How to Get Consulting Clients With This Weekly Routine

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Table of contents

• The weekly routine to get consulting clients for your business
• How to schedule your weekly business development routine
• Tips to make your weekly consulting business routine easier
• How NOT to use your time in your weekly consulting business routine
• Frequently asked questions
• You started implementing the winning routine for getting consulting clients. Now what?

 

Introduction

One of the biggest challenges for independent consultants is consistently landing new consulting clients.

It's easy to get caught in a feast or famine cycle because of the challenges of juggling client delivery with business development.

Oftentimes, independent consultants avoid business development either because they’re too busy knee-deep with client delivery or because it feels hard and stressful to sell themselves. Often, it’s both.

For many consultants, we get trapped doing contractor, staff augmentation type work because it’s the type of work that is easiest to find and land. Often, this type of staff augmentation work comes from our past colleagues and past clients.

But, this type of work that lands in our lap as independent consultants is usually not the type of consulting work that is most fulfilling or the most highly-paid.

As a result, it’s common for independent consultants to feel frustrated and that they don’t have control over their own businesses.

It doesn’t have to be this way.

In this article, I’ll walk you through the simple, powerful, and proven steps to build a winning routine for getting clients as an independent consultant.

 

The weekly routine to get consulting clients for your business

Create a simple, easy-to-execute routine for yourself so you’re consistent with your consulting business development work and so you ultimately create a steady stream of consulting leads and revenue.

First, we'll dive into the routine to fill your consulting pipeline, and then we'll talk about how to fit this into your busy schedule.  

 

What to include in your lead generation routine

The routine involves three simple steps to fill your consulting pipeline.

Step 1: Meet people

The first step to getting consulting clients is for your ideal clients and/or people who would refer or connect you to your ideal clients to become aware of you and what you do as a consultant. You can accomplish this in multiple ways, including networking with your existing network to reconnect and maintain the relationships, meeting new people who are connected to your ideal client type and/or who could be your ideal consulting client, or speaking to audiences in person or remotely.

To figure out the best way to meet potential clients, connectors, channels, and collaborators, I recommend identifying activities you most enjoy (e.g., one-on-one networking, joining an industry association, and/or speaking) AND then from that list of options, choose one that you think will most resonate with your 

 

Step 2: Add value

Next, add value to the audience and network you’ve built. Provide your network of ideal clients, potential referrers, and collaborators with strategies, recommendations, tips, and insights into the types of problems they face and how they can overcome those challenges. You want to become known for being the person who fully understands and can help your ideal clients solve their problems (even those they don’t realize they have) and achieve their goals. Examples of adding value to your audience include speaking, hosting roundtables, facilitating in-person or online communities, hosting events, providing articles or videos, speaking on podcasts, etc.

 

Step 3: Propose a next step

And, as you’re adding value to your audience, you’ll want to make offers to help them. It can be a “mini” offer, such as having a 20-minute strategy call to discuss a specific problem and lay out a plan, or a more substantial offer, such as a discovery call, to fully assess their situation and needs.

By consistently implementing these three steps on a weekly basis, you’ll fill your consulting pipeline with opportunities.

 

How to schedule your weekly business development routine

The key to an effective consulting lead generation and sales process is consistency.

To build a consistent routine, you'll set aside time on your calendar for business development activities.

If you don't have clients, I recommend you spend 4-6 hours a day on lead generation, moving prospects through your sales process, and optimizing your business development foundation (I share the list of 6 areas later in the article).

If you're fully utilized with clients, I recommend you spend 2-4 hours per week on lead generation and sales. Consistently dedicating 2-4 hours, even when you're very busy with clients, will help you to maintain a healthy pipeline and avoid feast or famine.

If you are partially utilized, I recommend you spend the time you'd be working on client delivery PLUS your 2-4 hours per week. For example, if you have built a business model where you spend 30 hours per week on client delivery, 4 hours a week on business development, and 1 hour a week on admin, for a total of 35 hours. Let's say you have one client who utilizes 20 hours, so you're partially utilized. In this case, I recommend you spend 14 hours a week on business development until you land a client that fills that remaining 10 hours. 

 

Additional resources for the routine to get consulting clients

• My book, Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality by Melisa Liberman, and the 14-Step Consulting Business Toolkit will help you get started. They have specific routines, including sample schedules from practicing consultants. Click here for the book and click here to download the complimentary toolkit that is the practical guide to implementing the concepts in the book.
• Click here to download the Routine Builder for the Successful Independent Consultant.
• Click here to request the Checklist to Fill Your Consulting Pipeline in 26 Minutes a Day.

 

 

Tips to make your weekly consulting business routine easier

Running a consulting business can be time-consuming. There are strategies to make the time you're spending as a consulting business owner more effective and efficient.

 

Tip #1: Time Blocking - Set yourself up for success with your consulting lead generation routine

You've likely used time blocking as a productivity tool at some point in your professional life. Leveraging it specifically for consulting client acquisition can transform the effectiveness of your weekly routine. By dedicating fixed times each week exclusively to business development tasks such as networking, prospect research, and follow-ups, you create a disciplined approach that ensures these critical activities get the attention they deserve. For instance, blocking off Monday mornings for prospecting and Thursday afternoons for follow-up calls can help establish a rhythm that might otherwise be lost amidst daily demands.

Maintaining this structured schedule requires a rigorous commitment to treating these time blocks as immutable appointments with yourself. This commitment is essential to prevent other tasks from encroaching on these vital periods. Automation tools like calendar alerts or task management software can reinforce this discipline, reminding you of upcoming blocks and helping keep track of tasks to be tackled during each period. The predictability offered by such a routine not only enhances focus but also builds habits that are conducive to sustained business growth.

As you continue to apply time blocking to your business development efforts, it becomes crucial to regularly review and adjust your scheduled blocks based on their effectiveness. This iterative process allows you to refine your strategies, perhaps shifting calls to more optimal times based on response rates or reallocating longer blocks for complex research tasks. Such tweaks ensure that your time blocking remains aligned with your evolving business needs and continues to drive your client acquisition successfully.

 

Tip #2: Treat Time Blocks as Non-Negotiable - Follow Through with Consulting Business Development Even When Fully Utilized or Not in the Mood

For consultants, the discipline to adhere to scheduled time blocks for business development is paramount, even during periods when you are fully utilized with client work. Viewing these time blocks as non-negotiable is crucial because it ensures that you are continually nurturing future business opportunities, which is essential for long-term sustainability.

This practice helps avoid the common pitfall of fluctuating revenue where consultants find themselves overly busy at times and worryingly quiet at others. By consistently dedicating time to prospecting and client outreach, you maintain a steady pipeline of potential projects that can help smooth out the peaks and troughs in workload.

Treating these blocks as sacred also fosters a routine where business development becomes a regular part of your weekly schedule, not just something you turn to out of necessity when work dries up. It can be challenging to focus on non-billable work when billable tasks demand your attention, but the long-term benefits of this approach are undeniable. To effectively implement this, it can be helpful to set clear reminders and boundaries, informing your team and clients about your availability. Using tools like auto-replies during your business development blocks or scheduling client meetings outside these times reinforces the importance of these periods and helps others respect your schedule.

Moreover, this commitment to non-negotiable time blocks encourages a proactive rather than reactive approach to business development. It allows you to strategically plan and execute growth initiatives rather than scrambling to find new clients when business is slow. This proactive strategy not only enhances your professional reputation as a well-organized and forward-thinking consultant but also reduces stress by providing a more predictable and balanced workflow.

 

Tip #3: Proactively Generate Confidence in Your Business Development Strategy - Push Through Self-Doubt and Second-Guessing 

Believing in the effectiveness of your business development strategy is essential, even in the absence of immediate results. It’s not irrational to have faith that your efforts will pay off; rather, it's a necessary component of any successful strategy.

This belief fuels persistence and resilience, driving you to continue refining and executing your plan despite potential setbacks or slow progress. Waiting for evidence of success before fully committing can stall your momentum and prevent you from making the courageous moves necessary to connect with potential clients.

This confidence is especially critical when self-doubt and second-guessing creep in. Consulting can be unpredictable, making it easy to question your approach. However, by maintaining a steadfast belief in your chosen tactics and overall strategy, you empower yourself to push through periods of uncertainty. This mindset ensures that you are not prematurely abandoning or constantly shifting your strategies, which can lead to plateaus and famine in your consulting business.

Furthermore, this proactive belief in yourself, your business development abilities, and your strategy allows you to be more creative and innovative in your approach. It encourages taking calculated risks and experimenting with new tactics that could potentially yield great rewards.

By committing to your business development activities with conviction ahead of any results and ahead of recent results, you set a foundation that not only drives growth but also attracts clients who are drawn to your confidence and clear vision. This isn't about hoping for the best; it's about creating the best possible conditions for success through a deep, unwavering belief in your actions and objectives.

  

 

How NOT to use your time in your weekly consulting business routine

Your time is valuable as a consulting business owner and consultant who delivers the services to your clients. To this point in the article, we've focused on how to use your time most effectively and efficiently. Now, let's take that a step further and cover how NOT to spend your time as a consulting business owner.

 

How NOT to acquire consulting clients: Common pitfalls to avoid

There are seven common mistakes to avoid when it comes to spending time on consulting client acquisition.

Effective use of business development time is crucial for consultants aiming to grow their client base and enhance their professional reputation. However, there are common pitfalls that can hinder progress and waste valuable time.

Here are seven ways not to use your business development time:

1. Checking the Boxes Without Belief:

Simply going through the motions of your business development plan without genuine belief in its effectiveness is a sure way to falter. Success in consulting often requires conviction in your chosen strategies, as this belief drives the enthusiasm and persistence needed to overcome challenges and persuade potential clients of your value.

2. Overlooking Gaps in Your "Capacity to Have":

Often, consultants set goals without addressing their own "capacity to have." For instance, desiring more clients but fearing the increased workload or doubting your ability to deliver can subconsciously sabotage your efforts. Recognize and address these gaps in confidence and capability to ensure you're truly prepared for and receptive to the growth you're working towards.

3. Pursuing Low-Value Strategies:

Time spent on ineffective strategies, like cold calling, which typically offers a low return on investment, can often be better spent on higher-yield activities. Identifying and focusing on methods that align better with your strengths and market trends will yield better results, such as targeted networking or referral partnerships.

4. Perfectionism in Thought Leadership:

While establishing yourself as a thought leader is beneficial, striving for perfection in every blog post, article, or white paper can consume an inordinate amount of time. Aim for consistent and valuable content delivery that establishes credibility rather than flawless but infrequent publications.

5. Second-Guessing Your Business Development Strategy:

Constantly questioning the lead generation and sales strategy you have chosen leads to wasted time and missed opportunities. It’s crucial to give your strategies enough time to yield results before making informed adjustments rather than prematurely abandoning them based on fear or impatience.

6. Thinking You're Bad at Business Development

Believing that you are inherently bad at lead generation or sales can become a self-fulfilling prophecy. This mindset not only wastes the time you do spend on business development but also prevents you from fully engaging with potential strategies that could prove successful. Focus on developing these skills and seek training or mentorship if necessary.

7. Thinking You Don’t Have Enough Time:

Often, consultants fall into the trap of believing they don’t have enough time to effectively pursue business development. Instead of lamenting the lack of time, focus on maximizing the time you do have. Efficiently using even small time blocks wisely can lead to significant progress in client acquisition and network expansion.

By avoiding these common missteps, consultants can make more effective use of their business development time, leading to better outcomes and a more robust professional practice.

 

 

Frequently asked questions

Here are the answers to several commonly asked questions when it comes to building an effective weekly routine to land consulting clients and save you time in your consulting business development routines.

 

How can I find time to work on consulting business development when I'm consumed with client delivery?

Finding time for business development while managing client delivery can be challenging, but it’s crucial for the growth of your consulting business.

To strike a balance, start by scheduling dedicated time blocks each week specifically for business development activities, just as you would for client meetings or project work.

Automating certain tasks, such as invoicing, can save time and keep your marketing efforts consistent.

Delegating tasks or outsourcing non-core activities, like administrative work, can also free up valuable time.

Consider integrating business development into your daily routine by setting aside a few minutes each day to engage with your network, share valuable content, or follow up on leads. By treating business development as an essential part of your workflow rather than an afterthought, you can gradually build a pipeline of future clients without compromising on the quality of your client delivery.

 

Should I continue my consulting business development routine even when I'm fully utilized as a consultant?

Yes, it is important to continue your consulting business development routine even when you are fully utilized as a consultant.

Maintaining a consistent business development routine ensures a steady pipeline of future opportunities, which is crucial for long-term stability and growth. It helps you avoid the common feast-or-famine cycle where you might have plenty of work at one time but face a dry spell later.

