I was talking about you yesterday evening. During a delightful (if salty) Greek dinner with another successful consultant, we were talking about your consulting business and what’s holding you back.
During the fish course, I said: You know what the number one challenge is that prevents independent consultants from achieving more success? It’s…
…the inability to let go. Yep. The one, simple, “must do” to double or triple your business isn’t doing anything new. It’s not doing what you’re doing already.
Let me give a handful of examples to get you started, then please add on.
Low Paying Clients
As long as you hold on to your low-paying clients, you won’t have room (or enough motivation) to land high-paying clients. Let go of your legacy clients and make space for bigger fish.
As long as you cling tightly to what you’ve done in the past, you have no chance to develop offerings that the market is clamoring to buy now and in the future. Let go of what you think you did five, 10 and 15 years ago. File those ideas in the mementos folder with the cute card your child made for you in third grade. Listen to the market now.
While you assiduously protect your pride, you’ll avoid the risk of penning articles perceived as pedantic or espousing opinions people could laugh at or proposing solutions that could get summarily rejected. Of course, protecting your pride also crushes your brilliant articles, inspiring speeches and breakthrough solutions.
Let go of your ego, and by giving yourself space to fail spectacularly, give yourself room to excel.
The tasks you take on every day (or week) are a tourniquet on your scalability. Let go of 90% of those tasks and give them to other people to do. Let go of your view of how those tasks “should” be done and focus on a few, core tasks that actually build your business.
The resources (especially money) you guard jealously will work on your behalf if you free them from your iron grip. Let go of some cash. Spend on marketing, on a mentor, on an assistant, on a bookkeeper, on learning how to be a better consultant, on ethnic dinners with smart colleagues.
Yes, I know you’re already dishing out a few bucks. Spend more. If you don’t invest in yourself and your business, you certainly won’t see any return!
What else do you think consultants can let go of to grow their business?
Text and images are © 2020 David A. Fields, all rights reserved.