Beating Consulting's Feast Or Famine

🔥 Want to scale your consulting business, land high-value clients, and build a predictable revenue stream? Book your FREE Growth Session call today: https://consultingsuccess.com/grow to learn more about Clarity Coaching and how we could help you overcome uncertainty and build a successful 6+ figure consulting business. 🎙️ Welcome to the Consulting Success Podcast! Whether you're just starting or scaling past six or seven figures, this podcast is your go-to resource for for building a high-performing consulting business. Most consulting firms struggle with the feast or famine cycle. So what does it take to build a firm that keeps growing for 24 years? My guest, Carlo Cuesta, co-founder of Creation in Common, has built a business where up to 80% of new work comes from referrals and past clients. In this episode, he reveals how strategic partnerships open doors to new markets, why shifting to value-based pricing drove 300% growth in five years, and the prospecting discipline required to keep a consulting pipeline strong, even in a volatile market. 📢 In This Episode, You’ll Discover: ✅ How to use strategic partnerships to enter entirely new markets (like state and local government) and land larger, higher-margin projects. ✅ The mindset and mechanical shift to value-based pricing that led to a 300% growth in five years. ✅ The prospecting discipline required to beat the feast or famine cycle and build a resilient pipeline, even when referrals are strong. ⏱️ Timestamps: 00:00 - Introduction: Beating Consulting's Feast Or Famine Cycle 00:54 - Recognizing When Your Consulting Firm Becomes Established 03:56 - Defining Your Firm’s Mission and Niche 05:56 - Expanding Into Government Consulting for Bigger, Higher-Margin Projects 07:23 - How to Use Strategic Partnerships to Win More Clients 14:57 - Using LinkedIn and Events for High-Value Lead Generation 19:31 - The Critical Switch to Value-Based Pricing in Consulting 21:03 - How Value-Based Pricing Increased Revenue by 300% 24:27 - Navigating Market Uncertainty and Volatility in Nonprofit Consulting 28:22 - The Power of Prospecting Consistently to Avoid Revenue Gaps 31:23 - Diversifying Your Consulting Pipeline for Long-Term Stability 36:11 - How to Remove Yourself From Day-to-Day Consulting Delivery 40:48 - How AI Is Changing the Future of Consulting Services 42:36 - The 'Art vs. Artist' Philosophy of Building a Lasting Firm 44:11 - Where to Connect With Carlo Cuesta 📚 Guest Information Carlo Cuesta / https://www.linkedin.com/in/cmcuesta/ Guest Website: Creation in Common / https://creationincommon.com/ LinkedIn: https://www.linkedin.com/company/creation-in-common-llc/ #consulting #consultingsuccess #feastorfamine #businessgrowth #valuebasedpricing #strategicpartnerships #prospecting #nonprofitconsulting 🔗 Stay Connected & Keep Growing: 👤 Michael Zipursky → https://www.linkedin.com/in/zipursky 💡 Join the #1 Consulting Community → Get direct access to 6 & 7-figure consultants, expert coaching, and the strategies that work TODAY. Learn more about Clarity Coaching: https://consultingsuccess.com/grow 🔔 Don’t Miss Future Episodes Like, Subscribe & Hit the Bell to get notified when new episodes drop! 🎙️ More Podcast Episodes → https://consultingsuccess.com/podcast 📺 YouTube Shorts → https://www.youtube.com/@ConsultingSuccessTV/shorts 🔥 More Free Resources: 🌍 Download guides & tools → https://consultingsuccess.com 📩 Subscribe to our Newsletter → Weekly insights to grow your business 📚 Consulting Business Growth Guides & Blog → https://consultingsuccess.com/blog 🙌 About Consulting Success Consulting Success is the most comprehensive learning platform for serious consultants and skilled professionals who want to grow a stable and reliable consulting practice that attracts high-value clients time and time again. We believe in the transformational power of consulting that creates real results for clients, and enables you as a consultant to do your best work, enjoy more time with your family, and achieve your desired income level and lifestyle. Founded by Michael Zipursky and Sam Zipursky aka the “Zipursky Cousins” – serial entrepreneurs turned consultants with over 32 years of combined experience – we’ve consulted for and advised businesses throughout North and South America, Europe, Asia, Africa and the Middle East in over 30 industries. We’ve been in the trenches hustling to grow our own consulting businesses. We know what it feels like to be the outsider struggling to make things work or find acceptance in the market. ConsultingSuccess, ConsultingBusiness, HighTicketClients, BusinessGrowth, Entrepreneurship, Marketing, ScalingYourBusiness, LeadGeneration, B2BMarketing, SalesStrategy, Beating Feast or Famine, Consulting Firm Growth, Value-Based Pricing, Strategic Partnerships for Consultants, Prospecting for Consultants, Nonprofit Consulting, Government Consulting, Client Acquisition, Building a Resilient Business, Carlo Cuesta Interview, Creation in Common