How to Get Your First Consulting Client (Without Ads or Cold Calls)

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Table of contents

• Prerequisites and resources for new consultants

• Common anxieties about getting your first consulting client and how to overcome them

• Is it possible to transition to independent consulting with your first client already secured?

• What strategies can new consultants use to acquire their first client?

• Growing beyond your first client: How to develop a client acquisition strategy that sustains momentum

 

Introduction

I’ve been a consultant and coach for over 12 years. Where did my first consulting client come from?

When I resigned from my corporate executive role to move to Hawaii for my husband’s career opportunity, the CEO’s response surprised me. He asked if I would stay on as a management and strategy consultant.

I’m embarrassed to admit that the idea of consulting had never crossed my mind, even though I had spent the previous 14 years consulting in some capacity (first at Accenture and then building a global implementation business division, which was the job I was resigning from.

Truthfully, I didn’t consider myself qualified to be an independent consultant. I didn’t think I was old enough, that I had enough experience, or that I was an expert.

Luckily, that CEO saw something in me that I didn't see in myself. And it was the start of my consulting business.

For you, your first client might already be within reach, too, even if it isn’t your former employer. Your first client is likely someone or a company with whom you have an existing relationship.

Let’s talk more about how you can get your first consulting client.

 

Who is this guide for

This guide is designed specifically for professionals contemplating leaving corporate for independent consulting and new independent consultants who are eager to secure their first paying client but are unsure where to start. You're either contemplating the leap or have already taken the courageous step of going out on your own, but you might feel uncertain about how to turn your expertise into a tangible consulting engagement. You worry about making mistakes, missing opportunities, or being perceived as inexperienced.

You're not alone—many independent consultants initially struggle with questions like:

• How do I identify my first client?
• How do I position myself credibly?
• What if nobody wants to engage me?

In this guide, I'll address these common concerns and lay out clear, practical steps to secure your first consulting client confidently. Drawing on my own experience and that of the numerous consultants I've successfully coached, I'll share proven strategies for identifying prospects, positioning your expertise, and converting conversations into your first consulting engagement.

By the end of this article, you'll know exactly how to find and secure your first client—and you'll realize, as I did, that your initial opportunity might already be closer than you think.

 

Prerequisites and resources for new consultants

You might assume that you need a detailed consulting business plan, polished personal branding, or a robust presence on networking platforms like LinkedIn before you can land your first consulting client. The reality is simpler: you don't need all these pieces in place to get started.

Instead, the fastest way to secure your first client is to tap directly into your existing network. Reach out to former colleagues, employers, or professional contacts, share that you're offering consulting services, and discuss how you can help solve their immediate challenges. You'll likely find that someone in your network already needs your expertise—and just by initiating these conversations, your first client could be closer than you think.

With this approach in mind, let’s discuss the actual prerequisites for landing your first consulting client.

 

1. Transitioning from employment to self-employment mentality

 

Moving from a corporate employee role to becoming a self-employed consultant requires a significant shift in mindset. It’s truly an ongoing evolution, even after you’ve been in business for 10+ years. 

Here’s how you can mentally prepare for this transition to land your first consulting client:

Embracing the Business Owner Identity: Adopting a business owner’s mindset means shifting from seeing yourself as an employee to recognizing yourself as the principal driver of your business. This involves thinking of yourself as equal to your clients, capable of making strategic decisions, and directly influencing the growth and sustainability of your business. 

Developing a Money Mindset: Moving away from the security of a steady paycheck, you need to cultivate a mindset that thrives on financial independence. This includes getting comfortable with selling your expertise, pricing your services confidently, and handling financial uncertainties with a proactive approach. Emphasize the value you provide and trust in your pricing strategy, dismissing any self-doubt that might lead to underpricing your services.

Cultivating Self-Discipline and Motivation: Without the structure of a corporate job, you must develop the discipline to manage your own schedule and the motivation to push through without external deadlines. Reinforce your internal motivation by consistently reminding yourself of the personal and professional freedoms that self-employment brings, and align your daily actions with your larger business goals.

Building Risk Tolerance and Resilience: As a consultant, you'll encounter various risks and challenges. Cultivating a mindset of risk tolerance involves recognizing that risks are part of entrepreneurship and learning how to manage them effectively. Enhance your resilience by preparing mentally to handle setbacks and viewing them as growth opportunities rather than failures.

