Podcast
Paul Higgins Podcast
Hosted by Paul Higgins · EN
I built and sold a 7-figure tech consulting business. Eighteen years at Coca-Cola, ending as Director accountable for $300M in annual revenue.
If you're a SaaS partner earning low to mid six figures, wearing every hat from sales to delivery, this show is your shortcut to scaling smarter. You're trapped at the center of the business. Revenue swings between feast and famine. You're stuck landing $15K implementations instead of $100K+ transformations.
Each week I talk to SaaS partners of Salesforce, HubSpot, Zoho, NetSuite, and Monday.com who've made the WHO and WHAT decisions that move them from low-margin implementation work to premium engagements and predictable recurring revenue.
Peter went from $700K at 60-hour weeks to $1.2M at 30-hour weeks. Jed wiped out his debt and doubled profits through strategic partnerships. Steve landed his first $500K contract by repositioning the same work he was already doing.
No fluff. Just proven strategies from someone who's walked in your shoes.
Subscribe to the newsletter at paulhigginsmentoring.com/newsletter.
40episodes
Episodes
Newest firstAll episodes
678 - 81% of Partners Will Grow Below the Industry Rate
Apr 2000:04:55Tap to summarizeWatched your vendor's share price lately, or noticed the quiet changes to partner fees, commissions, and cloud service minimums? In this episode, I break down why Wall Street is pricing in the collapse of the per-seat model, and why platforms restructure partner economics long before they touch executive pay. I share the pattern I've seen across 670 tech business owners, including what happened to my own consulting business when the platform pivoted overnight while I was on dialysis three times a week. The business owners coming through this stronger already made three structural decisions, the ones still waiting for the platform to stabilize are still waiting. If 80% of your pipeline still runs through someone else's hands, this one is for you.Resources and LinksNeed help with your WHO and WHAT decisions? Apply for a FREE Multiplier CallBook a Decision Session herePrevious episode: 677 - Hard work isn't your problemCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
Transcribe →677 - Hard work isn't your problem
Apr 1300:03:52Tap to summarizeMost tech business owners hitting mid-six figures aren't stuck because they're not working hard enough. They're stuck because they're running a business built on assumptions nobody has ever tested. In this episode, I walk through the exact audit I did on my own business when activity was high and revenue wasn't moving. I share what the data revealed: a newsletter that warmed but never converted, a target market too early-stage to invest, and growth projections built on events and partnerships that historically produced near-zero direct clients. Once I faced those numbers, I made one decision: cut the noise and go back to the one engine that actually built my business. If you're adding more LinkedIn posts, more outreach sequences, and more channels but the gap between where you are and where you need to be isn't closing, this episode is for you.Resources and LinksNeed help with your WHO and WHAT decisions? Apply for a FREE Multiplier CallBook a Decision Session herePrevious episode: 676 - Why Your Voice Is the Only AI Tool That Matters With Molly Mahoney Check out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
Transcribe →676 - Why Your Voice Is the Only AI Tool That Matters With Molly Mahoney
Apr 900:41:58Tap to summarizeWhy you should listenMolly launched the world's first AI-focused content membership in 2021, two years before ChatGPT, and has generated content that reached over 39 million views. She brings hard-won perspective on what separates human-first AI strategy from AI zombie content that erodes trust.Learn the SAAVE framework: a five-part method for identifying what makes you a uniquely weird human, so your AI agents produce content that actually sounds like you and not like every other consultant using the same tools.Get the APR Method: a repeatable three-step system for announcing, producing, and repurposing every video you create, so one piece of content generates an entire week of output without starting from scratch.Your content machine is broken, and the tools aren't the problem. If everything you publish sounds like it could have come from anyone in your industry, you haven't got a content problem. You've got a voice problem. In this episode, I talk with Molly Mahoney from The Prepared Performer, a digital marketing strategist and keynote speaker who has been building AI-powered content systems since 2021. Molly shares how she helps established business owners identify the 20 things that make them a uniquely weird human before touching a single AI tool, because without that foundation, you're just feeding the robot army. If you've been hiding behind the technical work while the algorithm rewards personality, this conversation will change how you think about content.About Molly MahoneyMolly Mahoney is a digital marketing strategist, keynote speaker, and former NYC performer who helps coaches, consultants, and agency owners build AI-powered content that actually sounds human. Known as The Prepared Performer, she launched the world's first AI-focused content membership in 2021, two years before ChatGPT, has generated over 39 million views, and been featured in Forbes and Inc.Resources and LinksThepreparedperformer.comMolly's LinkedIn profileFree Custom GPT Source Prompt GeneratorSpotlight Engine SoraPerplexity ComputerGoHighLevelRSS AppPrevious episode: 675 - SaaS isn't dying. Your positioning might be. Check out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
Transcribe →675 - SaaS isn't dying. Your positioning might be.
