Is Your Expertise Killing Your Consulting Deals with Scott Curran

Consulting Success Podcast

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:

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