Most consulting stories don’t start with a business plan. They start with a question, a referral, a late-night brainstorm, or just an itch to fix a problem nobody else is solving. Maybe you’ve found yourself doing “just a favor” that quietly turned into a client relationship.
Or maybe you’ve looked around at the chaos of your first few projects and wondered: Is this how everyone else does it?
Here’s what nobody tells you: there’s no official blueprint. The leap into consulting almost always feels accidental. But behind every lasting consultancy, you’ll find the same secret – people who learned to build trust, draw boundaries, and actually listen as much as they give advice.
So, we reached out to twelve consultants from wildly different fields: tech, analytics, real estate, creative, IT, and more. Each of them shared what worked, what didn't, what surprised them, what made them carry on – and the lessons they wish they’d known on day one.
If you’re thinking about taking the leap (or trying to make consulting your real, grown-up job) these stories are for you.
#1 - Spot the trust gap
Niche consulting doesn’t start with a business card – it starts with finding the missing piece. Plenty of would-be consultants and consulting firms jump in with big ideas, but the real difference comes from spotting what’s missing and answering it better than anyone else. That’s exactly how Mark Damsgaard built Global Residence Index: by narrowing in on what the industry overlooked.
“It started out as more of a side project than a business plan. I launched my business because I noticed a real lack of objective, easy-to-understand information about investment migration – especially for people who wanted second citizenship or residency for reasons beyond just tax savings.”
But creating content was only half the battle. Mark realized that when people kept asking for more personalized, transparent advice, he had stumbled on a genuine need: a trust gap.
“At first, it was just content – guides, comparisons, program breakdowns – but over time, more and more people started reaching out, asking for help navigating these decisions. That’s when I realized there was a deeper need for personalized, transparent advice that wasn’t sales-driven.”
Instead of selling, Mark doubled down on credibility: staying honest, focusing on clear communication, and putting clients’ interests first. And it paid off. Now, he runs a consulting business that grew from a side project to an industry authority – simply by answering the right questions, building real trust, and not trying to “be everything to everyone” on day one.
#2 - Boundaries as your consulting superpower
Succeeding in management consulting – or any consulting job – often isn’t about the most advanced degree or strongest resume. You need to be ready for constant pivots and the invisible pressures that come with serving your clients. That’s why Amy Jam, an experienced consultant, put a heavy emphasis on project management and boundary-setting as the foundation of her business.
“I didn’t plan to become a consultant. It started with helping people solve problems others overlooked. One request turned into another. Over time, I focused less on job titles and more on solving real issues. The work grew through results, not branding or ads. When the work is delivered, people remember and return.
Unclear boundaries and undefined scope can torpedo even the best consulting experience. Amy learned this early, when saying yes to everything turned difficult challenges into unsustainable work:
“Consulting isn’t just about skill. It demands structure, discipline, and clear decisions. Early on, I said yes too often. That led to misaligned projects and unnecessary stress. Clarity became essential. A defined offer, a focused scope, and strong filters protect time and energy. Boundaries are what keep the business sustainable.”
Amy’s track record as a consultant proves one thing: project management and clear communication are survival tools for building a long-term consulting career.
#3 - Specialize early to stand out from the crowd
With so many candidates chasing roles at top consulting firms, it’s tempting to create a resume as broad as possible. But the consultants who rise quickly often focus on a niche area and let their results speak for themselves. That was the lesson for Ray Gettins, Director of United Advisor Group, who found that structure and specialization, not just prior experience, turned his network into real growth.
Ray’s path didn’t follow the typical recruiting process or business school pipeline. Instead, he focused on building systems and relationships with other professionals who valued collaboration.
“Referrals aren’t just about asking. They’re about creating a systematized process that turns satisfied clients into active promoters. When we implemented structured referral tracking at United Advisor Group, our organic growth jumped 40% because we stopped treating referrals as random occurrences and started treating them as measurable business development.”
Ray’s approach proves that consulting work at a top firm (or a rising one) is all about treating growth itself as a business problem, and using systems to find jobs and build a practice that lasts.
#4 - Productize your consulting story from day one
The consultants who scale fastest know that potential employers – and clients – want to see how you turn your background into a repeatable system. That’s why Martin Weidemann’s biggest lesson was learning to productize his story.
“If I were starting today? I would productize Weidemann.tech sooner – I would offer clear entry points, like audits or sprints, to get the client started. I would also document every success, no matter how small. Your next client is always reading your story before they read your resume.”
Martin’s early years were full of lessons that most consulting interviews never ask about: picking a niche, refining offers, and showing measurable wins. Instead of just listing projects, he built a system that made his results both visible and scalable – a move highly valued by consulting companies and clients alike.
The takeaway? Don’t just chase projects. Build repeatable ways for people to try you out, see your value, and join your story.
#5 - Transferable skills are your secret advantage
Plenty of consultants build their career in consulting by stacking up relevant experience across multiple industries. For Kevin Baragona, founder of Deep AI, success began with technical problem solving and a knack for spotting real business problems – skills that easily moved from tech to his first consulting job.
