Some Thoughts For New Consultants
by Harry Stevens

If you’re planning your debut as a consultant, this is a very exciting time. Chances are, the process will be exhilarating and probably a little exhausting! So many questions must be answered…what services are you qualified to provide, what will be the business name and legal form (sole proprietor, LLC, corporation, etc.), development of a website, the location of the office, staffing requirements, and how will your services be marketed. In short, you need a business plan. Your plan will be a detailed road map for your safe navigation through this process and will define all pertinent aspects of your firm. It’s the “who, what, when, where and how” of your business. When complete, it will form a coherent definition of your consultancy and how it will succeed.

Of course, essential to your success is the ability to be honest with yourself about what services you can competently provide your clients. One promising note for new consultants, you don't need to work in the field for many years in order to succeed.

According to Brad Starr of the firm Partners in Leadership, "It's somewhat of a fallacy to think that 10, 12, or 15 years of experience brings value. Value is the ability to make expectations." He adds a few more consulting fundamentals, "You have to have some sort of snapshot or framework before going onsite in order to understand the desired results. Find out what is getting in the client's way. Have a clear set of expectations from the beginning and talk about milestones."

It’s important to evaluate the situation at hand and tailor your services based on what you observe. If, by necessity, you’re getting involved in an area in which you have less experience, but can help, be honest. In this case, Starr says, "It is wise to state up front that you're not an expert and that you're not going to pretend to be. Observe and state what you see."

When consulting, you are technically speaking from your own experience and knowledge, but you must have a willingness to listen to be a good leader. Adrienne Sigman, who is also employed with Partners in Leadership, says "You must be willing to be coachable. Be willing to receive feedback." Starr adds, "Effective leaders are those who continue to learn."

As for the perks, Starr says, "It is the relationships. There's a nice element of the consultant/client relationship that’s fun to explore. You walk away from a consulting assignment and call that person a friend, a contact, a referral." Also, Starr feels that flexible scheduling is a benefit and that the lifestyle is rather rewarding because you have the opportunity to meet new people and see the world. Then there is also the pay factor. The compensation can be very good, but Starr implores new consultants to make sure you’re paid what you are worth.

After preparing your business plan and physically setting up your firm, you’re ready to start marketing to potential clients. You should consider joining and participating in professional organizations like the IMCUSA and others, write articles, and network as much as possible. This will get you on the right track and put you in the best possible position to succeed!

Copyright © 2009, Frost Publications, Inc. All rights reserved.