Here's how you can excel as a consultant in today's market.

Talk around. I also get work from those people on whom I invested my time some 5-10 years ago. Market yourself as “Mr. Dependable” or “Mr. Hardworking” and not “Mr. Jugaadu” You will yourself see growth.

Do not oversell yourself. Your client is not a fool. Exaggerate to a level that is digestible. I used to tell my clients that I was a master of all areas of law, even though I wasn't and still am not. Build confidence in your clients. Tell them what you really can do and what you cannot.

I remember the early days of my consulting career where I struggled when clients asked me for case studies and referrals. I realized that this was a critical point to take off and started working with 2 SME clients who were willing to take a chance with my approach. Made a reasonable commercial offer and requested for their endorsement in return for the rate concession. Of course, delivering the expected outcome was the key here but the recommendations from these 2 clients went a long way to secure the subsequent deals.

Agreed. Honesty may get you fewer clients but at least those clients won't come with very high expectations you'll be unable to meet.

Most consulting assignments take time to deliver results depending on the complexity of the challenge you address. Due to commercial constraints, most of my earlier clients requested if they could get my recommendations and implement them with their internal resources. As much as this was possible, it was uncertain as the success of the assignment depended on the skill and acumen of the internal teams as well. Therefore, I offered them alternatives to continue my involvement at a level that was necessary to ensure successful implementation that met their commercial constraints as well. This approach enabled us to achieve greater results together.

Think long term. Short term petty gains can jeopardise your long term interests. Don’t run after 10,000-20,000. I happily let go off a prospective client who is unwilling to pay properly. Make yourself scarce. Dream big and have patience.