The people who bring in the work
A show for owners of B2B consulting and services firms. Every episode is one guest on how they actually built it.
Why I started this show
Most people who run a small firm are also the person who brings in the work.
You do the work and you sell the work. Nobody writes about how hard that is. Most advice is written for companies with a sales team. You are the sales team.
So I wanted to hear how people actually did it. Not the tidy version told after the fact. What it took, and what they would do differently now.
Every episode is one guest and one conversation. No panel, no pitch, no script.
The useful part is usually the early days. What nearly went wrong, and what you would change if you started over.
Someone is in your exact seat right now, a few years behind you. What took you years to work out, they get in one sitting.
Who comes on
I invite founders who run their own consulting and services firms. People in the same seat as you. They are the audience too.
Firms that get paid for what their people know, rather than for a product. Usually somewhere between five and fifty people.
- Consulting and advisory
- Marketing, creative and PR agencies
- Staffing, recruiting and search
- Accounting, tax and fractional CFO
- Training and enablement
- Fractional and interim practices
What we talk about
We shape it together in the first few minutes, around what you want to cover. These come up a lot.
- How the work actually comes in, and what happened the year the referrals dried up
- Doing the work while selling the work
- Being the only person in the firm who can bring the work in
- The client who was half your revenue
- What you would price differently today
- The hire that worked, and the one that nearly took the firm down with it
- What you wish someone had told you at the start
What to Expect as a Guest
Here is exactly what happens when you come on the show.
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1
One 45 minute call
We start by getting to know each other and shaping the topics around what you want to cover. Then we record.
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2
We record on Riverside
Remote and in your browser, nothing to download. You show up and talk about how you built what you built.
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3
I produce it
Editing, captions, thumbnails, transcript. You do not touch any of it.
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4
You get everything
Full episode on YouTube, short clips for your social, and a link to share.
Your host
I am Mikulas Zach. I spend my days around small B2B firms and the people who run them. The same thing comes up every time. The work is the easy part. Getting the work is the part nobody prepared you for.
So I started asking. This show is that question, put to one owner at a time.
Where the show is right now
The show is new. I am recording the first episodes now.
There are no past episodes to share yet, and no listener numbers to quote. When there are, they will be on this page.
Questions people ask
Is this a real podcast?
Yes. One guest per episode, recorded on Riverside, then edited and published. The show is new, so the first episodes are still being recorded.
What do we talk about?
Your firm and how you built it. How the work comes in. The calls you would make differently now. We shape the topics in the first few minutes, around what you actually want to cover.
How long does it take?
One 45 minute call. The first few minutes are for getting to know each other and shaping the topics. Then we record for about thirty.
Do I need to prepare?
No. Show up and talk about your own firm. If you want the topics ahead of time, ask and I will send them.
Is there a fee?
No. Not from you and not from me. Nobody pays to be on this show.
What do I get?
The full episode, short clips for your social media, and a link to share. I handle the editing, the captions and the thumbnail.
How many people listen?
The show is new, so there are no numbers to quote yet. The people I am inviting are owners of consulting and services firms. They are the audience too.