Creating a Consulting Business Plan

Lesson for Consultants - Don't Give Away Too Much in Consulting. Protect Your Value. Here's a lesson I've learnt over the years that I thought I'd share with you. It also cost my firm over K1 million in lost opportunities in 2024 alone. If you're in the consulting or advisory space, remember not to give away too much to clients during the initial exploratory stage where you're just having preliminary meetings and submitting proposals. This phase is about understanding the client's needs and assessing if there's a mutual fit for collaboration — not a free masterclass in your expertise. If anything, use this time to share success stories, highlight the outcomes you've achieved for other clients, and showcase the impact of your work. Avoid revealing your unique methodology or problem-solving frameworks too early. In my experience, many potential clients, unfortunately including ASX-listed corporations and even PNG government agencies, engage consultants to "pick your brain," extract ideas, and then never follow through with the engagement. Worse, if your proposal is detailed enough, they might implement your strategies internally — essentially receiving tens of thousands worth of consulting, problem-solving, and advisory services for free. Don't undervalue your expertise. Don't give away too much. Key Recommendations to Protect Your Value 1. Share Results, Not Processes Focus on case studies, testimonials, and measurable results rather than how you achieved them. I share outcomes, not my detailed methodology. 2. Limit Proposal Detail Provide a high-level overview of your approach but avoid detailed strategies or step-by-step solutions 3. Introduce a Discovery Phase Offer a paid discovery session where deeper insights and strategies can be shared in exchange for compensation. 4. Use NDAs When Necessary For sensitive or proprietary strategies, request a non-disclosure agreement before sharing insights. 5. Qualify Clients Early Identify whether the client has the genuine intent and budget to engage you before investing significant time. Also, make sure you are dealing with a decision maker, not someone who does not have the authority or influence to formally engage you. 6. Package Your Expertise Create premium reports, webinars, or workshops that can be monetized rather than giving insights away for free. Note that you can give away some services for free, but only if that is part of your strategy to secure more paid work from clients. 7. Set Boundaries in Meetings Politely steer conversations back to the problem and expected outcomes rather than delivering solutions. This is perhaps the most difficult to do, especially if you are trying to impress your clients with your subject matter expertise and you end up oversharing. Your expertise has value. Protect it, respect it, and get paid for it. 💡 #Consulting #BusinessAdvice #ProtectYourValue #Entrepreneurship #ProfessionalServices #SuccessMindset #Leadership #BusinessGrowth

Most professionals over 50 think launching a consulting practice means changing their LinkedIn headline and waiting for inquiries. That's why most consultants struggle to land paying clients. The ones actually generating revenue made themselves significantly easier to hire by building proof before asking for money. 10 portfolio career moves that make landing consulting clients 10x easier: 1. Create a one-page case study documenting a real problem you've solved with specific, measurable results - companies buy proven solutions, not impressive credentials 2. Build a micro-offer priced at $2-5K that clients can approve without lengthy committee processes - small initial wins consistently convert into larger retainers 3. Position yourself in a genuinely searchable niche - "supply chain optimization for mid-market manufacturing" generates qualified calls while "business consultant" creates noise 4. Leverage your previous employer network strategically - former colleagues now hold decision-making roles at other organizations and already trust your judgment 5. Publish weekly thought leadership content on LinkedIn addressing your clients' specific pain points - consistent visibility creates inbound opportunities 6. Offer a free 30-minute diagnostic consultation - let prospects experience your expertise and thinking before they commit budget 7. Join industry associations and attend conferences where your ideal clients actually gather - meaningful relationships happen before contracts get signed 8. Build referral partnerships with complementary consultants serving the same client base - strategic collaboration beats isolated competition 9. Create a simple one-page website clearly showcasing your specific expertise and documented client results - credibility matters when clients research you 10. Follow up systematically with every warm connection from your network - most consulting engagements originate from conversations, not cold outreach Your accumulated expertise is genuinely valuable. But organizations aren't hiring potential or years of experience - they're hiring demonstrated proof you can solve their specific problem starting immediately. Sign up to my newsletter for more corporate insights: https://vist.ly/4hcc6 #consultingcareer #portfoliocareer #careerafter50 #jobsover50 #freelanceconsulting #consultingbusiness #secondcareer #independentconsultant #businessconsulting #careeradvice

