How do coders become consultants? They specialize, develop a point of view, and market based on their ability to move the needle for clients.
This podcast explores the transition from coder to consultant through interviews with those making and enjoying the results of this transition, and occasional audio essays from your host Philip Morgan.
This journey takes time, so why don't you join us by subscribing to this show to get weekly drips of insight and inspiration:
Does anything change for the better if you view your clients as an investment portfolio?
In this episode I describe how I approach helping my clients and workshop participants decide how to specialize.
Some of you can do this stuff on your own. Your intuition or naturally assertive decision making style will take you there—perhaps with some iteration along the way—without any outside help.
This long-form audio essay is for the rest of you.
Liston Witherill teaches you how to cultivate marketing partnerships that get your work, ideas, book, etc. exposed to a much larger audience than you have access to on your own.
Jake Jorgovan teaches you how to generate leads on LinkedIn. Only works for specialized companies!
Wrapping up my review of David C. Baker's new book, The Business of Expertise: http://expertise.is
Diving a bit deeper into a casual, wordy review of "The Business of Expertise" by David C. Baker: https://www.expertise.is/
How the heck is this agency earning $200,000 per month with no positioning?
You may ask yourself... where has Philip been? You may ask yourself... how do I work this?
It's scary but worth it. :)
Your current website is probably doing jack shit for your business development.
Oh also.... read this book: https://www.amazon.com/dp/0307345742/ref=cm_sw_r_cp_dp_T1_jT5GzbSRKEK5Q
And finally, buy this product http://referralcourse.net/ and use the discount code INFINITEPIPELINE to get 20% off!
The growth spiral, rather than the deaths spiral.
It actually made the food taste less good.
Yeah, really. It's that straightforward.
How different his life would have been! How many great opportunities would have come his way if he'd pushed through the discomfort!
Did it need a deluge, or a steady drip of water?
But it's not those two things at the same time...
Nothing else untoward was on the walls of that room.
Just a small misunderstanding...
The fix might be easier--or deeper--than you think.
A few bits about sales, trust, and objections.
Are you using the power of time?
Garrett talks about that first part of making the transition from coding to providing technical leadership/advisory services.
What are you measuring? Is it the right thing?
Do emotions serve any value to us as entrepreneurs?
Broken glass and Mikhail Gorbachev.
The craziest CTA I have ever seen.
TL;DR: Yes, it is. :)
Sometimes the menu gets smaller, and sometimes it gets bigger.
The room is probably bigger and more interesting than you think!
Mister W asks if he knows enough to impress?
Is it ever a good idea to chase two rabbits?
And they're probably not sorry they beat you.
A lot of us have them. :)
I talk to Josh Doody, salary negotiation expert for software developers, about a recent change to his positioning.
It's not as dirty as you think. ;)
Why shouldn't everything be turned up to 11?
Does becoming a specialist make you feel like you're pretending?
How do you serve competitors within the same vertical?
If you have expertise in a specific problem, how do you find your clients?
Should you specialize from day one of working for yourself?
Can I get an AMEN?
I didn't even know these things existed until today.
Either one will get you out of the crab bucket.
Small --> big, and surface --> deeper.
How can you be getting on the phone with research sources when you're chained to your desk at a full time job?
It's about failure, yo :)
This is funny and ironic, and I can't resist a tiny dose of snark.
What's the difference between a market vertical, a horizontal, and an audience?
Long time no speak!
That's my guest Matt Krause talking about the relationship between narrowing your focus and word of mouth, which has driven huge profitability gains for his small consulting business.
A spoke with Ben Krueger of Cashflowpodcasting about how podcasting can be a great way for a consultancy to get leads and new business. Also... a few notes about the end of Season 1 of this show and what you can look forward to in Season 2!
I spoke with Samuel Hulick about his journey from general UX designer to being well known as the "user onboarding guy".
I spoke with Paul Jarvis about the benefits of focusing on a specific audience. Paul is perhaps the most internet famous of my guests so far, and I was interested in speaking with Paul about the role that saying "no" plays in building a successful freelance business.
Kai Davis and I discuss active listening and how it relates to consulting. If you're curious about active listening and how you can better at it yourself, you'll enjoy this episode.
In this episode Liston Witherill talks about the role that specificity plays in getting your message across to prospects and clients. Liston is a professional copywriter who helps technology companies get more leads and conversions.
There's one thing I've never heard anyone else say about doing a great interview. This episode digs into that one powerful technique, and covers a few others too.
Gale Stafford has recently answered some tough questions in his own business. Questions like how to validate a market focus, and how to deal with the fear and doubt that accompany a low-information high-stakes decision.
Kenna Cote is absolutely killing it in a tiny, weird niche. Kenna teaches people who make handmade soap how to do a better job of running their business. To become a leader in her niche, Kenna had to overcome external resistance, fear, and other obstacles. She tells her story here.
The term "positioning" was coined in 1972 by Al Ries and Jack Trout, and big product brands have used positioning to gain competitive advantage ever since then. I interviewed Al Ries about how the concept of positioning applies to professional services businesses.
Who decides who is really an expert? Is expertise about knowing everything, or is it about something else? This episode is a sort of meditation on expertise.
I spoke with Travis and his business partner Michael Steele about their journey towards having a more narrow focus in their business.
This was a particularly interesting interview for me because Travis and Michael walked me through the entire process from end to end: the decision around what to focus on, the early uncertainty and fear, the market research, and the implementation and results.
I spoke with interaction designer Nick Disabato about one of the most common fears around specialization: the fear of boredom. In this episode, Nick shares his journey towards specialization. This conversation brought out several fascinating points about choosing a specialization, changing a specialization, and using specialization as a tool to create a sustainable profitable business.
We tend to fear that if we specialize in solving an expensive problem, we will get bored very quickly with our work. Then what? Will we be stuck in a boring job that we created for ourselves and crying ourselves to sleep on $500 bedsheets? Will we be doing the exact same set of activities day in and day out for our clients?
Jonathan Stark talks about getting past the paradox of choice when choosing a focus.
In my coaching and consulting work, I've encountered several situations where my client sees the benefit of building a list but feels quite nervous about putting themselves out there by writing content for a list.
I have an idea that I think will help.
Interior designer Cheryl Janis shares how she overcame the many fears she faced during her journey towards positioning her business.
Kai Davis talks about how focusing on your audience is a key part of positioning your business.
Sometimes positioning is not about going from generalist all the way to fully focused expert. It can be a more gradual process.
Kurt Elster saw explosive growth when he moved his agency from building brochure websites to a focus on a single service for a single platform.
How big does a niche have to be to be big enough? Let's find out! (part 2 of 2)
How big does a niche have to be to be big enough? Let's find out!
My guest Eric Davis was booked solid for months after he became "the Redmine guy".
What is this podcast all about?
Well, it's about overcoming the paradox that prevents our consulting businesses from becoming highly compensated, highly in demand.