Five years ago, I turned off my LinkedIn job search and decided to go all in on my own business. I had no plan but that didn't stop me from standing up a jenky website and letting people know I was open for business!
By the time I decided to turn my side hustle into my main hustle, I had three client engagements under my belt.
I took these original contracts to pass the time while I job searched but it was only a few months before I confirmed that being my own boss was my next calling. With gratitude and appreciation to my first consulting clients: Stretch 22, Seattle Parks Department and Vida Integrated Health.
I've learned so much in the past five years and the learning journey doesn't show any sight of slowing down.
I remember having conversations early on with other entrepreneurs on how to get going and now the tables have turned. I get at least one inquiry a week from people seeking advice from me on how to develop their own consulting business (Hmmm... New business opportunity? Maybe!)
Here are my top five tips based for getting your business rolling:
Build a network of support. For me, it's been my Mastermind group. They have served as valued thought partners, coaches and guides for so many things including proposals, pricing, marketing, customer relationship management, brainstorming and problem solving. I've learned a lot from the women entrepreneurs in my Mastermind.
Market in a way feels authentic to you. In the beginning, I had a content strategy, attended networking events and tried Instagram. None of these felt like "me" and none of them yielded any business. I decided to lean into what felt right authentic - maintaining a presence on LinkedIn and sending a newsletter monthly. Both of these keep me top of mind and have led to a lot of leads and business.
Ask for referrals and testimonials. If you've been a good partner, they will happily agree. One of my clients recently asked me "what are three things I can do for you?". I was floored. And then he graciously introduced me to some new contacts.
Take on work you enjoy and refer out the rest. This took me awhile to understand. Just because I CAN do something, it doesn't mean it's the right thing for me. It's okay to say no and even better if you can refer the prospective client to someone that can serve them in the way they need.
Price based on the value you deliver. Values Based Fees by Alan Weiss has become my go to resource. As a result, I don't charge hourly rates and I focus on the value I deliver, not just the deliverable itself. I bring a lot of experience to my clients that precedes the work we are doing together. This value is unique to me and not something you can buy off the shelf so to speak.
I'm not sure what the next five years look like but I am looking forward to my sabbatical next winter/spring. If this sabbatical is anything like the other two I've taken, I'm sure some new ideas will reveal themselves and perhaps be the beginning of Christine McHugh Consulting 2.0.
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