logo
episode-header-image
May 26
40m 57s

Is Your Expertise Killing Your Consultin...

CONSULTING SUCCESS
About this episode

How does a seasoned corporate lawyer and former General Counsel for a global foundation transition from a world of high-stakes legal and philanthropic work to building a specialized social impact consulting firm - all while initially harboring deep skepticism about the consulting industry itself? Scott Curran, Founder and CEO of Beyond Advisers, shares his nine-year journey from in-house counsel, where he saw many consultant relationships go awry, to creating a thriving practice that now operates almost entirely on retainer and 100% through word-of-mouth referrals.

Scott reveals the pivotal moments and mindset shifts that propelled him forward, from confronting imposter syndrome to his early client acquisition strategy of scheduling daily breakfasts, coffees, and lunches for two straight weeks. He emphasizes the foundational lesson learned: "The most important thing I learned is to not overlook the importance of the beginner's mindset of your client... meet your clients where they are." Today, Scott breaks down his path, from the initial $2,500 project to developing a high-value, retainer-based model, and why "simplicity is at the core of everything I do."

In this episode you will learn about:

  • Scott’s move from corporate law/philanthropy to social impact consulting
  • The power of an "exquisite statement of work" and clear deliverables
  • Overcoming imposter syndrome: assessing risks, seeking advice, and planning
  • Scott’s 30-meeting networking strategy for early client acquisition
  • Identifying the market gap for "fractional General Counsel" services
  • Building a business on 100% word-of-mouth referrals over a decade
  • Evolving pricing: from a $2,500 first project to high-value retainers
  • Structuring retainers with clear opt-out clauses to build trust
  • Choosing fewer, higher-retainer clients over scaling into a large agency
  • Building a flexible team: core principals and "plug and play" specialists
  • Leveraging AI for research, like "Google on steroids."
  • The value of a "beginner's mindset" for deeper client relationships

Mentioned in this episode:

Join an Elite Group of Consulting Founders in Montreal for Serious Growth

Imagine being in a room where every other 6 or 7-figure consulting founder is as serious about growth as you are. That’s the Consulting Success Mastermind in Montreal (Sept 18-20, 2025). This is your opportunity to build real relationships with top-performing consultants, share wins and challenges, and grow strategically together. As one past attendee said, it's "exactly what I’ve been needing." Ready for powerful connections & expert strategy? Explore the Montreal Mastermind: https://consultingsuccess.com/montreal

Up next
Jul 7
Use This AI "Teammate" Method To Justify 30% Higher Consulting Fees with Michel Fortin
Welcome back to the Consulting Success podcast. I'm Michael Zipursky, and today, we are continuing our exploration into a force that's not just changing how businesses operate, but really how we as consultants need to think and adapt. And yes, that is AI - artificial intelligence ... Show More
42m 16s
Jun 30
If I Wanted To Scale My Consulting Business In 2025, I'd Do This
Want to learn how we can help you grow your consulting business? Schedule your free Growth Session Call today! www.consultingsuccess.com/growMentioned in this episode:Get Expert Insights into Your Consulting Business: Claim Your FREE Growth Session Now!Want to get personalized fe ... Show More
21m 35s
Jun 23
AI Coding Is Here To Stay (Get Ready) with David Hirschfeld
Ever made a costly mistake in a startup? David Hirschfeld, founder of the 17-year-strong custom software firm Tekyz, turned his "startup scars" into SaaS stardom. He shares the brutal honesty of a past venture hitting a wall and how that forged his unshakeable belief in rigorous ... Show More
41m 45s
Recommended Episodes
Jan 2025
Insights from Investment Banking: Steve Hunter’s Advice for Private Equity and Business Owners
Sean Mooney sits down with Steve Hunter, Managing Director at TM Capital, to discuss the nuanced world of M&A, the key ingredients for creating value in a business, and what both buyers and sellers need to know for a successful deal. Steve offers practical advice for private equi ... Show More
56m 57s
Jun 2024
Introducing The Biz of Nonprofit Consultants
***Currently reviewing applications for 2025 1:1 Coaching and Impact Collective Mastermind!*** Are you a Nonprofit Consultant pulled between making an impact and running a profitable business? Join Natalie Eckdahl, MBA, on a podcast crafted just for you. With 25 years of diverse ... Show More
3m 7s
Feb 2025
Adversary or Ally? How Owner's Reps and Contractors Team Up to Deliver Great Projects
In this episode of Construction Genius, we’re joined by Zach Rapaport, founding principal of Meerkat, a real estate development consultancy focused on the hospitality segment.Meerkat offers strategic advisement for fractional development partnership insight and early stage explor ... Show More
55m 24s
Jul 2024
Building a $19M SEO Agency w/ Jason Hennessey
Meet Jason Hennessey, founder of a thriving $19 million SEO agency that dominates the legal marketing space! In this interview, Jason shares his secrets to success, from growing a profitable agency to navigating the ever-changing digital landscape. He reveals how a niche focus, p ... Show More
48m 29s
Dec 2020
S2E30: Nicholas Farhi, Partner at OC&C Strategy Consultants
Send us a textToday's guest is Nicholas Farhi, partner at OC&C Strategy Consultants. Nic has been with the firm for 20 years, and has a wide gamut of stories - most of them hilariously articulated - about his consulting and leadership experience. The multi-faceted conversati ... Show More
43m 18s
Jul 2024
Using Problem Solving Frameworks to Ease Self-Doubt
In this episode of the Impostor Syndrome Files, we talk about how using problem-solving frameworks can help you ease self-doubt and make better decisions. My guest this week, Tommy Ogden, co-founder of Activera Consulting, shares his career journey, including the twists and turns ... Show More
38m 56s
Apr 16
772: Be a professional, don't be a business person (Case Interview & Management Consulting classics)
What is your understanding of the consulting culture or philosophy? What do you think defines and separates the top consulting firms from the others? For this episode, let's revisit a Case Interview & Management Consulting classic where we spoke about the real culture of consulti ... Show More
24m 50s
Apr 11
S17E10: From Industry to Consulting: A Roadmap for Experienced Hires
Send us a textThinking about making the leap from industry to consulting? Breaking in as a working professional (AKA, an experienced hire) requires a different playbook than traditional campus recruiting. In this episode, presented by Bates White - a leading economic consulting f ... Show More
59m 53s
May 26
Quitting Consulting to Buy a $1m SDE Agency
Register for the webinar:Buy a Business, Not a Fantasy: Addressing This Month’s 7 Most Common Buyer Concerns - Wed May 28th - https://bit.ly/43u7otoWhen Julia Hensel decided to pursue entrepreneurship, husband Grant helped her find a remote business with a great team.Topics in Gr ... Show More
1h 27m