The Consulting Pipeline Podcast

The Consulting Pipeline Podcast
How do coders become consultants.
CPP 128: A portfolio of clients
Nov 27 • 4 min
Does anything change for the better if you view your clients as an investment portfolio?
CPP 127: I’m thankful for the freedom to experiment
Nov 20 • 11 min
CPP 126: Robert Games on finding an expensive problem using the Five Why’s
Oct 30 • 45 min
CPP 125: Dale Bertrand on finding an ideal overlap betwen skillset and market
Oct 23 • 55 min
CPP 124: Anthony English on bootstrapping something new
Oct 16 • 54 min
Bonus 001: What you can learn about interviewing from Howard Stern
Oct 4 • 34 min
CPP 123: Andrew Askins on connecting with startups outside the big startup hub cities
Oct 2 • 60 min
CPP 122: A Framework for Deciding How to Specialize
Sep 25 • 43 min
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…
CPP 121: Mike Julian on iterating towards the right market segment
Sep 18 • 57 min
CPP 120: Matt Rogish of ReactiveOps on identifying a market oppoertunity
Sep 11 • 59 min
CPP 119 - Corey Quinn on making a platform specialization work well
Sep 4 • 51 min
CPP 118: Luca Ingianni on generating leads through procrastination
Aug 28 • 61 min
CPP 117: Josh Doody updates us on his narrowed market position 1 year in
Aug 21 • 48 min
CPP 116: Cheryl Janis updates us on her specialization journey
Aug 14 • 61 min
CPP 115: Gene Monterastelli
Aug 7 • 59 min
CPP 114: Mike McDerment
Jul 31 • 42 min
CPP 113: John Warrilow
Jul 24 • 46 min
CPP 112: Mastery and the MED
Jul 17 • 23 min
CPP 111: What about the Expert-Generalist market position?
Jul 10 • 21 min
CPP 110: The Solution Bias
Jul 3 • 9 min
CPP 109: Making an e-book and an educational resource center coexist
Jun 26 • 16 min
CPP 108: Switching Cost
Jun 15 • 12 min
CPP 107: Michael Atkinson on combining a background in food and finance into a specialization on restaurant technology
Jun 12 • 21 min
CPP 106: Robin Knowles on giving companies a competitive advantage by optimizing airflow
May 25 • 33 min
CPP 105: Jonathan Stark on moving the needle for software developers
May 22 • 36 min
CPP 104: Bob Lalasz on moving the needle with thought leadership, pt2
May 11 • 37 min
CPP 103: Bob Lalasz on moving the needle with thought leadership, pt1
May 8 • 32 min
CPP 102: Owning a word in the mind
May 4 • 5 min
CPP 101: Jason Swett asks a very good question about vertical specialization
May 1 • 32 min
CPP 100 - Evan McBroom on moving the needle for churches
Apr 27 • 47 min
CPP 099: Stephen Kuenzli on moving the needle for clients with infrastructure consulting
Apr 24 • 44 min
CPP 098: Moving the Needle: Eric White on moving the needle for clients with JTBD research, and also… EMPATHY
Apr 20 • 62 min
CPP 097: Moving the Needle - Alex Vita on moving the needle with web design for photographers
Apr 17 • 53 min
CPP 096: Karl Sakas on moving the needle for creative agencies
Apr 13 • 33 min
CPP 095: Karl Schmieder on specializing in biotech and life sciences
Apr 10 • 47 min
CPP 094: Jim Bond on Finding Entrepreneurial Opportunities
Apr 6 • 48 min
CPP 093: What would you do with these 2 case studies, Philip?
Apr 3 • 18 min
CPP 092: I know it when I see it
Mar 23 • 9 min
CPP 091: Not *that* Rachel Maddow
Mar 20 • 16 min
CPP 090: David C. Baker and I discuss the means by which economically valuable expertise is cultivated
Mar 16 • 50 min
CPP 089: USP vs. UVP vs. Positioning
Mar 13 • 14 min
CPP 088: Difficult Decisions
Mar 9 • 16 min
CPP 087: Planes, risk & automobiles
Mar 6 • 2 min
CPP086: Listener question about multidimensional specialization
Mar 2 • 23 min
CPP 085: Let’s talk about risk, baby
Feb 27 • 23 min
CPP 084: You really should check out this guy’s podcast
Feb 23 • 24 min
CPP 083: Derek Dysart on happening into a great specialization
Feb 20 • 41 min
CPP 082: Milepost 2 in Garrett St. John’s transition from “hands work” to “brain work”
Feb 16 • 52 min
CPP 081: Ben Chiriboga on specialization as an attorney
Feb 13 • 43 min
CPP 080: Mike Borthwick on finding a hole in the market and generating those sweet, sweet startup leads
Feb 9 • 30 min
CPP 079: Dave Ceddia on building a product side-business
Feb 6 • 44 min
CPP 077: Alain Chautard on specializing in Angular and increasing profitability through training offerings
Feb 2 • 30 min
CPP 078: DSMB - Liston Witherill on Marketing Partnerships
Feb 1 • 87 min
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.
