July 19, 2025
What consultants DO need
In my last message, I asserted that you don’t really need a website to get started in consulting.
A few smart cookies here on the list anticipated where I was going with this line of thinking...
Longtime list member Robert Friedman said it best (shared with permission):
JS
What you need is SOMETHING that:
- Identifies your ideal customers
- Defines the most important problem you solve for them
- Demonstrates the result they get when the problem is solved
- Provides proof that you’ve actually done it for people who have gotten good results
- Explains enough about your process that a smart client feels you’re not pedaling snake oil
- Tells clients what you stand for and believe
Without those things written down you’re going to work A LOT harder to get business and get ignored by people that you want to work with.
So, define “need.” ;)
RF
Thanks, RF!
Yep, I agree.
It’s really important to have this list of items worked out.
Sometimes building a website will force you to answer these questions and gather these materials.
But a quick look at most consulting websites will reveal that it’s not particularly common.
Yours,
—J