How to Get Consulting Clients Without Sending a Single Resume You don’t “apply” for consulting work. You attract it. Most executives make the mistake of treating consulting like a job search: ❌ Tweaking their resume ❌ Blindly reaching out to recruiters ❌ Hoping someone “gives them a shot” That’s not how this game works. Companies don’t hire consultants the way they hire employees. They hire trusted experts who can solve urgent, high-value problems. 👉 You don’t need a resume. You need conversations. Here’s how you start landing clients—without ever applying for a “job.” Step 1: Tap Into Your Network (Your Fastest Path to Cash) 80% of your first consulting clients will come through people you already know. Your past colleagues, peers, and industry connections already trust you. They just don’t know you’re available. Here’s your script: “Hey [Name], I’m helping companies [solve big problem]. Who do you know that could benefit from that?” 🚀 Example: Maxwell’s First $50K Client Maxwell, 60+, landed his first consulting deal by reaching out to former colleagues. Instead of asking for a “job,” he positioned himself as an external marketing strategy consultant. Lesson? Your first client is probably sitting in your phone right now. Step 2: Build a LinkedIn Presence That Attracts Clients Your expertise is invisible until you make it public. When companies look for consultants, they don’t check job boards. They check LinkedIn. The 3-Post Strategy to Build Credibility Fast: 1️⃣ Your Availability Post – Announce your transition. Example: 🔹 “After 25+ years in [industry], I’m now advising companies on [problem you solve]. If you’re facing [specific challenge], let’s connect.” 2️⃣ Industry Insights Post – Share a valuable tip, case study, or framework. 🔹 “Most companies struggle with [big challenge]. Here’s a 3-step framework I’ve used to solve it.” 3️⃣ Client Win Post – Share a real success story. 🔹 “Just helped [company] increase [key metric] by X%. The key? [Insight you applied].” Do this for 30 days, and you’ll start getting inbound leads. Step 3: Create a Referral Pipeline That Works for You You should never be the only one promoting you. The One-Line Referral Ask: “Who do you know that needs help with [your expertise]?” 🔹 Why It Works: It’s not a sales pitch—it’s an invitation to help. 🔹 Bonus Hack: Offer a free strategy call to build relationships before selling. 🚀 Example: Gordon’s 5-Week Sprint Gordon, a former teacher pivoting into software sales, had ONE interview in two years. After consistently engaging his network, he booked 50 calls in 5 weeks—leading to 3 paid offers. Final Thought: Stop Applying. Start Connecting. 💡 Your network is your client pipeline. 💡 Your LinkedIn is your credibility builder. 💡 Your referrals are your growth engine. Instead of sending out 50 resumes this month… 📌 Start 50 real conversations. 👉 Who in your network needs to see this today? Drop a comment or tag them below. 🚀

Most consultants jump into solutions too fast. Here’s the 3-part framework I use to build trust before the demo. 👇 ----- As a FinTech and RegTech consultant and dealing with clients in 26 countries, I've learned that providing effective solutions requires more than just technical skills. It requires a strong understanding of client needs and a strategic approach to building trust. Here are my top three tools and strategies that consistently drive success in consulting: ---  🔰 Value-Based Discovery Framework Before proposing solutions, I run a structured discovery process using: ↳ Client Interview Templates – to uncover real pain points ↳ Stakeholder Maps – to identify key influencers and their priorities ↳ Value Alignment Matrix – to ensure solutions meet both business and technical goals ✅ Why it works: Clients feel heard, and solutions are tailored to their needs. --- 🔰 Problem–Solution Fit Modelling (Visual + Verbal) I use visual tools like: ↳ Lucidchart, Miro, and PowerPoint – to build clear diagrams and journey flows ↳ Impact Mapping – to link problems directly to solutions ↳A clear narrative: “Here’s what you said, here’s how it affects you, and here’s how we solve it.” ✅ Why it works: Visual storytelling reduces friction and accelerates stakeholder buy-in. ---  🔰 Proof & Reconfirm Strategy (Demo + ROI Story) ↳ Custom Demo Scripts – tailored to the client’s context ↳ ROI Calculators and Case Studies – to show tangible impact ↳ Final check-in: “Does this align with your definition of success?” ✅Why it works: It builds confidence and addresses late-stage concerns. ----- These strategies have helped me deliver solutions that not only work—but truly resonate with clients. PS: What are your go-to tools and strategies in solution consulting? Let’s connect and share ideas. Shivendra Bhatia 🌏 Enjoy your weekend.

