---
name: consulting-practice
description: |
  Complete guide to building and running an independent consulting practice including niche positioning, proposal and SOW creation, rate setting, client acquisition, project management, deliverable design, retainer structures, and scaling strategies. Use when the user asks about consulting practice or needs help with related topics. Do NOT use for unrelated domains or when a more specialized skill exists.
license: Apache-2.0
metadata:
  author: foundry-skills
  version: "1.0.0"
  tags: "entrepreneurship strategy planning freelancing"
  category: "business-strategy"
  subcategory: "operations"
  depends: ""
  disclaimer: "none"
  difficulty: "intermediate"
---

# Consulting Practice

## When to Use

**Use this skill when:**
- The user wants to start or grow an independent consulting practice in any domain
- The user needs help with niche positioning, proposal writing, SOW creation, or rate setting
- The user wants guidance on client acquisition, retainer structures, or project management for consultants
- The user needs strategies for scaling a consulting business or transitioning from employment to consulting

**Do NOT use this skill when:**
- The user is building a product-based business rather than a services practice (use startup-advisor or business-planner instead)
- The user wants freelancing guidance for creative or technical work (use relevant career-development skill)
- The user needs general solopreneur operations advice (use solopreneur-toolkit instead)

## Process

1. **Gather requirements.** Ask the user clarifying questions about their specific context, goals, constraints, and experience level.

2. **Analyze the situation.** Review the information provided and identify key factors, challenges, and opportunities relevant to consulting practice.

3. **Develop the framework.** Create a structured approach tailored to the user's needs, incorporating best practices and domain-specific considerations.

4. **Deliver actionable output.** Present specific, implementable recommendations with clear rationale, timelines, and success criteria.

5. **Address edge cases.** Proactively identify potential issues, alternative approaches, and contingency plans.

**Use this skill when:**
- User needs guidance on consulting practice
- User asks about consulting practice best practices or techniques
- User wants a structured approach to consulting practice

**Do NOT use this skill when:**
- A more specialized skill exists for the specific subtopic
- The request is outside the scope of consulting practice

## Questions to Ask First

Before providing guidance, establish the consultant's situation:

1. What is your area of expertise? (Management, IT, marketing, HR, finance, operations, etc.)
2. Are you transitioning from employment or already consulting?
3. Who is your target client? (Enterprise, mid-market, small business, startups)
4. What is your experience level in years and notable accomplishments?
5. Are you solo or building a firm with other consultants?
6. What is your current pipeline? (Active clients, prospects, revenue)
7. What is your financial runway? (Months of living expenses covered)
8. Are you a generalist or specialist? What niche are you pursuing?
9. How do you currently acquire clients? (Referrals, outbound, content, network)
10. What is your target annual revenue?

## Niche Positioning

### The Positioning Framework
```
Your Niche = [Expertise] + [Industry] + [Problem] + [Client Size]



  "I help manufacturing companies with 100-500 employees implement
   lean operations to reduce waste by 20%+."

  "I help professional services firms build partner development
   programs that increase revenue per partner by 30%."
```

### Positioning Ladder (Narrow to Broad)
```
Level 5 (Most Valuable): Known expert in specific outcome for specific industry
Level 4: Known expert in a discipline for a specific industry
Level 3: Known expert in a discipline across industries
Level 2: Generalist with a preferred focus
Level 1 (Least Valuable): "I can help with anything"

Rule: Start at Level 4-5. You can always expand later.
Specialization commands 2-5x the rates of generalists.
```

### Competitive Differentiation

| Element           | Questions to Answer                              |
|-------------------|--------------------------------------------------|
| Methodology       | Do you have a proprietary process or framework?   |
| Track Record      | What measurable results have you delivered?        |
| Access            | Do you have relationships others don't?            |
| Speed             | Can you deliver faster than alternatives?          |
| IP                | Do you have tools, templates, or data others lack? |
| Perspective       | Do you bring a contrarian or unique point of view? |

## Proposal Writing

### Proposal Structure Template
```
1. EXECUTIVE SUMMARY (1 page)
   - Restate the client's situation and challenge
   - Summarize your recommended approach
   - Highlight expected outcomes and timeline
   - State the investment range

2. UNDERSTANDING OF THE SITUATION (1-2 pages)
   - Demonstrate you understand their problem deeply
   - Reference specific details from discovery conversations
   - Quantify the cost of inaction

3. PROPOSED APPROACH (2-3 pages)
   - Phase breakdown with objectives per phase
   - Activities and methods for each phase
   - Deliverables per phase
   - Timeline with milestones

4. TEAM AND QUALIFICATIONS (1 page)
   - Your relevant experience
   - Brief case studies (2-3 relevant examples)
   - Team members if applicable

5. INVESTMENT AND TERMS (1 page)
   - Pricing (options if applicable)
   - Payment schedule
   - What's included and excluded
   - Assumptions

6. NEXT STEPS
   - Clear call to action
   - Expiration date (30 days typical)
```

