Michael Zipursky on Your First Thousand Clients

Michael was recently featured on Your First Thousand Clients podcast, which you can listen to here: Michael Zipursky: Building a Relationship Culture, The First Part of the Success Process In this episode of Your First Thousand Clients, you get to hear me in action — talking with Mitch as if he were one of my coaching clients. We talk about doubling his client base, how to stop relying on referrals and word of mouth, developing his ...

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What is the DuPont Method?

(geek alert) The DuPont Method is one of my favorite things from B school. Yes, it’s a way to calculate return-on-equity, but it’s also a great way for a consultant to get smart on a company quickly. It’s a great first step in tearing apart financials and comparing companies from the same industry. What’s return […]

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Consulting Through Resistance with Kelly Roach: Podcast #38

As a consultant, your goal is to make connections and help clients realize that they can trust you to make the changes their company needs to make. This often means that you will be consulting through resistance. Kelly Roach came into the business of consulting by always hearing people around her saying “Who does this kid think she is, coming in here and telling us what we need to do?” Instead of forcing them into ...

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Consulting Fee Structures: 5 Models Ranked from Worst to Best

Let’s break down the different consulting fee structures that are available to you as a consultant, and then contrast and compare the positives and negatives of each. Hourly Billing for Consultants A very common one is hourly billing. A lot of consultants use hourly fees, and that’s really where a lot of people get started. That’s the status quo for people now. What’s good about hourly fees? They’re easy. It’s pretty easy to figure out ...

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Retooling Your Skills for Consulting in Media Advertising with Alex Bombeck: Podcast #37

One of the barriers in a consulting firm is having every form of competition and figuring out how to reinvent yourself to stand out from the crowd. Having the mindset of reinventing yourself plays an integral role when you are a solo consultant because it helps you provide different types of value to clients. President and Managing Director of North Highland, Alex Bombeck, has always believed that retooling and reskilling himself is an effective way ...

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A Strange Encounter

It was Saturday afternoon. I had just left the liquor store with a box of wine when something unexpected happened. Earlier that morning, I was spending time with my daughter. We had breakfast together and then went to the park to play. Daddy-daughter time while my wife was at the spa. I drove back to the house and put my daughter down for a nap. She fell asleep in the car before we even got ...

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2018 Consulting Fees Study

I’m excited to share the results of our 2018 Consulting Fees Study with you. Before I provide you with all the details and results — I’ll also tell you about a funny story. A bit of background first. Each year we poll our list of consultants. With over 33,000 consultants getting our regular emails, it’s a sizeable and meaningful group to poll. I’ll quickly mention that our 2018 Marketing for Consultants Study will also be ...

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Deliver Value Through Consulting and Connecting with Richard Citrin: Podcast #36

When you deliver value to people and show them that you are there to help solve their problem, you create connections and build relationships that get you opportunities you may have otherwise missed. As an organizational psychologist, Richard Citrin follows this concept because he knows that consultancy is a business of relationships. Richard has always shared his values of contributing and giving back to the community. He was able to leverage those connections because people ...

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Speaking to 800 people tomorrow

Tomorrow is a big day in my journey as a professor, speaker, and consultant’s mind.  Was voted by students as the distinguised educator of the year. Super winning. Speaking at the graduation celebration. This is the venue. Here is the outline of my talk. (My) Past:  Did not always know what I wanted to do […]

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Michael Zipursky on Freelance Transformation

Michael was recently featured on the Freelance Transformation Podcast, which you can listen to here: Mindsets of Elite Consultants with Michael Zipursky Consultants and freelancers struggle with many aspects of their business — but it’s their mindset that holds them back most often. If you don’t adopt the right mindsets in your business, especially as a consultant or freelancer, you’ll never run the business the way you dreamed of when you started it. I recently talked with ...

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Consulting with Specialists on the Business of Design with Matt Burns: Podcast #35

Every business owner starting up has this mindset that they need to get everything done from day one. Startups spend a lot of time thinking, planning, and trying to get everything done before they even open. He went through this phase as well. He broke out of that and went to a level higher by taking action to find out what would work to get the results that he wanted, and then adjusted it to ...

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5 Secrets to a Successful Business Coaching Relationship

Summary I want to share with you why every investment that I’ve ever made in our company has ever made into coaching and mentoring has produced a positive ROI. We wouldn’t be where we are today if we had not invested in working with coaches and mentors. We’ve done it consistently year over year and we work with many different kinds of coaches to support our businesses. If you look at the top performers in ...

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Presenting to 30 people instead of 3

In the corporate world, most presentations are to small groups. In fact, the most common format is actually with 1 person in his/her office. The slides typically have more details (think: 18-22 font arial) and should be completely self-explanatory. They are skimmable executive memos on PowerPoint in Landscape orientation with clear tables, graphics and story […]

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