Leveraging Decision-Making Autonomy: Embrace the autonomy of self-employment by shifting your mindset to appreciate the freedom it brings. Understand that with this freedom comes the responsibility to make wise decisions that will shape the future of your business. Use your autonomy to make choices that align with your business values and long-term objectives, ensuring that each decision supports your overall vision for success.

By focusing on these mindset shifts, you can effectively transition from an employee mentality to that of a thriving self-employed consultant, ready to tackle the challenges and reap the rewards of your new career path.

Remember, you don’t need to completely overhaul your mindset from employee to business owner before you start your business. This transition is an evolution. The sooner you begin to embrace these changes in your thinking, the smoother your path to success will be. Each step you take early on in addressing this shift will significantly ease your journey and enhance your ability to thrive as an independent consultant.

 

2. Clarity about what makes you different

 

Gaining clarity about what makes you different and what you offer is essential because it enables you to communicate effectively with potential clients. For example, understanding whether you specialize in marketing strategy or software implementation shapes the conversations you have, ensuring they are relevant and impactful. This clarity helps in setting the stage for your business interactions and ensures that your potential clients understand the specific value you provide, making it easier for them to engage you. 

Understanding what sets you apart in the industry can be helpful for any new business owner, but achieving perfect clarity right from the start isn't necessary. 

Instead, focus on developing a minimum viable product (MVP) approach to your unique value proposition and differentiation strategy. This means identifying the core elements that make your consulting services distinct and valuable without overcomplicating your initial offerings.

Developing Your Unique Value Proposition (UVP): Your UVP is a clear statement that describes the benefit of your services, how you solve your clients' needs, and what distinguishes you from the competition. Start by pinpointing what you do best and how it addresses a specific problem or gap in the market. Remember, your UVP doesn't have to be perfect initially. It should be clear enough to guide your early marketing efforts and can be refined over time as you gain more insights from working with clients.

Niche Positioning: Choosing a niche is about focusing on a specific area where you can excel and stand out. This doesn’t mean you need to box yourself into a narrow market from the get-go. Instead, consider a broad category that aligns with your strengths and interests, and start there. As you grow and learn more about your clients and their needs, you can further specialize.

Resource: The 9-Step Consulting Niche Checklist

Differentiation Strategy: Identify what differentiates you from other consultants in your field. This could be your approach, your network, the results you deliver, your personal experience, or the unique methods you employ. This strategy should evolve as you develop deeper business insights and client feedback.

Competitive Analysis: A basic competitive analysis can help you understand the landscape and identify gaps in the market. Look at other consultants' strengths and weaknesses and think about how you can leverage this knowledge to position yourself. You don’t need a detailed, exhaustive analysis to start—just a basic understanding of who else is out there and what they're doing.

Personal Brand Messaging: Your personal brand is how you present yourself and your business to the world. Initially, focus on authenticity and clear communication. What are the key messages you want to convey about your consulting practice? Keep it simple and true to your values and vision. Over time, you can refine your messaging based on feedback and results from your marketing efforts.

By focusing on these areas with a mindset geared towards an MVP, you avoid the pitfall of paralysis by analysis. This approach allows you to start with a strong foundation without the need for perfection. As you progress, you'll refine your strategies and further sharpen your market position, continuously enhancing your business's effectiveness and reach.

 

3. Setting your pricing structure

 

Establishing a clear pricing structure is pivotal for your consulting business, helping you to align your financial goals with market expectations and the value you deliver. It’s important to know your minimum floor for pricing—this is the lowest rate you'll accept that still aligns with your expertise and market standards. Here’s how to approach setting your initial pricing strategy, considering various pricing models and client considerations:

Hourly vs. Project-Based Pricing vs. Consulting Retainers: These are three common pricing models in consulting. Hourly rates are straightforward and might be suitable if you’re just starting and are unsure of how long tasks will take. Project-based pricing is beneficial if you can define a clear scope and deliverables, which can be more appealing to clients as it provides them with predictable costs. Retainers are excellent for ongoing, consistent work, offering stability in income. Each has its merits, and your choice might depend on the type of consulting you do and the preferences of your clients.