### Proposal Best Practices

- Always present the proposal live (video or in-person), never just email it
- Offer 2-3 pricing options (anchor effect)
- Lead with the client's problem, not your capabilities
- Include a "cost of doing nothing" calculation
- Keep it under 10 pages (executives won't read more)
- Follow up within 3 business days if no response

## Statement of Work (SOW) Template
```
STATEMENT OF WORK

Between: [Your Company] ("Consultant")
And: [Client Company] ("Client")
Effective Date: [Date]

1. PROJECT OVERVIEW
   [2-3 sentence summary of the engagement]

2. SCOPE OF WORK
   Phase 1: [Name] ([Start] - [End])
     - Activity 1
     - Activity 2
     - Deliverable: [specific output]

   Phase 2: [Name] ([Start] - [End])
     - Activity 1
     - Activity 2
     - Deliverable: [specific output]

3. DELIVERABLES
   | Deliverable          | Format    | Due Date   |
   |---------------------|-----------|------------|
   | [Deliverable 1]     | [Format]  | [Date]     |
   | [Deliverable 2]     | [Format]  | [Date]     |

4. CLIENT RESPONSIBILITIES
   - Provide access to [systems, data, people]
   - Designate a primary point of contact
   - Review deliverables within [X] business days
   - [Other specific requirements]

5. TIMELINE
   Total Duration: [X weeks/months]
   Key Milestones:
     - [Milestone 1]: [Date]
     - [Milestone 2]: [Date]
     - [Final delivery]: [Date]

6. FEES AND PAYMENT
   Total Investment: $[Amount]
   Payment Schedule:
     - [Amount] upon signing
     - [Amount] at [milestone]
     - [Amount] upon completion
   Payment Terms: Net [15/30] from invoice date
   Late Payment: [1.5%/month]

7. ASSUMPTIONS AND EXCLUSIONS
   This SOW assumes:
   - [Assumption 1]
   - [Assumption 2]
   This SOW does NOT include:
   - [Exclusion 1]
   - [Exclusion 2]

8. CHANGE ORDERS
   Changes to scope require written agreement and may
   affect timeline and fees.

9. TERMINATION
   Either party may terminate with [30] days written notice.
   Client pays for work completed through termination date.

10. CONFIDENTIALITY
    Both parties agree to maintain confidentiality of
    proprietary information shared during the engagement.

Signatures:
_______________________     _______________________
[Your Name]                 [Client Name]
[Your Company]              [Client Company]
Date: __________           Date: __________
```

## Rate Setting

### Pricing Models
```
1. HOURLY RATE
   Best for: Ongoing advisory, variable scope, staff augmentation
   Formula: (Target Annual Income + Overhead) / Billable Hours


   Note: Only 60-70% of your time is billable. If you work 2,000 hrs/year,
   1,200-1,400 are realistically billable.

2. PROJECT-BASED (FIXED FEE)
   Best for: Defined scope, clear deliverables
   Formula: Estimated Hours x Internal Hourly Rate x Risk Multiplier (1.2-1.5)
   Always include a scope boundary and change order process

3. VALUE-BASED
   Best for: High-impact engagements with measurable ROI
   Formula: 10-20% of the value you create for the client


4. RETAINER
   Best for: Ongoing advisory, fractional executive roles
   Structure: Fixed monthly fee for defined access/deliverables
   Typical: $3,000-$25,000/month depending on scope and seniority

5. DAY RATE
   Best for: Workshops, intensive sessions, on-site work
   Formula: Hourly rate x 8 (or premium for concentrated value)
   Typical range: $2,000-$10,000/day
```

### Rate Benchmarks by Experience
```
| Level              | Hourly       | Day Rate      | Monthly Retainer |
|--------------------|-------------|---------------|------------------|
| Junior (0-3 yrs)  | $75-150     | $750-1,500    | $2,000-5,000     |
| Mid (3-7 yrs)     | $150-300    | $1,500-3,000  | $5,000-12,000    |
| Senior (7-15 yrs) | $250-500    | $2,500-5,000  | $8,000-20,000    |
| Expert (15+ yrs)  | $400-1,000+ | $4,000-10,000+| $15,000-50,000+  |

Note: These vary enormously by specialty, industry, and geography.
Strategy consulting and technology consulting command premium rates.
```

