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Welcome to Consulting Mastery, where we help B2B consultants master the business of consulting. Join us as we explore the art of delivering outstanding client value, earning a higher income, and thriving in today's marketplace.
- Indexed episodes, last 90 days
- 8
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- Sep 25, 2026
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- Jul 9, 2026
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The real reason your revenue is lumpy (opens the original)
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Your calendar is full through the end of the year. Client work lined up, invoices behind it, nothing urgent about the new year yet. Prospecting is what you'll get to once things quiet down, and anyway you couldn't take on anyone new this month if they showed up. You've been through the lean stretch before. You've called it feast and famine, or a revenue rollercoaster, or a weird quarter, and you've blamed the market for it. The market had nothing to do with it. You decided you were ready to sell
Why the better consultant loses to the clearer one (opens the original)
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You've lost deals to consultants you were plainly more qualified than. More years in the work, better case studies, and the client went the other way. The reason you reached for was price, or a relationship nobody told you about. The likelier one is that the other consultant told the client what was going to happen, week by week, and you didn't. Your prospect was never comparing qualifications. They were comparing how clearly each of you could describe the road ahead, including what week three f
Why clients lurk before they buy (opens the original)
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You've been publishing for months. What comes back is a few likes from the same handful of people, and nothing that looks like a buyer. At some point the story starts writing itself. LinkedIn doesn't work for your kind of consulting, nobody has budget this year, or you're just not built for this. There's a better explanation, and the silence is part of it. At any given moment only five percent of your market can buy anything, and the other ninety-five percent isn't ignoring you. They're lurking,
The difference between "interesting" and "urgent" (opens the original)
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They came through the workshop, liked the methodology, and wanted to talk about working together. So the question came first: what problem are we solving here? They said they were busy, volume was good, things were going well. So there was nothing to work on together. Most of us wouldn't have let it end there. There's a version of that call where you start asking about their pipeline, where the next deal is coming from, what happens when the volume dries up in Q1. Sales training rewards that ver
Why clients don't buy your strengths (opens the original)
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A veteran HVAC salesman walks into a house to quote a furnace replacement, and inside two minutes he's pulled out his criminal background check. Nobody asked, and nobody in the room was thinking about it. Every contractor who quotes after him is now being measured against a standard they don't know exists. He had forty years of strengths he could have led with. He could have opened on the warranty, or the product lines, or the install quality, and he got to all of it eventually, by which point t
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