Resource: How Independent Consultant Rates and Retainer Fees Work

Value-Based Pricing Strategy: As you gain confidence and better understand the value you provide, consider shifting to value-based pricing. This strategy involves setting fees based on the potential value your service will deliver to the client rather than the time spent. It aligns your fee with the success you bring to your clients, but it requires a deep understanding of their businesses and goals. It’s rare that a new independent consultant would jump straight to value-based pricing. Don’t feel pressured to make that leap too soon.

Negotiation Tactics: Negotiation is an integral part of setting consulting fees. Always enter negotiations with a clear understanding of your minimum rate and the ideal fee you aim to achieve. Be prepared to articulate the rationale behind your pricing, emphasizing the value and outcomes your consultancy provides. And, be ready to negotiate on non-pricing such as payment terms.

Resource: The Consultant’s Guide to Advanced Negotiation Tactics

When starting, if you're new to selling consulting services and experiencing self-doubt, you might opt for an hourly rate. This approach reduces the pressure of estimating extensive project scopes and allows you to build experience and confidence. 

Over time, as you become more comfortable and understand the value you deliver, you can evolve into more complex pricing strategies like value-based pricing or retainer models. This progression will help you maximize your earnings while becoming more aligned with your clients' success.

 

4. The importance of a business owner routine

 

Establishing a solid routine early on is crucial for any consultant. 

Here are key habits to develop from the start:

Daily and Weekly Routines: Establish a daily and weekly schedule that includes time for client delivery, personal activities, and specific slots for business development tasks such as networking or creating thought leadership content. 

Monthly Routine: Each month, set aside time for a thorough analysis of your business’s performance. This includes assessing financials, client acquisition rates, and the effectiveness of marketing strategies. Establish a hypothesis, such as, "If I attend two industry networking events per month, it will result in at least three new business leads."

Resource: Consulting Business Dashboard (to track your KPIs)

Testing and Adjusting: With each of these routines, employ a hypothesis-testing approach. If you hypothesize that dedicating specific times to certain activities will yield particular results, track these outcomes meticulously. This approach not only helps in confirming what works best for your business but also in quickly identifying areas needing adjustment.

By starting with a clear hypothesis about the impact of your routines (e.g., "If I do X, Y result will be created"), you can methodically test and refine your daily, weekly, and monthly activities. This strategic planning ensures that every part of your routine is purpose-driven and aligned with your overall business goals, leading to more predictable and successful outcomes.

 

5. Marketing materials

 

When starting your consulting business, it's important to keep your marketing materials straightforward and manageable. Initially, you don't need a complex website or elaborate marketing collateral. Begin with a one-pager and basic LinkedIn updates to effectively communicate your value proposition and engage your network. 

Here's how to approach these foundational marketing efforts:

One-Pager: Create a simple one-page document that outlines your services, unique value proposition, and contact information. This one-pager should serve as a concise introduction to who you are, what you do, and how you can help potential clients. Include key points such as your expertise areas, notable achievements, and a brief statement that encapsulates the benefits of working with you. This document can be easily emailed to prospects or printed for face-to-face meetings.

Resource: Consulting One-Pager Template

LinkedIn Updates: Leverage LinkedIn as your primary digital platform to connect with potential clients and industry peers. Regularly update your profile with posts about your recent work, insights into the industry, and helpful tips that showcase your expertise. Each update should be concise, professional, and designed to enhance your visibility and credibility in your field. Sharing articles, joining discussions, and commenting on relevant posts are also effective ways to stay engaged and visible.

By starting with these simple and direct marketing tools, you can establish a professional presence and begin building relationships in your industry. As your business grows, these materials can be expanded and refined to include more detailed marketing strategies and collateral.

 

6. Contract and Invoice Templates

 

As you launch your consulting practice, it’s crucial to manage contracts efficiently without overcomplicating the initial stages. Here’s a streamlined approach to handling contracts that minimizes upfront work and adapts as your business grows:

Using Client’s Paper: Whenever possible, utilize the contracts provided by your clients. This approach not only saves you time and resources in drafting documents but also aligns with the client's established legal frameworks, making the negotiation process smoother. Always review these documents thoroughly to ensure they fairly represent your interests and clarify any terms as needed. Note: I am not a lawyer and this is not legal advice. Please seek professional advice when it comes to your consulting contracts.

Turning Proposals into Contracts: A practical way to streamline your contract process is by structuring your proposals so they can be easily converted into contracts. This means including detailed scope of work, deliverables, timelines, payment terms, and other essential elements in your proposals. Once a proposal is accepted, it can then serve as the basis for a contractual agreement, reducing the need for separate contract documents.

