-0716 minConsulting MasteryConsultant's journey with Ben LevyAhmad interviews Ben Levy, owner of Sell It Great consultancy. They discuss Ben's journey from struggling presenter to sought-after expert, along with the decision to move from employee to consultant, and all the valuable lessons that come with building a thriving consulting business.
2024-09-3041 minConsulting MasteryGetting off the roller coaster
Many consultants face a common challenge: the "revenue roller coaster." While consulting offers numerous benefits like freedom, interesting work, and potentially higher earnings, the inconsistent income can be a significant drawback. This episode explores this dilemma and offers insights on how to smooth out your revenue curve.
2024-09-2321 minConsulting MasteryWho owns results?
In this episode, Ahmad and Karie discuss the crucial question of who owns results in consulting engagements. They explore the balance between consultant and client responsibilities, the importance of clear communication, and strategies for successful partnerships.
2024-09-1613 minConsulting MasteryReputational riskAhmad and Karie discuss the common concern among consultants about potential reputational risk when clients fail to implement recommendations. They explore the pitfalls of this mindset and offer insights on how to approach client relationships more effectively.
2024-09-0810 minConsulting MasteryConsultant's journey with Brian HodgeBrian discusses his solopreneur journey.2024-09-0238 minConsulting MasteryMaking decisions in uncertain timesHow to make good decisions when things are not going the way you want them to?
2024-08-2619 minConsulting MasteryThe market's inconvenient truthHave you ever had someone tell you a truth you just did not want to hear?2024-08-1921 minConsulting MasteryWhat is Marketing?What is the purpose of marketing? What constitutes marketing?2024-08-1224 minConsulting MasteryHow to get in the side door of your client’s organization (Replay)
There’s a front door and a side door. Right now, you’re banging on the front door while the side door is wide open.
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2024-08-0618 minConsulting MasteryHow to package your services? (Replay)How to create a clear and streamlined offering with less variability?
2024-07-3013 minConsulting MasteryConsultant's journey with Mark Johnson2024-07-2230 minConsulting MasteryScaling beyond the solo consultant- Challenges of transitioning from solo to team-based consulting- When and how to make your first hires- Managing quality and consistency as you grow- Structuring your business for scalability
2024-07-1523 minConsulting MasteryCommercializing expertise
What is it that clients are actually buying?
2024-07-0812 minConsulting MasteryWhat makes a good case studyAre case studies the magic bullet? 2024-07-0110 minConsulting MasteryConsultant's journey with Kristen MashburnAhmad interviews Kristen Mashburn who built a thriving and sustainable consultancy in Company Culture.
2024-06-2442 minConsulting MasteryHow to do customer researchIf you're not doing this right, your marketing will fail.
2024-06-1739 minConsulting MasteryAre your clients pulling their weight?What if you gave your clients a report card?2024-06-1016 minConsulting MasteryMake more, work less
How do you multiply your revenue within the time you are willing to invest?
2024-06-0318 minConsulting MasteryStaying the courseThe subtle quality that gets tremendous results. 2024-05-2717 minConsulting MasteryConsultant's journey with Jason BryllAhmad interviews Jason Bryll of Parable Associates on his journey from solo-preneur to an 18 person solution shop.2024-05-2339 minConsulting MasteryExperts challenge beliefsDo you have this trait?2024-05-1616 minConsulting MasteryWhat is your time worth?Why do we insist on spending so much of our time and energy on things that don't matter?2024-05-0915 minConsulting MasteryAre your goals big enough?Should you aim high? Should you aim low?2024-05-0219 minConsulting MasteryTwo types of clientsWho are you selling to and who do you want to be selling to?2024-04-2515 minConsulting MasteryDisqualify to qualifyAnd why you should actively turn clients away.2024-04-1816 minConsulting MasteryDo you have a marketing problem?Do you need to be the world's best marketer to be able to grow your B2B consulting business or can you get away with being good enough.2024-04-1116 minConsulting MasteryRight problem, wrong orderAre you solving the right problem in the wrong order?2024-04-0413 minConsulting MasteryWhat do your clients really want?and what are your clients really buying?2024-04-0413 minConsulting MasteryHow to package your services?How to create a clear and streamlined offering with less variability?2024-03-2113 minConsulting MasteryWhy do they buy?And more specifically why do your buyers, buy from you?2024-03-1415 minConsulting MasteryWhat's holding you back?What are you doing wrong?2024-02-1518 minConsulting MasteryHate your competition?How do you view your competition?2024-02-0814 minConsulting MasteryWould you invest in your own business?Why, why not and what changes would you want to see in the business in order to justify your investment?2024-02-0114 minConsulting MasteryAre you really an expert?Expertise - What is it? Who needs it? Do you have enough? How to get more?2024-01-2519 minConsulting MasteryIs AI going to take your job?How should you think about AI in terms of your consulting business?2024-01-1816 minConsulting Mastery2024: The year of the consultantHow 2024 will be the best year for consultants.2024-01-1117 minConsulting MasteryYour goals are wrongHow to set believable goals.2024-01-0417 minConsulting MasteryYour price is too low (2023's most played episode - replay)How consultants should think about pricing their services 2023-12-2822 minConsulting MasteryHow to get in the side door of your client’s organization? (2023's most shared episode - replay)There’s a front door and a side door. Right now, you’re banging on the front door while the side door is wide open.
