How to Turn One-Day Trainings Into $200,000 Engagements

What if the problem your client hired you to solve isn't the real problem at all? Shawn Doyle spent about six years as VP of Learning & Development at Comcast, where senior executives constantly told him "I need training" — and he quickly realized that what they actually needed was diagnosis. That insight, that he wasn't just in training but in consulting, became the foundation of his entire business. Now a leadership consultant, executive coach, Certified Speaking Professional, and author of more than 24 books, Shawn dismantles the myth that consultants should simply deliver whatever the client requests: great consultants ask better questions, diagnose before they prescribe, and set the stage early so they've earned the right to be brutally honest.

Michael and Shawn break down the anatomy of a multi-six-figure training engagement — leading with the return on investment, running assessments across the organization, tailoring the training to the data, teaching leaders to hold their people accountable, and framing it all as a comprehensive three-year program instead of a one-day event. They also dig into how Shawn built his pipeline through speaking, books, LinkedIn, and handwritten notes; why HR is a massive influencer even without budget authority; the "get in the door" strategy for expanding horizontally and vertically inside accounts; why Shawn stopped pitching executives who don't believe in developing their people; and why he would bet on video to generate an extra $150,000 in new revenue in 90 days.

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