I’ve Decided I Want to Be a Consultant—Now What?
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So you’ve made the decision: You’re stepping into the world of consulting. Maybe you’re tired of the corporate grind, looking for more freedom, or simply ready to monetize your expertise on your own terms.
But now that you’ve decided to be a consultant, what’s next? How do you go from an idea to a profitable consulting business?
Here’s your step-by-step guide to getting started the right way.
Step 1: Get Clear on Your Niche & Expertise
Not all expertise translates directly into consulting. The key is to focus on:
✔ What specific problem can you solve?
✔ Who needs your expertise? (Businesses, individuals, corporates, startups?)
✔ Are people willing to pay for this?
📌 Example: If you have 10 years of HR experience, you could offer:
✔ Recruitment & hiring strategies for small businesses
✔ Employee engagement & retention consulting for corporates
✔ Workplace culture & leadership coaching for managers
💡 Why it matters: Being a generalist makes it harder to attract clients. A clear niche = easier marketing + more referrals.
Step 2: Validate Demand (Make Sure People Will Pay for It)
Just because you can offer a service doesn’t mean people will pay for it. Before diving in, test demand.
✔ Look at job boards & LinkedIn – Are businesses hiring consultants in your space?
✔ Check competitors – If other consultants are successful in your niche, it’s a good sign.
✔ Talk to potential clients – Ask business owners about their challenges and see if your expertise fits.
📌 Example: A food safety consultant could research:
✔ How many restaurants & manufacturers need compliance help
✔ What regulations businesses struggle with most
✔ Whether businesses are currently hiring full-time food safety managers (if they are, they might also need an external consultant!)
💡 Why it matters: If no one is paying for it, it’s a hobby—not a business.
Step 3: Set Up Your Business the Right Way
You don’t need a fancy setup to start consulting—but you do need the basics:
✔ Register your business – (Pty) Ltd or Sole Proprietor via CIPC
✔ Open a business bank account – Keep business & personal finances separate.
✔ Sort out tax compliance – Register with SARS & understand VAT requirements.
✔ Create basic contracts – Protect yourself with service agreements & payment terms.
📌 Example: A marketing consultant setting up their business should:
✔ Register Marketing Solutions (Pty) Ltd
✔ Get a business bank account for invoicing
✔ Set up a simple contract template for client work
💡 Why it matters: A proper setup builds trust with clients and ensures you get paid professionally.
Step 4: Set Your Pricing (Without Undercharging Yourself)
One of the biggest mistakes new consultants make? Charging too little.
✔ Hourly vs. project-based pricing – Hourly rates work for short engagements, but project-based fees are better for high-value work.
✔ Retainer models = steady income – Monthly retainers provide predictable cash flow.
✔ Price for value, not time – Clients pay for solutions, not hours worked.
📌 Example: A business strategy consultant might offer:
✔ R10,000 for a strategic planning session
✔ R25,000/month for ongoing business coaching
💡 Why it matters: Clients will take you seriously when you confidently charge what you’re worth.
Step 5: Build Your Online Presence (Clients Need to Find You)
✔ Create a simple website – Showcase your services, experience & testimonials.
✔ Optimize your LinkedIn profile – Most decision-makers search for consultants here.
✔ Post valuable content – Write LinkedIn articles, share case studies, or post insights.
📌 Example: A HR consultant could:
✔ Write a LinkedIn post on “3 Hiring Mistakes That Cost Companies Millions”
✔ Share a case study about improving employee retention
✔ Offer a free checklist for HR compliance
💡 Why it matters: Your online presence = your digital business card. Clients will Google you before hiring.
Step 6: Find Your First Clients (Without Waiting for Them to Come to You)
Your first few clients will likely come from your existing network—so start there.
✔ Announce your services – Tell people you’re available for consulting!
✔ Leverage LinkedIn – Connect with past colleagues & industry contacts.
✔ Attend business networking events – Speak to potential clients face-to-face.
✔ Offer value-first – Webinars, audits, or free strategy calls can showcase your expertise.
📌 Example: A sales consultant might:
✔ Reach out to former colleagues in sales leadership
✔ Offer a free sales pipeline audit to a small business owner
✔ Host a webinar on improving close rates
💡 Why it matters: Clients don’t magically appear—you need to put yourself in front of them.
Step 7: Develop a Consultation Call Process (To Close Deals Easily)
✔ Have a structured consultation call – Know what to ask & how to present your offer.
✔ Position your services confidently – Show how you solve their problem.
✔ Handle objections professionally – “I understand. Have you considered what this issue is costing you?”
✔ Always end with a next step – Proposal, invoice, contract, or follow-up.
📌 Example: A business coach might structure their call like this:
✔ Step 1: Understand client’s challenges & goals
✔ Step 2: Present a clear solution
✔ Step 3: Outline pricing & next steps
💡 Why it matters: Consultation calls are your best chance to close deals—structure them well.
Step 8: Deliver Results & Build Your Reputation
✔ Focus on client success – The better results you deliver, the more referrals you’ll get.
✔ Ask for testimonials – Positive feedback builds credibility.
✔ Refine your services – Adjust your offers based on real client needs.
📌 Example: A financial consultant who helps a company reduce costs by 20% should:
✔ Document the results
✔ Get a client testimonial
✔ Use that success story to attract more clients
💡 Why it matters: Word-of-mouth and referrals will be your biggest source of future business.
Final Thoughts: Take Action & Start Consulting Now
Deciding to become a consultant is just the first step—the real work is in setting up your business, finding clients, and positioning yourself as an expert.
🚀 Your next steps:
✔ Define your niche & validate demand
✔ Register your business & set up pricing
✔ Build an online presence & start marketing yourself
✔ Land your first clients through networking & outreach
✔ Structure your consultation calls & close deals with confidence
✔️ Want a step-by-step strategy to start your consulting business? Book a free 15-minute strategy session, and let’s map out your game plan!