10 Essential Steps to Create and Offer Consultancy Services Effectively

You’re an expert in your field, but why does it feel like attracting high-paying clients is always just out of reach? You have a deep understanding of the subject, but you’re struggling to figure out how to convert your knowledge into a sustainable business consistently. 

Many consultants face this challenge, with a significant number relying heavily on referrals for their business. In fact,60% of consultants depend on referrals for most of their business, yet this approach can be unpredictable and hinder growth.

In this guide, we’ll show you how to break free from the feast-or-famine cycle. From defining your niche to crafting a killer offer consultancy services, we’ll walk you through the practical steps that will help you not only get clients but keep them coming back for more. Ready to turn your expertise into a consultancy that works for you? Let’s dive in.

10 Practical Steps to Create and Sell Consultancy Services

Creating and selling consultancy services may seem daunting, but breaking it down into clear steps can set you on the path to success. Whether you’re just getting started or looking to refine your approach, these 10 practical steps will help you create a thriving consultancy that stands out in a competitive market.

1. Assess your expertise and strengths

To start building a consultancy, the first step is understanding the full extent of your skills and experience. Here’s how you can assess your expertise and leverage it to create a high-value consultancy:

• Identify your core skills: List the skills and expertise you’ve acquired throughout your career, such as technical knowledge, leadership experience, or industry-specific insight. These form the foundation of your consultancy.
• Reflect on key achievements: Think about past projects or experiences where you made a significant impact. For example, have you led a successful project, solved complex problems, or achieved measurable results? These accomplishments demonstrate your ability to deliver real value.
• Understand your unique value: What sets you apart from others in your field? Whether it’s your approach, expertise, or personal style, recognizing your unique strengths helps position you as an expert who offers distinctive solutions.
• Pinpoint client pain points: Identify common challenges your target clients face. Research your target industry and understand their most pressing issues. Your skills should directly address these needs, allowing you to offer tailored solutions.

Actionable outcome: Once you’ve assessed your skills and experience, craft a value proposition that outlines how your expertise can solve your clients’ problems. This clarity will make it easier to attract and communicate your value to potential clients.

2. Define your niche

To differentiate yourself in a crowded market, it’s crucial to focus on a specific area where you can add the most value. Defining your niche helps you become an expert in a specialized field and attract clients who need targeted solutions.

• Narrow your expertise: Focus on a specific market or client segment. For example, instead of offering general consulting, specialize in helping tech startups or healthcare businesses.
• Understand your audience’s needs: Research the pain points of your target audience. If you target small businesses, focus on issues like employee retention or scaling operations, and tailor your services to solve these problems.
• Offer tailored solutions: Develop services that directly address the unique challenges of your niche. This makes your services more relevant, helping you stand out and attract clients.

Actionable outcome: Once you define your niche, make sure your marketing efforts and service offerings reflect this focus. This will position you as a go-to expert in your area and attract the right clients.

3. Develop a clear service offering

Creating a well-structured and clear service offering is key to making it easy for potential clients to understand what you provide. Here’s how to approach this:

1. Break your services into simple packages

Ensure that each service you offer is straightforward and addresses a specific client need. For example:

• Basic service package: Includes an initial consultation and strategy session.
• Standard package: Includes the basic package plus follow-up support and strategy implementation.
• Premium package: Full-service offering, including ongoing support and additional resources tailored to the client’s specific business challenges.

These packages should be easy to communicate and understand, so clients know exactly what they’ll get.

2. Offer tiered service levels to cater to different needs

Clients will have different expectations and budgets. To serve them effectively, consider offering multiple service levels:

• Entry-level: For clients who need foundational consulting but are on a tight budget.
• Mid-level: For clients who require more depth and additional services.
• High-end: For businesses that want comprehensive, hands-on support with ongoing consultation.

This tiered approach allows you to attract clients from various segments while increasing your revenue potential.

Example: If you’re a business consultant, your basic service could include an initial process review and business diagnosis, while your premium offering might include full-service business strategy development, team training, and quarterly performance evaluations.

4. Set competitive and value-based pricing

Setting the correct price for your consultancy services is crucial for attracting the right clients and ensuring you’re compensated fairly for your expertise. Here’s how to price your services effectively:

• Understand the value you provide: Look at the results you’ve delivered for past clients. If your consulting services saved clients money or increased their revenue, your rates should reflect this high value.
• Research industry standards: Check what other consultants in your niche charge. For example, new consultants might charge $75–$150 per hour, while experienced ones could charge $200+ per hour. Your price should align with your experience and the impact you deliver.
• Justify your pricing with ROI: Clients want to know what they’re getting in return. If you can demonstrate that your service will save them time, money, or improve their business outcomes, your pricing becomes much easier to justify.

Actionable outcome: Set your prices based on industry standards and the value you bring. When speaking with clients, focus on the return on investment they’ll gain from working with you.

