Become a Consultant: Simple Steps to See If Your Consulting Services Will Sell

Before you open your consulting business, you need to confirm there will be enough clients willing to pay your fees to support your business.

Doing the research isn’t nearly as difficult as it sounds. Many people seeking the freedom of a consulting business never make it past this hurdle. With the tips below, you can do the research and become a consultant with confidence.

Of course, you need to read the web sites, books, articles, and other information released by other consultants in your field. This will give you insights into their thinking and the services they offer, but typically won’t tell you much about pricing. For that, you need to dig deeper.

If you know other consultants, ask them what services they offer and find out how much they charge. There is a polite way to do this. No one wants to respond to a blunt question such as, “How much are your fees and how much money do you make?” Instead, you can ask “What is the going rate – or range of rates – for consultants offering this type of service in this area?”

Consultants in your area may not want to discuss this with you as a potential competitor. If that happens, then speak with consultants who won’t compete with you, because they are located in another geographic area, or offer services that don’t compete with yours. Also, consultants with smaller businesses may have more work than they can handle, and may not mind discussing these details. Try to lead the conversation by giving them useful information first.

Be an information “sharer” not just a “taker.”

One easy way to do this type of research is at seminars and conferences. Talk to the speakers and panelists, as well as the others who are attending the event. They came to network. Don’t overlook the “friend of a friend” factor… “I know you can’t answer my question, but do you know anyone here at the conference who could?”

If you know people at other companies who purchase the consulting services you want to offer, they may be able to tell you what services and prices are attractive.

You could become a potential buyer of consulting services, and see what the other consultants offer and what they will charge. You might want to hire them as subcontractors someday on a large project.

Finally, don’t forget that even competitors find ways to cooperate and work together. Many consulting businesses will have more work than they can handle, or want to handle. Most consultants want their clients to be well treated. Making a referral to another competent consultant (i.e., you) adds to their own aura of expertise and competency. When doing your research and talking to consultants, consider how you might be able to support them for overflow work, backup for vacations, etc.

Similarly, see if they could receive and take care of projects from you that you cannot handle. But, don’t act “needy” or like you are looking for a job. You’ll be much more successful as a helpful resource with useful information to share, instead of a pest begging for work.

Following these tips can help you start your consulting business on a solid basis and avoid expensive mistakes.