“I have always been passionate about technology and its potential to transform businesses. After completing my degree in computer science, I joined a small tech consulting firm as a software developer. I quickly realized that I was more interested in the business side of things rather than just coding. This led me to a role where I could use my technical knowledge to help companies make strategic decisions. Building a strong network takes time and effort, but it can greatly contribute to the success of your consultancy in the long run."
Kevin’s approach highlights the value of identifying opportunities to use transferable skills on every project. Consultants with this mindset can expand their professional network and move up quicker as experienced hires.
Expert feedback from across industries and project types has helped Kevin develop solutions that fit each client’s unique challenges – making him a reliable partner for complex consulting work.
#6 - Build systems before you scale
Every consultant remembers their first big project or job offer, but not everyone anticipates the real test: turning experience into a system that works as the business grows. For Andy Kolodgie, founder of Sell My House Fast, practical skills and a structured approach helped his firm move from side work to a steady consulting practice, even without an MBA program or years at a top firm.
“My journey into consulting was somewhat accidental. I started as a software developer for the U.S. Navy, which gave me a technical foundation and a strong sense of discipline. Transitioning into real estate wasn’t originally in the plans. After a few successful property investments on the side, I realized the potential for a consulting angle focusing on quick, hassle-free home-selling processes. It grew naturally from my own experiences in the field.”
Andy recommends paying attention to professional experience across other industries, as this experience can be more valuable than a traditional educational background. He relied on data analysis and project management to develop workflow systems – a move commonly referred to as essential by top consulting companies.
“One thing I wish I had known before starting Sell My House Fast was the importance of building robust systems and processes right from the start. Just understanding real estate wasn’t enough; I had to ensure the business could run smoothly even without my constant oversight. Automating repetitive tasks and setting up clear workflows early on can free up invaluable time to focus on growth and client relationships.”
For consultants mapping their path through job boards, networking events, or smaller firm applications, Andy’s advice is straightforward: document what works and lean on your real industry experience. It’s the approach project managers, associate consultants, and senior advisors alike value as the foundation of a sustainable consulting career.
#7 - Show up, show receipts
Every consulting career involves more than solving business problems or acing the interview process. You should simply care for clients when they need you most.
Matt Mayo started Diamond IT not from a classic consulting background but by solving recurring problems he saw no one else tackling. His consultancy grew through reliable delivery and client advocacy.
“My leap into consulting grew from frustration more than inspiration. I was working in-house at a growing company, constantly encountering the same tech bottlenecks—poor vendor advice, misaligned IT priorities, and teams that treated compliance as a mere checkbox. I didn’t see anyone solving it well, so I left and built a consultancy that focused on bridging that strategy gap. It wasn’t a leap of faith; it was a calculated move to make something I wished I’d had as a client!”
Matt credits his growth to regular communication, honest feedback, and delivering value every quarter – habits every consultant should build from day one.
“People aren’t just buying your service – they’re betting you won’t disappear when things go sideways. Today, we retain top clients by consistently showing up through quarterly business reviews, transparent reporting, and proactive planning. If I had to start now, I’d skip the networking events and focus instead on building trust at scale through education, such as webinars, high-quality content, and being brutally honest about what technology can’t fix.”
For consultants coming from other industries or smaller firm backgrounds, Matt’s advice is to focus less on perfecting the cover letter and more on building a habit of “showing receipts” – demonstrating, again and again, how you solve real business challenges and never disappear when it matters.
#8 - Alignment over accolades
When you scan the consultant's background of any thriving practice, you’ll often see a mix of technical know-how and people skills – not just a wall of professional certifications. Brian Fontanella, founder of Keystone Technology Consultants, built his career by focusing on client alignment and authentic relationships, no matter what credentials were on paper.
“My path into consulting was not part of a grand plan. I was working full-time in IT, and a local law firm asked if I could help them resolve an issue with their server. One job led to another, and before long, I was spending more nights and weekends fixing systems for businesses than I was clocking into my day job. Eventually, I realized there was enough demand to go all-in. I leaped and built Keystone Technology Consultants with a focus on helping professional services firms who needed reliable IT but didn’t want to build their internal department.”
Brian’s biggest lesson? Success comes from choosing the right clients and setting expectations early, not from collecting every available certification.
“One thing I wish I had known earlier is the importance of client alignment. In the beginning, I said yes to every opportunity... even when it was clear the client wasn’t a good fit. That always led to stress, scope creep, and burnout. Now, we focus on long-term relationships with clients who value IT as a strategic investment, not just a cost center. We find and retain the best ones by being brutally honest from the start, delivering on what we promise, and checking in often to make sure we’re still solving the correct problems.”
For any consultant, a background built on follow-through wins every single time.
#9 - Grow your reputation beyond the platforms
Building a consulting career often means taking your reputation off job boards and review sites, so your expertise is visible where potential employers and clients are searching.
Eugene Lebedev, Managing Director at Vidi Corp LTD, launched his data analytics consultancy soon after finishing his undergraduate degree, taking his first consulting jobs on freelance platforms. It wasn’t fancy, but it got him in front of real business problems fast.