2023-12-2118 minConsulting MasteryAre you thinking about becoming a consultant?Top questions people have about the business of consulting. 2023-12-1428 minConsulting MasteryDon't sleep on DecemberAct now to take advantage of prime buying season.
2023-12-0715 minConsulting MasteryCharge what you're worthHow should you really set pricing?2023-11-3020 minConsulting MasteryCompetitionHow should you think about your competitors?2023-11-2322 minConsulting MasteryThe one thing holding you backDo you find sometimes that you just can't get the things done that you set out to do? In this podcast Ahmad and Karie discuss some of the reasons why and a few strategies to work through it.2023-11-1619 minConsulting MasteryGuaranteed resultsWhy your prospect doesn’t really want a guarantee
2023-11-0915 minConsulting MasteryTaking ownershipLessons from Ahmad’s 12 year old daughter’s hockey tournament2023-11-0217 minConsulting MasteryThe ultimate sales objection
Why great fit clients still don’t buy (and what you can do about it)
2023-10-2618 minConsulting MasteryI hate sellingWhy smart consultants hate selling2023-10-1813 minConsulting MasteryThe power of constraintsHow self-imposed limits can support your business
Want more clients? Visit: http://90daypipeline.com/2023-10-1223 minConsulting MasteryUnhappy clientsWhat do you do when clients aren’t satisfied with the work?
Want more clients? Visit: http://90daypipeline.com/2023-10-0524 minConsulting MasteryGet out of the buildingWhy you need to start talking to more customers.
Want more clients? Visit: http://90daypipeline.com/
2023-09-2822 minConsulting MasteryOutsourcing marketingWhen do you need to own it and when can you give it to someone else?
Want more clients? Visit: http://90daypipeline.com/2023-09-1418 minConsulting MasteryYour clients are buying nowAre you ready for prime selling season?
Want more clients? Visit: http://90daypipeline.com/2023-09-1417 minConsulting MasteryLaying the groundworkHow to find your next big breakthrough
Want more clients? Visit: http://90daypipeline.com/2023-09-0717 minConsulting MasteryStop talking to the wrong peopleThis is the fastest way to kill your confidence as a consultant.
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2023-08-3119 minConsulting MasteryWhen to burn it all downHow do you know when to stay the course or start all over?
Want more clients? Visit: http://90daypipeline.com/2023-08-2413 minConsulting MasteryThe ultimate bottleneckHere’s what’s actually holding you back from better results.
Want more clients? Visit: http://90daypipeline.com/2023-08-1721 minConsulting MasteryHow to think about failureHave you really failed or are you just learning?
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2023-08-1016 minConsulting MasteryYou're not in controlFrustrated about the deal that keeps getting delayed? Friendly reminder, you’re not in control.
Want more clients? Visit: http://90daypipeline.com/2023-08-0314 minConsulting MasteryWho really has the power?There is power in every client/consultant relationship. Do you recognize yours?
