To get started in the field of business consulting, the following suggestions can be very helpful. Certain initiatives and precautions will better guide the foray into this business.
The business consulting business covers a wide range of specialties. Regardless of the activity in which it is applied, certain common aspects must be taken into account to start, maintain and grow in this field.
Focus the business axis: Despite the fact that a considerable volume of business is concentrated by large consulting companies, it is still viable for individual consultants or small companies to bet on specific niches. In this sense: "You start with great enthusiasm and you make the mistake of wanting to cover too much, until you realize that you have to focus, focus more on the business axis and act on more specific clients".
Differentiate yourself from others: A solo entrepreneur, or a small consultancy, can differentiate themselves with a more personalized and good quality service. It will be important to investigate what are the gaps left by large companies and, from there, offer products to customers, even in traditional niches such as communications and marketing.
Do not neglect the initial investment: There are those who think that to have a consultancy it is enough to have a computer, internet access and a cell phone. It's not like that. It is necessary to develop a brand, have a presence on the web, generate a corporate image and subscribe to specialized publications, among other initiatives.
Do not build the house on the roof: Unlike other sectors, in the consulting business the entry of inexperienced entrepreneurs without previous contacts is not advisable. It is important to convey credibility to potential clients based on experience.
"Starting only with the brand and the office, and then starting the search for clients, is a mistake that I would not advise anyone. It is necessary and advisable to start the activity with a minimum contact portfolio, and grow in parallel to your possibilities.
Read also: Differences between consulting and auditing
Do not neglect marketing: This aspect does not imply carrying out an expensive campaign. For example, simple word of mouth recommendations can be critical. Based on them, many client portfolios have been built and increased. Guerrilla marketing can also be employed by asking other clients for referrals, generating leads via email, and developing an engaging website.
Participate in sector events: You have to be extremely attentive to forums, seminars, congresses and any type of event in which potential clients participate. You have to be noticed by them by actively participating; and if it is as an exhibitor, much better.
Partner with other entrepreneurs or large consultants: Sometimes, due to the size of the company, it is not possible to undertake a specific consultancy that demands many man-hours of work. For these cases, it is advisable to associate with other entrepreneurs and carry out a shared work. Another option is to be outsourced by a larger company, to cover some specific aspects that the large consultancy does not cover.
Do not bet on the price factor: The fees and prices to be set must be based on what is offered: a quality service that adds value to the client. They must understand that opting for a lower-priced service would imply a less efficient service.
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