Starting a Consulting
Business from Home

If you're lucky you can keep on working for the same organisations as you did previously, but on a self employed basis. On the other hand, if you're setting up from scratch and having to find completely new clients you haven't worked with before, it's a much tougher proposition.

To gain new clients you normally have to build up a level of trust and credibility in the eyes of your prospective clients. An important part of this, of course, is how you present yourself when you meet prospects. But how do you even get to the stage where you get a chance to pitch for work?

I'd recommend that you consider two ways of generating leads. First, there is face to face networking. Either you will meet prospective clients, or you can attend referral networking groups such as BNI. Second, you can publish articles or other information in a way that positions you as an expert in your field. A great way of doing this is by creating a niche web site.

What sort of clients should you be aiming for? From my experience as a consultant I'd suggest:

• Clients who take your advice!
• Clients who value your advice and are happy to pay
• Clients who want to sign up for regular consultations so you get repeat business

In my view, the key to success in starting a consulting business - as with many other small business ideas - is to aim for long term regular or repeat work. For most consultants - or anyone who is self employed - finding new clients or new customers is the toughest part of being in business. The more repeat work you can win, the less pressure there is to keep on finding new clients.