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Mastering How to Start a Consulting Business: A Step-by-Step Strategy Guide

Are you ready to leverage your expertise and launch your own consulting business? This article is a straightforward guide on how to start a consulting business, designed to navigate you through the essentials: from identifying your niche to acquiring your first client.

With practical steps and expert insights, you’ll gain clarity on crafting your business blueprint, setting competitive rates, and developing effective marketing strategies—everything you need to turn your specialised knowledge into a successful consultancy.


  1. Defining Your Consulting Expertise
  2. Crafting Your Business Blueprint
  3. Pricing Your Consulting Services
  4. Developing a Marketing Strategy
  5. Launching Your Consulting Operations
  6. Scaling Your Consulting Business
  7. Summary
  8. Frequently Asked Questions

Key Takeaways

  • Launching a consulting business begins with identifying one’s strengths, assessing market demands, and choosing a profitable niche that aligns with personal expertise and passion, while considering industry trends and client needs.
  • A successful consulting business requires a solid blueprint which includes selecting an appropriate business model, developing a comprehensive business plan, and attending to legal and financial formalities to ensure compliance and separate personal and business finances.
  • Attracting and retaining clients in consulting involves setting competitive rates based on various pricing models, formulating a robust marketing strategy that targets ideal client personas, and managing relationships and projects effectively for trust and loyalty.
Consultancy Deal

Defining Your Consulting Expertise

Consulting is all about being an expert in a particular field and using that expertise to help consulting businesses enhance and grow. Whether it’s human resources consulting, technology consulting, working as an IT consultant, or as a certified management consultant, the opportunities are vast in the consulting industry.

The initial step in launching a consulting business involves:

  1. Defining your area of expertise

  2. Identifying your strengths

  3. Researching market demands

  4. Choosing a profitable niche to focus on

Identifying Your Strengths

The journey towards becoming a consultant begins with a deep dive into self-assessment. Recognising your strengths and determining your area of expertise is pivotal. For example, if you have been immersed in the field of human resources consulting throughout your career and have a strong passion for creating content, then being an HR consultant could be the ideal path for you.

However, it’s not just about assessing what you’re good at. Assessing any weaknesses or skill gaps that may be present is also a vital part of the process. This allows you to improve upon them and eventually turn them into your strengths. Remember, your strengths and skills are your biggest selling points as a consultant.

How to get started when it feels like you have no ideas. Read more

Researching Market Demands

Grasping market needs and industry trends is a significant move in shaping your consulting expertise. If a consulting service cannot address the issues businesses face, it may struggle to succeed and attract potential clients. It is therefore important to research and understand the current market demands and the industries in which consultants are commonly hired.

Industries such as finance, technology, human resources, and business management often hire management consultants. To understand the specific challenges these industries face, leverage your network and inquire about the obstacles they encounter in achieving short and long-term objectives. This can help you understand the strategies used by successful consulting firms and shape your consulting services accordingly.

Choosing a Profitable Niche

Selecting a profitable niche is an essential step when kickstarting a consulting business. This involves selecting a specific area of expertise and ensuring a demand for services in that field. Examples of niches in consulting include:

  • Green living

  • Human resources

  • Career consulting

  • Public relations

When choosing a niche, it is important to consider an industry that aligns with your expertise and presents a consistent demand or emerging opportunities.

However, identifying a profitable niche is not just about market trends and demand. It’s also about passion. Your interest in a niche is crucial in ensuring your passion for helping clients in that specific area, which significantly contributes to your overall success and satisfaction. For instance, if you have a strong interest in human resources consulting, you are more likely to excel in that field.

business blueprint

Crafting Your Business Blueprint

After pinpointing your expertise and selecting a niche, the subsequent stage in constructing a prosperous consulting business involves:

  1. Developing a business blueprint
  2. Selecting a business model that suits your lifestyle and goals
  3. Creating a comprehensive business plan
  4. Handling legal and financial formalities

This blueprint serves as the foundation of your profitable consulting business, guiding every decision you make in your own business.

Selecting a Business Model

Choosing the appropriate business model for your consulting business is essential because it should align with your lifestyle while enabling the profitability of your business. Consultants have various business models to choose from, including hourly rates, project-based fees, and retainers. Each model presents distinct levels of customisation, profitability, and flexibility, which can help you attract clients more effectively.

The business model you choose should support your goals, lifestyle, and growth plans. For example, the solo consulting model offers a streamlined, profitable, and adaptable business structure. However, it may not be suitable for individuals looking to sell their business, and revenue generation can be difficult if the consultant ceases to work. Therefore, it is crucial to consider these factors when selecting a business model.