### Raising Your Rates

- Raise rates for new clients first (existing clients can be grandfathered)
- Raise 10-20% annually as you build track record
- If you're closing 80%+ of proposals, your rates are too low
- If you're closing under 30%, rates may be too high (or positioning is off)
- Always frame price in context of value delivered

## Client Acquisition

### The Acquisition Flywheel
```
STAGE 1: AWARENESS (They know you exist)
  - Publish thought leadership (articles, LinkedIn posts, talks)
  - Speak at industry events and conferences
  - Get quoted in industry publications
  - Maintain active LinkedIn presence

STAGE 2: INTEREST (They see you as an expert)
  - Create in-depth content (whitepapers, frameworks, case studies)
  - Host webinars or workshops
  - Share insights from your work (anonymized)
  - Build email list and newsletter

STAGE 3: CONSIDERATION (They think about hiring you)
  - Case studies with measurable results
  - Client testimonials and referrals
  - Discovery call framework
  - Free diagnostic or assessment offer

STAGE 4: DECISION (They engage you)
  - Strong proposal process
  - Social proof (logos, testimonials)
  - Risk reversal (satisfaction guarantee, pilot project)
  - Clear next steps and onboarding

STAGE 5: RETENTION (They hire you again)
  - Exceed expectations on deliverables
  - Proactively identify next opportunities
  - Quarterly business reviews
  - Introduce retainer models
```

### Referral System
```
Referral Sources (in order of effectiveness):
1. Past clients (warm introduction to their peers)
2. Complementary consultants (they do strategy, you do execution)
3. Professional network (former colleagues, MBA classmates)
4. Industry associations and groups
5. Accountants and lawyers who serve your target clients

Referral Process:
- Deliver exceptional work (prerequisite)
- Ask explicitly: "Who else do you know facing similar challenges?"
- Make it easy: Offer to draft an intro email for them
- Reciprocate: Refer business back when possible
- Thank referrers: Handwritten note + gift ($50-100 value)
- Update referrers on outcome (closes the loop)
```

## Project Management

### Engagement Lifecycle
```
1. DISCOVERY (Week 0)
   - Stakeholder interviews
   - Data collection
   - Current state assessment
   - Refine scope and expectations

2. ANALYSIS (Weeks 1-3)
   - Deep dive into data and processes
   - Benchmark against best practices
   - Identify root causes and opportunities
   - Develop hypotheses

3. SOLUTION DESIGN (Weeks 3-5)
   - Develop recommendations
   - Create implementation roadmap
   - Validate with key stakeholders
   - Prepare deliverables

4. PRESENTATION (Week 5-6)
   - Present findings and recommendations
   - Facilitate decision-making
   - Refine based on feedback
   - Finalize deliverables

5. IMPLEMENTATION SUPPORT (Weeks 6-12, if scoped)
   - Guide execution of recommendations
   - Troubleshoot obstacles
   - Track progress against milestones
   - Adjust approach as needed

6. CLOSE-OUT
   - Final deliverable handoff
   - Knowledge transfer
   - Lessons learned
   - Transition plan
   - Discuss next engagement opportunities
```

### Client Communication Cadence
```
Weekly:
  - Status update email (3-5 bullet points max)
  - Hours/budget tracking (if hourly)
  - Blockers or decisions needed

Biweekly:
  - 30-minute check-in call with primary contact
  - Review progress against milestones
  - Preview upcoming work

Monthly:
  - Steering committee presentation (if multiple stakeholders)
  - Formal progress report
  - Budget and timeline review
  - Risk and issue log update

End of Phase:
  - Phase deliverable presentation
  - Sign-off before proceeding to next phase
  - Scope check (are we still aligned?)
```

## Deliverable Creation

### Deliverable Quality Checklist
```
[ ] Addresses the question the client is actually asking
[ ] Executive summary on page 1 (busy executives read this only)
[ ] Recommendations are specific and actionable (not vague)
[ ] Data supports every claim (cite sources)
[ ] Formatted consistently and professionally
[ ] Free of typos and grammatical errors
[ ] Includes implementation roadmap with owners and deadlines
[ ] Considers organizational constraints and politics
[ ] Reviewed by a peer or colleague before delivery
[ ] Presented live with discussion, not just emailed
```

### Common Deliverable Types

- **Assessment Report**: Current state analysis with gap identification
- **Strategy Document**: Future state vision with roadmap to get there
- **Process Map**: Visual workflow with improvement recommendations
- **Business Case**: Financial justification for a recommended investment
- **Implementation Plan**: Detailed project plan with tasks, owners, timelines
- **Workshop Output**: Synthesized findings from facilitated sessions
- **Playbook/Toolkit**: Reusable templates and guides for the client team

