#7: How to attract Fortune 500 Clients like Verizon and IBM w/ Earle Richards
May 2, 2023
Earle Richards is an experienced strategy, operations, and analytics professional that’s sought after by Fortune 500 clients like Verizon and IBM as well as brands that you’ll probably hear about in the future.
Whether you’re a consultant wanting to grow your thought leadership or someone that wants to understand the psychology of top performing consultants before starting a project, then today’s episode is for you.
Inside, we cover:
-How 70% of all new business for him comes through referrals
-How he implemented an inbound marketing strategy that got IBM, Verizon and others to come knocking on his digital doorstep
-When and why not to productize your consulting
-How to onboard and guide Fortune 500 clients through successful projects
-The little known “tells” that reveal when a project is likely to fail
-The growth stages of an independent consultant’s journey
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Episode Timeline:
[3:39] – Who was Earle before consulting, and how did he get into it?
[6:10] – Earle shares how his college experience impacted his journey to consulting
[9:53] – How Earle’s “Superpower” helped him kickstart his consulting opportunities
[15:03] – Did Earle identify as a consultant when he started his consulting services?
[21:22] – The advice Earle would give to his past self when starting consulting
[23:54] – How Earle gets consulting opportunities with big brands
[29:31] – What do consultants often miss when joining a new team?
[39:11] – How long a contract should be, according to Earle
[45:08] – How clients find Earle organically vs. referrals
[50:01] – How Earle leveraged his analytical skills to become a strategic advisor for his clients
[53:29] – Earle’s top books & platforms that influenced his consulting style
[1:00:40] – Why Earle chose not to productize his consulting work
Resources: