James Agres shares a concise post on getting clients.
One of the first things consultants ask me when I say that I run my own practice is: How do you get clients?
Of course, there is no substitute for leveraging your own network. But I also tell them that the size of one’s network should not be a limiting factor for someone determined to pursue this career path. Third-party firms that match companies with project needs with independent consultants are essential in building a practice.
The key is finding the right partner – too many firms have set up “matchmaking” platforms trying to use technology to replace a fundamentally human relationship-driven process. The right third-party firm is not going to ask the client or the consultant to put their project description and resumes into a black box. They are not going to spam you with project proposals mismatched to your expertise. In my case, I get numerous requests for “due diligence” on operational, legal, or IT topics, rather than Commercial Due Diligence – an area where I’ve built a deep expertise.
Some of the best third-party firms I worked with include BluWave, LP and Umbrex. Both firms take time to get to know me as a professional and understand the value I deliver to our mutual clients. They understand what I do and how I work — and I’m confident that they take the same level of care in understanding the needs of their clients. Every lead I receive from them matches my expertise. If you’re thinking of taking the plunge into independent consulting, I recommend reaching out to them. And I am always happy to share my experiences offline.