In the summer of 2021, I took a big leap and left my job at JPMorgan Chase to enter the completely unknown world of brand and marketing consulting. It was a scary decision. In fact, perhaps one of the hardest decisions I’ve ever made - leaving stability, a huge support network of colleagues and a regular paycheck for instability, no one to lean on (or so I thought) and a very irregular paycheck. But the right decisions are often the hardest to make, and I’m so glad I made this one.
Since embarking on this new part of my career, I’ve learned a lot about myself and the business of consulting. Here are some of those lessons for anyone else considering taking the plunge:
#1. You’re better than you think
Imposter syndrome, in particular with women, is a real thing. In my corporate job where I’d led various brand and marketing teams, this wasn’t such a problem - I was great at what I did, well-networked and respected. But when I first started consulting, I was plagued by self-doubt and fear that I wasn't good enough. Then I started working with clients and seeing the results - producing work that solved real problems and got them excited. That’s when I realized confidence is your best friend. You have value to add, and that’s why you get hired.
#2. Practice what you preach
As a brand strategist, I tell my clients that they need to pinpoint their audience and be clear in what they do or sell. But as a consultant, you need to do the same. Yes, I can do broader marketing strategy, but my heart lies with brand so that’s where I focus most of my efforts. It's important to nail your elevator pitch because you’ll be using it - a lot.
#3. Curiosity is a beautiful thing
One of the highlights of consulting is diving into new industries you might know absolutely nothing about. Prior to this, all of my experience was in financial services. Had I worked in beauty, public safety or climate resilience? Nope. But I LOVED learning about those businesses. It’s important to remember that you’re hired for the expertise they lack and for your outside perspective, not your in-depth industry knowledge. That being said, you need to be able to apply your knowledge in a way that works for each project, don’t think you can simply copy and paste.
#4. Don't undervalue yourself
Did I make the move to consulting for financial reasons? No. Should I price appropriately based on my years of experience and insight? Yes! Your time and expertise are valuable, and you shouldn’t underestimate that. I’ve said no to projects that I didn’t think could afford me - and that’s ok! There are exceptions though when it’s a passion project or worthy cause, or if there’s a clear benefit longer term from doing that work.
#5. Never stop networking
Last year, I started out strong - tapping into my network, having conversations that lead to more conversations that lead (eventually) to work. But when the work got really busy, I didn’t prioritize biz dev anymore - and that was a mistake. Because when those projects end you need to have a pipeline of other work or people to talk to. So I’ve learned from that experience. Business development is one of the most unnatural things for me, but it’s something I’m getting used to, and something you have to get comfortable with doing on an ongoing basis.
#6. Find your “people”
I was warned in advance, consulting can be lonely, especially if you’re used to working in big teams at big companies. As luck would have it, an old colleague from Chase had left a couple of years before me to become a consultant and she introduced me to the founder of a brand and marketing collective called Left at First. Together, we’ve worked on a lot of projects and I really believe there’s power in numbers. That doesn’t mean I don’t do projects by myself, of course I do, but when you have people to bounce ideas off and critique what you’re thinking - the work only gets better.
#7. You're not a top priority
Wait, what?! What I mean is, you’re not your client’s top priority. I work with innovative companies and startups, so whether it’s a founder or a marketing director, they have a gazillion things on their to-do list. You’re just one of them. Make sure you’re not a burden on their time while also keeping them in the know. Unlike some agency models, where you hand off a brief and might not see the work until it’s beautifully wrapped up in a bow (and then, quite possibly, not what you wanted) I act as an extension of their team. The more credibility you can build by showing that you know what you’re doing, can navigate the business and deliver, the better.
#8. Stay relevant and continuously improve
Would I tackle a brand strategy project now the way I tackled my very first one or even my last one? No, I wouldn’t, because I’m continuously getting better, refining my processes, frameworks and approach. It’s still only been a year and a half since I started this. This is a field that requires constant learning and self-improvement. On top of that, in brand or marketing you need to stay up-to-date on what’s going on in the industry so your ideas are fresh and relevant. There’s no boss telling you to attend this conference, or that event, listen to this podcast, or sign up for that course. You’re on your own - so push yourself to be your own teacher.
#9. Your focus determines your reality
My number one reason for becoming a consultant was flexibility. I’m a mum of three young kids, and the reality of how short and precious life is hit me hard during Covid. With flexibility being my focus, I try to book work around my life (as much as that’s possible), not the other way around. Sure, I could work 50+ hours a week and earn a lot more, but I am choosing not to. Whatever your reasons are, stay true to them.
#10. Expect the unexpected
Last year was a GREAT year. More work than I could have expected, more income than I forecast and more flexibility than I had hoped. But was that luck? Is that sustainable? Of course, this year could be different, but what I’ve come to realize is that consulting is full of surprises. There are highs and lows - projects you sign and projects that fall through; work you’re proud of and work you’re less proud of; times you’re too busy and times you’re not busy at all; clients you love working with and clients you don’t. At the end of the day, be adaptable and prepared for whatever comes your way.
One of the best parts about this career move is the fact that I’m learning, constantly. Every lesson is an opportunity, so I'm excited to see what’s in store for this year and beyond.
