Almost every consultant I’ve worked with comes to me with the same opening line.
“I need more clients.”
So we start digging in. What’s the outreach looking like? What conversations are you having? What’s converting?
And almost always, the problem is upstream from all of that.
The ICP is vague. “Mid-market tech companies.” “Operations leaders in financial services.” These are categories. They don’t tell you who has the problem you solve, who has budget this quarter, who’s actively looking.
Or the problem they say they solve doesn’t match what the buyer is actually trying to fix. The consultant is selling a capability. The buyer has a specific deadline and a specific pain. The words don’t connect.
Running more outreach on top of either of these just accelerates the evidence that something’s off. It doesn’t tell you what.
When consulting founders are steeped in client delivery work, these things get missed. The next project takes over. The current client takes over. The foundational work waits.
If your pipeline isn’t moving, that’s usually where to look – before the campaigns, before the sequences, before the volume.
I’ll be sharing something on this Wednesday that might help.
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