Effective client management begins with proactive engagement, anticipating needs and potential hurdles. Mastering the art of listening plays a crucial role in this approach, allowing us to gain deep insights into our clients' operations and strategic objectives. Imagine setting the stage at the beginning of a project by discussing with your client: Dependency Exploration: 'Can we discuss any dependencies your team has on this project’s milestones? Understanding these can help us ensure alignment and timely delivery.' Impact Assessment Question: 'Should unforeseen delays occur, what impacts would be most critical to your operations? This will help us prioritize our project management and contingency strategies.' Preventive Planning Query: 'What preemptive steps can we take together to minimize potential disruptions to critical milestones?' Success Criteria Definition: 'How do you define success for this project? Understanding your criteria for success will guide our efforts and help us focus on achieving the specific outcomes you expect.' These discussions are essential for building a roadmap that not only aligns with the client’s expectations but also prepares both sides for potential challenges, reinforcing trust through transparency and commitment. By adopting a listening approach that seeks comprehensive understanding from the onset, we can better manage projects and enhance client satisfaction. Let’s encourage our teams to integrate these listening strategies into their initial client engagements. How have proactive discussions influenced your project outcomes? Share your experiences and insights. #ClientRelationships #AdvancedListening #BusinessStrategy #ProfessionalGrowth

I was working with a client this week and they really wanted to introduce client managers to take work from them but they had also been burnt in the past and wanted to make sure that if they were going to do it again that it had every possible chance of success 🥇 On the session we came up with the following plan… 1. Set the vision with the team on what the plan is and how they form part of that as well as the opportunities it creates 2. Set out what good looks like in terms of how often they should communicate proactively with their portfolio, template emails, and a tone of voice guide 3. Give training to the team on how to conduct client meetings, set skeleton agendas and get call recordings to help with training 4. Set team KPI’s and give everyone an individual employee scorecard so that they can self assess at their monthly 1-1 5. Have monthly portfolio reviews where each client manager assesses their portfolio in advance and then comes to the meeting prepared to explain what’s going well, what needs to change, where there are profit issues and how to improve those as well as which clients are being overserviced/underserviced. This is a meeting by exception so talking about more than +/- 10% on targets rather than every single client 6. Set up client NPS tracking using something like Customer Thermometer to assess the underlying sentiment on service 7. Have an A grade client contact plan where the directors still plan to contact/visit these clients at intervals that suit 8. Have a recurring point in the diary each quarter where client management as a whole is assessed and actions to improve are set It’s not an overnight fix but it’s a lot more robust than changing someone’s job title on Monday then wondering why they don’t hit the ground running and meet your expectations Now that we have a clear plan it comes down to execution with the actions being broken down into bite sized chunks I really love my role 🦩🦩 #BrightFlamingo #Consultant #Mentor #Accountants

You can't treat AI like a magic fix for everything. It's a thinking partner, not a shortcut. A lot of consultants are using AI to generate surface-level answers. That's not where the value is. The real value comes when you pair it with your human expertise. You can use it to sharpen your judgment, test your assumptions, and uncover parts you might have overlooked previously. I've been refining how I use AI in my own practice and teaching my clients to do the same. Here are a few prompts I've found effective for the core areas of consulting work: Problem Framing and Diagnosis → "Act as a senior partner. What problem is the client actually paying to solve beyond what they stated?" → "What missing information would most change the recommended decision?" Strategic Thinking → "Identify the single constraint that limits value creation the most." → "What would a first principles competitor do in this situation?" Analysis and Insight Generation → "Which inputs account for most of the outcome variation?" → "What data could create false confidence, and what data would reduce uncertainty?" Client Communication and Influence → "Rewrite this recommendation so a CEO can understand it in thirty seconds." → "What would make this insight feel obvious after it is explained?" Decision Making → "What decision offers the highest upside with limited downside?" → "What would we recommend if compensation depended on the outcome?" Execution and Impact → "What three actions should happen in the next fourteen days?" → "What activities must stop for this strategy to work?" I've put together 30 prompts across all six categories in the cheat sheet below. Try out a few with problems you're helping clients with. Save the rest for when you need a reference point. If you're thinking of building your consulting practice right now, I'm running a live session that connects these ideas to the bigger picture. On Thursday, February 5, I'll walk through how experienced professionals can turn decades of hard-earned knowledge into premium consulting fees. We'll cover: → Why companies spending billions on AI are seeking seasoned consultants for guidance. → How to make the switch from hourly rates to monthly retainers. → The "Category of One" positioning technique that makes price comparisons irrelevant. 📅 Thursday, February 5, 2026 ⏰ 1:00–2:00 PM ET Save your seat here: https://lnkd.in/gkrG4fUb 📨 If you're ready to book a call, send me a DM with the word "ready." ♻️ Repost this to help out your network. ➕ Follow Dale Gibbons to turn your genius into a 7-figure consulting business.