“I run a data analytics consultancy. I got into this space right after graduating with a Masters in Business Analytics in 2019. I then went to work for Autodesk as a Financial Analyst for Autodesk where I developed my Power BI skills. I started freelancing with a plan to eventually start a data analytics agency. I started by doing small troubleshooting jobs that paid $10-100. I was making $1 per hour on some of them but I was fresh out of the University back then and I really wanted to build some reviews. Eventually my profile became more noticeable and started to get a lot more demand for my services.”
Eugene’s biggest advice for consultants aiming for a long-term career: focus early on gathering reviews in places beyond the platform. Building a professional network and visible client feedback pays dividends later in your journey.
“One thing I wish I knew in the beginning is the importance of growing your reputation outside of freelancer platforms. I really wish I collected more reviews on review platforms like Clutch and G2. These platforms bring me leads now and I wish that I had more reviews to rank my business profile higher.”
Relevant experience builds quickly when you solve real problems for clients and actively showcase those wins – well beyond the next project or part time job.
#10 - Relationships are your greatest asset
Every consulting career features a turning point where relationships start to drive the real growth. Erin Siemek built Forge Digital Marketing by leaning into authentic connections and curiosity, rather than chasing titles or focusing on the next job offer.
Her journey began with simple favors. Each project opened new doors, and soon, side work grew into a full-time consulting practice.
“My path into consulting wasn’t something I mapped out from the start. After years of working in-house, I found myself helping friends and former colleagues with their business challenges on the side. Word spread, and before I knew it, these side projects started taking up more of my evenings than my actual job. It was only after a particularly rewarding project that I realized this could be more than a hobby. The transition felt accidental, but looking back, it was a series of small steps and saying yes to unexpected opportunities.”
Erin quickly learned that client loyalty comes from genuine listening. She makes it a habit to stay in touch and ask questions that help her anticipate their evolving needs.
“One thing I wish I had known before starting my consultancy is how much time would go into building trust, not just delivering results. Early on, I assumed expertise alone would be enough. I quickly learned that clients want to feel understood and supported, not just advised.”
Her advice for new consultants: Don’t wait until you need clients to start building your professional network. Relationships are your greatest asset – invest in them early and often.
#11 - Price the outcome, not the hours
Many consultants default to hourly billing and try to appeal to every potential client. Rodney Warner, CEO & founder of Connective Web Design, takes a different approach. He suggests focusing on one expensive problem and introducing value-based pricing.
“If starting today, I’d niche harder and charge more. Pick one expensive problem, solve it for one type of client, charge based on value not hours. Build trust relentlessly. Everything else is tactics.”
Rodney’s method involves aligning your offer with what’s truly valuable to your clients, and having the confidence to price your consulting work accordingly. He sees trust and value pricing as the foundation for long-term success in consulting – with everything else as secondary.
#12 - Build your brand in public—speed up trust
Launching a consulting career isn’t just about what you do behind the scenes. Shantanu Pandey, founder of Tenet, learned firsthand that personal branding and transparency can earn trust with both clients and other consultants – sometimes faster than years of private hustle.
Shantanu’s consultancy didn’t start with a slick business plan. It grew from side projects, one referral at a time, until his hands were full with global clients. As he scaled, the biggest surprise was how much success depended on building relationships and communicating openly.
"Eight years ago, I started freelancing product design projects while working full-time, mainly to get more money flowing in. One client referred me to another, then another – suddenly I was managing more projects than I could handle alone. What began as side income snowballed into a global consulting company serving 200+ clients across 30+ verticals.
What I wish I had known is that consulting is fundamentally a people business. Relationship management determines success. You’re solving someone else’s KPIs, not showcasing your portfolio. Skills get you in the door; personality keeps you there.”
When it came time to scale, Shantanu credits his rapid growth to personal branding on LinkedIn. Targeting the right audience, validating demand, and sharing his work publicly fast-tracked trust in his case:
“If starting today, I’d build a personal brand on LinkedIn immediately. Choose your target audience, identify their specific problem, validate they’ll pay to solve it, then create content addressing those pain points. Personal branding accelerates trust-building that traditionally takes years.”
Consultants aiming for a faster track can take a page from Shantanu – show your process, not just the results, and let your personal brand do the heavy lifting.
Over to you: chart your consulting path
Every consultant’s story starts somewhere – whether that’s a summer internship, a leap from another industry, or hours spent prepping for case interviews. The paths are diverse, but the lessons from these experts hold steady: build trust, specialize, show your work, and listen carefully to what clients actually need.
Maybe you’re just now perfecting your consulting applications, working through your bachelor’s degree, or eyeing the next step at a top firm like Boston Consulting Group or in private equity. No matter where you are in the networking funnel, keep in mind: your background is just the starting line. The stories you build and the reputation you nurture – these are the assets that set you apart.
Now, it’s your turn. Take this expert advice, make your own mark, and create a consulting career that’s built to last. Good luck!
