By Jeff Altman, The Big Game Hunter
EP 3133 Stop selling your time and start selling your system. This episode breaks down the exact framework to transition from a traditional executive role to a high-impact fractional leader by productizing your expertise and building undeniable authority.
00:00 – The Shift: Why the future of leadership is fractional.
01:02 – The Opportunity: Understanding the 120,000+ leader market explosion.
01:58 – Key Drivers: Tighter budgets, remote work, and the portfolio career.
02:26 – Define Your Value: Shifting from a resume to a productized offer.
03:19 – Codifying Your System: Why frameworks justify premium rates.
03:39 – Building Authority: The 92.8% rule for referrals and network growth.
04:15 – Content Strategy: The proven mix for LinkedIn authority.
04:38 – The Strategic Proposal: Outcomes, KPIs, and decision authority.
05:16 – Pricing Models: Retainers vs. value-based pricing.
05:39 – The First 90 Days: A roadmap for immediate impact and momentum.
06:17 – Handling Objections: Using the LAARC and “Feel, Felt, Found” methods.
This is No BS Drop Search Advice Radio, Episode 3133. Today, we’re doing a real coaching session. We are building the definitive playbook for executives like you.
You’ve got the experience, right? So we’re going to turn all that wisdom into a powerful fractional offering that you can propose, price and most importantly, land. Let’s build this thing step by step. And you’ve got to understand this isn’t some tiny little trend on the side.
The market is fundamentally changing. Companies are out there right now actively looking for flexible, high impact leaders. Leaders just like you.
The future isn’t on its way. It’s already here. So the real question is, are you positioned to grab this opportunity? So here’s our game plan for today.
We’re going to start with the opportunity itself and then get crystal clear on how to define your value. After that, we’ll talk about building your authority, grafting a proposal that just can’t be ignored, mapping out your first 90 days for maximum impact, and finally, how to handle any objection they throw your way. First up, let’s talk opportunity.
Okay, first things first, let’s get a lay of the land. Before you can go out and sell a fractional gig, you really need to understand why this whole thing is blowing up right now and what that means for you specifically. You know, clarity here is everything.
It’s so important to remember you are not a consultant and you’re not an interim executive. A consultant, they advise from the outside. In interim, they’re just filling a full time seat for a little while.
But you, as a fractional leader, you’re totally different. You’re an embedded part time ongoing leader who’s actually responsible for driving strategy from inside the company. That distinction, it’s absolutely crucial.
And just look at the speed of this thing. The number of fractional leaders literally doubled in just two years. We’re talking an explosion from 60,000 to 120,000.
See, this isn’t just some passing fad. It’s a fundamental change in how companies get their hands on top tier talent. The demand is real.
And believe me, it is picking up steam. So what’s fueling all this? Well, it’s basically a perfect storm of three major forces. First, the economy is a bit shaky, right? Companies need that C-suite brainpower, but they’re scared of the massive fixed cost of a full time hire.
A fractional leader saves them 40 to 60 percent. Bam. Second, remote work is completely wiped out geography as a barrier.
How to Become an Irresistible Hire
And third, more and more seasoned execs, just like you, are actively looking for portfolio careers. They want more freedom, more impact. Okay, knowing the market is one thing, but knowing your exact place in it.
Well, that’s everything. This is where we stop thinking about your resume and we start thinking about your product. We have to package all that amazing experience into an offer they just can’t refuse.
It all comes down to this one single question. Seriously, this isn’t about making a list of your skills. It’s about zeroing in on a painful, expensive problem that you are uniquely qualified to solve for a very specific type of company.
Your answer to this question, that’s the foundation for your entire fractional practice. And here’s what a killer answer looks like. Notice it’s not, I’m a really good marketing exec.
No way. It is specific. It’s focused on an outcome and it’s got a timeline.
It tells them who the client is, what the result will be, how long it’ll take and how you’re going to do it. This is the formula that turns your life story into a signed contract. The big unlock here is to stop selling your time and start selling your system.
You have to codify your process, your templates, your roadmaps, your frameworks. Give it a name. When you productize your expertise like this, it just screams professionalism and it lets you command those premium value based rates you deserve.
Okay, so you’ve got your product. Now you need a pipeline of clients. And here’s the secret.
Networking Like a Leader
The best fractional executives, they don’t chase clients. They attract them. This next part is all about building a reputation that makes you the obvious choice.
So the leads start coming to you. Let this number sink in for a second. Over 92% of all fractional work comes from referrals and your network.
Trying to cold email your way to clients. That’s a tough, tough road. Your reputation, your personal brand.
That is your number one business development tool. You’ve got to build it before you need it. So how do you actually build that authority, especially somewhere like LinkedIn? Well, it’s not random.
There’s actually a proven recipe. 70% of your content should be genuinely helpful. Just sharing your expertise for free.
