March 25, 2026

How many clients do you really need?

As a solo consultant, how many clients could you realistically handle in a given year?

Five?

Ten?

Back when I was doing mobile strategy consulting, I started to feel too busy if I had more than five or six in a year.

That’s not a lot of clients.

So the question becomes:

Why do so many consultants feel like they would go out of business if they focused on a niche that “only” had, like, ten thousand potential clients?

Here’s the thing...

It’s SO MUCH easier to become a recognized expert to a smaller, connected group of potential clients than it is to become a globally recognized expert.

This seems self-evident to me, but The Positioning Fear Reflex is a powerful thing.

Yours,

—J

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