Behind-the-scenes advice for busy solo professionals courtesy of Michael Katz, Blue Penguin Development

spoke with a new independent consultant.


She just left her job and has been working hard to develop products and programs to sell, with a plan to get into consulting after that.

That’s fine, but I think it’s backwards.

The hard part isn’t developing things to sell … it’s finding people who want to buy your things.

It’s much easier to find a handful of clients who pay your thousands, than it is to find thousands of people who pay you a handful (each).

I suggested that getting the consulting business going first might be a better place to start.

There aren’t many people who make a decent living selling things (and the ones who do have a huge list). There are a lot of people who make a decent living selling advice.