Consulting services, like nearly all forms of professional services, are increasingly competitive and require substantial investments in marketing and promotion. Success in consulting is 10 percent expertise and 90 percent marketing. Eminent consultants are adept at convincing clients of the need for their services. A successful marketer of consulting services demonstrates the ability to evaluate problems, helps clients understand them, and provides effective solutions. This requires superior communication skills as much as technical know-how.
Many people mistakenly assume that education and experience determine a consultant's value.
In reality, when you present yourself to a consulting firm as a candidate for employment, your profit-generating potential will be evaluated. Your adaptability to new approaches or industries, or any special licenses or designations you have earned will strengthen your candidacy. This means you must be able to charge clients for at least 70 percent of your time, which is roughly 1,400 hours per year. It also helps support the firm's overhead, including office staff, rent, furniture and equipment. Although consulting firms enjoy an established client base, you will be expected to nurture client relationships of your own and add to the firm's overall backlog of work.