Terry Rice, a business consultant and expert in helping entrepreneurs scale their offerings to attract larger corporate clients. Terry shares his journey of transitioning from small-scale engagements to working with big-name brands, providing listeners with practical advice on how to navigate this shift. He emphasizes the importance of understanding corporate culture, simplifying complex knowledge to add measurable value, and positioning yourself as a cost-effective solution compared to in-house teams.

Terry also reflects on personal challenges, including being fired from Facebook, which led to a transformative period where he redefined his identity and success outside of traditional corporate roles. He introduces actionable strategies like the "wedge strategy," which involves using audits, training sessions, and speaking engagements as entry points to bigger deals. Terry’s candid insights on pricing, confidence, and delivering ROI make this episode invaluable for entrepreneurs looking to elevate their business and secure larger clients.

CHAPTER TITLES

02:35 - The Importance of Understanding Corporate Language

04:32 - Breaking into Bigger Deals with Small Wins

06:18 - Lessons from Walmart: Creating Value Beyond the Obvious

08:12 - Why Simplifying Your Knowledge Wins Clients

10:04 - Building Client Trust Through Transparency

12:15 - Adjusting Pricing for Maximum Value

14:22 - Charging Your True Worth: Context and ROI

16:08 - Navigating Pricing Objections with Confidence

18:14 - Lessons Learned from Being Fired at Facebook

20:30 - Three Wedge Strategies for Breaking into Big Clients

Connect with Terry Rice:

https://terryrice.co/

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