Resource: How to Write a Winning Consulting Proposal (Template Included)

Legal Resources for Complex Situations: As your consulting practice develops and you encounter more complex contractual needs, having access to legal advice becomes increasingly important. Consider establishing a relationship with a legal professional or service that specializes in contract law for consultants. This resource can assist you in situations where customized contracts are necessary, ensuring that your agreements are both comprehensive and legally sound.

By focusing initially on using client-provided contracts and turning detailed proposals into contracts, you can efficiently manage the early stages of client engagements. As your business scales and the complexity of your projects increases, having a legal resource on hand will help you navigate more challenging contractual landscapes effectively. This approach allows you to focus on growing your business while being prepared to handle more complex legal matters as they arise.

 

7. Set Goals from the Outset

 

Setting clear and actionable goals from the very beginning of your consulting business is crucial. It establishes a roadmap for your business and provides motivation and direction. 

Waiting to see what might be "realistic" can delay your progress and reduce your momentum. 

Here’s how to approach goal setting effectively from the start:

Define Clear Objectives: Start by defining what success looks like for you. Whether it's reaching a certain income level or securing a specific number of clients, having clear objectives will guide your decisions and strategies. 

Break Down Goals into Manageable Steps: Large goals can be daunting. Break them down into smaller, actionable steps that can be tackled on a daily, weekly, or monthly basis. This not only makes the process less overwhelming but also allows for regular progress checks and adjustments as needed.

Incorporate Both Short-Term and Long-Term Goals: While it’s important to set long-term goals that provide a vision for your business, short-term goals are crucial for maintaining day-to-day progress. These might include networking goals, daily or weekly sales targets, or short-term project completions.

Regular Review and Adaptation: Set a regular schedule to review your goals—this could be monthly or quarterly. Assess what’s working and what isn’t, and be prepared to adapt your goals based on these insights. The business landscape and your personal growth will evolve, and your goals should evolve to remain relevant and challenging.

By setting goals early, you create a sense of purpose and urgency that can propel your business forward. It ensures that you are not simply reacting but actively shaping your consulting practice to meet your vision of success.

 

Common anxieties about getting your first consulting client and how to overcome them

 

Starting a consulting business can often feel like starting over, even if you've spent years as an employee in corporate roles. This new beginning is accompanied by its own set of anxieties, particularly when it comes to landing your first client. 

Here’s how to navigate these feelings effectively:

Fear of Rejection: It's natural to fear rejection when you first offer your consulting services. Remember, rejection is not a reflection of your personal worth but rather a part of the business development process. Each "no" is a step closer to "yes," providing valuable insights that can refine your approach and enhance your proposals.

Imposter Syndrome: Transitioning from a corporate role to an independent consultant might trigger imposter syndrome, where you doubt your capabilities and fear being exposed as unqualified. You might be surprised, but almost every consultant experiences some form of imposter syndrome. Sometimes it’s pervasive and for others it’s more situational. You’ll want to build a mindset practice for noticing and overcoming imposter syndrome so that it doesn’t prevent you from succeeding.

Resource: Episode #131 - Managing Imposter Syndrome In Your Consulting Business

Client Acquisition Challenges: The uncertainty of acquiring new consulting clients can feel difficult to sustain and unpredictable. You’ll want to build an abundant mindset so that scarcity-thinking doesn’t lead to underselling yourself, taking on non-ideal clients, or underearning

Overcoming Self-Doubt: Setting out on your own can stir significant self-doubt. To combat this, it’s important to build a repeatable mindset practice so you build up your confidence in yourself as a delivery consultant, thought leader, and business owner. 

Resource: Coaching for Consultants

Fear of Failure: The fear of failure is perhaps the biggest anxiety when starting a consulting business. It can feel as if you're putting everything on the line with your new consulting venture. To manage this fear, redefine failure as part of the learning process. Develop a flexible mindset that views setbacks as opportunities to learn and adapt. 

Starting your consulting business, especially after a long corporate career, can feel like a reset. Even though it can feel scary and unpredictable, you can succeed if you implement the mindset strategies to recognize and overcome these types of limiting beliefs.

 

Is it possible to transition to independent consulting with your first client already secured?

