Avoid Consultants’ Biggest Mistake

The Success Margin

Friday, August 31, 2007


You can become a millionaire as a consultant. Or you can choose to join the majority who barely get by.

I work with thousands of consultants in over 200 fields.

The common mistake made by most is this.

Not constantly marketing.

The deal flow must never stop. But it depends on your marketing actions. You must proactively contact prospective new clients to keep the deal flow coming. This is the key to becoming super successful.

Instead, typically the consultant:

  1. Books the work
  2. Does the work
  3. Hopes the next job somehow will appear as if
    by magic. Of course this rarely happens

The above is a prescription not for success, but for starvation! Assuming a high level of competence,that’s the primary reason why consultants tend to have ongoing economic problems. And a feast or famine existence is not much fun.

Your assistant may ask, “When are we going to get caught up?” You may even ask yourself this question.

The real truthful answer is: NEVER!

If you truly want to be an economic superstar, it’s essential to have a full pipeline. Not an empty one.

While it may be desirable, you probably will never quite get the deal flow perfect.

Here is the reality. It’s much better to have clients waiting in line for your services. Accept the fact some will on occasion complain and even scream at you. This is part of the consulting game

Here is another concept which is not fully appreciated. Clients love dealing with a busy, highly successful consultant.

Your full schedule is proof positive many other clients are booking your services. Clients will put up with occasional delays and other inconveniences if they feel they are getting the very best.

Here is the real secret to success that only a few consultants put into practice. The ones that understand this are rare indeed. But they are at the very highest level of stature and income in their field.

You must be disciplined to do something every day to stimulate future business.

No matter how deeply involved you are in current work you must continue to touch base with prospective clients. Remind them about how you can help increase income, build the business or practice, cut costs, etc. So today…

* Get that fax out

* Mail that letter

* Make that one telephone call

* Tear out an article that a prospect should read. Attach a note on it. Mail it.

Also don’t forget to take every opportunity to put yourself in front of prospective clients. The best ways I’ve found are:

  1. Make speeches at every opportunity to your niche market. Nothing beats being live in front of a room of potential clients.
  2. Write articles in your field. Or start an ezine. This helps credientialize and establish you as an expert
  3. Write a book and/or special reports in your field. A book is the ultimate credentializer and can lead to many new clients

Very few people take advantage of all the opportunities available today in the consulting field.

All you need do to achieve fame and fortune as a consultant is really simple. But you must be willing to do a bit more than others with whom you compete are willing to do.

Let me know how your journey is going.Your correspondent, Ted NicholasP.S. My book The Complete Guide to Consulting Success contains hundreds of success secrets.
It’s just been full revised and updated.For complete details and/or to get your copy
click here