Want to create a pricing strategy that works for your consluting business? Download The Complete Guide to Pricing Strategies for Your Coaching Business from Simply.Coach. It’s a step-by-step resource to help you define and price your coaching packages effectively.Download Now

5. Build your brand and online presence

Building a strong online presence is one of the most effective ways to attract and retain clients. It not only boosts your credibility but also makes it easier for potential clients to find you and trust your expertise. In a competitive consultancy market, having a clear, professional online identity can set you apart from others.

• Create a professional website: Your website should clearly explain your services and showcase your expertise. Highlight your past success with client testimonials and case studies to show how you’ve helped others.
• Use social media to share insights: Regularly post valuable content on LinkedIn and Twitter. Share your knowledge, tips, and industry news. This builds credibility and helps you connect with potential clients.

For more insights read: Marketing on LinkedIn for Consultants: 4 Steps to Build Your Personal Brand  

Actionable outcome: Make sure your website and social media accounts reflect your skills and the value you provide. This helps clients find you and trust your expertise.

Want to improve your LinkedIn profile and stand out to potential clients? Check out our free guide on “How to Optimize Your LinkedIn Profile,” specifically tailored for coaches.Download the guide now

6. Use digital tools for client management

Managing clients effectively is key to running a successful consultancy. Digital tools can automate repetitive tasks, organize client information, and ensure smooth communication, allowing you to focus on delivering real value to your clients. Tools like Simply.Coach streamline client management, helping you work smarter, not harder.

Step	Action	Benefit
Organize client information	Store client profiles, track progress, and keep communications in one place.	Saves time and reduces confusion by centralizing all client data.
Automate scheduling	Allow clients to book appointments directly and send automated reminders.	Reduces back-and-forth emails and prevents scheduling conflicts.
Track progress and results	Set goals, milestones, and measure client progress throughout the consultancy.	Helps you stay on track with client objectives and showcases success.
Streamline administrative tasks	Automate invoicing, payments, and follow-up reminders for sessions.	Frees up time to focus on core consulting work and improves efficiency.

Actionable outcome: Implement tools like Simply.Coach to automate administrative tasks. This allows you to spend more time on high-value client interactions and improves overall business efficiency.

7. Create a content marketing strategy

A well-executed content marketing strategy helps establish your authority, attract potential clients, and grow your consultancy. Here’s how you can create an effective plan:

• Share valuable insights through blogs, podcasts, and videos: Create content that addresses common challenges in your niche. For instance, as a business consultant, share tips on improving operational efficiency or building strong teams. This positions you as a trusted resource and attracts the right clients.
• Use SEO techniques to drive organic traffic: Optimize your content with relevant keywords and engaging headlines to ensure it ranks well in search engines. Well-optimized content helps potential clients easily find you, reducing reliance on paid ads.
• Engage with your audience: Respond to comments and encourage discussions. This builds trust, strengthens relationships, and opens opportunities for deeper client conversations.

Actionable outcome: Develop a content calendar to ensure consistent posting across blogs, podcasts, and social media. Track which content performs best and optimize your strategy based on the results to continue attracting and converting potential clients.

8. Host webinars and workshops

Webinars and workshops are excellent ways to showcase your expertise, engage with your audience, and convert leads into clients. Here’s how you can make them work for you:

Step	Action	Why it matters
Choose a relevant topic	Select topics that address your audience’s pain points, like “Improving Team Productivity” or “Streamlining Operations for Small Businesses.”	By selecting a relevant topic, you attract people who need your services and are actively looking for solutions.
Offer actionable insights	Provide practical, actionable advice that attendees can apply immediately. For example, share tools or processes to improve business efficiency.	Actionable insights build trust and demonstrate your ability to solve problems effectively, encouraging attendees to consider working with you.
Engage with attendees	Use Q&A sessions, polls, or chat features to engage with your audience. Encourage questions and feedback.	Engagement builds rapport, increases trust, and helps you understand potential clients’ needs, which can lead to deeper consultations.
Follow up with leads	Send a follow-up email with a summary of the webinar, additional resources, and a call to action (e.g., schedule a consultation).	Follow-up emails help convert attendees into clients by offering further value and making it easy for them to take the next step toward working with you.

Actionable outcome: Plan and promote webinars that align with your audience’s interests. Focus on engaging with them during the event and follow up to convert them into clients.

9. Build relationships and network

Building relationships and a strong network is essential for growing your consultancy. The more you connect with professionals and clients, the more opportunities you create. Here’s how to effectively build and expand your network:

• Establish a network with other professionals: Attend industry events, join relevant professional groups, and actively connect with individuals in your field. This helps you stay up-to-date with trends, collaborate on opportunities, and expand your reach.
• Connect with potential clients: Use LinkedIn, social media, and even in-person events to build relationships with potential clients. By understanding their pain points, you can tailor your services to meet their specific needs and turn them into long-term clients.
• Ask for client referrals: After successfully delivering results, don’t hesitate to ask satisfied clients for referrals. Whether through formal requests or simply offering thanks, asking for referrals can help you tap into your clients’ networks and gain new business opportunities.
• Use testimonials to build trust: Collect testimonials from satisfied clients and showcase them on your website, social media, and marketing materials. These testimonials act as social proof, demonstrating your value and encouraging new clients to trust your services.