15% should be professional stories that build trust and connection. And that last 15%, that’s your proof. Case studies, testimonials, and cold, hard, measurable results.
All right. So the ideal client has found you. They’re interested.
Awesome. Now you’ve got to move from just talking to an actual contract. A world-class proposal isn’t just some word document.
It’s a strategic tool that closes the deal and sets you both up for success from day one. Your agreement has to be crystal clear. I mean, airtight.
Define the scope based on outcomes, not a laundry list of tasks. Spell out your time commitment and don’t forget to include the invisible work like planning. List the exact KPIs they’re going to measure you against.
And this is a big one. Clarify your decision-making authority. This stuff prevents scope creep and make sure you’re seen as a leader, not just another contractor.
Now let’s talk about pricing. You’ve got options. A monthly retainer is pretty common for these ongoing leadership rules.
Project-based fees are great for specific one-off initiatives, but really the most sophisticated model is value-based pricing, where your fee is tied directly to the results you create. Remember, the mindset shift is huge. You’re pricing the outcome, not the hours.
You know, a detailed 90-day plan is one of the most powerful sales tools you have. It takes the conversation from these abstract promises to a concrete vision of what’s going to happen. It shows the client exactly how you’re going to create value right from the get-go.
Strategic Interview Questions to Ask
It’s all about building momentum. The first 30 days, that’s all about learning and grabbing some quick, visible wins. The next 30 days, that’s when you start executing improvements.
And that final 30-day stretch, that’s for delivering a major result and really embedding your systems for the long haul. A clear roadmap like this just removes so much risk from the decision for a CEO. Look, no matter how great your proposal is, you’re going to face objections.
It’s just a totally natural part of the sale. The key isn’t to try and avoid them, but to have a solid framework so you can handle them with confidence and turn that concern into a signed contract. Here’s a super powerful professional framework.
It’s called LARC. First, you just listen. Don’t interrupt, just listen.
Then, acknowledge their concern so they know you heard them. Next, assess the real issue. Maybe ask a few questions.
Then, and only then, you respond with facts or evidence. And finally, you confirm that you’ve addressed their concern. It’s a structured, respectful process that just builds massive trust.
Now for price objections, this feel-felt-found technique is just incredible because it’s all about empathy. You start by validating their feeling. I totally understand how you feel.
Then you normalize it with some social proof. You know, a lot of my best clients felt the same way at first. And then you pivot to the amazing outcome.
But what they found was that the ROI made it one of the best investments they’d ever made. So there it is. You now have the complete playbook, from figuring out your value all the way to closing the deal.
This isn’t just theory. The only question left is about taking action. So who’s the first person in your network you’re going to reach out to? There is a lot more to help you at jobsearch.community. Video courses, books, and guides you can purchase individually or get access to with all Insider programs.
Almost all of which give you access to coaching from Jeff Altman, the big game hunter. Again, the site is jobsearch.community.
AI and the Future of Your Job
ABOUT JEFF ALTMAN, THE BIG GAME HUNTER
People hire Jeff Altman, The Big Game Hunter to provide No BS Career Advice globally because he makes many things in peoples’ careers
easier. Those things can involve job search, hiring more effectively, managing and leading better, career transition, as well as advice about resolving workplace issues.
He is the host of “No BS Job Search Advice Radio,” the #1 podcast in iTunes for job search with over 3100 episodes.
AI and the Future of Your Job
You will find great info to help with your job search at my new site, JobSearch.Community Besides the video courses, books and guides, I answer questions from members daily about their job search. Leave job search questions and I will respond daily. Become an Insider+ member and you get everything you’d get as an Insider PLUS you can get me on Zoom calls to get questions answered. Become an Insider Premium member and we do individual and group coaching.
The Cost of a Long Job Search
Also, subscribe to JobSearchTV.com on YouTube and No BS Job Search Advice Radio, the #1 podcast for job search with more than 2700 episodes over 12+ years.in Apple Podcast, Spotify, Google Play, Amazon Music and almost anywhere you listen or watch podcasts.
You can also have your #jobsearchquestions answered Tuesdays at noon Eastern. Search for Career Coach Office Hours on LinkedIn and mark that you’re attending. You’ll have access to the recording if you miss it live.
When Following Up Backfires
Schedule a discovery call at my website, www.TheBigGameHunter.us to discuss one-on-one or group coaching with me
LinkedIn: https://www.linkedin.com/in/TheBigGameHunter
Resume & LinkedIn Profile critiques www.TheBigGameHunter.us/critiques
LinkedIn’s #opentowork Post
We grant permission for this post and others to be used on your website as long as a backlink is included to www.TheBigGameHunter.us and notice is provided that it is provided by Jeff Altman, The Big Game Hunter as an author or creator. Not acknowledging his work or providing a backlink to www.TheBigGameHunter.us makes you subject to a $1000 penalty which you proactively agree to pay.
