7 Lessons Learned in 10 Years of Consulting

Every journey has milestones of one form or another – markers of time, distance or achievement. Some milestones are large while others seem small.What’s your favorite way to celebrate reaching a milestone?You do celebrate milestones, don’t you? When you reach one, do you take time to slow down, reflect, and celebrate your accomplishment?Or do you keep rushing forward, more concerned about the leg of the journey ahead than the leg of the journey just completed?If the latter, I can relate. That’s how I used to be —busy with the “real” work and finding little time for “warm and fuzzy” stuff like quiet, mindful reflection.In a few days, I’ll celebrate a big milestone in my professional journey — ten years as an independent consultant. In September 2005 I took the plunge and launched X Factor Consulting. I have been working as a consultant ever since.I’m planning to celebrate in several ways — many of which involve sharing. I’ve benefitted from dozens of people have invested richly in my success and I want to do the same for others. To start my celebration, I’m sharing seven key lessons I’ve learned over these past 10 years.

1. Consulting is a people business at its core. Every business is a people business. I learned that from my Dad. Firms don’t hire firms. People hire people — usually people they trust and like. Tip — the best way to develop business is to connect authentically and network naturally on a daily basis with people who value relationships.
2. Mindset matters. I believe Henry Ford was right when he said, “Whether you think you can or think you can’t, you’re right.” Your first sale can be the hardest because the first person you’ve got sell is yourself. It may be hard to get a client to believe your services are valuable if you don’t believe that yourself. Tip — develop routines and rituals that keep you centered, believing in yourself, and perpetually in a growth mindset.
3. Sharpen the axe. And I believe Abraham Lincoln was right when he said, “Give me six hours to chop down a tree and I will spend the first four sharpening the axe.” Of course, we are the axes and our consulting projects are the trees. The investments I’ve made in my professional development have benefitted my clients and me. Tip — invest richly and regularly in your ongoing professional develop. Find mentors and masterminds to help you grow.
4. Clients are more interested in their results than your process. Say it isn’t so, but it is. In my experience, it’s rare when a client hires a consultant because of “how” they produce; they hire you because of “what” you produce. And, back to point one, people hire people, not processes. Tip — learn to ask great questions about clients, the results they seek, and the barriers that stand in their ways. Then, listen to the answers.
5. Balance working “in your business” and “on your business.” Every slow season I’ve experienced in my 10 years of consulting came after spending a disproportionate amount of time working in the business (delivering client work) rather than on it (business development, developing systems, etc.). Tip — develop systems and checklists to make sure you’re doing something to work on your business sometime every week.
6. Do more than you say you are going to do. I am regularly amazed to see consultants who simply don’t do what they say they are going to do. Few things alienate a client faster than breaking a promise, even a trivial one (“I will send you that document later this afternoon”). As the saying goes, it’s best to under promise and over deliver. So don’t say yes to something if you can’t complete the tasks and commit to the timeline. Tip — find a reliable system — maybe another person to act as an “accountability partner” — or some other way to hold you accountable.
7. Think before you speak, especially when saying yes. Every decision involves tradeoffs. And every time you say yes to one opportunity, you’re actually saying no to something else. There simply isn’t time to do it all, so choose wisely. Tip — learn to say, “no”. Yes, you can learn to say no gracefully and resolutely and you must unless you’re fine allowing others to control your destiny and establish your priorities.

While these aren’t all of the lessons I’ve learned over the last decade, these seven are significant and I trust they will help you on your journey.*******If you are looking to launch a consulting business or lift your current practice to the next level, consider joining me for our next two-day Consultant’s Launch and Lift. Email me at kmonroe@xfactorllc.com for details.