Personally, I never originally planned to launch an independent consulting business. Initially, I considered myself more of an extra pair of hands, taking on work that came through my network without a strategic business plan. This happened for several years where I was essentially filling gaps more than anything else. While this reactive approach kept me busy, it eventually became clear that it was also limiting my growth and income potential.

To bridge the gap between corporate roles and potential independent consulting, you might consider experimenting with a test client or two. This approach is ideal if you're still unsure about fully committing to a consulting business. Working with test clients can give you a practical feel for the demands and benefits of consulting without the full commitment of launching a business. It's a low-risk way to explore your interest and aptitude for independent work, helping you make a more informed decision about your professional path.

Conversely, if you're certain that independent consulting is the right move for you, securing your first client can be the catalyst for a more deliberate transition. Once you have that initial client, take intentional steps to formalize your consulting business. This can involve setting up the necessary business structures, defining your service offerings, and developing a strategic plan for growth. A decisive approach ensures that you quickly capitalize on the momentum of your first success, reducing the time between securing your first client and establishing a stable consulting practice. This clarity and rapid action can significantly accelerate your journey towards becoming a successful independent consultant.

 

Why timing and approach matter from day one

From the very beginning of your consulting journey, the timing and approach you choose to adopt are instrumental in shaping your business's trajectory. These factors influence your ability to manage your workload effectively, make strategic decisions about pricing and client engagement, and avoid unnecessary rework later on. Here’s why these elements are critical from day one:

Vision-Driven Work Selection: Having a clear vision from the outset helps you determine which projects to take on and which to decline. This vision should align with your long-term business goals and personal values, guiding you to choose work that not only brings immediate benefits but also contributes to your broader objectives. By being selective based on your vision, you ensure that every project contributes positively to your portfolio and doesn’t detract from your desired path.

Balancing Quick Wins with Long-Term Goals: While it's important to secure quick wins to maintain cash flow and build confidence, it's equally important to balance these with your long-term goals. Early on, decide how much of your time and resources to devote to short-term gains versus investing in opportunities that may take longer to bear fruit but will significantly advance your strategic objectives. This balance is crucial for sustainable growth and avoiding the pitfall of becoming stuck in a short-term rut.

Influencing Pricing and Time Utilization: The approach you take from the start will drive your pricing strategy and how you utilize your time. Establishing pricing that reflects the value you provide and attracts the right type of clients is foundational. Similarly, effective time management ensures that you are not only productive but also allocating time to activities that build your business’s capacity, such as marketing and skills development, alongside client work.

Setting Up Efficient Systems: Implementing efficient systems and processes from the beginning sets you up for smoother operations and minimizes the likelihood of having to do significant rework as your business grows. Whether it’s your client onboarding process, your invoicing system, or your project management tools, getting these right from day one saves time and effort later, allowing you to scale more easily.

By prioritizing these aspects from the start, you not only position your consulting business for immediate success but also pave the way for future growth and efficiency. The right timing and thoughtful approach to these foundational decisions can significantly impact your ability to achieve your business goals and maintain a competitive edge in the consulting industry.

 

When is the best time to start taking action?

The best time to start taking action on business development is immediately—even if you're currently fully utilized with client work. Delaying business development activities can lead to the classic "feast or famine" cycle common in the consulting industry, where periods of high activity are followed by potentially stressful dry spells. 

Here’s why it’s essential to prioritize business development from the start:

Avoiding Feast or Famine: Regular engagement in business development ensures a more consistent workflow and income stream. Continuing to connect with potential clients, nurturing leads, and marketing your services, even when busy, helps prevent the gaps in work that lead to famine periods.

Continuous Network Building: Networking should be a continual effort. Maintaining and expanding your professional network can lead to new opportunities, partnerships, and client referrals, which are essential for sustained growth and avoiding long gaps between projects.

Preventing Complacency: When fully booked, there's a temptation to relax your business development efforts. However, this complacency can quickly lead to a famine situation once current projects end. Keeping a proactive stance on business development pushes you to continuously seek new opportunities and plan for the long term.

Starting immediately with your business development efforts lays a foundation for steady growth, helps mitigate the feast or famine cycle, and is key to building and sustaining a successful consulting business.

 

What strategies can new consultants use to acquire their first client?

Acquiring your first client as a new consultant can seem daunting, but with the right strategies in place, you can streamline the process and set the foundation for future success. 

