CASE STUDY: How I Helped an Attorney Get Into Consulting For Tech Brands AND Get Fully Booked (With a Waiting List) In 6 Months

If you're an expert with an incredible track record of helping people and have great client results backing it up, and you aren't getting NEARLY the level of premium-level inquiries and clients you want...I have great news.

With just a few tweaks to your LinkedIn presence, you can start attracting higher-level clients and corporate contracts...leading to multiple five and even six-figure deals.

I love the example of my client Debbie, a 15+-year government contracts attorney, trying to decide between a law firm job and starting her consultancy.

The spark inside told her she was born to do more - to help scale companies with smaller teams by expanding their access to opportunities.

She felt it DEEP in her bones, even if the lawyer in her said it was unrealistic.

I still remember our first call vividly…

Debbie's voice cracked as she explained her deep-seated fears.

“I’m working such long hours and it’s affecting my health. I need to find a way to increase my income while having the freedom to work less, enjoy life more, and STILL make a significant impact.

I even feel jealous of my peers who seem to effortlessly attract corporate clients. What bothers me is that I’m much more experienced than they are.

And I always feel like I have to give more to get noticed, but it's NEVER enough.

Don’t get me wrong… I know how valuable my work is but what if I start posting on LinkedIn and no one gets it? “

She was also worried that former colleagues would think she was doing too much and they would judge her.

She second-guessed:

• every word,
• every post,
• every opportunity to engage

My heart broke as I watched this AMAZING powerhouse dimming her light to appease the watchful inner critic.

I knew I needed to reawaken her courage and conviction.

Through tear-filled moments and soul-searching exercises, Debbie rediscovered her purpose - to help smaller companies win millions in government contracts using her expertise.

I promised her the path ahead would fill her with pride, freedom, and joy. And a simple but POWERFUL system would lead the way…

And now she's set to hit mid-six figures this year from this one revenue stream.

Here are the adjustments we made to her LinkedIn presence:

1. 1. I extracted her “IT” Factor (unique differentiator) from her years of advising on high-stakes contracts, her passion for expanding access to opportunity, and her impressive corporate negotiation skillset.

We created a 50-word pitch around it, which built instant intrigue and authority.

Nailing the “IT factor” piece is always the FIRST thing done before putting out content on LinkedIn.

We needed to clarify and amplify her rare blend of insider expertise advising government agencies plus skills in putting together the type of contracts the old boys' network would say was “impossible” to close.

This 50-word pitch highlighted her expertise in a captivating way while hinting at the EVEN BIGGER vision that intrigues decision-makers.

And, of course, I have a specific blueprint for weaving this information into content. I share that blueprint with my clients and personalize it to their business and offer.

... It increases their value so they can naturally command higher fees that people have no problem paying.

1. 2. Our target audience was tech founders in the $10M - $30M revenue range whose companies were valued in the $500M+ range.

We also targeted directors of contracting, procurement, and compliance at F500 companies.

Tech founders need a Sherpa - someone who has a vision yet speaks their language after advising companies they want to get access to.

That's why I knew spotlighting Debbie's 15+ years in this area was crucial.

We had to feature THAT.

What's ironic is that most experts don't highlight this bridge-building role enough.

They focus on current accomplishments first without tying it into the overall picture—a big mistake when selling at the corporate level.

You must lay out the shared journey first - meaning how you worked with people like them.

This familiarity builds INSTANT trust and allegiance because companies look at market proof but connect through shared experience - meet them where they are first!

1. 3. We mapped out a 1/2-day workshop. This served as Debbie's gateway offer, allowing newcomers to “sample” her wisdom.

This would allow new clients to immerse themselves in her methods for blending compliance, creativity, and policy when negotiating complex contracts.

However, I knew the workshop was just the starting point to monetize Debbie's 15+ years in the trenches (as she would say).

It was time to think two steps ahead.

IMMEDIATELY, after delivering tremendous value through the workshop, Debbie would offer a way to work with her to implement their plan.

We laid out two higher-priced offers to support the client on their journey:

• The $50K “Rapid Results” 90-Day Implementation Partnership: This gave tech founders access to Debbie’s full toolkit, including processes for up-leveling contracting procedures, template galleries with dozens of tailored-in-class clauses and negotiated terms, 1-on-1 strategy sessions, and sequenced implementation support.
• The $100K “Accelerated Ascent” Deep Dive: included all elements of the $50K option, plus being their on-call attorney managing their negotiations.

This bridging technique makes saying yes irresistible because they have already witnessed Debbie’s depth of knowledge in action.

1. 4. To establish Debbie as the sought-after expert for mission-critical contracting crises, we created ten pieces of content showcasing her expertise in action.

I call this your Authority Catalog. It is similar to a music catalog for musicians that showcases all their best hits.

We used this content to demonstrate her expertise while directly tying back to her offer, ideal client, and their journey.

This positioned her to attract only PERFECT-fit clients and helped her to start conversations that led back to her workshop.

I have a proprietary blueprint for this as well. I use it to position my clients as the go-to authority in their field, making clients seek them out instead of the other way around.

Here's another thing I've noticed... most experts don’t dedicate enough upfront effort to establish authority before ever pitching offers.

Big mistake!

You must first build familiarity and trust by providing immense value without strings attached. It takes time upfront but became the backbone of her marketing.

I showed Debbie that by providing immense value and insight upfront, corporate-minded buyers will NATURALLY rely on your knowledge.

It becomes the backbone of your business development.

Her catalog included live videos, short posts, visual guides, audio, and long-form articles - to cater to different learning styles.

The 20-minute LinkedIn Live revealed insider techniques for tech founders, like how handwritten clauses shift the dialogue from confrontation to collaboration.

The goal was to provide insight into things that typically stall most negotiations.

That way, tech founders would organically turn to Debbie for relief, knowing no stone was left unturned in her Authority Catalog.

Instead of cold pitching services, we warmly educated first. No strings attached.

Building the Authority Catalog led to fast results because it was shown to her current connection on their feed.

If they engaged, it was shown to THEIR network.

Within six months, the leads and clients came pouring in.

Debbie was booked solid with a waitlist of clients!

Life today is full of clients (mainly small tech companies and gov’t contractors); strategic partnerships (with people I've learned from and respect); and freedom (to travel and enjoy the perks of being my own boss).

Deborrah was an integral part of this new reality. Exceedingly grateful for her guidance and coaching.

She is now recognized not JUST as a service provider but as an ESSENTIAL strategic partner by her corporate clients.

This new status comes with respect, trust, and a seat at the table where decisions are made.

Her biggest client win has been with a company where she helped negotiate a $2.5MM subcontract with one of the "Big 4" consulting firms.

When self-doubt creeps back in, Debbie reads a note I wrote during our first call:

"Your voice and vision will change this industry. Don't dim that light - let it shine brightly."

NEXT STEPS:

Want to work with me to see what changes you can make to position your expertise to make an additional six figures per year from doing a small number of workshops and/or consulting engagements with corporations and organizations while working fewer hours?

Everything I described in this case study is part of what I do with clients in my 6-week intensive.

Your gifts can help thousands and significantly impact millions.

It’s time!

ABOUT THE CREATOR OF WILDFIRE

Deborrah Ashley is a marketing strategist, consultant, LinkedIn trainer and the author of the book InSIDER- How To Leverage LinkedIn To Stand Out As The Industry Leader.

With over 20 years of go-to-market experience, her insights have been featured in O' The Oprah Magazine, The New York Times, and Black Enterprise Magazine, and she is frequently tapped to speak on building a presence online.

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