Andréa CoutuConsultant Journal

What Every Great Business Consultant Needs

Consultant NeedsIntroduction• For running a consulting business, there's no shortage of

things to get together.• People often get laptops,business cards, printers and

memberships. But that’s not really what it takes to be a great business consultant.

Consultant NeedsIntroduction• A business consultant know their success relies on upon more

than working through a checklist. • They know it takes a great technique – and delivery.• A business consultant needs to have:

1. Confidence2. Credibility3. Marketing system4. Organized invoicing5. Contracts6. A solution-oriented approach

Consultant NeedsConfidence• To make it as a business consultant, you need confidence.• Confidence will keep you from wasting time on fussing

over every choice.• If you haven’t got built-in confidence, you can build some by

using strong plans, systems and tools – and by picking work and customers that really make your heart sing.

Consultant Needs Credibility • By building your credibility, you can get your business on the

path to success.• Some ways to get your credibility building started include

writing articles, speaking at vents, getting quoted in the media, sharing testimonials and making use of referrals from people who champion the work you do.

• You can start small. Even a few articles on your own website can help you take the first step.

• A good marketing system can help you identify and qualify prospective clients, then secure them as clients – in a relationship-based way that fits with your values and theirs.

• By planning your marketing programs and putting in places marketing tools that help develop and nurture client relationships, you’ll be on your way to a stronger business.

Consultant NeedsBusiness marketing system

• Effective consultants have a system for managing all their financial records and payments.

• If you’re running a business but not following through to get paid, all you really have is a business-y hobby!

• So get a good invoicing system in place, so that you’re bringing in money, not working for free.

Consultant NeedsOrganized invoicing

• Too many business consultants depend on handshakes and verbal understandings or obscure and inadequately composed contracts.

• Get a firm contract in plain language. • Make sure to note fees, scope of work, due dates,

deliverables and other key points of interest.• Even if you feel like you have a great relationship with your

client or you’re doing work with a friend, a formal contract – which doesn’t have to be long – can help you keep things clear and secure.

Consultant NeedsContracts

• Business consultants do best when they really understand their client’s requirements and create results that give true value to their clients.

• Business consulting, like other services, is a really intangible thing. People can’t see and touch many consulting services, so clients sometimes feel unsure what they’re buying.

• So take time to understand your client’s problems and develop a proposal that shows how you’ll create a solution that addresses their key problems and pains and move them to an identified better place – and describe the value they say that will provide. Then do it.

Consultant Needs A solution-oriented approach

• Visit ConsultantJournal.com for free tips, tools and articles – whether you want to become a consultant or grow an existing business.

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