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Mandi Ellefson | Founder, Hands-Off CEO
@MandiEllefson
Helping consulting firm CEOs make their value impossible to ignore so they can scale without burnout or complexity. Author, mom, mountain bike enthusiast.
USA
Joined June 2009
476 Following
460 Followers
1.2K Posts
Most firms don’t lose deals because of leads - they lose because the market can’t clearly see their value.
When your value is obvious, demand increases, pricing power returns, and growth becomes easier.
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When the market gets shaky, something interesting happens:
Buyers stop looking for the best service provider.
They start looking for the most confident leader.
"I just found your positioning message to be refreshingly confident. That caught my attention."
That's what a consulting firm owner told me recently - while everyone else in his market was panicking and cutting.
He wasn't looking for a vendor. He was looking for certainty and a strong growth partner.
Here's the shift:
When you position with confidence (not arrogance), you become the firm that buyers trust to lead them through uncertainty.
Not the one they're comparing on price.
Not the one they're "considering."
The one they choose.
Because in uncertain markets? Leadership is what closes deals.
Question: Does your positioning create confidence - or does it mirror back the uncertainty your buyers are already feeling?
Delivering great work is the bare minimum.
It's expected that you deliver a great product.
But your clients actually want results and outcomes from those deliverables.
Here's what I see:
Most firms focus on "we do this service, we give you this deliverable."
Custom proposals. Scope of work. Check the boxes.
If your processes aren't optimized for those deliverables to actually create real outcomes, your results will be hit or miss.
Instead, optimize for a particular future state.
Example: We brought on a client who wanted to reach $10M in three years while doubling net profits.
Now my team knows exactly what we're optimizing for.
Your processes need to push your team to think strategically and reach bigger, more expansive outcomes.
That's what allows you to become the best.
Not based on ambiguous metrics or fluffy branding.
Based on real, tangible outcomes that you've measured.
Welcome to our live show! https://t.co/uirnNQNpHn
!! The clients with bigger budgets may already be in your business !! https://t.co/FuNnd9TPf3
On the Agency Profit Podcast, @MandiEllefson and @marcelpetitpas get into the real work of consulting: guiding clients back to what actually works—even when that means pushing back.
https://t.co/S05FX7RODg
@LinkedInHelp you have been ignoring our support requests for our co-owner’s account you shut down. He can’t log in to submit a ticket. And your website to summit proof is a buggy mess. What’s going on with your company? This is nuts. Your website is so buggy that now I can’t even respond to a ticket.
!! The clients with bigger budgets may already be in your business !! https://t.co/UAAJpxzyKH
!! The clients with bigger budgets may already be in your business !! https://t.co/Y8rxhbJqFc
@LinkedInHelp hey guys will you help me with a blocked account on my team? Weeks have gone by with no response from your support team.
!! The clients with bigger budgets may already be in your business !! https://t.co/dml1UZQvup
4 fastest paths to increase low hanging fruit sales https://t.co/ROrpSvLFFr
Why you *must* DOUBLE PROFITS to scale sustainably https://t.co/lUD24CmB5u
Confidently sell services for double by defining SUCCESS CONDITIONS and managing to them https://t.co/gXHHPveIjj
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