From Blogs to Big Clients: Richard Millington's Consultancy Journey

In this episode, I interview Richard Millington, founder of FeverBee. Richard shares his journey of building business development through strategic content creation.

Show Notes

00:00 Welcome to the Consultants Growth Playbook

00:42 The Power of Trust and Content in Business Development

01:44 Richard's Journey with FeverBee

03:24 The Evolution of Content Strategy

04:11 Building a Niche Audience

05:38 The Humble Beginnings of FeverBee

07:25 Intentionality and Luck in Business

09:43 Transitioning from Blogging to Consulting

13:03 Creating Opportunities and Adapting to Market Needs

15:34 Balancing Content Creation and Client Work

18:15 Creating a Course Before Writing a Book

20:08 Lessons from Writing Multiple Books

24:04 Balancing Frugality and Investment

25:29 Advice for New Consultants

28:55 Innovative Content Creation

34:30 Final Thoughts

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Building a Consulting Practice Through Strategic Content

In an era where attention is increasingly scarce, building a successful consulting practice requires more than just expertise — it demands trust.

The Power of Targeted Content

"Content plays a big part in trust," Richard explains. "But it's about creating the right kind of content, earning the trust of people that want to hear from you."

This approach has helped him build a consultancy generating over £6 million since 2010, working with some of the world's largest companies.

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Focus on Your Core Audience

"I want to work with the top enterprise companies in the world. There's around 500 people who I need to know who I am and trust me." Rather than chasing broad appeal, his content addresses specific challenges these decision-makers face.

The Content Creation Process

Richard maintains a disciplined approach:

Early morning writing (7:30 AM) for personal blog content

Mid-morning work on FeverBee content

Afternoons dedicated to client work

"Most consultants can do it if they manage their time well."

Leveraging Books To Get Consulting Clients

Richard has published three books, each serving different strategic purposes:

First book: Filled a market gap for practical community management

Second book: Strategic tool to interview potential clients

Third book: Traditional publishing for broader reach

"People that won't give you the time of day for a sales call will give you an hour of their time if they're going to appear in a book."

Evolution of Content Strategy

Today's successful content needs to be:

More engaging and entertaining

Built around unique perspectives

Delivered through multiple channels

Consistently valuable to a specific audience

"We can't be boring anymore."

Starting Out Today

For consultants starting today:

Build an audience before making the jump to consulting

Test ideas and messaging through content

Find your unique medium and voice

Start creating, even if it's not perfect

"When no one is following you to begin with, there's no judgment. You should take advantage of that obscurity to test ideas."

Investment and Growth

"Being too frugal with money, 100 percent" held him back initially. Strategic spending can accelerate growth.

This connects to building a consulting marketing system and growth strategies for boutique consultancies. Get in touch to develop your content strategy.