Entrepreneur discovers his true value
Having grown up in a single industry, this client was successful in the running of businesses in all areas from operations to sales. He had gotten into the habit of acquiring companies just so he could build them up and then sell them for profit. This required a lot of capital and risk on his part. He was full of drive, real-world management and sales experience, yet did not yet know how to be seen as a consultant.
In our collaboration, we realized his biggest asset was a unique, highly successful sales and marketing system he had developed in his previous career. What if he could market that process to business owners? We worked to name and market that process and to build his confidence as a salesperson for himself. He was so ready and motivated that by the end of our contract he had a new website and a signed a new six-figure contract.
Client has to reinvent identity in a new market
This client was reinventing himself-–and doing so in a new market. His experience spanned multiple industries, but made his resume look like he couldn’t keep a job. He had moved back to his native Seattle, but the years away left him bereft of good business contacts. He needed guidance shaping his new identity and marketing his business effectively to attract the right clients.
I suggested he lead several talks spotlighting his unique skills. We created events , inviting just the right audience members from my extensive community of clients. In the process he was introduced to a prospective anchor client whose needs perfectly fit his skills. In addition to regular speaking gigs, he is now engaged in a long-term, six- figure contract in which he is highly valued for his skill set. We learned that his diverse experiences, when combined into a solid story of how he could help clients, were much more powerful than his resume.
Seasoned CEO sells company, forges more successful career
This client was earning $300k as a solopreneur and was very well known in her industry for providing a commoditized service. Feeling tired and worn out, she was hoping to just sell her company and sunset her career to enjoy retirement with her husband.
While the client thought of herself primarily as service provider, we learned through her client interviews that her gift had a much bigger impact that was perceived to be worth higher fees. It was time for her to be marketed accordingly!
After 30 years, she has just had her best earning year ever, and attracted an eager buyer for her company. She is enjoying collaborating with her new company principal/owner while choosing only the juiciest projects to work on with appreciative clients. Now, during her flexible time off, she and her husband travel extensively.
Parent intimidated about re-entry to workforce
After years as a stay-at-home parent, this client was eager to start a new career.
She had invested in extensive training in a new industry and was knowledgeable, but lacked experience and professional confidence to build revenue in a new business.
We realized the client’s lack of confidence in the new industry was stalling her progress. I made the unconventional suggestion that the client reprise her previous career, in which she had excelled--only this time as an independent service provider. The goal was to get her professional sea legs back by creating a new identity based on known strengths. I referred three clients from my own network immediately and a star was born; she now has a full cohort of delighted clients in a business that is tailored to her desired lifestyle.
Communications pro finds a passion, starts a company
This client found he was most excited by a creative, but ancillary part of his job at a large firm. However, his firm discouraged it and wouldn’t allow him to bill for it. In effect, he was giving away his best, most committed work and his value proposition was the most unique offering of the firm.
I consulted with the client to help convert his services into substantial client billable hours. I consulted with the client’s CEO, suggesting, “If you let him charge for this work, he will become a top biller.” It became so, and he loved the work so much he started his own successful spin off company around it – which I helped him market and launch. His wife has since joined him in the company, which they have built into a seven-figure enterprise.