The Profitable Consultant: Starting, Growing, and Selling Your Expertise
Selling can be uncomfortable for professional business consultants and executive coaches. The two biggest problems are generating more qualified leads, and turning those leads into actual paying clients. Taking traditional beliefs about how best to "sell" and turning them completely upside down, author Jay Niblick rewrites the sales playbook for the consulting and coaching industry. His proven five-step sales process is specifically designed for independent business consultants and coaches, serving as a common set of rules to grow their practice, deliver more value and generate more revenue. The Profitable Consultant delivers a suite of ready-to-launch tools that will automate readers’ marketing efforts, so they can focus more time delivering revenue-generating services -- to even more clients.
Foreword Marshall Goldsmith ix
1 Is Consulting Even Right for Me? 5
2 Build a Foundation That Supports Heavy Profits 19
3 Poor Pricing Equals Poor Profits 57
4 How You Charge Is as Important as What You Charge 81
5 Not Just Any Ole Fishing Hole Will Do 97
6 Seek Only to Give—Marketing That Actually Works 111
7 Why Selling Sucks—The Profits from Your Practice 171
8 He Who Identifies the Cause of the Problem Gets to Fix It 1779 The Golden Rule Is Just Plain Wrong 209
10 Be Bold and Mighty Forces Will Come to Your Aid 221
Conclusion: Don’t Lose Sight of Your Success 231
Appendix A Putting It All to Work for You—A Review 235
Appendix B The EBM Guide: How to Get Started on an EBM Campaign 243
Appendix C Press Release Template 247
Appendix D Launch Cheat Sheet 249
About the Author 257
JAY NIBLICK is the founder/CEO of Innermetrix Inc., a boutique business consulting firm specializing in business consulting tools and solutions. Jay has worked with thousands of independent consultants from around the world and tens of thousands of corporations. Innermetrix has over 750 active consultants in the field working with organizations across twenty-three countries. Jay has coached each of them on how to start and grow a profitable consulting practice. He has consulted to organizations including Johnson & Johnson, British Petroleum, Intel, Google, Coca-Cola, BAE Systems, The Anthony Robbins Companies, and others. For more information, visit www.innermetrix.com
“…a refreshing, effective and surprisingly simple
alternative that just works!”
—Anthony Robbins, entrepreneur, bestselling author and Peak Performance Strategist
“Jay rewrites the sales and marketing playbook for the
consulting and coaching industry!”
—Marshall Goldsmith, New York Times and million copy best-selling author of MOJO and What Got You Here Won’t Get You There
“This is a new mindset, one which is totally compatible
with my concept of becoming a profitable consultant. Get a copy of
this book today.”
—Jim Cathcart bestselling author and member of the NSA Speaker’s Hall of Fame
“I wholeheartedly recommend this book to any professional
consultant engaged in business development. In other words, all of
—Dr. Tony Alessandra, bestselling author of Collaborative Selling and The Platinum Rule for Sales Mastery
“About time someone stepped up and took on the
conventional way consultants have been taught to grow and sell and
turned that on its head."
—Philip McKernan, international bestselling author, speaker and President at Philip McKernan Inc.
“If you’re looking for ways to grow your practice,
stop searching – this book is the answer!”
—Greg Habstritt, Founder and President, SimpleWealth Inc.
“If you want more clients and more time to do what you
love, study this book and put Jay's methods to use."
—Noah St. John, bestselling author of The Secret Code of Success
"The Profitable Consultant provides a system, a methodology to
get more business and faster – if you are a
—Mike Koenigs, Founder/CEO Traffic Geyser
According to the US Bureau of Labor & Statistics, the single fastest growing occupation today is that of “independent consultant.” From accounting, PR, IT or programming – to – HR, sales, leadership and management, millions of former knowledge workers have lost their jobs. They’ve also decided to never again depend on someone else for their livelihood. Instead, they are starting their own consulting businesses and selling their own intellectual capital and knowhow…direct.
Experiencing 84% growth, this occupation is increasing at nearly double the next closest job title. With over 80% of workers providing services rather than goods, we’re headed towards a free agent economy. Over the next five years 1,300,000 former employees will become entrepreneurs. As first timers, however, most will struggle with a wide variety of responsibilities and duties that they’ve never had to tackle before.
Veteran consultant expert and Bestselling author Jay Niblick’s new book, The Profitable Consultant: Starting, Growing and Selling your Expertise with a foreword by Marshall Goldsmith explores this trend and the issues consultants will face.
According to Jay Niblick, “The biggest problem new consultants face is figuring out how to succeed without a team around them. Imagine taking your current job and crafting an entire business around it. How do you replace your existing sales department’s work, your accounting department, marketing, legal, management, finance, customer support and everyone else in your company who helps accomplish the day-to-day operations. Failing to adequately appreciate and convert all of these other roles into a single job is the leading cause of failed start-ups.”