By consistently engaging in activities such as networking, marketing, and nurturing leads, you can secure new projects well in advance and maintain a balanced workload. Even small, regular efforts can keep your business visible and top-of-mind for potential clients, ensuring that you always have new opportunities lined up as current projects come to an end.

If you're worried about landing too much consulting business (a good problem to have), consider raising your rates and/or building a pipeline of subcontractors and referral partners who can take on work when you have more demand than capacity.

 

How can I build a high-value network faster?

To build a high-value network faster, focus on being strategic and intentional in your networking efforts.

The most important and first step to building a high-value network more quickly is to cultivate the best mindset for your networking strategy. Approach your networking with the mindset of "How can I add value" instead of "What can I get from this."

Next, put a plan in place to identify and meet key individuals and organizations within your industry that align with your business goals and values. Attend relevant industry events, conferences, and online events where these individuals are likely to be present and actively participate in discussions to make meaningful connections. Utilize LinkedIn and Slack groups to connect with thought leaders, join industry-specific groups, and engage with relevant content to increase your visibility.

As you meet people, offer value before seeking it by sharing your expertise, providing introductions, or offering assistance without expecting anything in return. Building relationships based on mutual benefit and trust can accelerate the growth of your network.

Regularly follow up with your contacts to maintain and strengthen these connections, and consider leveraging existing relationships to get introductions to other high-value individuals.

By being proactive, value-oriented, and genuine in your approach, you can build a high-value network more quickly and effectively.

 

Can paid ads help with cultivating a network and audience more efficiently?

No, paid ads generally aren't the most effective way to cultivate a network and audience unless you have a highly specialized consulting niche.

To make paid ads worthwhile, you need to be very clear on your messaging, fully understand the specific pain points and challenges of your target audience, and be able to pinpoint that audience with precision. Without these factors in place, other strategies like organic networking or content marketing may be more effective for building a meaningful and engaged audience.

 

How essential is it to have a portfolio and client testimonials to see results from the weekly routine?

Having a portfolio and client testimonials can be valuable, but they are not required to see results from your weekly routine.

What's more important is demonstrating your expertise through the quality of questions you ask and your ability to lead the client toward a value-added approach to the engagement. Guiding clients with options they can consider to achieve their desired results is often more impactful than simply showcasing past work.

 

What about partnering with other professionals or micro-influencers for thought leadership?

Partnering with other professionals or micro-influencers for thought leadership can be a powerful strategy, especially when they have amassed and earned the respect of your target audience. Collaborating with specialized software vendors, other consultants who do adjacent work to yours, or similar professionals can expand your reach, enhance your credibility, and provide access to new audiences. The key is to ensure that these partnerships align with your expertise and target market, making the collaboration mutually beneficial.

 

Is joining LinkedIn groups a good idea for creating an effective online presence?

Joining LinkedIn groups can be a good idea for creating an effective online presence, but only if you believe the group is something your ideal client would join. It’s important to be fully committed, willing to engage regularly, and prepared to invest in building a longer-term community. If you're ready to contribute valuable insights and foster meaningful connections, LinkedIn groups can be a valuable platform for networking and establishing your expertise.

 

Should I create e-books, templates, assessments, or other materials as part of this process?

Creating e-books, templates, assessments, or other materials can be valuable, but it's essential to first have an audience to send these assets to. Without an established audience, these resources may not achieve their intended impact.

Building an audience of consulting buyers is challenging, especially through SEO or other search methods alone. It’s crucial to focus on growing your audience through targeted networking and direct outreach before investing heavily in creating these types of materials.

 

You started implementing the winning routine for getting consulting clients. Now what?

So now that you have the framework for a winning routine to get consulting clients, you may realize that (1) it’s challenging to figure out how to handle the various scenarios that occur within each of the steps you’re executing. You know there’s value in having an expert sounding board to become more effective at selling consulting services and (2) you’re getting in your own way through overwhelm and self-doubt.

You’re not alone.

Even the most skilled and experienced consultants feel this way, whether they’ve been in business for one year or 20 years. It’s common to feel anxious and incapable when it comes to business development.

If you’d like more support to grow your independent consulting business so that you make more money, have more impact, and enjoy more autonomy without the constant self-doubt and overwhelm, there’s a solution for you.

Click here to learn more about private coaching for independent consultants.