Welcome back, Elizabeth Cook. I especially love when you co-host with me. Today, I thought it would be

interesting to dive into nonprofit consultants and some things we see that are a little different

about what they face. And we're kind of in one of my favorite topics today, which is positioning.

Yes, we're going to talk about what you do and who you do it for and how that might affect you

specifically in the nonprofit space, what some of the challenges or nuances to that positioning

that might come up for you.

Yes.

As I work with nonprofit consultants and I've had the

opportunity to work with them throughout my coaching career, it's been very fascinating because often

they get quite far in building a business, like in terms of revenue, without needing to really

position their business.

So what do you mean by positioning, Natalie? Well, we position our business in the marketplace by

specializing by the work we do or niching by the who we do it for and the who could be the type of

organization. And just saying a nonprofit is not enough. So who could be the type of organization. And just saying a nonprofit is not enough.

So it could be the type of nonprofit, the type of constituency they are serving or the mission.

Also, I would tie that into the stage of the nonprofit or the size of funding that the nonprofit has.

I'm curious, before we dive into the positioning piece,

I'm curious why you think they've been able to get as far as they have without positioning.

When I study them, what I notice is that they tend to get larger contracts

and often can build a business to multi-six figures with two to four

clients. So if you have a contract that say 80K a year or 100K a year or six 50K clients,

that is something that possibly a single consultant could serve or a consultant

...