Episode 31: From Government Budget Cuts to $1M Ed-Tech Procurement Expert: How Maurice Lauriano Built a "Unicorn" Consulting Niche in Just 2 Years
Show Notes
Are you afraid your niche is too narrow to be profitable? What if the opposite were true - what if going ultra-narrow could make you a "unicorn" in your field?
In this episode, host AJ Riedel talks to Maurice Lauriano, DTM, a former senior procurement agent who now runs a highly specialized consulting business helping Ed-Tech companies navigate New York City's educational procurement process.
Why You Should Listen to This Episode
If you're struggling with defining your niche or worried that specializing too narrowly will limit your opportunities, Maurice's story will completely flip your perspective. In just 2 years, he's worked with 67 small businesses and positioned himself as THE expert in Ed-Tech procurement for NYC schools. His journey from government employee to "unicorn" consultant shows exactly how to leverage your insider knowledge into a thriving practice.
What You'll Learn in This Episode:
- How to turn unexpected career setbacks into consulting opportunities
- Why having a narrowly defined niche can actually increase your revenue potential
- Real examples of simple procurement mistakes that cost businesses thousands of dollars
- How to maintain credibility by refusing the wrong type of client work
- Strategies for evolving from LinkedIn outreach to referral networks to angel investor partnerships
- Why "don't wait" is the most important advice for aspiring consultants
- How Toastmasters can transform your consulting practice through better speaking skills
Listen to These Key Moments:
01:45 - The Unexpected Path to Consulting: How being denied civil service after 20 years in government led Maurice to discover his perfect niche
04:30 - Million-Dollar Mistakes: Real examples of simple errors (like missing signatures and dates) that prevent contractors from getting paid
08:40 - The Power of Narrow Niching: Why Maurice's ultra-specific focus on NYC Ed-Tech procurement makes him a "unicorn" in the field
16:30 - Protecting Your Credibility: Why Maurice refuses to be a product salesperson and how this protects his reputation with his network
19:30 - Evolution of Marketing Strategy: His journey from LinkedIn shotgun approach to referral networks to partnering with angel investors
25:45 - Finding Angel Investors: How watching Shark Tank led to a strategy for connecting with Ed-Tech investors
29:00 - Living the Digital Nomad Dream: How his 100% virtual practice delivers the lifestyle he wanted
32:20 - The 3-Year Vision: Why he's limiting himself to 4 clients but aims to turn them into "revenue superheroes"
34:45 - The Toastmasters Advantage: How becoming a Distinguished Toastmaster (DTM) transformed his speaking and consulting abilities
Connect with Maurice:
LinkedIn: https://www.linkedin.com/in/mlauriano/
Website: educationsalesconsultant.com