How It Starts

⏰ Today in 5 minutes or less:

• Your first gig isn’t about the paycheck. It’s about building a case study.

• Leverage your network. They’ll bring you to an important first project.

• Documentation is important, especially for your case study.

Getting Over the Wall: Your First Engagement

Finding that first client is a huge wall for new indie consultants. 

Your first project feels a lot like being in a Tough Mudder race: you need to climb that wall and hurl yourself over to get to the other side. 

But there’s always something that stands in the way of finding that first gig for many indie consultants – whether it’s waiting for a job with big bucks, fear of rejection, or lack of confidence.

All reasons are valid, but you’ll never end the race without swallowing some hard truths yet still taking the first step. 

The reality? Your initial gig isn’t about the paycheck, it's about creating a stellar case study. 

I treated my first project as the launchpad to jumpstart my career, and here's how it went. 

My First Job as an Indie Consultant

After I took the leap to indie consulting, the next step was to find my first client. This is where I put my network to use – I pulled up my database and called everyone I know. 

After a few calls, I connected with a former boss and ended up in a discussion about a new project. 

He had moved on to a VC-backed startup that was developing proprietary technology that would make wireless charging for phones, tablets, and even EVs possible. 

Ten years ago, this was revolutionary. Now, you place your phone on a pad and it charges. 

This technology was competing to set a standard for how wireless charging would work in different types of consumer products. Just like how Betamax and VHS competed to be the standard for video. 

Here’s where I came in: I developed a pricing strategy that would advantage their tech and set it on the course to be the de facto industry standard. 

But since they had small dollars, they were only able to offer me $6,000 for 6 weeks – and I talked them up from $4,000.  

This was way below my pay grade at the time. 

I still accepted the job without thinking about the money – I was quite naive about what I should be paid. 

But I wanted to take that first step and start consulting independently. 

The Takeaways for You, New Indies

For me, the dollars didn't matter – the story and experience did. 

I ended up working for this first client for 8 weeks, but I left with a case study and a recommendation. 

What’s my advice for indie consultants trying to get over the first wall? 

Don’t worry about the money, worry about the network and the experience instead. 

I got over the wall in three steps and had a great career out of it: 

1. Call everyone you had a great working relationship in the past. Tell them your story and ask them for feedback about what you’re doing independently. 

2. From that, find anywhere you can tell your story to. It might not be your ideal first job, but it will be your gateway to better opportunities. 

3. Once you land that first client, do a great job and document it. Make sure that after the first project, you will move forward with a new story to tell.  

So, pick up the phone, leverage your network, do the nitty gritty work, and build that rock-solid case study. The money will follow. 

Trust me – been there, done that. 

Consultants, Thank You for Your Service

Some call it laziness. I call it operational efficiency. 

Who else is a huge fan of the ‘Align Middle’ function in PowerPoint? 

colorsofhersuccess

View more on Instagram

Remember, the path to success is paved with continuous learning and embracing fresh perspectives.

Let's stay connected, share ideas, and elevate your consulting business.

Stay curious, friends.

The 2×2 is brought to you by Keenan Reid Strategies

Having trouble viewing this email? Check out this and past issues on our website.

Was this newsletter forwarded? Someone is looking out for you. You should definitely subscribe!