Why $10M+ Consultancies Never Discount
The consultancies growing past $10M all have one thing in common: they don’t compete on price.
Not one of them.
Because they know discounting isn’t “winning work”… it’s quietly destroying their business.
Think about it.
Every time you shave 5–10% off your fee, here’s what really happens:
— You start the project already behind.
— Your team feels the squeeze and morale tanks.
— Stress piles up while profit disappears.
And the client? They don’t respect you more for giving them a deal. They respect you less.
Now here’s the uncomfortable truth:
The reason you’re stuck dropping fees isn’t because “the market is tough.”
It’s because you haven’t yet built the positioning, pipeline, or courage to hold the line.
That’s why $10M consultancies play a different game:
— They only chase ideal clients who value expertise over discounts
— They position as specialists, not commodities
— They build bulletproof pipelines, so one client can’t hold them hostage
— They set walk-away pricing, so every project fuels growth, not burnout
In this episode, I’m pulling back the curtain on exactly how to make this shift… so you stop bleeding margin and start commanding the fees you deserve.
And it’s totally possible for you:
One consultancy owner I worked with stopped discounting, niched down, and rebuilt his value story. Within months he hit back-to-back record months… simply by refusing to play the price game.
If you’ve ever felt trapped by fee pressure, this episode will show you why competing on price is the real bottleneck holding you back from $10M+ growth… and what to do about it.
Click Here to watch the video.
Click Here for the podcast episode.
To your success,
Josh
PS: If you’re interested, here are 4 ways I can help you right now:
- Grab a copy of my new book | Profitable Engineering Consultant | 9 strategies to grow with confidence, get your time back & consistently hit 30% plus net profit margins – Click Here
- Subscribe to our podcast | Learn how to run a more profitable consultancy and grow successfully – no fluff, just actionable and practical advice from someone who grew a consultancy to $30M and exited successfully – Watch Here or Listen Here + make sure you subscribe!
- Download our free Business Plan template | Map out your Business Plan & grow your consultancy with confidence – Click Here to download now
- Book a 20-minute Business Audit Call | We’ll do a full review & audit of your business, uncover the #1 bottleneck that's holding you back right now & develop a 3-step action plan together for how you can get results faster. You'll leave this call with a clear and actionable plan for what to do next in your business – Book Here
