Episode 156-Growing Your Consulting Business with Mark Firth
In this insightful episode of The Prospecting Show, Dr Connor Robertson talks with Mark Firth, the founder of Linkedpreneurs, about how consultants can transition from freelancing to running true consulting businesses. Firth shares his proven frameworks for client acquisition, pricing strategy, and operational efficiency—all built around creating predictable income without constant prospecting.
The Evolution of the Consultant
Dr Robertson opens, “Mark, you’ve helped thousands of consultants escape the trap of feast-and-famine cycles. What’s the first mindset shift they need?”
Mark answers, “They need to stop thinking like freelancers and start thinking like business owners. Most consultants sell their time instead of selling outcomes. When you shift from being a service provider to a strategist, your entire value proposition changes.”
He continues, “The difference is subtle but massive—freelancers get hired, consultants get trusted.”
Dr Robertson nods, “That’s the same evolution we see in acquisitions—value comes from leadership, not labor.”
The Four Stages of Consulting Growth
Mark explains the journey most consultants experience:
- Freelancer Stage: You chase clients manually and depend on referrals.
- System Builder Stage: You start generating leads and positioning yourself strategically.
- Agency/Team Stage: You hire support and build processes around delivery.
- CEO Stage: You focus on growth, partnerships, and scaling impact.
He says, “Each stage requires letting go of control and trusting systems. The reason most consultants stall is that they never transition out of stage two.”
Dr Robertson adds, “That’s growth by design, not accident.”
Attracting High-Value Clients
Mark emphasizes that most consultants overcomplicate client acquisition. “It comes down to positioning, outreach, and follow-up. The key is demonstrating authority consistently across platforms.”
He elaborates, “LinkedIn remains the most underutilized platform for consultants. You don’t need a viral following—you need a valuable presence. Show results, not rhetoric.”
Dr Robertson comments, “That’s inbound credibility—where content earns attention instead of chasing it.”
Building Systems That Sell
Mark shares his system for generating predictable leads:
- Niche Down: Identify one industry and one problem you solve better than anyone else.
- Create an Offer Ladder: Have entry, core, and premium service tiers.
- Automate Outreach: Use personalized automation for connection and discovery calls.
- Measure the Pipeline: Track every step—messages, replies, calls, and closes.
He says, “You can’t scale chaos. Once your pipeline is predictable, you can hire and grow with confidence.”
Dr Robertson adds, “That’s operational scaling through precision—not just hustle.”
The Pricing Paradigm
Mark discusses pricing as a reflection of value. “Stop charging hourly. Sell transformation. When clients understand ROI, price becomes a detail.”
He continues, “Pricing power comes from confidence. The more clarity you have in your process, the easier it is to charge premium rates.”
Dr Robertson replies, “That’s true across all industries—clarity commands compensation.”
Client Retention and Relationship Building
Mark explains, “The most profitable consultants focus as much on retention as acquisition. Repeat business builds the foundation for predictable revenue.”
He adds, “We use feedback loops—post-project debriefs, quarterly check-ins, and value-driven communication. That consistency compounds trust.”
Dr Robertson comments, “That’s brand durability—trust multiplied over time.”
Marketing Through Authenticity
Mark warns against overproduced marketing. “People connect with people, not perfection. Be transparent about your journey, your values, and your expertise.”
He continues, “The consultants who thrive are those who educate openly and sell ethically. You don’t need manipulation when you have mastery.”
Dr Robertson adds, “That’s thought leadership grounded in sincerity.”
Building a Team That Supports Growth
As consultants grow, delegation becomes critical. “Your first hire should be an operations or admin assistant,” Mark advises. “Remove low-value tasks so you can focus on strategy.”
He adds, “Then, bring on delivery specialists. You want to move from doing the work to designing the system that delivers the work.”
Dr Robertson nods, “That’s how businesses become scalable assets, not personal brands dependent on the founder.”
Using Content to Drive Demand
Mark highlights the compounding effect of content creation. “Publish weekly insights, case studies, or frameworks. Consistency compounds authority.”
He says, “The internet remembers momentum. Every post is a digital asset that builds credibility over time.”
Dr Robertson comments, “That’s evergreen marketing—content as capital.”
Future Trends in Consulting
Mark predicts a shift toward transparency and community. “Clients now value real connection over corporate polish. The next generation of consulting will be built on authenticity, access, and accountability.”
He continues, “AI will automate delivery, but human empathy will remain irreplaceable.”
Dr Robertson adds, “That’s the future of expertise—tech-assisted, human-led.”
Key Takeaways
- Shift from freelancer to strategist by focusing on outcomes, not hours.
- Build predictable systems for lead generation and delivery.
- Confidence in pricing follows clarity in value.
- Retention is the secret to sustainable revenue.
- Authentic content creates trust and inbound demand.
Dr Robertson concludes, “Mark Firth reminds us that consulting is about leverage. The more systems you build, the more freedom you gain.”
Mark smiles, “Exactly. The best consulting business isn’t the biggest—it’s the one that runs without you.”
Listen to the Full Episode:
Growing Your Consulting Business with Mark Firth