Finding Clients

From Zero to Six Figures: Lessons from Landing My First Consulting Client

October 16, 2024 · Bradley Jacobs

As a fractional executive or independent consultant, landing your first client can be a pivotal moment in your career. It's a step that's often fraught with uncertainty, self-doubt, and the fear of rejection. But as my personal experience shows, taking that leap can lead to life-changing opportunities. This week, I'm sharing the story of how I landed my first consulting client and the lessons I learned along the way.

The Power of Simple Outreach

My journey began with a simple LinkedIn outreach. After leaving my position at Uber, I reached out to 12 companies in my network, expressing my availability for part-time work. The message was straightforward:

"I've now left Uber and I'm open to part-time work. I'm looking for a part-time opportunity and I'm happy to help out, given my Uber experience. Let me know if there's potential here."

This simple act of putting myself out there led to a response from one company, which eventually became my first client. The lesson? Sometimes, the most significant opportunities come from the simplest actions.

5 Key Takeaways from My First Client Experience

The Power of Outreach Sending those 12 messages cost me nothing but a few minutes of my time. Yet, it resulted in an opportunity that changed the course of my career. Don't let the fear of rejection paralyze you. Remember, you miss 100% of the shots you don't take.
Pricing with Confidence I had no idea what to charge initially. I did some calculations based on my previous salary and benefits at Uber, then added a significant premium. I proposed $278 per hour, which felt like a huge number at the time. The client countered with $250 per hour, which I accepted. The lesson? Don't be afraid to ask for what you think you're worth. If the client accepts immediately, you've likely underpriced yourself. A counteroffer usually means you've hit the right ballpark.
The Power of a Specific Niche My experience launching Uber Eats in Miami and Milan made me uniquely qualified for this client's needs. They were a self-driving company looking to launch a food delivery marketplace. This perfect alignment allowed me to command a premium rate. As a consultant, the more specific your niche, the more valuable you become to the right client. Instead of positioning yourself as a general "operations person," focus on your unique expertise.
Curiosity as a Sales Technique During the sales process, I focused on being genuinely curious about the client's challenges, resources, and goals. This approach allowed me to tailor my proposal precisely to their needs and demonstrate my expertise through the questions I asked. Selling isn't about pitching; it's about understanding the client's problem in detail and positioning yourself as the solution.
There's No "Right" Way to Consult One of the beauties of consulting is the flexibility it offers. You can structure your work and compensation in various ways to suit your goals and lifestyle. However, there are some best practices to keep in mind:
- Consider value-based pricing or monthly retainers instead of hourly rates. This aligns your incentives with the client's and encourages efficiency.
- If accepting equity, negotiate favorable terms. For instance, I negotiated a 10-year window to exercise my stock options instead of the standard 30-90 days.

The Outcome: A Life-Changing Opportunity

This first client engagement was transformative. I went from a low six-figure salary at Uber to earning the equivalent of well over $200,000 per year, working only 25 hours a week. Moreover, I was able to focus on the strategic aspects of the work, avoiding the "grunt work" that often comes with full-time roles.

This experience not only provided financial benefits but also ignited my passion for fractional work. It led me to build my own business and eventually found Mylance, a platform dedicated to supporting other fractional executives.

Embrace the Journey

Landing your first client as a fractional executive or consultant can be daunting, but it's also an incredible opportunity for growth and transformation. Don't let fear hold you back. Be willing to put yourself out there, price your services confidently, leverage your unique expertise, and approach potential clients with genuine curiosity.

Remember, every successful consultant started with their first client. Your next outreach could be the one that changes everything. So, what are you waiting for? Take that first step today.

Whether you're just starting out or looking to grow your existing consulting business, resources are available to support you. At Mylance, we offer a free community with a rates database, workshops, templates, and more. We also provide done-for-you lead generation services to take the marketing burden off your plate.

Your journey to a successful consulting career begins with a single step. Make that step today, and who knows where it might lead you?

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