How to land big consulting contracts with Dave Jennings | PoP 689

A photo of Dave Jennings is captured. President of Learnable Solutions, a training and consulting firm. Dave Jennings is featured on Practice of the Practice, a therapist podcast.

Why is adaptability a cornerstone of successful leadership? Can you allow yourself to do something poorly to learn how to do it well? What are the benefits you can experience of getting comfortable with being uncomfortable?

In this podcast episode, Joe Sanok speaks with Dave Jennings, a #1 Wall Street Journal bestselling author, about how to land big consulting contracts.

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Meet Dave Jennings

A photo of Dave Jennings is captured. He is a Wall Street Best-Selling Author and the President of Learnable Solutions. Dave is featured on the Practice of the Practice, a therapy podcast.

Dave Jennings is the president of Learnable Solutions, a training and consulting firm. With a Ph.D. in Sport Psychology and emphasis in Organizational Psychology, Dave helps leaders step up their skills, build strategy, implement change, and communicate more effectively.

Dave has advised leaders at organizations like Salesforce, Deloitte, ExxonMobil, Hewlett-Packard, Intel, and the FBI.

He is also the author of the #1 Wall Street Journal Bestseller, The Pit of Success: How Leaders Adapt, Succeed, and Repeat.

Visit Dave Jennings’s website and Learnable Solutions.

Connect with Dave on LinkedIn and e-mail him at:

In This Podcast

  • Why adaptability is important for successful leadership
  • Beneficial mindsets to help you grow
  • Get comfortable with being uncomfortable
  • Consulting tips
  • Dave’s advice to private practitioners

Why adaptability is important for successful leadership

Leaders need to know how to adapt and shift. There are always new changes and challenges to deal with, and leaders are at the forefront.

No matter what level you’re at, there’s always a new curveball coming at you. Maybe it’s a new position, a new focus or scope, there’s never an “arrive” in leadership. You are always [dealing] with some new demands. (Dave Jennings)

The human default is to fall back on what you know and stick to the comfort zone, but successful leaders learn how to continually seek adaptations and new ways of doing things.

What we help leaders do is [to] let go of their current expertise and embrace … the pit of success … [which is] the space where you feel overwhelmed [and] lost … and deal with these doubts … so that they see it as a positive … so that they can leave their current expertise and grow into a new and higher [level of] expertise. (Dave Jennings)

Beneficial mindsets to help you grow

  • Realize that it is normal and logical not to know something in the beginning.

People love to know how things will turn out. To succeed, though, you need to be willing to step beyond the comfort – and confines – of what you already know.

  • Permit yourself to experience the feeling of being lost and not knowing the next course of action.
  • You have an incremental brain. It learns through repetition and practice, so you can learn anything new.

It does not matter if you don’t get it right the first time because your brain will connect the dots if you repeat the process enough.

  • Have a reason why you are in this process of learning something new. How will you use this?

Research is pretty clear that folks who jump in, or fall in, or are pushed into the pit [of success] perform better when they have a reason “why”. (Dave Jennings)

The clarity of the “why” makes this unknown process and the change a lot easier.

Get comfortable by being uncomfortable

You need to become accustomed to feeling uncomfortable.

You just got to do it. You’re going to have to do it poorly and then not as poorly, and then you’ll do it [well]. (Dave Jennings)

There will be times that you fail or you do something poorly, but remember, that is how every good and successful thing starts.

You become acquainted with your success by being comfortable with enduring the initial discomfort of trying or doing anything new.

Consulting tips

Companies can guide the setup of the consulting contracts depending on what they want, although you can follow your main topics as well.

Dave either works on a daily rate or a retainer rate which makes contracts easier. Consider only selling your time on a daily rate or a monthly to a yearly retainer.

Dave’s advice to private practitioners

Anything and everything you want to achieve is possible if you are willing to be temporarily incompetent. Be willing to go into the unknown and practice.

Books mentioned in this episode:

Useful Links mentioned in this episode:

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Meet Joe Sanok

A photo of Joe Sanok is displayed. Joe, private practice consultant, offers helpful advice for group practice owners to grow their private practice. His therapist podcast, Practice of the Practice, offers this advice.

Joe Sanok helps counselors to create thriving practices that are the envy of other counselors. He has helped counselors to grow their businesses by 50-500% and is proud of all the private practice owners that are growing their income, influence, and impact on the world. Click here to explore consulting with Joe.

Thanks For Listening!

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