How to Find Consulting Clients (2017)

Greg Kogan shares his journey and strategies for finding consulting clients, emphasizing the importance of building relationships and providing value to existing clients. Initially, Kogan struggled to find clients through networking events, realizing that busy founders and CEOs often do not have time for casual meetups. His breakthrough came from engaging with online communities, particularly through blogging, which attracted potential clients by showcasing his expertise. Over time, he developed a referral-based system where exceeding client expectations led to more referrals, creating a sustainable pipeline of high-quality leads. Kogan advises against traditional methods like cold outreach, networking events, and advertising, which he found ineffective. Instead, he focuses on writing informative content that builds trust and credibility with referred clients. His approach highlights the significance of delivering value and maintaining strong relationships with clients to ensure ongoing work and referrals.

- Building relationships with existing clients is crucial for sustainable consulting work.

- Blogging and sharing expertise can attract potential clients and establish credibility.

- Focusing on quality leads through referrals is more effective than traditional networking.

- Avoiding cold outreach and networking events can save time and effort.

- Providing value and exceeding client expectations leads to more referrals and long-term success.