For a lot of marketers, consulting looks like freedom: no office politics, no annual reviews, no one to answer to.
After 18 years as a consultant, I can tell you that’s not quite the reality.
Consulting can be incredibly rewarding, but it’s also one of the most demanding paths in marketing. You’re responsible for finding work, managing clients, delivering results, running a business, and usually juggling several projects at once.
I talk with a lot of marketers who are thinking about consulting after leaving a corporate role, and I always tell them the same thing: it’s absolutely doable, but the ones who go in prepared do a lot better than the ones who don’t. The ones who end up thriving tend to have a few things in common.
1. They know exactly what they’re good at
One of the first questions I ask is: what’s your superpower?
The strongest consultants answer immediately and specifically. Not “go-to-market.” Not “marketing.” Something much more focused, like:
- Product marketing and storytelling
- Demand generation
- Paid search and social media content strategy
- Marketecture for AI companies
- Product launches
- Channel marketing
Companies hire consultants to solve specific problems. The clearer you are about your expertise, the easier it is for clients to see your value, and the easier it is for me to place you.
2. They understand their market rate
Many first-time consultants haven’t thought through pricing. Sometimes they set rates far above what the market will support. Other times they undervalue themselves.
Before launching a consulting practice, spend time understanding what clients are actually willing to pay for your skill set and experience level. Most successful consultants I know started at a slightly lower rate, built credibility and references, then raised their pricing as demand grew.
3. They are exceptionally organized
People often tell me, “It must be great not having a boss.”
I always laugh. I have plenty of bosses. My clients are my bosses. My teams are my bosses. Project deadlines are my bosses.
Successful consultants are disciplined with their time, responsive, organized, and able to manage competing priorities without dropping the ball. Organization isn’t a nice-to-have, it’s a survival skill.
4. They know how to work with teams
This is one of the most overlooked consulting skills. At our agency, we place consultants repeatedly when we know they collaborate well, communicate clearly, and contribute positively to the team.
Technical expertise gets you hired once. Being easy to work with gets you hired again and again.
Consulting is about building trust, delivering results, and becoming someone clients want to bring back.
The bottom line
If you’re considering the jump from corporate marketing to consulting, focus on clarity, pricing, organization, and teamwork. Happy to talk through it if you’re weighing the decision, I’ve seen enough of these transitions to know what tends to work.
Kate Loomis is President of Healy Marketing Group, where she has spent 18 years placing and mentoring marketing consultants across B2B enterprise companies.