I am developing a new series of short articles defining the characteristics required to maximize a consultant's success, based on my work optimizing the practices of established, already-successful...

This article is one of a series on the 12 characteristics that are required to succeed as an independent consultant, based on my work with experts optimizing their consultancies.  Here is the link...

A key component to success in consulting is deeply embedded confidence -- in your expertise, but even more so, in your belief in your personal value.  You must be unshakable by the behavior of your...

Consulting as a solo entrepreneur, when you must create all your own new client work as the key rainmaker, is a tough gig.  I am surprised at the constant commitment it takes, even after 25 years of...

Consulting has its ups and downs.  Even long-time successful consultants can find themselves with minimal or no work, for an extended period.  There are economic and market shifts we just do not...

"Rainmakers" make rain -- they bring in the vital resources to keep things growing -- in this instance, clients and billable work.  In sales jargon, "you eat what you kill." If you cannot make the...

A key to success in consulting lies in simplifying your communication:  no corporate-speak, no academic-speak, just subject-verb-object like you learned in second grade.  Your prospects and clients...

Achieving and maintaining your core "zen distance" from your clients and their decisions may be the most difficult skill you will learn over your years as a consultant. This distance (sometimes...

Maintain a strong network of referrals -- avoid erratic work flow. Most consulting gigs come through someone telling someone else about you and your expertise.  This talking about you constitutes a...

Every strong consulting practice maintains a strong pipeline of prospects so that new work is always pending and closing.  As this new work layers on top of your existing client work, you can...