Actionable outcome: Focus on nurturing relationships with both professionals and clients. Make asking for referrals and showcasing testimonials part of your routine. This approach will naturally expand your network and grow your client base.

10. Provide outstanding customer service

Delivering excellent customer service is key to building long-term relationships and maintaining a loyal client base. Here’s how to exceed client expectations and ensure satisfaction:

• Exceed client expectations: Always aim to deliver more than what was promised, offering extra value wherever possible.
• Be proactive with check-ins: Regularly touch base with clients to ensure they’re satisfied with your services and address any issues early.
• Maintain consistent communication: Stay engaged with clients throughout the project, offering updates and ensuring they feel supported at every stage.

Actionable outcome: Focus on delivering exceptional results and maintaining proactive communication to build trust and loyalty with clients.

Also read: How to Write a Business Consulting Report That Works (+ Free Template)

Common Mistakes to Avoid When Starting Your Consultancy Business

Starting a consultancy can be rewarding, but avoiding key mistakes is essential for sustainable growth. By recognizing and addressing these common pitfalls early on, you can set your business up for long-term success.

• Failing to define a clear niche: Trying to serve too broad an audience dilutes your value proposition. Focus on a specific niche to position yourself as an expert and attract clients who need your specific expertise.
• Underpricing your services: Offering your services at too low a price undervalues your expertise. Set competitive, value-based pricing that reflects your skills and the impact you deliver to clients.
• Ignoring client retention strategies: Focusing solely on acquiring new clients without nurturing existing relationships can hurt your business in the long term. Retain clients by providing excellent service and maintaining regular communication.
• Overloading yourself with clients: Taking on too many clients can lead to burnout and affect the quality of your work. Learn to balance your workload and outsource tasks when necessary to maintain quality and focus.
• Not utilizing digital tools to streamline operations: Not using technology can result in inefficiency and missed opportunities. Use platforms to automate administrative tasks and enhance client management, allowing you to focus on growth and value delivery.

Simply.Coach: The All-in-One Consulting Software for Streamlining Your Business

Managing a consulting business involves juggling multiple tasks, from client management to invoicing and scheduling. Simply.Coach is an all-in-one consulting software designed to streamline these processes, allowing you to focus on what matters most—helping your clients succeed.

Feature	Benefit
Client management	Onboard clients, track progress, set goals, and manage detailed client records in one place.
Session scheduling & Video conferencing	Integrate with Google, Office 365, Zoom, and Teams for seamless session scheduling and video calls.
Customizable Coaching Tools	Create and share personalized forms, tools, and resources tailored to each client’s needs.
Invoicing & Payments	Automate invoicing, accept payments via Stripe or PayPal, and manage financial records.
Reports	Access built-in reporting and analytics to track business performance and improve operations.

Consolidating all these features into one platform, Simply.Coach frees you up to focus on delivering exceptional services to your clients, without getting bogged down by administrative tasks.

Conclusion

Building and offering consultancy services requires clear strategies, efficient processes, and the ability to stand out in a competitive market. By following the practical steps outlined in this blog—from defining your niche to using digital tools for client management, you can build and offer consultancy that not only attracts the right clients but also drives sustainable growth.

Managing your consultancy business doesn’t have to be complicated. Simply.Coach is the all-in-one consulting software designed to simplify your operations. With features like client management, automated scheduling, invoicing, and business analytics, Simply.Coach gives you the tools you need to focus on what matters: delivering value to your clients.

FAQs

1. How can I effectively manage my time as a new consultant?

Time management is crucial. Many new consultants struggle with balancing client work and business development. Implementing a structured schedule, setting clear priorities, and utilizing productivity tools can help maintain focus and efficiency.

2. What are the key financial considerations when starting a consultancy?

It’s essential to understand your tax obligations, including self-employment taxes, and to set aside funds for quarterly payments. Additionally, establishing a separate business account and maintaining accurate financial records are vital practices.

3. How can I build a sustainable client base?

Focusing on acquiring ideal clients rather than any client can lead to better long-term relationships and referrals. It’s important to define your target audience and tailor your services to meet their specific needs.

4. What marketing strategies should I employ as a new consultant?

Consistent marketing is key. Even when your schedule is full, continue to engage in marketing activities such as content creation, networking, and social media presence to keep your pipeline active. 

5. How do I set appropriate pricing for my services?

Avoid underpricing, as it can devalue your expertise. Research industry standards and consider the value you provide to clients when determining your rates.