Set Up and Stand Out

⏰ Today in 5 minutes or less:

• Looking to go indie? Fake it ‘til you make it.

• Clients want someone who can help them solve their problem - a master of their niche.

• Your first project has ONE purpose only - a stellar case study.

How I Left the Corporate World and Built a Real Business

Going indie was one thing. Making it last was another.  

If you decide that this path is for you, then you’re already way ahead of the other people hesitating at the starting line.

But now, the real challenge starts: how can you land that first client and build a business that lasts? 

The next phase isn’t about scrambling for projects – it’s about how I built the foundations and turned my practice into a real business, not just a one-time gig. 

Here’s how I made sure that my business isn’t just viable, but built to last. 

A Quick Recap of the First Three Chapters 

Going independent wasn’t just about leaving a job – it was about creating a life with autonomy, flexibility, and more importantly, job satisfaction.  

Of course, it wasn’t all smooth sailing. 

The first few months were a mix of excitement and chaos. But looking back, a few key moves made all the difference. 

Before we head into the next chapters of my transition to indie consulting, I suggest reading the first part of this article. 

To recap: 

• Chapter One was being ready – personally, financially, and socially. 

• Chapter Two was knowing what you’re getting into. Goodbye, steady paycheck. Hello, total control. 

• Chapter Three was getting ready for launch – laying the groundwork with your network and running your finances like a business. 

That was the starting line, and now the real challenge starts. 

The Early Days: How to Define a Niche and Land a Client

So, you’ve made the leap and now you’re an indie. What’s next? 

In my case, the next challenge was getting the business off the ground. 

Independent consulting doesn’t start with a full calendar of clients – it starts with figuring out who to serve and how to land that very first gig. 

Being Careful With ‘Imposter Syndrome’ 

If there’s one thing that loves to show up in the early days of indie consulting, it’s imposter syndrome.  

The shift from being part of a company to standing alone can make even the most experienced professionals question their abilities. 

My advice? Fake it ‘til you make it. 

Show up with confidence, even when it doesn’t feel natural yet. 

Clients care about results, so acting like a professional – setting expectations, delivering on promises, and handling business with confidence – builds credibility fast. 

Over time, what starts as projecting confidence becomes something real. 

Experience, results, and success follow.

And before long, that early uncertainty is replaced by something stronger: proof that transitioning to indie consulting was the right move all along. 

Defining a Niche 

Many corporate consultants assume that their broad skill set will attract clients once they go solo.  

Admittedly, I also made the mistake of branding myself as a generalist – someone who can do a lot of things and do them well.

I was capable, versatile, and a problem solver.  

But the reality is that these words mean nothing to the people I haven’t served yet.

They didn’t immediately understand my expertise because they focused more on finding someone who can solve their problem – a master. 

Successful consultants take pride in being masters of their niche and getting things done with speed and quality. Instead of offering broad consulting services, they focus on specific pain points for a specific set of clients. 

Once I niched down and said, ‘I help B2B execs ‘find the yes’ for 8-figure+ investments by making things simple,’ more work started coming in. 

Getting Over ‘The Wall’

The first client is often the hardest to land. 

Consulting firms have branding and reputation to fall back on. But independent consultants? We build our branding from scratch. 

The first step I took was shifting how I presented myself. With the firm name gone, my name had to carry the credibility.  

That meant rebranding, repositioning, and ensuring the right people knew about my transition to indie consulting.

After all, no one hires a consultant they don’t know exists. 

But the first move is simpler than you think: tell the network. 

A few LinkedIn posts and direct outreach (read: emails and calls) to former colleagues and industry contacts did the trick for me. 

I learned that work rarely comes from a job board. It was going to come from referrals and existing relationships. 

And I was right. 

Networking done right is exactly how I landed my first gig as an indie consultant. 

Landing the First Gig 

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

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

The reality? Initial gigs aren’t about the paycheck, they’re about creating a stellar case study. 

After making the leap, I pulled up my contacts and started making calls. One of those conversations was with a former boss who had moved to a VC-backed startup developing wireless charging technology. 

This was over a decade ago, before wireless charging became standard. The company was competing to set the industry benchmark, much like Betamax and VHS once did for video. They needed a pricing strategy to position their technology as the market leader. 

That’s where I came in. 

The budget? Let’s just say it wasn’t impressive.

They originally offered $4,000 for six weeks of work. I negotiated it up to $6,000 – not exactly a pot of gold, but enough to get started. 

For me, taking that project wasn’t about the paycheck. It was about the case study, the experience, and the proof of results for my new business. 

It ran for eight weeks, and, at the end, I walked away with a recommendation and a real client under my belt. 

I treated my first project as the launchpad to jumpstart my career.

Once I landed that first gig, I made sure to excel at it and document my work. I moved forward with a new story to tell my future clients. 

I was able to climb over that first wall and now, I have a great career out of it. 

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

The Long Haul: How to Set Up for Success

Landing that first client? A milestone worth celebrating.

But establishing a business that stands the test of time is about more than just great client work. 

It’s about laying the groundwork, so the indie business isn’t just a short-term gig, but something that allows you to be in the service of others over time. 

Here’s how I built that foundation: 

• Forming an LLC. This protects personal assets and allows flexibility in tax structure. A simple setup, but a crucial one. For me, I chose to elect an S-Corp status with the IRS. Find out why here. 

• Opening a business bank account. Keeping business and personal finances separate makes taxes, bookkeeping, and budgeting more efficient. Software like QuickBooks helps, though some consultants prefer hiring a bookkeeper. 

• Getting the right insurance. Errors & Omissions (E&O) insurance covers liability risks and health insurance becomes a personal responsibility. A conversation with an insurance specialist was well worth it. 

• Replacing employer benefits. Setting up a solo 401(k) or SEP IRA allows for higher retirement contributions than it has for employees. The IRS also considers it a business expense to reduce your taxable income. Don’t leave this on the table. 

• Investing in the right tech. A fast laptop, strong internet, communication tools, and cybersecurity software are essential. Productivity tools like Asana keep things running smoothly. 

• Building a marketing foundation. A strong LinkedIn presence and consistent engagement with the network make visibility easier. With both established, building a website might not even be necessary. 

Turns Out, Indie Consulting is More Than Just Finding Clients 

Plenty of people take the leap into independent consulting. Not all of them stay. 

The ones who do? They go beyond just delivering great work – they build the right systems to keep themselves in the service of their clients, which eventually supports their long-term success. 

I didn’t have it all figured out at first, but every step I took and every system I put in place moved me closer to a business that ran smoothly and attracted clients consistently – a career on my terms. 

And now, Keenan Reid Strategies is a seven-figure consultancy that exists in the service of its clients. 

If I could do it, so can you. 

Join our consultant open house every 4^th Friday of the month to learn more about life as an indie. 

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.

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