[Episode 20] How to Use a Relationship Map to Create a $4 Million Company

Episode 20 Tamara Nall

This week I interviewed Tamara Nall, Founder of The Leading Niche, a global consulting firm that offers strategic and operational consulting to large companies and the federal government.

Nall shared with us the secrets of why and how she started The Leading Niche 4 years after getting an MBA from Harvard Business School, and how she has grown her company to over $4 million in revenue using a “Relationship Map”.


This week’s question:

What has been the key to your success in growing The Leading Niche to $4 million in revenue?

..So what I did, in particular, was to create a relationship map. And if you can think about a 2 x 2 matrix if you will, it’s really simple: who were my strongest contacts, and where was the greatest need?…You can have the best product, the best service, but if you don’t have a customer to sell that product and service to, it does not matter.

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[Episode 19] A customer acquisition strategy to grow from 2 to 27 employees

Episode 19 banner Randy Rayess
Randy Rayess is co-founder of VenturePact, a technology services firm that matches companies with talented application development teams from around the globe.  He has also written in publications such as Forbes, Fast Company and Harvard Business Review.
In our conversation today, Randy describes in detail how to acquire customers through online advertising, including VenturePact’s strategic use of dynamic landing pages.  He also describes his approach to growing the company from 2 to 27 people in 3 short years.

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[Episode 18] How to systematize and productize a services business

Episode 18 banner Rachel Rodgers
​Rachel Rodgers started the Rodgers Collective, a cool, innovative take on a law firm.  She has grown the company over the past 5 years or so, and has lot to share, including a great way to think about protection as an entrepreneur.

This week’s question:

How and why did you systematize your business?
….The goal was to automate as much as humanly possible, because the more that you automate the less human capital you need to do the job.

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[Episode 17] The Rand Fishkin Case Study on How to Build an Online Presence

Episode 17 banner Rand Fishkin Case Study On How to Build an Online Presence

We continue our conversation with Rand Fishkin this week and dive into the details of how to build an online presence – even if you’re starting from scratch. We started with search engine strategy and ended the conversation with a case study to bring it all home.

We asked Rand – if someone starting a new professional services firm (lawyers, accountants, consultants) came to you and said “I’m building a firm to last me a couple of decades, and I’m willing to commit 5 to 7K / month building out an online presence, how would you guide them?”

This week’s question:

Teach me the details of building out an online presence?

“That piece of content you created?  It has to be phenomenal.  It has to be worthy of sharing and earning re-amplification”

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[Episode 16] Rand Fishkin on how to focus your online marketing efforts

Episode 16 Rand Fishkin on how to focus your internet marketing

Rand is known as the Wizard of Moz – the godfather of SEO and all around highly respected online marketing thought leader. He’s the founder of Moz, a suite of popular tools to help build and manage your online presence.

The episode covers the six different channels to market your business online, and talks about how to focus your activities on what’s most relevant for your business. The Venn diagram Rand mentions is certainly a game-changer if you’ve been wading through tactics (vs. strategy) to build your online presence.

This week’s question:

How do you focus your efforts when building an online presence?

“Think of a Venn diagram – three overlapping circles.  Circle Number 1 – where your audience is and where your audiences influencers are.  Circle Number 2 – what you are particularly good at and passionate about, and Circle 3 is where you can have a measurable positive return on investment”

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