Are you tired of working with clients who are too small to see real impact from your work, or struggling to command the rates you deserve for your expertise?
In this episode, host AJ Riedel talks to Mark Scrimenti, Fractional COO and Executive Coach. Mark distinguishes himself by specializing exclusively in the $5-50M B2B professional services space, where he helps founder-led companies transition from founder-driven growth to leadership team-driven growth using systematic frameworks and processes.
Why You Should Listen to This Episode: Self-employed consultants will discover how to evolve from taking any client who will pay to building a premium practice with ideal clients. Mark shares the strategic mindset shifts and practical systems that allowed him to move upmarket and command higher rates while delivering greater impact.
What You'll Learn in This Episode: You'll learn how to identify and target your ideal client profile instead of accepting whoever comes along. You'll discover why working with companies that are too small creates problems for both you and the client, and how to recognize the right size and maturity level for maximum impact. You'll understand how to develop your own framework and systematized approach rather than just selling yourself as a generalist. You'll learn practical strategies for setting boundaries with clients and having difficult conversations about scope and compensation. You'll discover how to shift your mindset from desperate for any work to strategic about client selection. You'll learn how to build trust quickly with C-suite executives and navigate the unique challenges of fractional leadership roles. You'll understand how to approach business development as service rather than selling, making it more natural and effective.
Listen to These Key Moments:
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02:48] From Corporate to Consultant: Mark explains how losing out on a COO position during the pandemic led him to hang out his shingle as a fractional executive, and how his 12+ years scaling a company over $100M prepared him for this transition.
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06:40] Defining the Ideal Client: Learn why Mark targets $5-50M B2B professional services companies and how working with clients that are too small creates problems for both consultant and client.
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10:06] The Biggest Challenge: Finding Your Focus: Mark discusses how not having a clear ideal client profile early on led to poor fits and how he evolved to go upmarket with more confidence.
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16:12] Learning to Say No: The critical moment when Mark first told a client that additional work was outside the project scope and how that conversation went better than expected.
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21:02] Setting Boundaries Without Guilt: Mark shares his approach to having difficult conversations about scope and compensation while maintaining integrity and client relationships.
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26:07] Building Trust as a Fractional Executive: How to qualify prospects for the right chemistry and trust needed for fractional C-suite roles, plus red flags to watch for.
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31:49] Making Business Development Less Painful: Mark's mindset shift that transformed sales from something he dreaded to a service-oriented conversation about helping clients.
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35:47] The Reality Check: An honest discussion about considering a return to corporate life and what keeps him motivated to continue building his practice despite the challenges.
Connect with Mark Scrimenti on LinkedIn: https://www.linkedin.com/in/markscrimenti/