Building a Comprehensive Business Plan

An all-encompassing business plan serves as the foundation of any prosperous consulting business. It outlines:

  • Your value proposition
  • Target market
  • Competitive analysis
  • Financial projections

This plan guides your business decisions and helps you track your progress. It also serves as a roadmap to help you navigate your journey in the consulting industry.

The components of a comprehensive business plan for a consulting business encompass:

  • Goals
  • Strategies
  • Services
  • Market analysis
  • Financial projections
  • Operational details
  • Executive summary
  • Company overview
  • Target audience
  • Leadership bios
  • Operational structure

Each of these components plays an integral role in your business plan and should be carefully crafted to accurately represent your consulting business.

Download Sleek’s Free Business Plan Template. Read More

Handling Legal and Financial Formalities

As a consultant, it’s imperative to manage legal and financial formalities meticulously. This includes:

  • Registering your consulting business with the State.

  • Opening a business bank account

  • Ensuring compliance with legal and tax requirements

While incorporation is not mandatory, operating as a sole proprietor means that all income and losses are reported on your personal tax return, which may have tax and liability implications.

Another common challenge that new consultants often encounter is the need to separate personal finances from business finances. Maintaining a separate business bank account can streamline financial management and tax preparation. It is always advisable to engage professional advisors, such as accountants and lawyers, who possess a deep understanding of small businesses, to save time, avoid legal complications, and ensure adherence to all tax requirements.

Pricing Your Consulting Services

Setting the cost of your consulting services is a vital move in constructing your consulting business. The pricing strategy you choose can significantly impact your ability to attract and retain clients, as well as your profitability.

It is therefore important to understand the different pricing models and set competitive rates that reflect the value you provide to your clients.

Understanding Pricing Models

There are several pricing models that consultants can use, including:

  • Hourly rates: billing clients based on the hours worked. For beginners, it is often advised to calculate their consulting rates by doubling their hourly fee from their day job to accommodate the time spent on acquiring new business.

  • Project-based fees: charging a fixed fee for a specific project or deliverable.

  • Retainers: charging a monthly fee for ongoing services or availability.

The project-based approach involves charging clients a set fee for the entire project. The primary benefit of this model is that clients have clarity on the upfront cost, which can be more appealing than fluctuating hourly billing.

On the other hand, the retainer model involves billing the client on a monthly basis with the goal of delivering substantial value throughout the retainer period.

Setting Competitive Rates

Setting competitive rates for your consulting services requires a careful consideration of several factors. These include:

  • Your expertise

  • Market research outcomes

  • Estimated value

  • Income goals

  • Expenses

  • Time

  • Competitors’ rates

  • Historic rates or salary

  • Specific expertise

It is advisable to use industry averages as a benchmark and adjust fees based on expertise and experience to maximise profitability.

Conducting a competitor analysis is another crucial step in setting competitive rates. This involves identifying and categorising competitors, collecting pricing information, and analysing competitors’ rates and pricing strategies. Understanding how your rates compare to your competitors can give you a competitive edge in the market and help you attract more clients.

concept studio

Developing a Marketing Strategy

Marketing holds a central position in determining the success of a consulting business. An effective marketing strategy, guided by a marketing consultant, can help you attract and retain clients, increase your market visibility, and ultimately drive your business growth.

This involves identifying your ideal clients, building a strong online presence, and focusing on networking and relationship building.

Identifying Your Ideal Clients

Identifying your perfect clients is vital for your marketing activities. This involves defining their characteristics and establishing criteria for collaboration. For instance, your ideal clients’ demographics such as age, industry, profession, gender, and geographic region are important factors to consider. However, it’s not just about demographics. Psychographics such as client values, interests, lifestyle, and behavior are equally important.

Creating a client persona is another essential step in identifying your ideal clients. A client persona is a comprehensive profile of your ideal client, including:

  • demographics

  • needs

  • pain points

  • goals

  • preferences

This persona guides your marketing messaging, content, and sales approaches, allowing you to effectively attract and serve your target clients.

Building a Strong Online Presence

In the current digital era, maintaining a robust online presence is indispensable for businesses. A professional consulting website should include key components such as:

  • Human interaction

  • Trust

  • Validation

  • Clear call to actions

  • A contact page

Social media platforms also play a crucial role in building your online presence. Platforms like YouTube, Snapchat, TikTok, Instagram, LinkedIn, Facebook, and Twitter are effective tools for showcasing your expertise, connecting with clients, and attracting potential clients. However, simply having an online presence isn’t enough. It’s equally important to actively engage with your audience, share valuable content, and consistently build your authority in your field.

Networking and Relationship Building

Networking is a fundamental component in constructing a fruitful consulting business. It provides opportunities to meet new people, establish professional connections, and cultivate relationships that can result in client referrals and trusted partnerships. Industry events, for instance, offer opportunities for social interactions and professional connections that can play a pivotal role in the expansion of your business.

