How to Build Consulting Momentum

1 Jul 2026 · 1 min

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In this solo presentation, the speaker advises new consultants to focus on delivering exceptional service to their first few clients, even if it means sacrificing short‑term profitability or tolerating difficult personalities. By bending over backward to delight these early customers, consultants can generate upsell opportunities, recurring revenue, referrals, testimonials, and case studies that create momentum for their business. The speaker cautions against staying with toxic clients indefinitely, but emphasizes that the effort invested in the initial projects pays off by building a strong reputation and a pipeline of future work.

Chapters

If you are a new consultant, if you're just starting out, take care of your clients, bend over backward for them. The profitability of a project or 2 is not a concern. The time you spend on the first couple of projects is not a concern. If the client has a bit of an attitude, it shouldn't be a concern. I'm not saying you stay and work with jerks for the rest of your life or you lose money on every project. Don't get me wrong. What I'm saying specifically, if you're struggling with sales, If you're struggling with going from that whole cycle, from finding leads all the way to delivering what you sold and to upselling and maintaining a recurring revenue stream, if you're struggling with any of this, just, just take care of these clients, delight these customers, and identify ways to sell more to them, to add more value, and also referrals, testimonials, case studies,