CPP 076: Olivier Lambert on DRAMATICALLY improving the results of your cold email outreach
Jan 30 • 57 min
CPP 075: Val Geisler’s biggest contract yet a result of specialization
Jan 26 • 33 min
CPP 074: Adam of Tamarlabs talks about transitioning to a horizontal market position
Jan 23 • 41 min
CPP 073: Dorian Ferrari on Lead Generation
Jan 19 • 30 min
CPP 072: What happens to your SEO when you change your website positioning? Kai Davis answers.
Jan 16 • 54 min
CPP 071: DSMB - Reuven Lerner on Getting Started in Technical Training
Nov 30, 2017 • 94 min
CPP 070: DSMB - Jake Jorgovan on LinkedIn Leads
Oct 27, 2017 • 90 min
Jake Jorgovan teaches you how to generate leads on LinkedIn. Only works for specialized companies!
CPP 069: The Business of Expertise (part 3)
Oct 19, 2017 • 13 min
Wrapping up my review of David C. Baker’s new book, The Business of Expertise:
CPP 068: The Business of Expertise (part 2)
Oct 16, 2017 • 33 min
Diving a bit deeper into a casual, wordy review of “The Business of Expertise” by David C. Baker:
CPP 067: Why Success With No Positioning?
Oct 13, 2017 • 22 min
How the heck is this agency earning $200,000 per month with no positioning?
CPP 066: I’m Back!
Oct 9, 2017 • 13 min
You may ask yourself… where has Philip been? You may ask yourself… how do I work this?
Ep 65: I Believe But Cannot Prove: Working Out Loud
Aug 5, 2017 • 7 min
It’s scary but worth it. :)
Ep 064: Drawing That Line in the Sand
Aug 4, 2017 • 30 min
Your current website is probably doing jack shit for your business development. Oh also…. read this book: And finally, buy this product and use the discount…
Ep 63: The “Satisfaction Gap”
Jul 31, 2017 • 11 min
The growth spiral, rather than the deaths spiral.
Ep 62: The Taste of Stress
Jul 29, 2017 • 5 min
It actually made the food taste less good.
Ep 61: Understanding Specialization in Less Than 10 Minutes
Jul 28, 2017 • 10 min
Yeah, really. It’s that straightforward.
Ep 60: Don’t be a Red Kernodle
Jul 27, 2017 • 3 min
How different his life would have been! How many great opportunities would have come his way if he’d pushed through the discomfort!
Ep 059: What Plant Was She Trying to Grow?
Jul 26, 2017 • 18 min
Did it need a deluge, or a steady drip of water?
Ep 058: Specialization is Two Things
Jul 25, 2017 • 8 min
But it’s not those two things at the same time…
Ep 057: A Seizure and a Mystery
Jul 23, 2017 • 6 min
Nothing else untoward was on the walls of that room.
Ep 056: Meet me downstairs?
Jul 22, 2017 • 5 min
Just a small misunderstanding…
Ep 055: Just bypass the factory solenoid!
Jul 21, 2017 • 7 min
The fix might be easier—or deeper—than you think.
Ep 054: Startling Accuracy
Jul 20, 2017 • 10 min
A few bits about sales, trust, and objections.
Ep 53: Drip, drip, drip
Jul 19, 2017 • 2 min
Are you using the power of time?
Ep 052: Garrett St. John on Moving Into Advisory Work, part 1
Jul 18, 2017 • 22 min
Garrett talks about that first part of making the transition from coding to providing technical leadership/advisory services.
Ep 051: A Flood of???
Jul 17, 2017 • 11 min
What are you measuring? Is it the right thing?
Ep 050: AAAAH! The FEELZ!!!
Jul 16, 2017 • 10 min
Do emotions serve any value to us as entrepreneurs?
Ep 049: I Guess That’s Life Sometimes
Jul 15, 2017 • 5 min
Broken glass and Mikhail Gorbachev.
Ep 048: Mugshots and a Crime Scene
Jul 14, 2017 • 5 min
The craziest CTA I have ever seen.
Ep 047: Is Positioning Bigger Than Vertical/Horizontal Market Focus?
Jul 13, 2017 • 10 min
TL;DR: Yes, it is. :)
Ep 046: Expanding and Contracting Service Offerings
Jul 12, 2017 • 6 min
Sometimes the menu gets smaller, and sometimes it gets bigger.
Ep 045: The Room Behind Door #3
Jul 11, 2017 • 7 min
The room is probably bigger and more interesting than you think!
Ep 044: A Meditation on Specialization and Blue Oceans
Jul 10, 2017 • 21 min
Mister W asks if he knows enough to impress?
Ep 043: Chasing Two Rabbits?
Jul 9, 2017 • 10 min
Is it ever a good idea to chase two rabbits?
Ep 042: Lost Three Projects to Specialists
Jul 8, 2017 • 14 min
And they’re probably not sorry they beat you.
Ep 041: From the Shitty Tapes Files
Jul 7, 2017 • 17 min
A lot of us have them. :)
Ep 040: Josh Doody on Narrowing His Positioning, part 1
Jul 6, 2017 • 23 min
I talk to Josh Doody, salary negotiation expert for software developers, about a recent change to his positioning.
