On Finding Direction in Your Consulting Business

A consulting business without a clear direction is like a house without a blueprint. It might hold together for a while, but eventually, cracks will show. Many consultants assume they’ll figure things out as they go, but without a structured plan, they fall into the same traps - unpredictable revenue, chaotic workloads, and scattered marketing that doesn’t bring in the right clients.

This lack of structure affects everything. If you don’t set clear financial goals, you’ll keep underpricing your work and wondering why you’re not making enough. If you don’t decide on your ideal workload, you’ll take on too much and burn out - or too little and struggle financially. And if you don’t define your business model, you’ll waste time pursuing clients who don’t fit, instead of building a firm that works for you.

The solution is simple: Write down a one-page consultancy concept that answers three key questions.

• The Big Picture: What do you actually want? Define your financial targets, workload, and business model - do you want a flexible solo practice, or are you building a firm that scales?
• The Critical Numbers: How much do you need to earn? What’s your minimum project size? How many hours per week can you realistically work without burning out?
• The Revenue Blueprint: How will you reach your income goals? Do you focus on a few high-paying clients or many smaller engagements? What does your ideal client roster look like?

Without these answers, your business will always feel like a moving target - always changing, always slightly off-balance. But once you define them, decision-making becomes easier. You’ll know when to say yes, when to say no, and how to set yourself up for long-term success.

Too many consultants waste years figuring this out the hard way. Take an hour to define these key elements now, and you’ll save yourself frustration, uncertainty, and lost income. If you want a structured way to do this, get the free templates here.

Clarity is the antidote to anxiety, and therefore clarity is the preoccupation of the effective leader. If you do nothing else as a leader, be clear.

Marcus Buckingham, "The One Thing You Need to Know"

65% of consultancy owners would like to be doing more of strategy in a typical month. We all intuitively know how the lack of focus and clarity hold our businesses back. It helps to have external support and accountability to make it happen.

Source: BenchPress - Benchmarks for Consulting Businesses (2020/2021)

Are you running your consulting business with intention, or are you just reacting to whatever opportunities come your way?

If you’re not sure, start by documenting your consultancy concept.