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Typically, independent consultants work in isolation, except when they plug into collaborative teams, such as during design thinking or while delivering large projects This often translates into several hours spent alone, for several days and weeks in a year. And that can be lonely.
In practice, isolation for a consultant could mean hot desking, that is, hiring out office space and desk as and when needed, working from home, or at best, working from a new little-known office address.
There is a quote from Graham Greene’s 48 Laws of Power. In Law No. 18, Greene suggests that too much isolation exposes one to more dangers than it protects.
'Solitude is dangerous to reason, without being favorable to virtue…Remember that the solitary mortal is certainly luxurious, probably superstitious, and possibly mad.'
Greene explains that solitude cuts one from the vital information channels, thus exposing one conspicuously to enemies (read danger). On the contrary, mingling and circulating among people, in this case, professional peers, networks, and crowds, creates a buffer against the inherent dangers of isolation.
While this may sound extreme, there is wisdom in the adage. Indeed, solitude is one of the first reality checks for independent consultants. It takes great humility and emotional intelligence to pick yourself up and reintroduce yourself to professional groups and marketplaces. This is where networking comes in handy.
According to https://www.entrepreneur.com/magazine, networking is critical to your ability to grow your business. Jeff Wald, https://www.forbes.com further underscores the importance of networking for freelancers, predicting that it will only grow.
What is networking for a consultant? Networking is the engine that generates new business deals and contracts. Simply, it means remaining in circulation while growing your professional connections and getting updated on sector and industry news. It is about making every effort to be seen, proactively asking for business lunches, and widely circulating your business cards with your new identity.
Intentional and strategic networking is not for the feeble-hearted. One must seek out where to find clients and information.
One of the most traditional ways of professional networking is to join professional and industry associations. Do this to keep current on industry trends and remain visible and relevant. There is one rider to this. If you were used to having your membership fees covered by an organization, now that you are on your own, you might have to pay an annual fee, for the most dynamic of these associations. Ultimately the Return on Investments will favor you if you maximize your membership by actively seeking new business.
Networking also means attending the occasional cocktail invitations, even when pressed for time with a looming deadline, and be sure to sign the guest list!
If you don’t get the invitation, pick the phone and call up old and new acquaintances to remind people that you are still around, much more so now as a part- or full-time consultant. At best, that phone call will earn you a new contract, secure a talking slot, or give you a high-level invitation to showcase your best work.
Often you hear about the consultancy drought. While we can blame it on the economy, it is imperative that, as a professional, you do your part to mitigate against the long dry spells.
Networking enlarges your brand footprint, which means more business contacts and consultancy contracts, and in turn, more income. It is critical to keep the contracts flowing.
This may also mean being resourceful to create work for yourself, and that is where the network meeting becomes crucial; being in the right place at the right time. You will quickly realize that business deals are sealed long before a bid is publicly circulated. But remember, it is only a deal once it is penned!
Consultants are not shielded from recessions when market indicators quickly turn from amber to red, with the downward spiral in economic outputs, employment, consumer spending, and interest rates.
Jeff Wald offers excellent advice on upping your antennae for networking, particularly during a recession. An economic downturn is a good time to review, assess, and grow your network and the quality of your business-generating relationships, suggests Wald. In effect, you should regularly ask yourself, do I have the quality of relationships that will allow me to grow my consultancy business to ride the recession?
During such hard economic times, business networks, including competition, may as well be your lifeline. This is the time to get out and network aggressively to gain more granular insights into how your industry is affected and position yourself strategically for emerging opportunities- even during the COVID-19 pandemic, there were winners and losers!
Get strategic enough to gather timely information from your allies and competitors. Pick up the phone and ask questions from insiders, browse social media platforms such as Twitter and Facebook for clues, and attend industry forums to get professional insights.
More than the courage it takes, networking is a skill that should be learned. The good news is that help is at hand. Websites such as https://www.fsb.org.uk/resources-page/10-top-tips-for-amazing-networking.html and https://www.lifehack.org/articles/work/10-business-networking-tips-grow-your-professional-network.html are dedicated to sharing tips on business networking.
Very specific tips are also available for networking in consulting- https://www.myconsultingoffer.org/cover-letter/consulting-networking.
It is accurate to conclude that running a profitable consultancy without active networking is nearly impossible. If you want to register success in your consultancy practice, then buckle up and hit the ground to connect with peers and clients alike. The rewards will be priceless.
What has your networking experience been like? What tip can you share with readers?
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