Natalia Zacharin went from making $7/hour to building a $3M accounting firm in just five years. Here's exactly how she did it.
In this episode, Natalia shares the specific lead generation channels that work (and which ones don't), why she invested $50K in a mastermind when she only made $108K, and how to differentiate your services in an oversaturated market.
Whether you're a fractional CFO, bookkeeper, or any consulting professional struggling with business development, Natalia's practical framework for scaling from solo practitioner to 15-person team will give you actionable strategies you can implement immediately. She breaks down when to hire, how to price appropriately, and why founders must own sales until $1M in revenue. Plus, the role her fiancé played in reframing rejection and keeping her moving forward through the hardest moments.
Resources mentioned:
Zacharin Consulting: www.zacharinconsulting.com/SFS
Free downloads: 7 Ways to Find Money in Your Business Now & Ultimate Checklist for Financial Success
Learn More:Scale your fractional practice: https://mylance.coConnect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/
00:00 Introduction to Natalia Zacharin00:49 From solo to $3M: The growth journey02:38 Client acquisition in saturated markets04:47 Lead generation strategies that work06:59 LinkedIn content vs. outreach approach08:48 Pricing psychology and value perception11:30 The courage to raise prices14:01 When and how to hire your first employee16:18 Managing capacity and saying no to work18:45 Building systems before you need them21:12 The white-glove client experience23:34 Expanding services based on market needs25:47 Running webinars for lead generation27:55 When to invest in paid advertising29:16 Networking events: What works and doesn't31:26 Investing $50K in a mastermind at $108K33:32 The role of partnership in success35:34 Reframing rejection and setbacks36:23 Where to connect with Natalia36:59 Final thoughts and inspiration