Episode 62: Answering the Critical Consulting Question: To Niche or Not to Niche—with Andrea Bailey-Brown

In this Craft of Consulting podcast episode, I interview Andrea Bailey-Brown on a decision that all consultants have to make at least once in their careers: do you focus on serving a particular niche or do you keep a broad focus when your build consulting business?

Andrea, also known as the Profit Creator, has been buying, building, scaling, and selling businesses since 1989. She has broad expertise related to business and a lot she could offer clients. In this episode, she shares how she considered the multiple options she had for her consulting business and why she ultimately decided to focus on a specific consulting niche: profitable franchise ownership. She also shares her sage advice for the right and wrong way to build a profitable consulting business.

Mitigate the Impact of the Coronavirus Crisis on Your Consulting Business 

Check out my blog: How to Make Decisions When You Lose Consulting Business Because of the Coronavirus Pandemic.

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Andrea Bailey-Brown

Andrea Bailey-Brown knows the ins and outs of how to build and scale businesses. When she became a consultant, she knew she had to choose what she was going to build her consulting business around and what she was going to offer to which clients. In this podcast, we talk about:


  • Becoming a consultant and getting her first client

  • Understanding the advantages and disadvantages of niche-based or broad-based consulting businesses

  • Knowing what you know and don’t know and getting help when you need it

  • Avoiding the trap of doing something because you know how or are good at something

  • Planning for intentional profit

  • Experimenting and knowing you picked the right niche

  • Doing the internal and external work to know that you are doing what you should be doing

  • Letting breakthroughs happen

  • Knowing how to put your product out in your markets and learning the art of selling

  • Figuring out the right first steps when you decide to become a consultant


More about Andrea:


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In this Craft of Consulting podcast episode, I interview Mara Lecocq and Sarit Henig.

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