Apr 600:04:00Tap to summarizePlatform agnosticism made sense when software budgets were small. That era is ending. In this episode, I break down why the "death of SaaS" narrative is the wrong read, and why the tech business owners who believe it are about to miss the biggest software wave in a decade. I walk through what Monday.com's CEO said on the 20VC podcast about the budget equation flipping from headcount to platforms, and what that means for consultants who haven't yet committed to a single platform. If you're still keeping your options open because it feels safer, this episode will challenge that directly.Resources and LinksMonday.com CEO Eran Zinman on 20VC with Harry StebbingsNeed help with your WHO and WHAT decisions? Apply for a FREE Multiplier CallBook a Decision Session herePrevious episode: 674 - AI Can't Give You a Blood TestCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
Transcribe →674 - AI Can't Give You a Blood Test
Mar 3000:03:09Tap to summarizeUsing AI to diagnose your own business is like Googling your blood test results and treating yourself. In this episode, I share what seven years of post-transplant care taught me about pattern recognition, and why the same principle applies to the WHO and WHAT decisions most tech business owners are avoiding. I walk through the difference between a tool that helps you execute and someone who has seen your situation hundreds of times and knows exactly where the problem is. If AI is giving you polished output but no real direction, this one is worth your time.Resources and LinksNeed help with your WHO and WHAT decisions? Apply for a FREE Multiplier CallBook a Decision Session herePrevious episode: 673 - The 40-Minute Meeting That Makes or Breaks Your First HireCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
Transcribe →673 - The 40-Minute Meeting That Makes or Breaks Your First Hire
Mar 2300:04:48Tap to summarizeMost tech consultants building their first team make the same mistake. It's not the hire. It's what happens on day one. In this episode, I walk through the exact 10-item induction call checklist I use with every new hire, whether they're based in the Philippines, Australia, or North America. I cover the questions that flip the dynamic from day one, the ones most consultants skip entirely, and why the first 40 minutes determines whether your team can eventually operate without you. If you're building your first team and want to stop being the bottleneck, this is where it starts.Resources and LinksNeed help with your WHO and WHAT decisions? Apply for a FREE Multiplier CallPrevious episode: 672 - Why Discipline Won't Fix Your Consulting BusinessCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
Transcribe →672 - Why Discipline Won't Fix Your Consulting Business
Mar 1600:05:05Tap to summarizeWorking 60-hour weeks and still watching your revenue flatline? In this episode, I break down the two strategic decisions most tech consultants have never made: WHO to target and WHAT business model to run. I share how one consultant went from competing on commodity rates with payroll anxiety every month to building a specialist practice, hiring a team, and clearing over $30K a month without changing his technical skills. If you're great at delivery but still trapped in the project grind, this episode is for you.Resources and LinksNeed help with your WHO and WHAT decisions? Apply for a FREE Multiplier CallPrevious episode: 671 - Why Your Clients Are Not Using the AI Tools You Recommended with Angie CarelCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
Transcribe →671 - Why Your Clients Are Not Using the AI Tools You Recommended with Angie Carel
