Salutations, friend! It’s RJ here. HAPPY NEW YEAR! 🥳 Yes, that's right! It might seem late, but we're greeting you just now as this is our FIRST EPISODE OF THE YEAR. We're so excited to share with you about the things to come. In this episode, we're not only giving you updates about the changes that we will implement and the things we're preparing for you, but we're also covering some indicators that can help you clarify if you can already add corporate clients to your business. Have you ever wondered if you're doing it wrong when your clients tell you you're providing your services with too much information or complexity? Did you ever doubt yourself or your ability to serve when given that feedback? What if it's just a silver lining?
Salutation, friend! Today’s episode is brimming with NEW things. CHANGE IS COMING!Â
We’re going to talk about some exciting things to look forward to this season of the podcast, as well as 5 key indicators to know if you're ready to step into your next level of business. Whether you're looking  to serve corporate clients or just looking for what's next, these indicators will help you ask the right questions to make your next step forward clearer.Â
P.S. Did you see our new podcast artwork?!
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Salutations, friend! Welcome to The Profit Scale podcast. This is the podcast where we teach service-based experts and consultants how to step into their next level of coins and confidence.
My mission is to help you approach your pricing and systems strategically, so you can build a business that's both profitable and sustainable.
I'm your host, Ruth-Joy Connell, a Corporate Consultant and Pricing Expert. And around here, we live by the motto, "No coins left behind."
So if you're ready to start making life-changing revenue—and I'm talking generational wealth type of revenue—all while applying the strategies and systems that would keep the coins flowing in your business even when you're not there. Then you, my friend, are in the right place. Turn up the volume and lean in because we're about to get started.
Salutations, friend. Ruth-Joy Connell here, your favourite Corporate Consultant. I want to officially welcome you to season two of The Profit Scale podcast. I want to start by wishing you a Happy New Year, friend. I know you're hearing this in March and maybe even later, but it's our first episode of the year, and for many of you, it's my first time getting to connect with you again this year. So I hope you're having an amazing start to the year and that your first quarter has been your best quarter yet.Â
Let's talk about the last season of The Profit Scale podcast for a minute. In the previous season, the podcast allowed me to introduce myself to you and the work we do here at RJC Consulting.Â
The main topics we covered last season were pricing, serving corporate clients, and implementing systems. I'm sure it's no surprise that this season we're going to be diving even deeper into those topics, but with a twist. We're all about helping you take your business to the next level at our company, and the podcast is called The Profit Scale, after all.
It means we have to go even deeper, friend. I'm going to introduce a new concept called Converting Conversations to Coins. Essentially, what this means is that I'll be taking a moment at the end of every podcast to recap the episode and give you an actionable task or activity to help you apply what we just discussed. Don't worry. It's not going to be homework, a big assignment or anything like that. It could be as simple as answering a question, taking a quiz, or taking a moment to reflect on how each episode has applied to your business.
The hope is that in converting these conversations to coins, I'm supporting you to take action towards scaling your business towards where you want to be and not just listening to this beautiful voice—if I do say so myself. Â
All right, friend. Exciting new things are on the way. We also have some behind the scene services and opportunities that we're working on getting ready for you and some podcast listener perks that we're going to roll out this season. So, this is a great time to be subscribed to the podcast if you're not already, and while you're at it, do us a favour, share this with a friend, your biz bestie, so that they can get this information too.
All right. Now that we have all the updates out of the way, let's get to today's topic.Â
If you're new to the podcast, one of the areas that we specialize in and love serving our clients in is helping you secure corporate contracts. Whether you're adding a corporate income stream to your business or trying to increase the revenue from your existing corporate stream, we love helping you put systems in place to help you price, pitch and close corporate deals.Â
One of the most commonly asked questions that I get even before the question of "Where do I start with corporate clients?" is whether or not you should be looking to add a corporate income stream to your business. As in, "How do you know if corporate clients are right for you?" or "Is this the right time to be stepping into that new level of your business?" It made me think that the best way to answer this question would probably be through a podcast episode. That way, I can really walk you through my thoughts and experience with answering this question, and we can dive into some of the key areas to help you make a decision for yourself.
I've answered these questions many times over discovery calls. Through having these conversations, I've narrowed it down to five key indicators that will help you determine whether you're ready for corporate clients.
So, let's get started.Â
Indicator number one: You've created a proven and tested framework.Â
What I mean by that is that you're using a framework, a process, software or a methodology that you developed to help your existing clients get the results they're looking for. Now, it's less important whether you've packaged that expertise as a course, a coaching program, a consultation process, or a done-for-you service. What's more important is that there is a framework or a process behind it that generates repeatable results, creating outcomes and delivering on the promise of your service in a repeatable way, positions you to apply your process in multiple contexts.
