Thank you for your thoughtful questions and for giving me the opportunity to reflect on my consulting journey so far. As promised, I have compiled my responses below and hope they provide valuable insights into the world of consulting.
Disclaimer: I did not set out to become a consultant. I “fell into it” when the NGO I worked for began offering advisory services to diversify its funding. As such, my insights are by no means intended as definitive best practices. I am simply sharing my reflections after 10+ years in the hopes that they can help others.
I hope these insights help you navigate your consulting journey. If you have further questions or would like to discuss public health consulting in greater depth, feel free to reach out!
- What do you wish you knew earlier before going down the path of consultancy? if you were to start all over again knowing everything you know now, what steps would you take to get started and in what order? What are some key challenges or pitfalls to watch out for when starting a consulting business?
- Start Gradually: If the idea of diving in feels overwhelming, consider consulting as a side gig. Freelance for established firms or start as an employee at a consulting firm. This approach allows you to test the waters, develop key skills, and decide if consulting suits you.
- Allow Time for Market Research and Business Development: When starting out in consulting, a significant portion of your time will be spent searching for assignments and developing your business. Be prepared to invest these non-remunerated hours into generating leads, building your network, and refining your proposals. Rejections are part of the process, so it’s crucial to remain resilient and seek feedback to improve for future opportunities. With persistence and dedication, you will start to see results, and your project pipeline will gradually grow over time.
- Key challenges and pitfalls to watch out for:
- Overpromising: It is tempting to agree to everything a client requests, but carefully evaluate the assignment’s scope. Can you deliver within the timeframe and resources? Do you need to involve other experts? Setting realistic expectations from the start fosters strong client relationships.
- Thinking you need to come up with all the answers: A consultant’s role is to use expertise to facilitate problem-solving, not to dictate decisions. As such, be prepared for open, sometimes challenging conversations to guide clients towards feasible and actionable solutions.
- Emotional Investment: You must balance professional involvement with detachment. As a consultant, you advise, not own projects. Learning to cope with decisions you disagree with is essential.
- What skillsets would you say are important for a consultant to have?
- Project and Time Management: Organizing, prioritizing, and budgeting are fundamental.
- Proposal Writing: Securing assignments often depends on crafting compelling business proposals.
- Communication and Negotiation: Listening, clear articulation, and the ability to mediate stakeholder expectations are critical.
- Cross-Cultural Sensitivity: The ability to effectively engage with diverse stakeholders is essential in public health consulting.
- Stakeholder Management: Building and maintaining trust with clients and collaborators is key.
- What other trainings, if any, did you take after graduation that helped you prepare for consultancy?
As I mentioned earlier, I did not plan to go into consulting, so I didn’t take specific training beforehand. However, over the course of my career, I’ve had the opportunity to take some highly valuable courses that have significantly enhanced my consulting skills. Two notable ones include:
- Finance for Non-Finance Professionals: This course provided me with essential financial management skills, which are crucial for project budgeting and proposal preparation.
- Systems Thinking in Public Health (Coursera): Offered by Johns Hopkins University, this course was instrumental in helping me approach complex public health challenges from a holistic and interconnected perspective.
Both courses have been incredibly beneficial in shaping how I approach consulting projects and client engagements. I am also constantly seeking opportunities to expand my knowledge and skills while staying updated on the latest developments in the field. This commitment to continuous learning ensures I can provide the most relevant and effective solutions to my clients.
- What past work experiences helped prepare you for consultancy?
Before transitioning into consulting, I worked in education and events in London and Singapore. These roles provided invaluable opportunities to develop key skills such as project management, stakeholder engagement, and cross-cultural communication. These highly transferable skills proved to be instrumental when I began my consulting career, enabling me to navigate diverse client needs and manage complex assignments effectively.
- How do you find clients/how do clients find you? How do you market yourself? How did you find your first clients, and what strategies worked best for you to grow your client base?
Be clear and confident about what sets you apart and what you can offer. Highlight your unique skills, experiences, and values. If you are truly passionate about your work, that energy will resonate with others and demonstrate that your motivations go beyond financial gain. This authenticity is key to building trust and credibility with potential clients.
