How I Got My First Consulting Client: A Journey of Reinvention and Chance

Reinvention is a common theme among many consultants, and my journey is no exception.

Over the years, I've transformed my career multiple times, each shift marked by new challenges, insights, and growth.

From running a traditional sales training business for SMEs and corporates to transitioning into a productized consulting model for enterprise technology and SaaS companies, the path has been anything but linear.

Eventually, I found myself consulting consultants - a journey that began almost by chance but became a defining moment in my career.

A Turning Point: Change, Challenges, and New Beginnings

There came a point when the grind of constant travel, coupled with personal changes, led me to reevaluate my direction. Living on the south coast of England post-divorce, I was at a crossroads.

My consulting to Enterprise Tech & SaaS with it's travel, endless workshops and increasingly younger audiences, no longer resonated with me. I yearned for work that aligned more with my values, interests, and lifestyle.

As fate would have it, I was also exploring a move back to my home town of Cardiff for personal reasons. Around this time (2008/9), I had been actively engaging on Twitter sharing insights, connecting with professionals, and participating in industry discussions.

While social media has its pitfalls, this created a chain of events that there was no way of predicting.

The Chance Encounter That Sparked a New Chapter

An energy consulting company based in Cardiff (my home town) reached out via Twitter. They had noticed my posts and saw potential alignment with their needs. I had no track record or case studies of working with consultants, but the MD just liked my style.

I'd love to say that It was a perfect storm of timing and opportunity but it wasn't.

I'd just agreed to help a connection sail a yacht from Panama to Australia, which would take me out of client work for a few months. I was planning on returning back to Cardiff after that.

Although we had never met, our initial conversations revealed shared interests and mutual respect. This led to my first role consulting consultants, which began as an interim engagement - once I had returned from my sailing adventure.

A few months later when I got to work, my focus was to audit their processes, leveraging my expertise in building sales and business development systems.

I quickly realised their systems and strategies were outdated compared to the tools and methodologies available in the tech and SaaS world I was used to. With a fresh perspective, I could immediately provide value, not by reinventing the wheel, but by adapting proven strategies to their specific needs.

The company exited a few years later as part of an Industry roll up by the acquirer. I can't go into details but of all the companies acquired, the one I worked on had the highest multiplier - partly due to the systems we had in place.

Beyond Work: Finding the Right People and Environment

This experience taught me something unexpected but crucial: working with the right people is as important as the work itself.

My new clients shared my outlook on life and work. They were the kind of people I could envision mountain biking or hiking with - relationships that extended beyond the boardroom.

This dynamic was refreshing after years of corporate consulting, where engagements often felt transactional. The synergy I found with this team reminded me why I entered consulting in the first place: to create meaningful change alongside like-minded individuals.

The First Client Is Just the Start

For many consultants, landing that first client is seen as the ultimate milestone. But I've learned that the real challenge lies in securing the third, fourth, and fifth clients. Many consultants hit the '18 month death wall' where the easy first and second client don't ever lead to the harder fourth and fifth - often leading to a return to employment.

It's easy to rest on the confidence of initial success, but long-term growth demands consistency in business development - a lesson I emphasise to aspiring consultants.

While my first consulting client came about through complete chance and timing, the systems and relationships I built thereafter ensured continued success.

And that's the message I hope others take away: the first step might be accidental, but sustainable success is intentional.

Final Thoughts

If you're at the start of your consulting journey, remember this: connections matter. Whether it's through social media, professional networks, or chance encounters, be open to opportunities that align with your skills and values.

But don't stop there. Build systems, nurture relationships, and stay focused on creating value.

The first client opens the door, but it's your strategy and execution that keep you moving forward.

The most important question is - where will client number 3, 4 or 5 come from.

You now have 3 choices ahead of you:

DECISION #1: Do nothing. Surely you wouldn't do that if you've read this entire post.

DECISION #2: Take bold decisive action. If you want personal help to shortcut your time to revenue on the things I discuss in this post then schedule a call with me. I'll work out your 'shoot for the moon' position and give you some level of clarity on a challenge you are facing or a goal you want to attain.

DECISION #3: Dip your toe in the water. Sometimes small steps provide momentum. Upgrade to a paid membership and get instant access to training courses, support, and the huge value of having me on your team.