Building relationships is equally important. Maintaining regular communication with clients and offering additional value such as valuable information and preemptive solutions can foster trust and loyalty. This not only helps in securing consulting work but also creates positive, enduring relationships that are crucial for the success of your consulting business.

Launching Your Consulting Operations

After delineating your expertise, developing your business blueprint, pricing your services, and formulating a marketing strategy, it’s now time to kick off your consulting operations. This involves equipping your consulting firm with the necessary tools and equipment, and managing projects and client relationships effectively.

Equipping Your Consulting Firm

Establishing your consulting firm necessitates an investment in indispensable tools, software, and equipment. This includes office equipment items like paper, pens, pencils, notebooks, post-it notes, furniture, business printers, and collaboration tools. These items play a crucial role in your day-to-day operations and can greatly enhance productivity.

In addition, the use of business consulting software can optimise operations by facilitating effective management of clients, projects, and resources. Some productivity tools that can transform your consultancy through improved client relationships and increased efficiency include:

  • Slack

  • Calendly

  • Google Workspace

  • Zapier

Managing Projects and Client Relationships

Effectively controlling projects and client relationships is central to the success of your consulting venture. This involves implementing project management best practices such as:

  • Integrating project management with proposal creation

  • Clearly defining project scope

  • Maximising reuse of resources

  • Maintaining a centralised repository for project information

Building strong relationships with clients is equally important. Here are some strategies to consider:

  • Regular communication

  • Providing additional value

  • Showing a genuine interest in the client’s success

  • Utilising a CRM system to meticulously track client information and interactions

These strategies can help foster trust and loyalty and effectively manage client relationships.

Scaling Your Consulting Business

As your consulting venture expands, it might be necessary to contemplate scaling your operations. This involves diversifying your service offerings and hiring support staff or collaborators as needed.

Scaling your business not only increases your profitability but also helps in maintaining the quality of your services.

Diversifying Your Service Offerings

Expanding your service offerings can contribute to building a scalable business, creating a valuable asset, and reducing your involvement in daily operations. This can be achieved by identifying new services to offer based on client needs, introducing related products or services, and partnering with other experts or businesses.

However, diversifying your service offerings also comes with potential drawbacks. It’s important to weigh the trade-off between scalability and personalisation, and develop a strategic plan for staff management and training to maintain consistent quality during the scaling process.

Hiring Support Staff or Collaborators

As your consulting venture expands, you could realise that the workload surpasses your ability to handle alone. In such cases, hiring support staff or collaborating with other professionals can be a viable solution. Bringing in support staff can alleviate the burden of time-consuming tasks, allowing you to concentrate on essential consulting duties.

However, hiring support staff or collaborators comes with its own set of challenges, such as managing or training people to deliver your productised service. Therefore, it is crucial to develop a strategic plan for staff management and training to ensure a smooth scaling process.


Starting your own consulting business is a journey filled with opportunities and challenges. By defining your consulting expertise, crafting a business blueprint, setting competitive prices, developing a marketing strategy, launching your operations, and planning for scaling, you are positioning yourself for success in the consulting industry. It’s a journey that requires dedication, passion, and continuous learning. But with the right strategies in place, you can turn your dream of financial independence and making a real impact in organisations into reality.

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Frequently Asked Questions

How do I start a small consulting business?

You can start a small consulting business by researching certifications, setting consulting fees, creating a business plan, and setting up a marketing plan. These steps will help you attract clients and manage your finances effectively.

How do I start consulting in Australia?

To start consulting in Australia, ensure you have the proper qualifications and licences, create a business plan, register your business, and obtain necessary legal documents. A well-organised business plan will help with goal-setting and financial planning.

Is starting a consulting business profitable?

Yes, starting a consulting business can be profitable if you can provide unique and effective solutions, utilise technology for efficiency, and implement a strong marketing plan to attract and retain clients.

How can I identify my consulting strengths?

Start by conducting a thorough self-assessment of your skills, experience, and passion in your field to identify your consulting strengths. This will provide valuable insights into your unique abilities.

What factors should I consider when selecting a consulting business model?

Consider your work style, work-life balance, and potential for business growth when selecting a consulting business model. These factors will help you choose a model that aligns with your professional and personal goals.

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Disclaimer: The information on this website is intended for general informational purposes only and may not be specifically relevant to everyone’s personal situation. It should not be considered financial advice or a substitute for professional tax or accounting advice. Each individual’s circumstances are unique, and laws can vary. For tailored advice, please consult a qualified professional. Contact Sleek for further information on how we can help you.

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