Hello Reader

Interesting. That was the scenario and question I was presented with during a recent podcast interview.

There are many factors that come into play and impact an independent consultant’s success. What that means is I don’t predict if a person will be successful as an independent consultant. However, there are a few actions that definitely enhance a consultant’s chances for success. My three question response tied to those actions.

Question 1

You can’t consult on something you do not know. When I say know, I mean roling up your sleeves and doing it. You’ve had successes and there is a good chance you’ve had what I like to refer to as learning experiences. I don’t believe there are failures.

Experience and expertise is more than taking a class, reading a series of books, and listening to videos and podcasts. Don’t get me wrong. Great consultants are constantly spending time learning and improving themselves. But if you have no real life experience, it makes it hard for you to relate to people who might need your services.

If you have mastered your area of expertise, you are in a much better position to ask the right questions, listen to the flags that might trigger another question and dive down into the challenges they are having. If you have lived through similar challenges yourself, you become relatable.

How do you know if you’ve mastered your focus? One way is your face lights up when you explain what you do but you can also ask yourself if

• You have really done it and not just learned about it.
• People seek you out to ask your advice and guidance.
• You have success stories that explain how you help others succeed.

Question 2

This is your philosophy, your unique differentiator, and your Point of View or POV. It is not your detailed methodology nor tactical services.

My Point of View is the Consultant’s Blueprint which consists of seven (7) areas that consultants need to hone. Consultants do not need to be experts in the seven areas nor do all of the work themselves in a particular area but then need to understand the seven areas. My detailed methodology and tactical services are based on the Consultant’s Blueprint. Everything is tied together with my Point of View driving my methodology which drives the various tactical services.

If you are not sure about your Point of View, perform a back of napkin exercise. Pretend you are having a cup of coffee with a person who fits ideal client profile. They reached out because of your business focus. As you listen, you pull a piece of paper out and draw at high level the journey you would take them on. This should take five minutes, that is if they don’t pause you to ask questions. The drawing could be boxes or circles or simply lines with a few words jotted down.

Question 3

Consulting is a relationship business. That means connecting with the right people enabling you to get to know one another building mutual trust. You think strategical as you implement networking, referral, and targeted outreach approaches or what I refer to as active client relationship approaches. You talk with people that met your ideal client profile and influence your ideal client.

For some consultants building relationships is hard. It requires putting fear behind you and getting out of your comfort zone. Being clear as to your Focus and Point of View is extremely important, but if you don’t connect and build meaningful trusted relationships so people understand what you do and how you can help them, you do not get clients. No clients. No revenue. No business.

So the three questions to help a consultant determine there success are:

This week’s question…

If I asked you the three questions, how would you respond to the three questions?

Until the next Consulting Insight,

Laura Burford

PS: There is still time to join 7 Keys to a Profitable Consulting Business on August 1, 2024 at 2 PM EST.

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Whenever you’re ready, here are ways I can help you become an Experienced "Go-To" Consultant:

​Consulting Mastery: A Path to a Sustainable and Profitable Business (Hybrid Online Course): Walk away with a "less is more" framework that enables you implement effective, efficient processes that attract the right clients, consistent revenue, and you enjoying life on your terms. To find out more, schedule a free

​​​​Determine Your Business Core: Focus, Ideal Client, and Point of View (Self-Study): A course focused on helping you define and clarify your what, why, who and how with the help of validation.​​

​Consultant Assessment (Document): A free downloadable document to help you assess your knowledge and skills.

​The Consultant’s Blueprint (Video): A Framework for Your Consulting Business

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