Unlocking Six-Figure Clients and Escaping the Revenue Rollercoaster: Insights from Samantha Hartley

As a fractional executive, you're constantly juggling client work, business development, and the dream of sustainable growth. But what if you could break free from the feast-or-famine cycle and land those elusive six-figure clients? Samantha Hartley, a consultant with over two decades of experience, shares her invaluable insights on how to level up your consulting game and create a thriving, joyful business during our interview on the Mylance podcast.

The Mindset Shift: From Project Work to Transformational Engagements

One of the biggest hurdles for many consultants is the leap from smaller projects to substantial, long-term engagements. Samantha believes in the shifting of your mindset from "How many $3,000 a month clients do I need?" to "How can I provide $50,000 a month in value to a single client?"

This paradigm shift isn't just about pricing – it's about reimagining the scope and impact of your work. Instead of solving $3,000 problems, you need to position yourself as someone who can tackle million-dollar challenges for businesses in the $15-50 million range.

Finding Your Ideal Clients: It's Closer Than You Think

Contrary to popular belief, you don't need to cast a wide net to find high-value clients. Samantha suggests looking in your own backyard:

1. Check out your local business journal
2. Research companies in the $15-25 million range in your area
3. Connect with industry associations and networking groups

Remember, every people problem in a business this size is inherently expensive. If you can solve issues related to turnover, hiring, or even meeting efficiency, you're dealing with million-dollar problems – and that justifies higher fees.

The Art of Pricing: Value Over Time

Here's a mind-bender for you: stop pricing based on your time. Instead, focus on the value you're creating. Samantha has an example of a client who initially balked at charging $3.5 million for a project that would save a hospital network $35 million. While that extreme might not be realistic for everyone, it illustrates the importance of value-based pricing.

A good rule of thumb? Aim for your fee to be about 10% of the value you're creating. But remember, even a 3-5x return on investment is attractive to most business owners.

Overcoming the "No Time for Marketing" Trap

We've all been there – so busy with client work that marketing falls by the wayside. Sales and marketing are part of the job, not an optional extra.

The goal is to build a robust referral network and establish yourself as a thought leader. This takes time, but the payoff is worth it. Some of Samantha’s clients now have a constant flow of pre-sold leads without active marketing.

For those struggling to find time:

1. Charge more for your current clients to free up time
2. Make your delivery more efficient
3. Focus on strategic visibility in places where your ideal clients hang out

The Power of Referral Partners

Don't underestimate the power of a strong referral network. Samantha pays her referral partners 10% of the first year's fees, seeing it as an investment in future business. She even sends monthly payments for retainer work as a form of "strategic visibility."

Pro tip: Have a simple agreement in writing to clarify terms and avoid misunderstandings.

The Marketplace Dilemma

While platforms like Catalant and Upwork can be tempting, Samantha cautions against the commoditization trap. If you do use these platforms, treat them as a starting point to build relationships, not your main source of income.

The Takeaway: Dream Big, Act Strategically

Samantha’s parting advice? "You can have the business you want." Whether that's a $500,000 revenue working four hours a day or landing $300,000 clients, it's possible. The key is to believe in the possibility and surround yourself with people who are already achieving what you aspire to.

Remember, your unique skills and experiences are valuable. Don't get stuck in the "but I sell this thing" mindset. Instead, think about the transformative solutions you can offer if money were no object. That's where the magic happens.

Ready to transform your consulting business? Check out Samantha’s free resource, "The Definitive Guide to Winning Six Figure Clients," at samanthahartley.com/super.

Your journey to six-figure clients and a thriving, joyful consulting business starts now. What's your first step going to be?

Mylance

This value-added article was written by Mylance. Mylance takes your marketing completely off your hands. We build the marketing machine that your Fractional Business needs, but you don't have time to run. So it operates daily, growing your brand, completely done for you.

Instead of dangling numbers in front of you, our approach focuses on precise and thoughtful input: targeted outreach to the right decision makers, compelling messaging that resonates, and content creation that establishes trust and legitimacy.

To apply for access, submit an application and we'll evaluate your fit for the service. If you’re not ready for lead generation, we also have a free, vetted community for top fractional talent that includes workshops, a rates database, networking, and a lot of free resources to support your fractional business.

‍