## Retainer Models

### Retainer Structure Options
```
1. ACCESS RETAINER
   - Fixed monthly fee for availability
   - X hours of advisory per month
   - Response time guarantee (24-48 hours)
   - Monthly strategy call
   - Best for: Ongoing advisory relationships

2. OUTPUT RETAINER
   - Fixed monthly fee for defined deliverables
   - Example: Monthly reporting, quarterly reviews, annual planning
   - Clear scope prevents scope creep
   - Best for: Ongoing operational support

3. FRACTIONAL EXECUTIVE
   - 1-3 days per week in a C-suite or VP role
   - Attend leadership meetings
   - Manage a functional area
   - Best for: Companies that need senior talent but not full-time
   - Typical: $5,000-$25,000/month for 1-2 days/week
```

### Retainer Agreement Essentials

- Minimum commitment period (3-6 months typical)
- 30-day cancellation notice
- Unused hours do not roll over (or roll over 1 month only)
- Scope boundaries (what's included vs. out-of-scope)
- Rate for additional hours beyond retainer
- Quarterly review and rate adjustment clause

## Scaling Your Practice

### Growth Options
```
Path 1: PREMIUM SOLO
  Revenue: $200K-$500K
  Model: High rates, selective clients, deep expertise
  Leverage: Premium pricing, strong brand, referral engine
  Lifestyle: High control, flexible schedule

Path 2: SOLO + SUBCONTRACTORS
  Revenue: $300K-$1M
  Model: You sell and lead, subcontractors execute
  Leverage: Margin on subcontractor hours (20-40%)
  Risk: Quality control, contractor reliability

Path 3: BOUTIQUE FIRM
  Revenue: $1M-$10M
  Model: Small team of consultants, defined methodology
  Leverage: Multiple billing consultants, firm brand
  Risk: Overhead, hiring, management distraction

Path 4: PRODUCTIZED CONSULTING
  Revenue: Variable
  Model: Standardized offering at fixed price
```

### Building Leverage Beyond Billable Hours

- **Courses and training**: Package your methodology as a course
- **Templates and tools**: Sell the tools you've built for clients
- **Books and speaking**: Build authority and inbound leads
- **Group programs**: Coach multiple clients simultaneously
- **Licensing**: Train others to use your methodology

## Financial Management

### Monthly Financial Dashboard
```
REVENUE
  Project fees:              $________
  Retainer fees:             $________
  Other (training, etc.):    $________
  TOTAL REVENUE:             $________

EXPENSES
  Subcontractors:            $________
  Software/tools:            $________
  Insurance (E&O, liability):$________
  Professional development:  $________
  Marketing/business dev:    $________
  Travel:                    $________
  Office/coworking:          $________
  Accounting/legal:          $________
  TOTAL EXPENSES:            $________

NET INCOME:                  $________

PIPELINE
  Proposals outstanding:     $________ (weighted by probability)
  Active conversations:      [count]
  Months of backlog:         [months]

TARGETS
  Monthly revenue target:    $________
  Utilization rate:          ___% (target: 60-70%)
  Average project size:      $________
  Client concentration:      No client > 40% of revenue
```

## Common Mistakes to Avoid

1. Pricing too low to win business (competes on cost, not value)
2. Not having a signed contract before starting work
3. Scope creep without change orders (doing free work)
4. Over-dependence on one client (concentration risk)
5. Spending too much time on delivery, not enough on business development
6. Not saving for taxes (set aside 25-35% of gross revenue)
7. Trying to serve everyone instead of specializing
8. Not investing in your own professional development
9. Skipping the discovery phase and jumping to solutions
10. Failing to collect testimonials and case studies from successful engagements


## Output Format

Deliver the response as a structured document with clear headings and actionable content. Use tables for comparisons, numbered lists for sequential steps, and bullet points for options. Include specific examples where applicable.

```
[Consulting Practice deliverable]
1. Context and objectives
2. Analysis or framework
3. Specific recommendations with rationale
4. Action items with timeline
```


## Example

**Input:** "Help me with consulting practice for a mid-size project."

**Output:** A complete consulting practice framework tailored to the specific context, with actionable steps, relevant considerations, and measurable outcomes.


## Edge Cases

- **Incomplete information:** Ask clarifying questions before proceeding rather than making assumptions
- **Conflicting requirements:** Identify trade-offs explicitly and present options with pros and cons
- **Scale mismatch:** Adapt recommendations to match the user's context (individual vs. team vs. organization)
- **Domain crossover:** When the request overlaps with other skill domains, address what falls within scope and reference specialized skills for the rest
