How to be a successful & happy consultant
I’ve been consulting now for over 3 years and in that time I’ve learnt a lot. I’d like to share some of my top tips for those of you thinking of making the leap.
- Design your life, then your job
One of the great things about consulting is the lifestyle. No two days are the same and if you like travel you can build a client base that allows for that jet-setter lifestyle. I personally love working overseas and therefore consulting helps me achieve that aim. Consulting can be built around your life but firstly you need to decide what type of life you want. Define the life you want and find a way for consulting to make it work.
2. Choose clients as careful as they choose you
If a prospect invites you in for a chat it’s sensible to assume that they’re also seeing other people. Think of early conversations as benchmarking. The client is trying to understand your skills, expertise and whether they want to work with you. You should do the same. It can be easy to freak when your pipeline looks like Death Valley but avoid at all costs working for anyone. Also consider whether prospects match your own ethical and behavioural code. I wouldn’t choose to work for an arms manufacturer or a tobacco company.
3. Don’t undersell yourself
Remember you are selling your expertise and time. Clients need your help but don’t sell yourself too cheap in desperation to win business. It’s easy to say, but it will leave you bitter when you find yourself putting blood, sweat and tears into a project. Don’t forget you are far cheaper than a full time employee — they don’t pay tax, insurance, training etc.
4. Price work fairly
This goes both ways. Don’t rip clients off but at the same time don’t under quote for the work. You don’t want to find yourself working weekends and late nights with no compensation. You need to show clients where your costs will come in. Some clients forget that thinking time and content creation can use up a lot of hours and dollars.
5. Take breaks
There’s irony in me writing this tip given I work a lot. In the past year I’ve learned that taking time off is essential. If you don’t, you risk burnout, losing interest and producing sub standard work. Breaks should include ditching the phone, WhatsApp and slack. Unless you work for the UN or perform heart surgery most things can wait. When you return you’ll appreciate that you have very capable colleagues.
6. Have a hobby that isn’t reading HBR
I always complained to my partner that I never had time for hobbies. I then wondered how my bosses were going kite surfing or taking French lessons. They made time. They put ‘busy’ or ‘private appointment’ blocks in their diary. Without hobbies you’ll become boring to friends and clients. Don’t forget clients don’t always want to talk about project Gantt charts.
7. Be a knowledge generalist
Yes you should be an expert in your field. After all thats what the client is paying for. But don’t forget to broaden your knowledge. Clients have lots of different challenges and topics crossing their desk everyday. Spend time reading up on various and diverse business topics.
8. Be 6–9 months ahead of your client
Your client will no doubt be up to their neck in work. Some will not have the time to look to the future. If you’re working on a project spend time thinking ahead. You’ll be doing this anyway if you’re managing risk and bumps in the road. It’s your job to ensure that when a challenge arises, you have ready solutions. Scenario planning is something that all clients value. In conversations with CEOs I always think of various paths that might open up. That way I can prepare leaders to adapt and make good decisions.
9. Push for self sustainability over reliance
It sounds strange but like most good things in life projects should come to an end. Don’t think of it as abandoning a client. Always have an exit in mind and one that leaves a sustainable legacy. Clients might want your support, but avoid leaving them reliant on you for getting things done. Avoid at all costs becoming a full time employee by stealth. It isn’t healthy for you or the client.
I’m always happy to share my experience with others considering the leap into the world of consulting. If you want to know more then get in touch. Visit our website to learn more and get in touch. www.strategyactivist.com
