Consulting: Retaining Your Edge in an Ever-Changing Industry

A Tale of Two Consultants

As Chris Kilkes and I have been connecting with many seasoned professionals who, like us, are between roles, we've noticed a growing trend — many are choosing to pursue consulting rather than jumping into a full-time role. This path is becoming more popular, and it reminded me of my own experience consulting during a previous career transition.

Here are some insights from my journey on the topic:

Pros:

Consulting was a great way for me to gain new experiences after being in my role for 17 years. It gave me the opportunity to re-engage with clients and industries I hadn't touched in a while, and it certainly helped with cash flow — especially at a higher hourly rate than a traditional full-time role. The flexibility was another big plus, allowing me to set my own hours, talk to different people, and stay mentally engaged.

Cons:

On the flip side, consulting came with its challenges — mainly the lack of steady income, benefits, and paid time off. I also missed the camaraderie of having a consistent team and feeling like I had a long-term stake in the business.

Ultimately, consulting provided valuable experience, but it also led me back to a full-time role in the agency world for the last five years, which has been incredibly rewarding.

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Here are Chris's experiences while he was consulting for top brands:

Over the past 20+ years in marketing, I’ve had the privilege of navigating the ever-shifting landscape of the industry. My journey began at one of the earliest online-only ad agencies, LeftField, in San Francisco in 1999. At LeftField, I worked with major accounts like Amazon, Autotrader, HomeAdvisor, and WebMD, where I honed skills in data analytics, media planning, optimization, and buying. Notably, LeftField launched some of the first paid search advertising campaigns, including on Hotwired, Wired Magazine’s search engine, back in 1999—a thrilling time to begin a marketing career.

As marketing and business continue to evolve at breakneck speed, adaptability has been the key skill that has shaped my career. I’ve faced challenges such as startups folding due to poor product-market fit, agencies losing critical accounts, and stable industries suddenly facing global competition. When I’ve found myself between full-time roles, consulting has always been my lifeline.

?One of my early consulting experiences came from my time working with Electronic Arts. After the dot-com bust, the phones stopped ringing, and new business dried up. The agency I worked for decided to abandon online advertising altogether, assuming it was a fad. Managing digital campaigns was complex, expensive, and less profitable compared to print or OOH advertising, so they cut online support entirely.

After three years at the agency, I was laid off on a Friday. I thought I’d go back to school to finish my master’s degree and maybe even pursue a doctorate. But by Monday morning, my phone rang: "Chris, what happened?" my client asked. When I explained that I was laid off, they responded, "Who’s going to handle our online campaigns?" Before I knew it, they had arranged for me to come back as a consultant. I started part-time, handling online planning, buying, and data analysis. I even helped their business development team negotiate sponsorship packages with the MLB, NBA, and NFL, scoring tickets to some great games in the process. A few weeks later, I picked up a second consulting gig and found myself working 85-hour weeks during a time when many others were struggling to find work. I wouldn’t make that much money again for another decade.

Today, the pace of the industry has only accelerated, making consulting an even more valuable option. Consulting has helped me during transitions between full-time roles, broadened my exposure to new industries, connected me with a wide array of people, and kept me learning. It’s been a vital part of my career evolution.

Looking forward, I’ve often wondered if my future might involve working for myself full-time. Consulting has taught me that where there’s a will, there’s a way. Instead of pursuing another permanent position, maybe it's time to hang up my own shingle.

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Stay tuned for next week’s article!