how to become an independent consultant

How to Change Careers and Become an Independent Consultant

Corporate professionals are in high demand to become consultants. Their real-world skills and multi-disciplinary experience deliver capabilities that businesses value. 91% of people who left corporate life to become an independent consultant were happier or as happy after making the move. The ability to put your skills to better use for people who actually need them will more often than not make consulting a more lucrative career choice. Perhaps more importantly, it will deliver you a varied work life over which you have a significantly greater degree of control.

Independent consultants and niche firms are the fastest growing segment within consulting. This has been called ' Third Category ' consulting and covers all consultants who can operate without bloated support teams, offering the tailored solutions that businesses want and need. Ex-corporate professionals thrive in this environment which places a premium on broad skill bases and the ability to think on your feet. This article will outline the steps you need to take in order to change careers and step into the world of independent consulting.

Consulting Is Networking — Start There

Independent consultants live and die by their networks. You need to start by looking at your contacts and determining if you have the existing structure required to get started. You don't need to already know the person who will give you your first job, but you likely need to know someone who knows that person. A great way to grow your contacts is through referral.

You need to identify people who are themselves well connected. If you can find someone with a lot of connections who is also interested in helping you, that single quality relationship can spearhead your network growth. You only need one referral to get you through your first door. If you can turn around and create a positive client outcome, that might be all you need to start a chain of successful projects that build a self-sustaining business. 84% of consultants state that follow-up projects and direct recommendations are their main source of new work. You need to continue to nurture relationships as you grow your business.

Learning How to Network is The Skill You Need to Master First

There is more to networking than simply going out and speaking with people. You need to connect in the right way in order to have the desired impact. Simply stated, don't start going through your contacts and start asking people if they need a consultant. Don't even bring up your consultancy business. Instead, ask to meet people because of something going on in their world, or simply because you haven't spoken in a while.

Face-to-face meetings are critical to consulting. Even once your business is up and running, you should look to sit down with four to six people every week simply for networking purposes. But, always keep the focus on them, and always look to add genuine value. People like to talk about themselves, and they don't like being 'sold' to. If you constantly engage in 'sales pitches' you will create a hostile environment which will be less likely to result in you getting a job.

Rather than pitching your 'skills', you should demonstrate them. If you can engage with someone about their business, that will give you the opportunity to offer real advice. If you can offer tangible advice upfront, they will come back for more. Next time you can charge them. To do this effectively, you need to start by researching everyone you meet. Even if you have known them for years, make sure you go into every conversation with three to four relevant and current things to say about them and their business.

Don't, however, just blurt out these ideas at random, or tell them everything you have to say right away. You need to offer the right advice at the right time, and save something for after you sign a contract. There is a big difference between telling someone something and telling them how to do it. Pick moments where your advice will seem natural and will have the greatest impact. There is an art to knowing when to keep your mouth shut and when to speak up. The nuances will be different depending on who you are speaking with.

Get Serious About LinkedIn and Social Media

You need to take your online presence seriously. Face-to-face meetings have a larger impact on individual relationships, but they are limited in scope. You only have so many hours per week you can spend meeting people, and you are often stuck meeting people in the city where you live. You should remember to set up meetings out of town whenever you travel for business. However, much of your 'global' networking will have to take place online.

LinkedIn is the gold standard of professional online networking. LinkedIn is more important than a personal website or any other social media presence. You need a high-quality profile, starting with a professional head and shoulders photograph, a description of your past roles and skills endorsements.

What you really need to do, however, to stand out on LinkedIn is engage. Make posts, write blog articles and leave comments. The goal should be the same as your face-to-face meetings — show your expertise by adding real value to your audience. Don't engage in shameless self-promotion. Write about things you know and repurpose industry research you have undertaken for face-to-face meetings to write posts that will impress. When making comments, always try and add a perspective that has been missed. If you spark a discussion, re-engage.

This kind of activity will keep you front of mind with the widest possible pool of potential clients. The more online connections you have, however, the greater impact any investment you make in posting will have. Make sure to connect with anyone you meet with whom you want to remain in professional contact. Try and connect with all mutual connections to your existing contacts and accept most connection invitations you receive. You benefit little from over-filtering your LinkedIn network.

Research Associate Programmes and Partnerships

For those really serious about getting into consulting and interested in quality training programmes, consultancy partnerships and associate programmes are worth investigating. One of the biggest issues new consultants face when seeking out training programmes is ensuring quality. The profit sharing schemes in place at associate programmes guarantee a good faith approach motivated by mutual success.

However, there are significant variations between associate programmes that you need to be aware of. Many associate programmes don't offer training at all. They outsource jobs from their network to associates. The service being offered here is networking. Although you will still be expected to work 'independently', you will not 'own' your client relationships. This limits your 'independent' capacity and structures your employment much more like a standard employee relationship.

If seeking to retain independent client relationships and gain training opportunities, you need to look at 'franchise associate programmes'. Here, you will be expected to grow and maintain your own clients. What you get from entering into partnership are training and networking opportunities. This can often include one-to-one time with established consultants who can offer you tailored advice based on your specifics. If committed to the idea of independent consulting, but stuck on how to set up a sustainable pipeline of new work, this type of associate programme can be a powerful first move to make.

Summary: You Career in Consulting Starts With The Foundations of Your Network

There is a growing opportunity for experienced corporate professionals in consulting. However, in order to create a smooth transition out of your '9 to 5' and into self-employment, you need to build a that will keep work flowing to you. You should start this process before you leave your current job and retain networking as a priority as your practice grows. network

You don't need an entire network in place before you start out as a consultant. But, you do need the basic structure. You need to know enough people that you can use those connections to continue to grow. Fundamentally, however, the quality of your connections is more important than the quantity.

Associate programmes and partnerships can offer you the most robust and quality assured training courses available, but it is important to look into the specifics and culture of the partnership. You do not want to surrender too much of your freedom of fees for access. Similarly, if you are looking for training, you have to make sure that this is what is on offer. However, if you do your research, this type of engagement can greatly ease your transition into consulting and improve the trajectory of your practice. Under all circumstances, however, networking is the key to your successful entrance into the field of independent consulting. Get out there and meet people!