One bad conversation can stall a deal.  (Let's fix that.) Here's the trap even the best can fall into: ✅ You said, “Can I get 15 minutes?” ❌ They heard, “You’re just a name on my calendar.” ✅ You said, “Here’s our pricing page.” ❌ They heard, “You’d better be ready to commit.” ✅ You said, “Do you have any questions?” ❌ They heard, “I’m done talking, it's your turn to buy.” In client development, tone is strategy. And the difference between pressure and partnership? Just a few words. Because the real challenge isn’t getting time  with a client. It’s making that time count. Here are 12 proven phrases to build trust  (without sounding like a sales rep): 1. “How have things been going with [X]?” → Feels personal, not transactional. 2. “What’s your thinking around [this topic] these days?” → Opens a door, not a pitch. 3. “What would success look like if everything went right?” → Focuses on their goals, not gaps. 4. “What’s one thing you’d love to improve in 90 days?” → Specific, hopeful, and actionable. 5. “What feels risky or fuzzy about this?” → Makes doubt safe to share. 6. “Want to sketch some options together?” → Co-creates instead of prescribes. 7. “Want me to mock up a few paths forward?” → Shows flexibility, not a fixed pitch. 8. “Want to hear how others tackled this?” → Adds value, zero pressure. 9. “What would need to shift to make this a priority?” → Respects their timeline, invites partnership. 10. “Would a custom version be more helpful?” → Tailors the next step to them. 11. “Great point, can we unpack that together?” → Builds trust through collaboration. 12. “What’s the best way I can support you right now?” → Puts their needs first, signals partnership. These phrases do more than sound better. They feel better. Because they reflect how great BD actually works: 👉 With empathy 👉 With curiosity 👉 With clients, not at them Try one this week. It could turn a stalled deal into a deep conversation. Which one will you lead with? 📌Follow Mo Bunnell for client-growth strategies  that don’t feel like selling.

The biggest career mistake executives are making right now: (And AI is quietly amplifying it) Assuming their reputation speaks for itself. Instead of documenting their expertise where people — and machines — can actually find it. Today your credibility isn’t built only in meetings, it’s built in your total digital footprint. People are not just Googling you. They are searching your name in ChatGPT, Perplexity, LinkedIn, Podcasts and other AI tools to figure out: What do you believe? What have you built? What outcomes have you driven? Who do you serve? [And are you relevant right now?] If the answer is vague, outdated, or nonexistent… it could contribute to you being overlooked. Not because you aren’t qualified. Because the proof isn’t visible yet. So how do you make sure your expertise actually shows up? By building clear, searchable signals of authority. Here’s a simple visibility reset anyone can start today: 1/ Clarify your positioning. Vague titles like “strategic leader driving growth” means nothing to AI or buyers. Lets define it with what you do, who you do it for and results you bring. 2/ Define your 3 expertise themes. What are the topics you are strongest on/want to be known for? 3/ Align your LinkedIn profile + LinkedIn Content Your headline, about section, featured, and experience should reflect those themes. Use my 25% content framework from Theatre of the Mind. 4/ Document your insights. Share lessons, stories, and perspectives from your real work. This is the single greatest advantage you have. 5/ Connect your ecosystem. Your company website, media, podcasts, and LinkedIn/other socials should reinforce the same expertise. 6/ Stay active. Consistency signals relevance — to people and algorithms. Authority today unfortunately is not assumed. It is documented. If your experience only exists inside your industry, head or company walls, you need this final layer. Make your expertise visible, and opportunity WILL find you. More on Creating Confidence with Heather Monahan https://lnkd.in/g_Wxnh8P When someone searches your name today… what do they learn about you?

Your expertise is valuable. But if no one can see it, your ideas won’t create opportunities. Here’s how leaders turn their knowledge into visibility and become the go-to experts in their fields: 1. Share what you know Your insights and experience are worth putting into posts, articles, talks, or frameworks. For example, a CEO might write a LinkedIn post breaking down a lesson from a recent project, or a consultant could share a case study showing how they solved a client problem. Don’t wait for someone else to tell your story. 2. Make your point of view easy to find If people cannot find your perspective, they will never understand what makes you different. That could mean creating a dedicated page on your website, sharing thought leadership content regularly on social media, or contributing articles to industry publications. Make your ideas accessible to the people who matter most. 3. Publish consistently Small, steady steps matter. One article, one post, or one framework can start shifting how people see you. Over time, regular content builds familiarity, authority, and trust, even before you meet a potential client or partner. 4. Build trust through visibility Being seen in the right places creates credibility long before you ever step into a meeting. Speaking at industry events, guest appearing on podcasts, or sharing insights in newsletters positions you as someone people already know and respect. 5. Turn visibility into influence Every post, article, or presentation is an opportunity to attract the right clients, partners, or collaborators. When people recognize your expertise, they are more likely to reach out, refer you, and trust your perspective. Start small. Start visible. Start today. Every piece of content is a step toward growing your influence, building authority, and establishing yourself as the expert people look to in your field.