How to Pick a Niche | EP 186

Most owners know they should niche. They just never actually commit - because the fear of turning work away feels bigger than the cost of staying invisible.

In this episode I break down why being a generalist puts you in a price war you don't want to win, what a niche actually is (most people get this wrong), and the exact six-step process to find and commit to yours.

I spent 10 years as a director and shareholder of a $3M engineering consultancy that we grew to a $30M engineering, town planning, surveying and architecture consultancy - and niching properly was one of the biggest single decisions in that growth.

I also share the story of George, a Boardroom member who made the call to shift his niche from post-tensioning into remedial work - and how that one decision let him revisit his fees, attract better clients, and get completely clear on his direction.

Inside this episode we cover:

- Why generalists get compared on price and specialists don't
- The three things a real niche needs to overlap - skill, demand and margin
- The exact six-step process to find the niche already hiding in your best work
- Why a niche you keep secret isn't working for you
- What George changed and what it did to his fees and his client list

If you're tired of competing on price and blending in with every other firm in your industry, this episode will show you exactly how to change that.

👉 Check out our $10M+ Consultancy Roadmap Training. It's a step-by-step guide to help you move from wherever you are now — whether that's $1M, $3M, $5M or $10M and beyond — and build a business you can genuinely be proud of - https://go.coachignite.com/start

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