Effective Ways to Generate Leads are:
- Networking: Leverage your professional network by letting colleagues, former clients, and peers know about your services. Attend relevant industry events and conferences to make new connections.
- Targeted Outreach: Identify organizations or companies in your field and reach out directly with a personalized introduction and proposal.
- Online Presence: Create a professional LinkedIn profile or website showcasing your expertise, past projects, and services. Regularly share insights and updates to engage your audience.
- Consultant Registries: Register on platforms like Devex, Development Aid or others relevant to your field to increase your visibility to potential clients.
- Public Procurement Opportunities: Keep an eye on procurement portals for consulting opportunities, especially those from government agencies, multilateral organizations, or NGOs. Devex and Impactpool are good online platform for this.
- Referrals: Ask satisfied clients to refer you to their networks. Word of mouth can be one of the most powerful tools for generating leads.
- Collaborations: Partner with other consultants or firms on larger projects to expand your reach and gain exposure to new clients.
- How do you set your rates and assert yourself if you receive pushback from clients? How do you balance financial sustainability while working with nonprofit clients that may have limited budgets?
Setting rates is a balance between ensuring fair compensation and staying competitive. Key considerations include:
- Context-Specific Pricing: Rates vary based on the type of client, the bidding process, and your experience.
- Flexibility: While it is okay to offer lower rates initially to secure assignments, know your minimum threshold. If a client is not willing to meet it, be prepared to walk away.
- Does it help to niche down or would that limit me too much?
- Niche Expertise: Having niche expertise that is not widely available is a significant advantage and sets you apart in the consulting world. While finding assignments in specialized areas can be more challenging, these opportunities often come with less competition. When they arise, your unique skills position you as the ideal candidate, giving you a strong chance of securing the assignment.
- Generalist Approach: Being versatile as a generalist can provide more opportunities by allowing you to work across a broader range of assignments. However, you still need a clear Unique Selling Proposition (USP) to differentiate yourself. Your ability to stand out will largely depend on how well your profile, skills, and experience align with the specific requirements of each assignment.
- Tips on building a schedule that honor work commitments, family commitments, and self care.
- Prioritization is Key: In consulting, workloads can fluctuate significantly. There will be periods of intense work requiring extra hours and focus, followed by quieter times that allow you to dedicate attention to other commitments. Navigating these ebbs and flows successfully requires strong time management, flexibility, and effective planning to ensure you stay on top of both professional and personal priorities.
- Are there any full time, salaried, opportunities in consultancy? How does one find them? Or can it only be freelance?
- Yes, many firms hire full-time consultants. Most major advisory firms (e.g., Deloitte, McKinsey, PwC) have a life sciences practice and smaller specialized consulting firms also offer salaried positions. However, salaried roles may involve less schedule flexibility compared to freelancing.
- How can a public health consultant effectively collaborate with nonprofits to address global health challenges?
Nonprofits often lack the resources for full-time experts, so they hire consultants for specific projects. To collaborate effectively:
- Identify Gaps: Research the nonprofit’s needs and propose practical, value-adding solutions.
- Present Clear Proposals: Demonstrate how your expertise aligns with their goals, such as securing funding or implementing new interventions.
- Are there specific consulting opportunities in the nonprofit sector that align with health promotion, refugee support, or SDGs?
- Yes, there are numerous opportunities available. In addition to the procurement websites of major bilateral and multilateral funding organizations, online platforms such as Devex and Impactpool offer extensive databases where you can search for opportunities that align with your field of interest and expertise.
- What types of services are currently in high demand in public health consulting?
In-demand services will vary depending on your location, so it’s essential to conduct market research to identify the specific needs in your context. Start by reviewing national health sector strategies, priority areas, and industry trend reports. Stay informed about the latest developments in the field by following industry leaders, attending relevant events, and networking with professionals.
Look for ways to align your unique skillset with current demand. For instance, you could leverage your project management expertise and experience in community-based interventions to support an organization active in the digital health space, such as the Transform Health Coalition.
