Tips for establishing your consultancy expertise.

If you have honed expertise in a particular discipline and you are able to communicate and negotiate effectively, then you may be able to leverage that as a consultant. As a primary care physician with 10 years clinical experience, I know a thing or two about the opportunities, challenges, frustrations, and trends in primary care. I have been able to develop a strategic approach to problem identifying and solving in a primary care context and I have a passion for education, innovation, and entrepreneurship in that context. I now offer advice and consultancy to clients who recognize the value of my insight and expertise. By stepping out and offering my insights, I have started to attract surprising opportunities and roles where I can leverage my passions, knowledge, skills, and experience.

These are my tips for anyone with professional expertise looking to offer consultancy:

• Document a portfolio of evidence of your expertise.

This doesn't have to be a chore. This is different from your CV which is more of a brief summary of your work experience. Create another document or use your Linkedin profile to list the training, study, and work experience you have that validates your expertise. This is for your benefit and for others who will be more confident they can trust your insight based on evidence rather than a sales pitch.

• Know and defend the value of your professional insight based on the evidence of its effectiveness.

Now you know your worth as evidenced by your portfolio, determine the value of your expertise, and be willing to explain that value to your potential clients. When I refer to value here I am not just talking about your consultancy fees, but more importantly, the value you bring to your prospective client!

• Be calmly confident about what you offer but do not over or undersell your experience.

Validated confidence in your expertise is an attractive feature to a prospective client. But if you are discovered to be overselling your experience you will lose all credibility with prospective clients. Don't discount your experience based on some false narrative about what is valuable in the marketplace!

• Engage with potential clients on how you can transfer value to them and their stakeholders.

The ultimate value your prospective clients care about is the value you bring to them and their stakeholders. Make the prospect of working with you irresistible. Reach out the prospective clients without pestering them, listening carefully to what their needs are, then pitch how your expertise can meet those needs.

• Complete your work efficiently and with high quality to hopefully secure return business.

A good job done offering your expertise will consolidate your value to your client, lead to return business, and the greater chance of establishing your consultancy offering.

• Ask for a recommendation on LinkedIn .

Let your happy clients and colleagues sing your praises for others to see. That looks so much better than bragging endlessly on Linkedin about your individual contracts.

To hear more nuggets on innovation, leadership and entrepreneurship from the perspective of a medic, subscribe to my brand new podcast DZRPTRS.com where I will be bringing regular content to empower you to be the best leader the world deserves!

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Dr. Joel Brown, MD

Portfolio GP | Global Health | Digital Health | Primary Care Consultancy | DZRPTRS.com | Multi-Instrumentalist and Singer-Songwriter