Staffing & Recruiter Training Podcast

In this episode of The Rainmaking Podcast, host Scott Love speaks with Philip Morgan, positioning consultant and author of The Positioning Manual for Indie Consultants, about how professionals can use specialization to create a more desirable and profitable market position. Philip explains that specialization is a powerful advantage for those who may not naturally see themselves as salespeople, helping them attract better opportunities by focusing their expertise on a clearly defined niche. He shares practical steps for choosing a specialization, including assessing personal risk tolerance, inventorying past experience, and exploring industries or markets where one already has a head start. Philip emphasizes that effective specialization often feels slightly uncomfortable but ultimately leads to deeper client trust, greater visibility, and sustainable growth. He discusses how to test a new focus area with small, lean experiments before heavily investing, and highlights that specialization should be treated a