It means that you can take what you've already built and apply it to anyone who's experiencing the problem that you solve, and you can have the confidence that they're going to see the same results. That's huge. That kind of confidence backed by your framework helps you create authority in your field, and that authority supports you commanding a higher price as well. Like I said, "No coins left behind." This is a good indication that you're ready for corporate clients.
Having a framework means you've been consistent in how you create results. It means that there's predictability, repeatability and knowledge of what works and what doesn't, as it relates to the service you're offering. It also means that you wouldn't be stepping into corporate clients hoping that you could deliver, but knowing that you could. That's why having a framework positions you really well to step into this next level of coins and add corporate income streams into your business.
Now, if you're listening to this, you're an established entrepreneur, and you're not new to getting your client's results, yet you're struggling to identify your framework, chances are that you haven't taken the time to get that process out of your head and into a document. You've probably been doing this work for so long that it's become second nature to you.Â
You might even think that there isn't a process behind what you do—it's just something you do. Trust me, friend, you have a framework. It's just in your head, and all you need to do is intentionally slow down and document what you're doing, as you're doing it, to see that framework start to take shape.
We'll have to dive deeper into putting together your framework and identifying what that is in another episode, but it's at least something for you to start thinking about and to keep at the back of your mind, for now.
Indicator number two: You're holding back your expertise.Â
This one really hits home for me personally because I've experienced this for myself. Stay with me here, friend. Have you ever been working with a client, and you start seeing all the areas in their business that you could jump in and help them, or you were hired for one thing, but as you're executing on that service, you begin to see the other areas that can also use your attention?Â
In those situations, it's easy to feel conflicted as to whether or not you should point it out to them, or maybe you're wondering if they're already aware, but it's just not a priority for them, and you're having this full-on conversation with yourself in your mind about how to approach this. Or maybe, you're not getting the opportunity to teach or lead or serve your clients at the full potential that you're capable of because your level of expertise is beyond what they're capable of applying.
So, that means you're holding back to meet them where they're at. If you can relate to this, then this is a good indicator that you have more within you to give than your current clients are ready for. We're each at a different stage in our business, and while your current services may target clients who are at stage five, let's say, that doesn't mean that that's the limit of your expertise, and that's where corporate clients can come in as the natural next step for you.
Friend, if you've ever had clients or potential clients tell you that they felt overwhelmed by the information you shared, the systems you implemented, or the service you provided, that tells me that you may be trying to give stage 10 expertise to the clients who are at stage 5.
All that means is that you have an opportunity to step into a bigger playing field. One that's going to allow you to serve at your highest level without holding anything back, all while serving clients who are ready and can handle the full expression of your greatness.
I really want you to take the time to reflect on this. When I realized this was true for me, it was easy to confuse holding back with simplifying. I thought I was simplifying things so that my clients can understand. I thought I was simplifying processes so that they could implement them. When really, I was holding back because they just weren't ready for more, and that's not the same as simplifying a concept. So, I really want you to reflect on this one to see what areas of your business may be true for you.
Friend, I know the idea of adding a corporate income stream to your business has been floating around in your mind for a while now. And I also know that you've probably had some kind of experience working with corporate clients, but you just can't seem to get the coins or the clients flowing, and that's why today's episode is brought to you by my signature program, newly enhanced Systems That Scale.Â
I designed this program to bridge the gap between you, and where the money resides by teaching you how to price, pitch and close corporate contracts consistently. If you've been thinking about taking the service or digital product you've already had success with and packaging it to secure five and six-figure corporate clients, then I invite you to join our waitlist for Systems That Scale.Â
Head over to rjcconsulting.com/sts or click the link in our show notes to head over to the registration. Once you register for the waitlist, you'll get immediate access to the replay of our most recent information session. This is a full transparency video that goes through everything you need to know about the program, including who it's for, what you'll learn, the investment and more. That way, you can decide for yourself whether it's the right program for you. There's no pitch and no pressure to purchase, just information, but in case you need some reassurance, here's what I know to be true about you.
Am I right?Â
If that's you, friend, then Systems That Scale is the right fit for you. From strategic pricing to negotiating, to putting together a killer proposal, you'll learn the step-by-step framework to help you enter corporate boardrooms with confidence and leave with coins.Â
Don't drop another coin. Register for the waitlist and get instant access to the information session replay. Applications are opening up soon. Head over to rjcconsulting.com/sts or click the link in the show notes to join the waitlist.
Indicator number three: You want more flexibility in your business without compromising cash.Â
This could mean several things for you. It could mean that you want to reduce the number of clients you have to take on to meet your revenue goals; it can mean you want to reduce or even eliminate one-to-one client work; or maybe that you want to reduce your workweek from a five-day workweek to a four-day workweek. Flexibility could mean something different for you altogether, but what I will say is that the common thread I've seen here is that you want your definition of flexibility without having to compromise your revenue.Â
You don't want to have to take a pay cut to take a few days off, and you don't want to be feeling stressed and pressed for time when you do finally get out of the office.Â
Am I right? 'cause I know. That's how I feel. You and me both, friend. In this case, serving corporate clients can be an unsuspecting solution to gain that flexibility without compromising your coins. I want you to think about this for a second. A single corporate contract can equate to the same revenue as 10 to 50 regular clients. It's normal for corporate contracts to start anywhere from five figures upwards, even for speaking engagements.
