"I'm not gonna do it like everybody else. I'm very stubborn. I'm very competitive. I do believe that differentiation is stronger than competition."

That's Trevor Nelson from HGA Fundraising, and he's built something pretty incredible by completely ignoring what his competitors were doing. While everyone else was chasing the luxury market at the "tip of the pyramid," Trevor went straight for the base – working with smaller nonprofits that everyone else was overlooking.

The result? A 7-figure consignment business with 24 employees, serving thousands of events.

And they're just getting started.

In this episode, Trevor pulls back the curtain on his anti-competition strategy and shares why trying to beat everyone else at their own game is a losing battle. Instead, he chose to be the best at something completely different, and it's working.

Highlights:

• Stop trying to out-compete everyone else. Trevor looked at what his competitors were doing and deliberately chose the opposite path. Sometimes the best strategy is not to play the same game.
• Volume can be your friend if you're not afraid of it. With thin margins and a "make a little off of a lot" model, Trevor embraces scale instead of running from it. His mindset: "All I have to do is exactly what we're doing right now, just more of it."
• Family business isn't a dirty word. Against all conventional wisdom, Trevor built his company by hiring his sister, brother-in-law, and best friends. His take: "Those are the people you can trust and roll with."
• Relationships are your real equity. Trevor's entire business model is built on genuine connections – even talking prospects out of using their services if it's not the right fit. The long game always wins.

Ready to stop competing and start differentiating? This conversation will shift how you think about positioning your consulting business in a crowded market.

Connect with Trevor:

• LinkedIn: Trevor Nelson
• Company website: hgafundraising.com
• Podcast: "Hey Nonprofits" (YouTube, Apple, Spotify)

Find Us Online: https://www.confessionswithjessandcindy.com

Connect with Cindy:

• Cindy Wagman Coaching: cindywagman.com
• Fractional Fundraising Network: fractionalfundraising.co/
• LinkedIn: ca.linkedin.com/in/cindywagman

Connect with Jess:

• Out In the Boons: outintheboons.me
• LinkedIn: linkedin.com/in/jesscampbelloutntiheboons/