How My Business Consulting Career Began

by Howard Freedman

Copyright 2025 Financial Aid Consulting. All rights reserved. No portion of this article may be reproduced freely, electronically, by photocopying, or by any other means without the author's permission.

Howard can be reached at finaidguy@gmail.com

The plane has reached cruising altitude, and I am trying to feel more relaxed before my first consulting job begins. I am wired and know that when businesses open their wallets, they expect expertise and effectiveness, and want it right now! So there I was, sweating bullets, sick from stale air, the taste of salt and peanut oil lingering on my tongue, when I had to ask myself, "Why have I sacrificed the comfort of my office for this?"

Fortunately, I can look back on that flight and say the answer was easy: consulting is an adventure. There is never a dull moment because, with each new client, you face different opportunities and apply your experience in unlimited ways. All of which means you can't ever get too comfortable, as this is the time to take notes, review reference materials, and occasionally glance at the tranquility of the billowy clouds covering a swiftly moving world below,  

Money isn't everything... really.

Consulting can be financially rewarding, but only after a consultant has earned credibility and the clients are happy. One way to establish credibility is to be a good listener and focus on the client's expectations.   

Don't get greedy. 

Clients may offer to pay but ask for the impossible. You may have to ask yourself, "Is it worth it?" Please look past the money because you won't succeed. If you are confused by a no-win situation, please offer to help the client create more realistic goals.  This will get the job done as quickly as possible to foster a good relationship that pays off in the future.

Time is money.

It's also essential to consider the client's budget restrictions. You will work with companies with limited budgets. If you can't produce on their schedule, could you ensure everyone agrees to a revised and more realistic project plan with specified deliverables?

They know what they're doing.

Indeed, it is the clients' responsibility to define their needs and establish ownership of the project.  Don't overlook your clients' experts on the subjects at hand or those responsible for the work already done. As a consultant, you are responsible for guiding the clients to the solutions they need. 

I'd appreciate it if you could get your specs on.

Writing functional specifications should be a priority when the job starts. Functional specifications serve as blueprints and tangible documentation for future reference; avoiding them will likely result in an inferior product. Functional specs should be clear and concise, with a separate section for technical requirements. Could you make sure they are client-approved?

Please use your help if necessary.

Although many think they do, I have yet to meet a consultant who knew everything. So take advantage of what your colleagues know — network with other consultants and leverage their expertise with your own.

Don't skimp on the testing.

Testing should begin with clients defining their business cases. The consultant then builds the framework for testing around the information supplied by the client. At the very least, testing should include unit testing, system testing, and parallel testing. Thorough testing should also include controls to monitor each cycle, document results, and resolve problems.

Please put it in writing.

Consultants often do a great job but fail to leave an audit trail or documentation of their work. Once my job is done, I document as much as possible in writing so the client can continue working independently on the system. You can include this documentation in a weekly status report to management.

And remember . . .

Every consulting engagement is an investment in your future success. Take advantage of every opportunity to learn and gain experience, because the more you know about one job, the better your chances of success on the next.

My plane is descending now. I've had my peanuts, pretzels, and soft drinks to fill my belly and make a positive first impression. I feel more relaxed and eager to be an empathetic listener and objective observer, to build positive relationships, and to give each client value-added service.  

Tucked away in my portfolio are many kind notes and letters of recommendation from clients that serve as motivators, indicating that hard work and building solid working relationships can be rewarding in many other ways.