Updated 27 September 2026 · ChiefEU Guides

How to Get Your First Consulting Client

Your first consulting client is closer than you think. For senior leaders, it almost always comes from people who already know and trust your work. This guide gives you a clear, repeatable process: map your network, reconnect, make a low-risk offer, run a strong discovery call and send a proposal the same day.

Why your first clients come from your network

Buying consulting is a decision based on trust. A company hiring an independent advisor is taking a risk on one person. The fastest way to reduce that risk is to already know them.

Former colleagues, customers and partners have seen you deliver. They understand your judgment, your standards and how you work with people. That makes a yes far easier than with a stranger who has only read your profile.

Cold outreach, content and platforms all have a place later. For the first client, your network is the shortest path. If you are still shaping what you offer, start with our guide on how to become an independent advisor.

Map your first 50 contacts

Open a spreadsheet and list 50 people. Do not filter too hard at this stage. Include people who could hire you and people who could introduce you to someone who would. Look across these groups:

• Former colleagues: managers, peers and team members who have moved to other companies.
• Suppliers and service partners: agencies, consultancies and vendors who valued working with you.
• Customers: people on the client side who saw the results of your work.
• Investors: VCs, business angels and private equity contacts who need experienced people for their portfolio companies.
• Alumni: university, business school and former-employer alumni groups.
• Industry peers: people you know from associations, conferences and working groups.

For each contact, note their current role, your last interaction and one reason they might care about your offer. Then mark the top 15 to start with.

Send short reconnect messages

A reconnect message should be personal, brief and easy to answer. It is not a sales pitch. Its job is to restart the conversation and tell people what you now do.

Example 1: former colleague

"Hi Anna, it has been a while since we worked on the Benelux launch. I have started working as an independent advisor, helping manufacturing companies improve supply chain performance. I would be glad to hear how things are going at your end. Do you have 20 minutes for a call in the next couple of weeks?"

Example 2: investor or partner

"Hi Marc, I am now advising growth-stage software companies on building their first commercial team in Europe. If any of your portfolio companies are working on that, I would be happy to have an initial conversation with them. Would a short call to compare notes be useful?"

Send five to ten messages a week. Personalise the first line every time. Expect some people to reply weeks later; that is normal.

Offer a low-risk first step

A large, open-ended project is a big decision for a first engagement. Make it easy to start with a smaller, clearly defined offer:

• Paid diagnostic: a fixed-price review of one area, such as a commercial process, cost base or organisation design, delivered as a short report with recommendations.
• Short workshop: a half-day or one-day session with the leadership team on a specific problem.
• Free 30-minute conversation: a focused call to explore the challenge and see whether there is a fit. Keep it to 30 minutes and use it to qualify, not to solve the problem for free.

A fixed-price diagnostic is often the best first paid offer. The client knows exactly what they get and what it costs, and it naturally leads to a larger follow-on project. Price it from your target day rate; our guide on setting your consultant day rate shows how.

Run a focused discovery call

The discovery call is where a conversation turns into a project. Listen more than you talk. Useful questions include:

1. What is the main challenge you are facing right now?
2. Why is it important to solve it now?
3. What have you already tried?
4. What would a good result look like in three to six months?
5. Who else is involved in this decision?
6. Is there a budget or timeframe in mind?

At the end, summarise what you heard and propose a next step: "Based on this, I would suggest a two-week diagnostic. I can send you a one-page proposal today."

Send a one-page proposal the same day

Speed signals professionalism. A clear, short proposal sent the same day keeps momentum. Keep it to one page:

• Context: their challenge, in their words.
• Objective: the result you will help them achieve.
• Approach: three to five steps you will take.
• Deliverables and timing: what they receive and when.
• Fee: a fixed price in EUR, stated as excluding VAT where applicable, with payment terms.
• Next step: how to confirm and a proposed start date.

Self-employment, invoicing and VAT rules differ by country, so check the setup with a local accountant before you send your first invoice.

Follow up and ask for referrals

Many proposals are accepted after a follow-up, not on the first send. If you have not heard back within five working days, send a short note: "Happy to answer any questions or adjust the scope if helpful." Follow up once more a week later, then leave the door open.

When a project goes well, ask for referrals while the results are fresh: "Is there anyone else in your network facing a similar challenge who might find this useful?" A satisfied client's introduction is the warmest lead you will get.

A simple weekly rhythm

Consistency matters more than volume. A steady weekly routine builds a pipeline without taking over your week:

• Monday: review your contact list and pick five to ten people to contact.
• Tuesday: send personalised reconnect messages.
• Wednesday and Thursday: hold calls and discovery conversations.
• Same day as each call: send a one-page proposal where there is a fit.
• Friday: follow up on open proposals and update your spreadsheet.

After a month you will have spoken with a meaningful part of your network, and most people will know what you now offer.

Frequently asked questions

How long does it take to get a first consulting client?

It varies with your niche, your network and how consistently you reach out. The most reliable way to shorten the time is a steady weekly rhythm of personal messages, calls and same-day proposals.

Should I work for free to get my first client?

A free 30-minute conversation is fine for exploring fit. For actual work, offer a small, fixed-price diagnostic or workshop instead. Paid work sets the right expectations for both sides.

What if my former employer is my first client?

Former employers can be excellent first clients. Check your exit agreement for any non-compete or non-solicitation terms first, and confirm with a lawyer if anything is unclear, as rules vary by country.

Do I need a company before I send a proposal?

Not necessarily to send one, but you will need the right setup to invoice. Registration, VAT and tax rules differ by country, so speak with a local accountant early.