Here are effective tactics that can help you secure that all-important first client: 

 

How to launch your first client outreach

It might sound simplistic or "old school," but one of the most effective methods for landing your first consulting client is through networking.

Leveraging Personal Networks: Start by tapping into your existing personal and professional networks. Share your consulting ambitions with friends, former colleagues, and industry contacts. Be clear about your areas of expertise and the kind of value you can deliver to clients. This direct approach can often lead to opportunities more quickly than other methods.

Addressing Concerns About Scalability and Dependence: While networking might seem less scalable or too dependent on personal connections compared to other marketing strategies, it is undeniably effective for getting initial clients. The relationships and trust built through networking are invaluable and can also lead to more sustainable, long-term opportunities through referrals and repeated business.

Overcoming Fear of Failure: The fear of rejection or failure can deter new consultants from fully embracing networking. However, it's important to recognize that every interaction, whether successful or not, is a learning opportunity. The personal approach of networking allows for immediate feedback and the ability to refine your approach in real-time, which is incredibly beneficial in the early stages of building your business.

Don't underestimate the power of networking. It’s not only the easiest but also one of the most effective ways to land your first client or even your first several clients. Embrace it as a fundamental part of your client acquisition strategy, and allow it to complement other methods as your business grows.

 

 

How to showcase your expertise to build trust and authority

Speaking and attending industry events, alongside regular activity on platforms like LinkedIn, is a powerful complement to traditional networking. Such actions not only help generate a steady stream of potential clients but also significantly enhance your credibility.

By strategically sharing content and engaging with your industry peers, you create a robust context for your expertise, enriching your networking conversations and unlocking unexpected opportunities.

 

Creating a consulting one-pager

Develop a straightforward one-page profile that concisely summarizes your consulting services, unique value proposition, and key contact details. This document should provide a quick overview of your professional identity, highlighting your areas of expertise, significant accomplishments, and a succinct statement that communicates the value you bring to potential clients. 

This one-pager can be readily distributed via email or used in in-person meetings. However, keep in mind that while this document is a useful tool for making initial introductions, this is more of a “check-the-box” asset, so don’t expect it to do the selling for you.

Resource: Consulting One-Pager Template

 

Understanding how to structure a simple website and when to launch it

When starting as an independent consultant, a website may not be your first priority. It's often more effective to launch a simple website after securing your first few clients and once you have a clearer understanding of your specialization. This timing allows you to tailor your site's content to better reflect your specific services and target market, enhancing its effectiveness.

When to Launch Your Website: Consider building your website after you've gained some initial experience and feedback from your first clients. This insight will help you identify what sets you apart and how to position yourself in the market. Additionally, having a few successful projects under your belt provides content for testimonials and case studies, which are powerful tools for your website.

Why Wait?: While a website is a crucial aspect of your digital presence, it's rare for a consulting website to drive significant inbound leads unless you operate within a highly specialized niche that your ideal clients are actively searching for. Waiting allows you to invest your early efforts in direct networking and refining your service offerings.

Choosing the Right Platform: Start with a simple website platform like Canva or Wix. These user-friendly tools allow you to quickly set up a professional-looking site without needing extensive technical skills. As your business grows and your needs become more complex, you might consider transitioning to more robust platforms like WordPress. This platform offers greater customization and scalability but requires more maintenance and technical knowledge.

Website Content Strategy: When you are ready to build your website, focus on clear, concise content that communicates your expertise and value proposition. Include sections about your services, about you (your story), client testimonials, and a contact form. Make sure your site is easy to navigate and visually appealing, with professional-quality images and a consistent brand message.

Resource: Creating a Consulting Landing Page that Turns Visitors Into Clients

Resource: The Ultimate Guide to Personal Branding for Consultants

Launching your website at the right time, with the right content and platform, can significantly enhance your professional image and support your business growth. Waiting until you have a solid foundation and clear specialization helps ensure that your website will be an effective tool for attracting and engaging clients.

 

LinkedIn profile essentials

For independent consultants, a polished LinkedIn profile is crucial for establishing credibility and attracting clients. 

Here’s how to optimize your LinkedIn profile to ensure it reflects your professional brand effectively:

LinkedIn Business Profile vs. Personal Profile: Utilize both a personal and a business profile on LinkedIn to maximize your visibility and engagement. Your personal profile allows for more direct connections and interactions, showcasing your expertise and building relationships on a one-to-one basis. In contrast, a business profile can highlight your consulting business's broader services, share success stories, and post updates that reflect your company's values and mission. Leveraging both profiles enables you to reach different audiences effectively, catering to individual professionals as well as potential business clients, thus expanding your network and opportunities.

