Why Some Consultants Land Bigger, Better Engagements

Why do some consultants and coaches consistently land strategic, higher-impact, and higher-paying client engagements? The truth may surprise you. It’s not about having better sales tactics or more polished proposals. Instead, it comes down to a mindset shift and a process I call Partnership Setup™.

Moving Beyond Sales and Contracting

When most consultants think about growing their business, they picture contracting, proposals, and pricing. For many, these are the parts you’d rather avoid, delegate, or power through quickly. Packaging your work into offers and setting fees often triggers imposter syndrome or money fears.

That discomfort gets even louder when you try to move beyond transactional service provider contracts into more strategic, transformational client partnerships. If you can relate, you’re not alone .

The Shift to Partnership Setup™

What makes great consultants stand out isn’t better sales techniques — it’s the ability to reframe how client relationships begin. Instead of approaching new work as a transaction, partnership setup™ is about:

• Using your natural consulting skills — active listening, organizing chaos, and building trust — to guide conversations.

• Moving from responding to client “wants” (like workshops or tactical deliverables) to uncovering their deeper needs.

• Aligning your expertise with their bigger goals so you become a trusted advisor, not just a service provider .

This approach allows you to co-create engagements that deliver greater impact for your clients and higher income for you.

Why Partnership Setup™ Works

The benefits of this shift are powerful:

• Immediate impact and income: Katie Anderson, for example, shared how she made more money and created more impact while working less by applying partnership setup.

• Bigger engagements: Clients like Peggy and Hillary shifted from one-off design projects to becoming strategic brand partners.

• Transformational results: Lisa went from chasing $10,000 contracts to landing a $250,000 engagement with her very next client .

But beyond the numbers, the deeper value is how this approach redefines your role. Instead of being brought in to execute tasks, you position yourself as the strategic partner clients need when facing complexity, ambiguity, and transformation.

Going Slow to Go Fast

One of the keys to partnership setup™ is what I call “go slow to go fast.” Instead of rushing to close deals, you intentionally build alignment at every step:

1. Discovery Meetings – These aren’t about selling or solving but about creating directional agreement. You guide clients from requests for tactics toward clarity on their bigger goals.

2. Proposals – A proposal becomes a co-creation tool, not just a contract. You frame solutions around ROI and offer options that highlight value.

3. Closing the Deal – This stage is about co-defining the work and relational agreements so the engagement is set up for success from the start .

When done well, this process builds credibility and helps clients trust not only you, but themselves and their ability to achieve results.

Why This Matters Now

In today’s uncertain economic and political climate, clients are cautious. They need to clearly see the ROI of working with you before making an investment. Partnership setup™ allows you to show that value — and step fully into your calling as a consultant or coach whose work truly matters .

Next Steps: Join the Impact and Income Accelerator

If you’re ready to master partnership setup and start landing more strategic, high-value client engagements, my new group coaching experience is for you.

The Impact and Income Accelerator is an action-learning program designed to give you the skills, strategies, and support to confidently position yourself as a strategic partner. You’ll learn how to:

• Pivot from transactional contracts to transformational partnerships.

• Help hesitant clients see the ROI of working with you.

• Increase both your impact and your income.

👉 Get all the details and early-bird pricing at BetsyJordyn.com/accelerator

If you enjoyed this blog post, you may also like:

• Service Provider vs Strategic Partner: Which Is Your Path to Greater Impact and Income?
• The ROI of Clarifying Your Brand Positioning: Lessons from My Work with Katie Anderson
• Why Lean Consultants Must Level Up Their Positioning and Messaging with Katie Anderson

About me: Betsy Jordyn is a brand messaging strategist and business mentor for purpose-driven consultants and coaches. With a background in organizational development—including a consulting career with Disney—she helps experts clarify their unique value, position themselves strategically, and build businesses that deliver impact, income, and personal fulfillment. Connect with Betsy Jordyn to clarify your message, elevate your brand, and attract the clients you're meant to serve. Start here → https://www.betsyjordyn.com/services