Grow 2X Faster & Outsmart Your Competition With Matt Hodkinson

In this episode of the Consultancy Growth Podcast, Matt Hodkinson, CEO of Total Growth Ownership, joins me to break down why differentiation and market positioning are make-or-break for consultancies.

We explore the common traps consultancy founders fall into—like mirroring competitors, struggling to communicate their value, and the knock-on effect weak positioning has on pricing and client engagement. Through real-world examples, we unpack how small shifts in messaging can lead to major growth.

If you’ve ever questioned what truly sets your consultancy apart—or worried that your positioning isn’t landing—this episode is for you.

00:00 – Introduction to the Consultancy Growth Podcast
01:16 – Why differentiation is non-negotiable for consultancies
03:10 – The real challenge: communicating your value clearly
06:29 – Signs your positioning isn’t working
10:24 – The power of saying no: how it strengthens your brand
12:53 – Making room for the clients you actually want
15:21 – Why sales is a positioning problem (not just a numbers game)
17:16 – Get this right before you promote
19:15 – Breaking down a real-world positioning shift
20:55 – Pricing pushback
22:01 –Reposition your consultancy without confusing your market
25:40 – Why positioning isn’t one-and-done 
28:26 – Should your positioning be controversial? 
31:15 – How positioning directly impacts your pricing power
35:19 – The 4 P’s of Positioning: A framework for getting it right
37:25 – Final thoughts & how to apply this to your consultancy

Connect with Matt on Linkedin:
https://uk.linkedin.com/in/matthodkinson

Connect with me on Linkedin:
https://uk.linkedin.com/in/craigherd