LinkedIn Headline Optimization: Your headline is one of the first things people see; make it impactful. Instead of just listing your title, include a benefit-driven statement or your unique value proposition. For example, "Business Growth Consultant | Helping Startups Scale with Proven Marketing Strategies." This immediately informs potential clients what you do and how you can help them.

Summary Section Best Practices: Although it might seem counterintuitive, your summary (About section) should focus more on your clients than on yourself. Use this section to address the needs and challenges of your potential clients. Write in the first person to keep it personal and engaging, and describe how your services solve specific problems or enhance business processes. Mention the results you've achieved for others and subtly weave in your key achievements and specialties. Conclude with a strong call to action, inviting visitors to schedule an initial call.

Connection Request Strategy: When reaching out to potential connections, always personalize your requests. Mention where you met, a mutual connection, or something specific you admired about their work or contributions to your industry. This personalized approach increases the likelihood of your requests being accepted and lays the groundwork for meaningful professional relationships.

LinkedIn Content Strategy: Consistently post valuable content related to your area of expertise. This could include articles, insightful posts, quick tips, or industry news commentary. Regular posting keeps you visible to your network and establishes you as a thought leader in your field. Engage with comments on your posts and participate in discussions to further enhance your visibility and engagement.

By following these essentials, you can transform your LinkedIn profile into a dynamic tool that not only showcases your expertise but also actively contributes to your business development efforts.

 

How to decide which content formats play to your strengths

Choosing the right content formats to showcase your expertise doesn't have to be complex or overwhelming. It's perfectly fine to start simple and then gradually expand your strategy as you gain more confidence and better understand your audience's preferences. 

Here’s how to begin:

Start Simple: Begin by engaging with your audience through straightforward content formats that are easy to manage. For instance, you might start by writing a weekly newsletter on LinkedIn that highlights industry trends, offers insights, or shares case studies from your experience. This is a manageable way to consistently deliver value and establish your presence.

Regular Posts: Posting 2-3 times a week on platforms like LinkedIn can also be an effective way to begin. These posts (or videos) can be short insights, quick tips, or thoughts on recent developments in your industry. Regular posting keeps your profile active and engaged with your network, helping to increase your visibility.

Building from There: Once you have established a routine and are comfortable with these initial content strategies, you can consider expanding into more involved formats such as podcasts, webinars, or more detailed thought leadership articles. Each of these formats can help diversify your content offerings and reach different segments of your audience in more engaging ways.

Resource: How to Use a Podcast to Land Consulting Clients

By starting simple and focusing on manageable content formats, you can build a solid foundation for your online presence. As you grow more accustomed to creating content and understanding what resonates with your audience, you can gradually introduce more complex content types to enhance your strategy further. This approach ensures you are not overwhelmed early on while still effectively building your brand and authority in your field.

 

Creating a consistent content publishing calendar

Implementing a content publishing calendar is a practical way to maintain consistency in your thought leadership and visibility, but it doesn't have to be a complicated process. 

Here’s how to set up a straightforward and effective calendar that supports a repeatable routine without becoming a burden:

Pillars: Start with a basic framework that outlines what types of content you’ll post and when. This might include specific days of the week for different types of posts—such as a tip on Tuesday and a longer article on Thursday. The key is to create a schedule that is manageable and not overly ambitious, allowing you to stay consistent without feeling overwhelmed.

Flexible Posting: While having a calendar helps keep you organized, it’s also okay to post spontaneously when inspiration strikes. If you find yourself with a sudden burst of inspiration or if there’s a timely topic you want to address, go ahead and share your thoughts on the fly. Taking just 20 minutes to create a quick post can keep your content fresh and relevant.

Capture Ideas Anytime: To ensure you never run out of content ideas, make a habit of jotting down thoughts and inspirations as they come to you. Use a simple tool like your smartphone’s Notes app to record ideas whenever inspiration strikes—whether you’re reading an article, after a client meeting, or during a conference. These notes can serve as a valuable reservoir of topics to draw from when planning your content.

Creating and maintaining a content publishing calendar should be an aid, not a hindrance. By setting up a simple, flexible system, you can ensure a steady flow of content that enhances your visibility and establishes your expertise while also accommodating the dynamic nature of creative inspiration and scheduling needs.

