Building a Supportive Network as a New Consultant

When I first started consulting, I thought I needed a big audience, a perfect website, or the right cold pitch to land my first contract. I see a lot of new or aspiring consultants/coaches thinking the same thing. But the truth is your first client is probably someone you’ve already worked with. A former colleague.
A past mentee.
A school leader you supported. A colleague from your leadership development program. The problem is most you probable haven’t reached out to them in a minute. Sometimes we assume our network knows exactly what we are doing and will automatically think of us when an opportunity comes up. That’s not how it works. The reality is, people are busy. They may respect you, but they’re not sitting around thinking about how to hire you. You have to remind them. Instead of chasing new leads from scratch, take a moment to: 
✅ List 5-10 people you’ve worked with in the past who understand your expertise.
✅ Reach out and check in, not to sell, but to reconnect and see what they’re working on.
✅ Share what you’ve been up to and how you’re helping others. That’s how so many consultants/coaches land $5K+ contracts without pitching to strangers. They tap into the relationships you already have. If you’ve been overcomplicating the process, start here. Your next opportunity might be one conversation away. What’s been your experience with reaching out to past colleagues? Would love to hear in the comments. ⬇️

If you’re waiting for the “perfect” strategy to land your first client… stop. Most new nonprofit consultants don’t get their first clients from a fancy website, a viral LinkedIn post, or paid ads. They get them the old-fashioned way—through people they already know. When we launched our consulting business, we didn’t overthink it. We didn’t have a big network, and we didn’t waste time searching for some secret formula. Instead, we just used plain old common sense. Using this approach, we landed our first clients and built a six-figure business in less than a year. If you’re an aspiring or new nonprofit consultant, here’s how you can do it too: 1️⃣ CONNECT: Write down a list of people you know—colleagues, friends, family, and community members. Think of anyone who might know someone connected to a nonprofit. 2️⃣ OFFER: Send a short, personalized message letting them know you’re consulting and directly asking if they or someone they know needs help. Example message: "Hi [Name], I’ve started consulting to help nonprofits with [specific service]. Do you, or do you know someone, who needs help? I’d love to chat! Feel free to share this with your network. Thanks so much, [Your Name]" 3️⃣ ENGAGE: When someone responds, have a conversation. Don’t overthink it—just listen to their challenges, explain how you can help, and talk about next steps if it feels like a fit. Your next step: Pick five names from your list and reach out today. No overthinking, no waiting—just start the conversation. This isn’t a complicated strategy, and it doesn’t need to be. It’s simple, it works. So take that first step—you might be surprised where it leads.

I don’t enforce many rules with my clients, but there is one non-negotiable: a regular networking practice. Whether you're thriving in your current role or actively seeking new opportunities, connecting with someone outside of your work bubble is so, so, SO important. Over the past year, I've built two major initiatives—both rooted in chance meetings with the right people. When I reached out, I wasn't looking for anything in particular, nor did I expect to collaborate with them. The universe just aligned, and those connections turned into something bigger than I could have imagined. 1️⃣ I co-founded a global community for coaches—Coaching Corner—with Connie Liu & Kelly Liu (and I'm flying to SF in December to *finally* meet them for an IRL business planning offsite). 2️⃣ I launched an in-person Product Leader Breakfast Series with fellow product leader, Prerna Singh, who I connected with through a master networker, Ha Nguyen. I've hosted over a dozen breakfasts in NYC, Berlin and Chicago next month with Archna Carlstone (RSVP: https://lu.ma/pxotkcwd) If you're building your own “always-on” networking habit, here are three tips I share with my clients: 1 - Reach out when you don’t need anything—the best time to nurture relationships is when there’s no agenda. Consider this your nudge to make a connection today. Seriously, do it now before the end of year holiday season. 2 - Start with former colleagues. It’s a warmer outreach, an easy way to catch up, and I guarantee they’re up to something cool since you last worked together. 3 - Whenever possible, opt for in-person over virtual. Face-to-face connections always deepen relationships in ways Zoom can't replicate. I promise it'll feel better.