Mar 1200:42:28Tap to summarizeWhy you should listenAngie scaled from an 18-year marketing agency to leading AI adoption for 600-person corporations, giving her a rare ground-level view of exactly where companies get stuck and what actually moves people from fear to fluency.Learn the "people-first" sequencing Angie now uses before any AI tool deployment, including how she frames corporate AI training as "recess" to sidestep resistance and drive real adoption.Get Angie's workflow automation logic: how she mapped every bottleneck in her business using Miro, then eliminated them with Make, enabling her to run 15 trainings in a single week instead of her previous max of three.If your clients keep investing in AI tools and their teams still aren't using them three months later, the problem isn't the technology. In this episode, I talk with Angie Carel, an AI enablement consultant who spent 18 years running a marketing agency before pivoting full-time into corporate AI adoption in 2022. Angie works with large corporations across finance, healthcare, and higher education, and her view is consistent: jumping straight to use cases before building AI literacy almost always backfires. We dig into the people-first sequencing she now uses to close the gap between deployment and actual adoption, and why framing AI training as "corporate recess" gets results that formal rollouts never do. If you're a consultant whose clients are sitting on AI investment with nothing to show for it, this conversation will reframe how you solve that problem.About Angie CarelAngie Carel is a Generative AI Consultant named one of the Top 50 Women to Watch in AI and featured in the IEDC 2025 Yearbook as a leading entrepreneur. After running a 10-person marketing agency for 20 years, she went all-in on AI consulting — and in her first year solo, she's on track to outpace her old agency's revenue. Angie founded AI in FW, Indiana's largest AI community with 700+ members, and Co-Crafted, an AI consultancy collective. She helps organizations adopt AI with a human-first approach and coaches emerging AI consultants on building sustainable practices.Resources and LinksAngiecarel.comAngie's LinkedIn profileLovableMidjourneyRunwayMakeN8NRelay Google Gemini Deep ResearchClaudeClaude CodeThe AI Show with Paul Roetzer and Mike KaputGoogle DeepMind podcast Previous episode: 670 - Stop Chasing Small ClientsCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
Transcribe →670 - Stop Chasing Small Clients
Mar 900:05:07Tap to summarizeYou're at mid six figures, your calendar is full, and you're still grinding for $20,000 projects. Meanwhile, there are enterprise and mid-market contacts sitting in your CRM right now who could write $200,000 checks, and you haven't called them because the small deals feel safer. In this episode, I walk through the exact WHO decision that keeps most tech consultants stuck in the project grind, and why safe doesn't scale. I share how one consultant, stuck at mid six figures with deal sizes of $15,000 to $25,000, made one strategic shift to stop chasing referrals and start activating the mid-market relationships already in his network. Six months later, his deal size was 10x. If you've got the right contacts in your phone but keep defaulting to smaller, faster deals, this episode will make you reconsider who actually deserves your time.Resources and LinksApply for a Multiplier CallPrevious episode: 669 - The Pricing Gap Most Consultants MissCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
Transcribe →669 - The Pricing Gap Most Consultants Miss
Mar 200:04:26Tap to summarizeClients aren't pushing back on your rates, so you assume you're priced right. That's the most expensive assumption in consulting. In this episode, I break down how one consulting partner discovered she was leaving $55 to $95 per hour on the table because she priced based on confidence instead of market value. I walk through the exact sequence she used to move from $40,000 per month to $63,000 per month, and the one-question filter that tells you whether you're making the same mistake. If you've never actually researched what the market pays for the outcome you deliver, this episode is your wake-up call.Resources and LinksApply for a Multiplier CallPrevious episode: 668 - Stop Waiting for Salesforce Leads with Doug PelletierCheck out more episodes of the Paul Higgins PodcastSubscribe to our YouTube channel: @PaulHigginsMentoringJoin our newsletterSuggested resources
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