Ep 039: Three Reasons You Should Get Into the Topsoil Selling Business
Jul 5, 2017 • 11 min
It’s not as dirty as you think. ;)
Ep 038: But Ours go to 11!
Jul 4, 2017 • 6 min
Why shouldn’t everything be turned up to 11?
Ep 037: Going Undercover
Jul 3, 2017 • 5 min
Does becoming a specialist make you feel like you’re pretending?
Ep 036: Competitiveness Between Businesses
Jul 2, 2017 • 14 min
How do you serve competitors within the same vertical?
Ep 035: A Horizontal Expert Positioning Quandary
Jul 1, 2017 • 20 min
If you have expertise in a specific problem, how do you find your clients?
Ep 034: Specialization From Day One?
Jun 30, 2017 • 17 min
Should you specialize from day one of working for yourself?
Ep 033: Time for a SERMON
Jun 29, 2017 • 4 min
Can I get an AMEN?
Ep 032: Pooping in Style
Jun 28, 2017 • 2 min
I didn’t even know these things existed until today.
Ep 031: Two Thresholds of Expertise
Jun 27, 2017 • 14 min
Either one will get you out of the crab bucket.
Ep 030: Specialization and Alignment
Jun 26, 2017 • 14 min
Small —> big, and surface —> deeper.
Ep 029: How do I do market research while I have a full time job?
Jun 25, 2017 • 9 min
How can you be getting on the phone with research sources when you’re chained to your desk at a full time job?
Ep 028: Failure
Jun 24, 2017 • 4 min
It’s about failure, yo :)
Ep 027: How NOT to build an email list
Jun 23, 2017 • 4 min
This is funny and ironic, and I can’t resist a tiny dose of snark.
Ep 026: Verticals, Horizontals, and Audiences
Jun 22, 2017 • 14 min
What’s the difference between a market vertical, a horizontal, and an audience?
Ep 025: The CPP Reloaded
Jun 21, 2017 • 11 min
Long time no speak!
Matt Krause: Starting With a Niche of 6 Clients
Dec 4, 2015 • 52 min
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.
Season Wrapup & Ben Krueger: How Can Consultants Use Podcasting to Generate Leads and Revenue?
Sep 11, 2015 • 60 min
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!
Samuel Hulick: What Happens When You Combine Constraints and a Narrow Focus?
Sep 4, 2015 • 36 min
I spoke with Samuel Hulick about his journey from general UX designer to being well known as the “user onboarding guy”.
Paul Jarvis: Is Saying No Part of Building a Successful Business?
Aug 28, 2015 • 45 min
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…
Kai Davis & Philip Morgan: What’s the Deal With Active Listening?
Aug 21, 2015 • 55 min
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.
Liston Witherill: The Role of Copywriting in Positioning
Aug 7, 2015 • 44 min
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.
The One Thing I’ve Never Heard Anywhere Else About How to Do a Great Interview
Jul 31, 2015 • 27 min
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: Should limited information prevent you from positioning your business?
Jul 24, 2015 • 36 min
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: What it Takes to Grow a Business in a Tiny Niche
Jul 10, 2015 • 36 min
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…
Is Positioning Professional Services Different Than Products? Al Ries Explains.
Jul 3, 2015 • 10 min
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…
How Do You Know If You’re Really an Expert?
Jun 26, 2015 • 12 min
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.
Travis Northcutt & Michael Steele: Can your competition help you choose a niche?
Jun 19, 2015 • 41 min
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…
Nick Disabato on Niches, Boredom, and Changing Your Focus After Becoming Known for Something
Jun 5, 2015 • 38 min
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…
If I Specialize My Business, Won’t I Get Bored?
May 29, 2015 • 15 min
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…
Jonathan Stark on the Paradox of Choice
May 22, 2015 • 33 min
Jonathan Stark talks about getting past the paradox of choice when choosing a focus.
What if You Want a List But DON’T Want to Create Original Content?
May 19, 2015 • 5 min
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.
Cheryl Janis on the Fear of Positioning
May 18, 2015 • 53 min
Interior designer Cheryl Janis shares how she overcame the many fears she faced during her journey towards positioning her business.
Kai Davis on Positioning and Your Audience
May 18, 2015 • 31 min
Kai Davis talks about how focusing on your audience is a key part of positioning your business.
One Step More Specific
May 18, 2015 • 8 min
Sometimes positioning is not about going from generalist all the way to fully focused expert. It can be a more gradual process.
Kurt Elster 8x-ed His Revenue With Positioning
May 18, 2015 • 30 min
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.
Estimating Market Size Part 2
May 18, 2015 • 7 min
How big does a niche have to be to be big enough? Let’s find out! (part 2 of 2)
Estimating Market Size Part 1
May 18, 2015 • 6 min
How big does a niche have to be to be big enough? Let’s find out!
Eric Davis Was Booked Solid for Months
May 18, 2015 • 32 min
My guest Eric Davis was booked solid for months after he became “the Redmine guy”.
Introduction to The Paradox
May 18, 2015 • 4 min
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.