Consider that if your revenue goal for the month is to bring in $15,000 and you're selling your service at a thousand dollars, you need 15 clients to reach your revenue goals for the month. We haven't even accounted for the time it takes to deliver on that service. Now, consider landing a corporate speaking engagement that pays you $15,000 for a one-hour keynote, and you get to do that from your home, from your house, no travel needed. With one corporate opportunity and a whole lot less work, you've already met your monthly goal. You can even take the rest of the month off if that's what you wanted to do. The point I'm trying to make here is that if flexibility is a core desire for you, then you should consider serving corporate clients as a means to make that goal a reality.
Indicator number four: You want five-figure contracts to be your norm, not the exception.Â
If you're like me—and I know that you are—you're unapologetic about your ambition. You want a successful business. You want to be a leader in your field and industry. You want the money that comes along with it, and in abundance, I might add.Â
It's okay to want a lot of money. It's okay to strive for financial overflow in your business and not just sufficiency. It's okay to position yourself for the financial abundance you want to see.
Adding a corporate income stream to your business doesn't mean you have to get rid of your existing clients; it also doesn't mean you have to scrap everything and pivot in a completely new direction—and I would never encourage you to do that. But it does mean you are creating the space and opportunity to experience the financial freedom, abundance and overflow you desire for yourself and your business.Â
Frankly put, if you're not serving corporate clients, you're leaving coins on the table, and you already know how I feel about that.Â
Indicator number five: You are ready to step into your next level in business.Â
Chances are, you, my friend, have already experienced a level of success with your current services and clients. You could do this work with your eyes closed, and you know it like the back of your hand. While you absolutely love the work you do, you also want it to challenge you to grow. When you get to that place where your work is no longer challenging, it no longer pushes you outside of your comfort zone, it's easy for it to feel mundane.Â
What I often see is that business owners start to make these drastic changes in their business. Sometimes it's through adding an entirely new service (sometimes ones that don't align with their brand) or eliminating the offers that have been working, just to find this new challenge and to create something new in their business, and that is not the solution.Â
If you're in a place where your work is beginning to feel repetitive, mundane or uninspiring, then that's a good indicator that it's time for you to step into your next level. It means you've already mastered where you're at, and it's time to move on to something new that will allow for a challenge and allow for you to again serve at your highest level. It also means that you're probably ready to step out of the 'execution' role in your business and into strategic leadership, indicating that you're ready to move from solopreneur to CEO.
It's time to level up! I know it can feel scary to think about someone else doing the work you've been doing for so long. After all, in most other jobs, that would actually mean that you're not needed, right? It means that you're kind of working yourself out of your position, but when it comes to building a business, it actually means that there's a role that only you can fill within your company, and that's the role of casting the vision. And that, my friend, is where you are needed the most. No one else can fill that position except you.Â
I know you and I know that this business for you isn't just a side hustle, even if that's how it started off. Your vision is to build a business that lives on beyond you, one that impacts your clients, your family, and your community at large, and that my friend requires you to level up. So, if you're feeling a pull towards something, but you're not quite sure what it is, or if you find yourself asking what's next, or if you feel like you're missing the challenge out of your work and it's kind of on repeat, then I invite you to step into your next level, and that's serving corporate clients.Â
Friend, we've covered a lot of information today, and it's my hope that our discussion is challenging you and leaving you with something to think about. With that said, let's recap and talk about how we can convert this conversation into coins.
Your action item for today is to choose one of the five indicators that resonated the most with you and to ask yourself this question, "If this holds true for me, what's holding me back from taking a step forward?" Whatever that step may look like for you, okay?Â
To refresh your memory on everything we've covered, we started it off by posing the question, "Should I be looking to add a corporate income stream into my business?" From there, we went over five key indicators to help you answer that question for yourself, and while not each one of these five areas we covered may apply to you, if even one of them does, it's worth exploring if a corporate income stream may make sense for you.
As always, friend, I'm grateful for this time with you, and I truly look forward to these conversations.Â
Before you go, make sure you're subscribed to the podcast, so you don't miss our next episode in two weeks, and while you're at it, please leave us a review and a rating on Apple Podcast. That small action really does go a long way in helping us reach more entrepreneurs just like you. All you have to do is hit the link in our show notes to leave that rating and review, and I thank you in advance for your support and your time.Â
I'll be here at the same time and same place in two weeks. Until then, I wish you coins, confidence and all the bags. Bye for now, friend.