Who is the one person your consulting firm needs to serve?
Long-time readers (and even short time readers) know that consulting Rule #1 is…
Consulting isn’t about YOU, it’s about THEM—your prospects and clients.
However, while your consulting firm needs to attract and create value for your clients, it doesn’t serve them. The person your consulting firm needs to serve is…
Your pastry chef. You!
Because, while the act of consulting—winning engagements, creating value—is about THEM, the business is meant to support you and your dreams.
Too many consulting firm leaders are servants of their firm rather than the other way around.
What was your reason for starting (or joining) your firm? You lead a consulting firm because…?
What is your Why?
(If your consulting firm is owned or led by multiple people, it’s essential to understand how your firm serves each of you, and to reconcile divergent purposes.)
Many consultants don’t have a strong Why. They fell into consulting backwards because they were out of a job or received an opportunity to moonlight. Their starting Why was to cover their living expenses.
Even consulting firm leaders who started their practice with a strong Why can lose sight of it amidst the pervasive pressure to grow for growth’s sake.
It can be difficult to hold onto your purpose in the face of “gurus” who speak disparagingly about lifestyle businesses.
To help remind you of your Why, my team and I assembled a couple of dozen ways that our clients’ firms serve them.
The kaleidoscope of aspirations across clients is truly remarkable and inspiring; however, we narrowed the list down to the 10 Whys shared below.
Your Why doesn’t have to match mine or any other reader’s. There’s no correct Why. There’s only the Why that serves you.
10 Ways Your Consulting Firm Can Serve You
Solve Interesting Problems
Change the World, Make an Impact
Gain Recognition and Renown
Create Generational Wealth
Meet Interesting People
Build a Legacy
Enjoy Time Off
Grow and Learn
Fund the “Real” Dream (e.g., a Scalable, Software Company)
The ten Whys above are not mutually exclusive, of course. Your Why can be multi-dimensional.
Why do YOU lead your firm?
How do you want your consulting firm serve you?
Text and images are © 2024 David A. Fields, all rights reserved.