Want more clients? Visit: http://90daypipeline.com/2023-07-2714 minConsulting MasteryWhales: a warningThe pros and (many) cons of the whale client.
Want more clients? Visit: http://90daypipeline.com/2023-07-2019 minConsulting MasteryWhy they don’t believe youListen if you think clients should just “take your word for it”.
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2023-07-1324 minConsulting MasteryHow to get in the side door of your client’s organizationThere’s a front door and a side door. Right now, you’re banging on the front door while the side door is wide open.
Want more clients? Visit: http://90daypipeline.com/
2023-07-0618 minConsulting MasteryWhere are you headed?Do you need to have every step mapped out in advance? Or should you take it one step at a time?
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2023-06-2911 minConsulting MasteryDo you value expertise?Here’s a telltale sign you don’t value your own expertise or that of others.
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2023-06-2220 minConsulting MasteryRecession-proof consultingHow should you, as a consultant, think about the recession?
Want more clients? Visit: http://90daypipeline.com/2023-06-1519 minConsulting MasteryHiding behind your brandWhy consultants like to pretend they’re bigger than they are.
Want more clients? Visit: http://90daypipeline.com/2023-06-0814 minConsulting MasteryWhat the heck is a consultant, anyways?Are you a consultant? Service provider? Contractor? What’s the different anyways?
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2023-05-3123 minConsulting MasteryDecisions, decisionsHow do you judge the quality of your decisions?
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2023-05-2519 minConsulting MasteryYour price is too lowHow consultants should think about pricing their services.
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2023-05-1822 minConsulting MasteryConfidence for consultantsWhy confidence often makes the difference between winning and losing the deal (and how to get it).
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2023-05-1122 minConsulting MasteryCorporate detoxWhy corporate thinking can stall your progress as an entrepreneur (and what to do about it).
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2023-05-0423 minConsulting MasteryPlay to your strengthsHow to build a business around your key strengths (the ones you know about and the ones you don’t know about).
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2023-04-2715 minConsulting MasteryRevenue isn't everythingWhat is the best indicator of a successful consultancy? What are the dangers of chasing revenue and what goals are you putting off while you chase it. This episode takes a more holistic view of success that accounts for core values and the overall impact of your business.
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2023-04-2016 minConsulting MasteryWhen the network runs dryWhen you start out in your consultancy you start with your existing relationships and referrals. At some point your business goals may grow beyond your network. Find out how to identify sooner than later that you need to change your strategy.
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2023-04-1320 minConsulting MasteryWhy you’re solving the wrong problemsFinding the bottleneck will help you focus on what needs to be fixed to grow your business. What are you spending your time on? Is some of it busy work that is no longer necessary? Are you as the business owner the first bottleneck?
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2023-04-0619 minConsulting MasteryIt takes a village to build a businessEntrepreneurship can be lonely. Why is that? How do we avoid being dragged down by well meaning and kind people whose advice may not be the right fit? And how do we move beyond it and surround ourselves with a community of people who get it?
Want more clients? Visit: http://90daypipeline.com/2023-03-3022 minConsulting MasteryConsultants live and die by thisConsultants live and die by their results. But how do you own the results when you are not fully in control of your client? How to improve your odds of great results?
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2023-03-2419 minConsulting MasteryThink like an investorWhy should consultants think like investors? How an emphasis on yield and return on investment rather than just revenue can be applied to different aspects of a consulting business. And why it’s important to consider intangibles like energy, satisfaction and enjoyment of the work.
Want more clients? Visit: http://90daypipeline.com/2023-03-1625 minConsulting MasteryI’m not a marketerMarketing doesn’t need to be hard. It is simply doing what you do best and letting people know about it.
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2023-03-0916 minConsulting MasteryHiding in client deliveryHow to pull yourself out of the work you are most comfortable doing and into the activities that will ensure your long term success.
Want more clients? Visit: http://90daypipeline.com/2023-03-0927 minConsulting MasteryDecommoditizationTake the fear out of decommoditization. And how it can be the best approach for your consulting business.
Want more clients? Visit: http://90daypipeline.com/2023-03-0920 min
Consulting MasteryConsulting mastery trailerStay tuned for future episodes.
http://90daypipeline.com/2023-02-2700 min