Ep. 24 The real cost of avoiding marketing with Martin J. Williams

What happens when the referrals stop rolling in?

On this episode of The Consultancy Edge, I’m joined by Martin J. Williams - founder of Camford Management Consultants and the mind behind frameworks like the Pyramid of Trust and the 3x9 marketing strategy.

Martin doesn’t just talk theory. He shares the raw, unfiltered story of hitting financial rock bottom - then betting what little he had on a better way to market consulting services. We unpack the trap of over-relying on referrals, the uncomfortable (but necessary) shift from selling yourself to solving real problems, and why “trust trumps traffic” isn't just a phrase - it’s a survival strategy.

We also explore the real reason most consultants struggle with marketing, how to think like a strategist (not a salesperson), and why flashy marketing agencies often miss the mark completely.

This one’s a wake-up call for any consultancy hoping to grow without building a real marketing engine.

Plug in. Take notes. Then rethink how you show up in the market.

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