You've Just Landed Your First Consulting Gig, Where Should You Start?

Don't panic. In almost any client project, there are some straightforward steps you can take to get started and look professional. Just follow these key principles.

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How Do You Get Started On A Client Project?

It’s common for people to land their first consulting client and have very little idea what to do next.

This makes sense. Consulting varies so widely that there is far more information on attracting clients than serving them. That’s because it’s easier to generalise the steps to attract and sell projects than to deliver on them.

In my coaching calls, a couple of clients have noted concerns about feeling like a fraud and worried that clients will notice they have no idea what they’re doing.

Just remember that you have the expertise—the challenge is configuring it correctly.

Let’s assume the contract is signed and skip much of the theory behind this. Instead, we can dive into the tactical steps.

Step One: Get Organised For The Project

Make sure you have your elite operating system set up. Once the contract is signed, you can organise the project. I have a Zapier automation linked to Pipedrive that now handles much of this, but here are the typical steps.

1. Send out the invoice for the project as per your contract (schedule reminders for when future invoices should be sent and paid). You should always take a deposit to get started on any project.

2. Set up the file structure. Set up a clean folder structure with standard subfolders:

   1. Contracts

   2. Background Information

   3. Research

   4. Deliverables (internal)

   5. Shared Deliverables (client-facing)

   6. Meeting Notes - create the agenda for the kickoff call below.

   Ensure all relevant information is in these folders and that you re-read the meeting notes, contract, background information, etc…

3. Create the project timeline. You must outline the journey and when the client will need to do their activities. You can use a dedicated tool (e.g., Asana, Monday.com, or Smartsheet).

4. Set up your Calendly (or meeting scheduling tool). Create a dedicated link for your client to schedule calls with you. You can use your standard Calendly link, but it’s nice to personalise it more, especially if you’re meeting people you don’t know. This also lets you track how much time you make available for the client.

Step Two: The Kickoff Call

The next step is to launch the project with an official kickoff call.

1. Schedule the kickoff call for the contract's launch date. It doesn’t have to be on the contract's beginning date, but it’s nicer if it is. The common challenge here is to ensure all the key stakeholders are on the call, but not to wait ages for them to be available.

2. Create the agenda for the kickoff call and send in advance. You can get templates and read the full breakdown of what should be on the kickoff call here. But the key things include:

   1. Project timeline

   2. Key questions you need answered (see the link above).

   3. Required access/resources

   4. Next steps clearly outlined.

3. Send out the notes/transcripts / next steps. Remember, you always take the initiative. After the call (I like to use Otter to document calls), outline the next steps and update the project plan as needed. Then, quickly review any tasks you were responsible for and finish them immediately. Don’t hesitate to send reminders about any functions that are behind schedule.

4. Set up your schedule for future meetings. Send out invites for future meetings you will have in advance. Remember the principle of high-value meetings. Instead of weekly meetings set up:

   1. A fixed number of status updates connected to the project timeline.

   2. Any ‘decision workshops’ where participants will be required to decide.

   3. Meetings to review and gather feedback on drafts of deliverables.

Step Three: Engage Key Stakeholders

Remember that the difference between good and great consultants is their ability to bring stakeholders along on the journey.

You should begin the stakeholder engagement process in the first week after the kick-off call. It is essential to understand the problem you’re trying to solve from all sides.

This includes a couple of key actions.

1. Create an initial stakeholder map. Set up a call with your primary contact to identify all the stakeholders you need to speak to. You can access our typical tracking sheet here - we send this to the client to complete or work through it with them on the call.

2. Schedule initial 1:1 calls with key stakeholders within the first two weeks. Make sure your contact introduces you warmly so people know who you are.

3. Prep your good questions to ask clients. Create an agenda in advance and be clear about the specific information you need from each person.

4. Create your issues map and communications plan. Be clear about when you will contact each stakeholder again and what information they need. Then stick to it.

Step Four: Diagnose The Full Problem

The next step is to fully diagnose the problem before leaping into solutions.

Don’t jump into advice mode at this stage - you haven’t earned the right to propose solutions yet. Instead, make sure you fully understand the problem.

This is where we go into ‘deliverable design’.

This means you need to know:

1. The symptoms of the problem. How did they become aware of it? What are they measuring? What is your observation of it?

2. The impact of the problem. What is the size of it? What is it impacting and how/where?

3. The root causes of the problem. If you keep asking why - what is the real cause of the problem you can solve?

4. Current level of knowledge about the problem. How informed is the client about the issue and potential solutions?

5. What are the resources, contracts, and time frame to solve the problem?

6. Why hasn’t the problem been resolved already? What are the main blockers?

At this point, the project devolves to whatever service you provide to your client and your unique methodology.

But if you’ve just signed your first client and aren’t sure what to do next, the above steps will usually help.

Good luck!

Richard Millington

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