Building a Better Consulting Practice

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Building a Better Consulting Practice

Bruce Katcher  is passionate about consulting. “I don’t think anybody should have to work for an employer,” says Katcher, founder and executive director of the Center for Independent Consulting and author of An Insider’s Guide to Building a Better Consulting Practice [American Management Association, 2010]. “If you have skills, you don‘t need any boss other than yourself. You can own your life.”

Katcher discussed 18 marketing methods including cold-calling and direct-mailing potential clients, speaking at conferences in your area of expertise, advertising your services, and writing articles for trade magazines. Consultants should be careful to choose the approaches that work best with their individual writing, presentation, and interpersonal communication skills. “For example, I love public speaking and writing,” Katcher says, “so they are great ways for me to meet potential clients. But if you don’t enjoy doing those things, you’ll always put that type of marketing on the back burner.”