 

At what stage should you attend industry events

Industry events can be a crucial component of your networking and business development strategy. Knowing when and how to attend these events can help you effectively allocate your time and budget. 

Here’s how to approach industry events at various stages of your consulting career:

Early Stages: Attending without a Ticket: When you're just starting out and budget constraints are tighter, consider attending industry events without buying a ticket. Many events have common areas, such as lobbies where networking naturally occurs. Here, you can meet attendees, exchange business cards, and engage in meaningful conversations without the full cost of attendance.

As You Grow: Becoming an Official Ticketholder: As your business develops and you have more resources, start attending events as an official ticket holder. This gives you access to the full range of sessions, workshops, and formal networking opportunities, maximizing your ability to learn from and connect with other professionals and potential clients in your field.

Strategic Planning for Events: Regardless of how you attend, it's crucial to go in with a plan. Set clear goals for what you want to achieve at each event, such as the number of new contacts you aim to make or specific individuals you want to meet. Planning helps you stay focused and make the most of the networking opportunities available.

Follow-Up After Events: Networking doesn’t end when the event does. Allocate time after each event to follow up with the contacts you've made. A quick LinkedIn message, email, or even an online call can help solidify connections and potentially lead to new business opportunities.

Building a Speaking Calendar: As you establish yourself in the industry, look for public speaking opportunities at these events. Aim to speak at least once a quarter, whether it’s on podcasts, at lunch and learns, or major industry conferences. Speaking positions you as an authority in your field and greatly enhances your visibility.

Integrating Events into Your Overall Strategy: Keep a calendar of relevant networking events for consultants and industry conferences that you can attend throughout the year. This helps you balance your time between client work and business development activities, ensuring that both are treated as priorities.

By thoughtfully integrating industry events into your business development strategy, you can enhance your professional network, increase your industry presence, and accelerate your consulting business's growth.

 

Growing beyond your first client: How to develop a client acquisition strategy that sustains momentum

Landing your first consulting client is a major milestone—but it’s just the beginning. To build a stable, growing business, you’ll need a client acquisition strategy that goes beyond one-off projects and creates consistent momentum. Here’s how to think about growth after that initial win:

Prioritize Repeat Business: The fastest path to consistent revenue is through your existing clients. Build in ways to extend engagements, such as follow-on projects, monthly retainers, or recurring strategy sessions. Focus on delivering clear results and staying proactive in identifying additional ways to support your clients.

Build a Channel Strategy and/or Referral Network: Happy clients are your best source of future business. Make it easy and natural for them to refer you. This could be as simple as letting them know the types of clients you're looking to work with or following up after a successful project with a thank-you and a referral ask. In parallel, build relationships with complementary service providers who can refer business to you.

Scale with Systems: As you grow, start putting systems in place to make lead generation repeatable. This can include simple CRM tracking, templated outreach, and consistent marketing efforts like content or email newsletters. 

Resource: Consulting CRM Quick-Start Guide

Balance Growth with Delivery: As new clients come in, make sure your business model supports growth without burning you out. Consider what you’ll need to scale—whether that’s streamlining your services, raising prices, bringing in subcontractors, or shifting from hourly to project-based or retainer models.

A sustainable client acquisition strategy is built on a mix of repeat business, referrals, strategic marketing, and scalable systems. By being intentional about how you grow, you can keep the momentum going well beyond your first client—and build a consulting business that’s both successful and sustainable.

 

 

Learn how grow your independent consulting business the right way

Growing a consulting business takes more than delivering great work—it requires clear strategy, consistent business development, and the right mindset. That’s where coaching comes in.

Through my Coaching for Consultants Program, I help independent consultants like you build a business that’s sustainable, profitable, and aligned with your goals. Whether you're trying to land your next client, shift out of feast-or-famine mode, raise your rates, or scale without burning out, you don’t have to figure it out alone.

The program is designed specifically for independent consultants and gives you the structure, accountability, and tools to grow your business intentionally. You’ll get coaching tailored to your business, along with proven frameworks for client acquisition, pricing, and positioning.

Hear directly from consultants who’ve worked with me—client testimonials show what’s possible when you have the right support.

If you're ready to stop guessing and start growing, book a consultation to learn how coaching can help you build the consulting business you really want.