Consultants Who Speak and Write Make 40% More Income

by Jennifer Beever

My fellow consultants – did the title of this blog, “Consultants Who Speak and Write Make 40% More Income” get your attention? I was thinking back on the nine Confab consulting conferences I’ve attended since 1998 and trying to remember what takeaways I’ve remembered most. Confab is the conference for consultants by consultants that takes place every year on the last weekend in October in Reno, Nevada. The conference is full of take-away value for consultants who are starting a practice, building their consulting practice, and refining a mature practice. Every year I attend I come back to my office with a list of action items a mile long.

At one Confab conference (I can’t remember which), I attended a session presented by Kennedy Information. Kennedy Information provides market research and advisory services to the consulting and other professional service industries. During the presentation, the speaker said that their research showed consultants who speak in front of their target client audiences and write articles make 40% more income than those who do not.

Needless to say, this factoid about how to make more money as a consultant stuck with me, and I’ve made sure I repeat it to other consultants and practice it in my own consulting. After referrals, speaking is the number two source of clients from my own marketing. After speaking is… …you guessed it, writing. The articles I’ve written and published in print or online have generated business for me, and now my own blog entries do the same. Not only have the articles attracted client inquiries, but they’ve also attracted inquiries from the media and resulted in additional mentions in print and online.

So, I have questions for consultants who read this blog entry. First, whether you’ve attended Confab or not, what are your top sources of new clients? Second, for those consultants who have attended Confab, what are your favorite takeaways? Please use the comment field on this blog to provide your answers!

Jennifer Beever

Confab 2009 Marketing Chair

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