How a value-centred approach energises an independent consultant

An independent consultant once joked with me that he spent 75% of his time marketing, 50% of his time delivering and 25% of his time doing admin. The total summed up his overwhelmed life.

Guess which of these slices he since reduced? Today, he earns double the revenue that he earned when we started working together… in fewer hours of work. The key to this shift lies in articulating the outstanding value that a consultant provides their client.

In today’s marketplace, professional life takes real energy and stamina. It’s not just a question of getting the strategy right; it’s also important to energise business-development, so that it can be done in less time. To do so, energy (and focus) is just as important as strategy.

Since 1998, I have coached over 650 professionals, many of whom have achieved dramatic increases in revenue, working fewer hours. I am also a co-founder of the European Forum of Independent Professionals, that campaigns across Europe for better trading conditions for freelancers.

By working together, we build skills, confidence and energy from week to week. In particular, we work on dialogue-skills, such as story-telling, as this often determines a professional credibility as well as fees.

Courage is equally important. As Churchill said, “Courage is rightly esteemed the first of human qualities… because it is the quality which guarantees all others.”