DYIC: Discover Your Inner Consultant – Part 5

{A new blog series from The Gordon Group}

"YOUR PRICING STRATEGY”

Part 5 of the DYIC approach is to define your pricing strategy. Obviously, once you are established and have a good project track-record, you will simply charge your rate (e.g., $75 per hour) multiplied by the number of estimated hours for the project (plus expenses, if applicable).

But you are just starting out. How do you get that all-important “First Paying Client”? And what should your charge them for your services?

EXPERT TIP: Actually, the goal is to get your first

REFERENCE-ABLE project from a paying client.

When your paying client is happy with the results

of their project and is willing to give a positive

reference to future prospective clients, their

testimonial is worth its weight in gold!

Here are some tips to help you secure your first client (full disclosure – I used AI to help with this part):

1. Leverage Your Existing Network

• Tell friends, family, and former colleagues about your consulting services.

• Post on LinkedIn or other social media platforms announcing your business.

• Ask for referrals—someone in your network might need your expertise.

2. Offer a "Beta" or Introductory Offer

• Provide your first client with a discounted rate or added value in exchange for a testimonial.

• This helps you gain credibility and experience while building your portfolio.

3. Reach Out to Potential Clients Directly

• Identify businesses or individuals who could benefit from your expertise.

• Send personalized emails or LinkedIn messages offering solutions to their problems.

• Follow up consistently but respectfully.

4. Partner with Other Professionals

• Collaborate with established consultants, agencies, or businesses that might refer clients to you.

• Offer to subcontract for other consultants who have overflow work.

5. List Your Services on Freelance Platforms

• Platforms like Upwork, Fiverr, or Toptal can be a good way to gain initial experience.

• Be strategic—choose projects that align with your expertise and long-term business goals.

6. Speak or Attend Networking Events

• Join local business groups, Chamber of Commerce meetings, or industry conferences.

• Speak at events or host a small workshop to showcase your expertise.

How much should your charge your first client? The best answer is nothing. Be willing to do the first one for free, but ONLY if they agree, in writing, to provide a quality testimonial in exchange. Then, after you provide great value to them and get that reference, you will be off to a solid start!

EXPERT TIP: TGG recommends that you also

request that they not disclose that you did it

for free or how much they paid you. This keeps

things professional and helps strengthen your

position in the market a bit. You want them to

highlight your great work, not the fact that you

are a newbie at being a freelance consultant.

In conclusion, please note that TGG's coaching services are available on a fractional basis as required. Stay tuned for the upcoming installment in our DYIC series.