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”.
- How did you get started – how did you plan your ext from Booz and what was your plan to grow the company?
- How has business over the past 6 years been compared to what you imagined it would be when you were still in your consulting role?
- Nall uses the “relationship map” to identify prospects and she maintains existing relationships in her network. A 2×2 matrix of those who have deepest connections with and those in the greatest and most urgent need of services like yours.
- Be realistic. Have a plan to move from corporate to launching your business full time– Nall put together a 2-year plan to transition out of the consulting firm and launch her business. She started The Leading Niche in 2007, but resigned from Booz & Company in 2009 to go full-time with the business.
- Remove yourself from some of the processes of the business. For Tamara this means, when talking with prospective clients, selling the business as ‘The Leading Niche’ and not as ‘Tamara Nall’, in order to be able to lead the business and stay true to its vision and growth.
- Research prospective clients in advance. Nell describes an instance where she took a leap, and described a worse case scenario for the head of a large company in Atlanta, whose systems she knew were lacking. After she described to him– in very scary detail– the fallout that could occur as he was featured on the front page of the Wall Street Journal, he jumped into action, awarding her team a contract on the spot.
Please help us grow by subscribing + rating on iTunes: