Pro Bono Consulting: The Best Decision I Made
After 10+ years in college athletics, I made the scariest decision of my life: I left the only career I had ever known and became my own boss.
A consultant.
To go from a nearly six-figure salary to almost nothing overnight has left me sleepless at times. So, the million dollar question: how am I going to build a consulting business from scratch and charge people money for my services when they don’t even know my full range of talents?
My answer was surprisingly simple, unorthodox, and spur-of-the-moment: Pro Bono consulting. Bingo. Was it a stroke of genius? Was a stroke of madness? Or was it a combination of both? The full results remain to be seen, but it has certainly caught the attention of many prospective clients and individuals.
The idea of Pro Bono consulting was not lost on me. Yes, I will not make any money in the beginning; I was not only trying to gain a foundation of clients who can help build a word-of-mouth reputation for my work, but I was also trying to prove that I am not a one-trick pony. My talents, skills, and strategic abilities are not limited to the college athletics world. My talents transcend athletics into other areas of business — from small business to large business to individuals trying to build or rebuild their brand image.
The month of July has reaped a bountiful harvest of potential full-time clients. I knew the majority of my clients would be one-time beneficiaries and would not be back when I started my pricing model. That’s okay. I was willing to do that in an effort to build a business.
Surprisingly, the vast majority of people haven’t told me I’m crazy for doing it which has motivated me to finish the month. As I type this, I’ve had Skype sessions, phone calls, and even in-person consultations.
The results? 51. Fifty-one. Yes, I have met with fifty-one potential clients (teams, schools, businesses, and individuals) and some I’ve met multiple times. My goal was to convert 20% of my pro bono clients to paid retainer clients. The potential for that remains high, and that is the engine that continues to push me up the mountain.
Someone asked me this yesterday: “How in the hell are you going to make clients pay for your services after offering a month of consulting for free?” That’s a valid question…until you hear my answer:
I’m holding a full house, but you only see a pair of 10’s. That’s all I’m showing you right now. You have no idea I have three aces, too.
It’s an exciting adventure. It’s a scaring adventure, but it’s a challenge I’ve built up my entire career. Now, let’s do business.
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After 10+ years in college athletics, Chris Yandle founded his own public relations and social media consultancy group, Maximus. Strategic Consulting. Visit www.maximusstrategy.com or tweet @consultmaximus for more information of Maximus’ wide array of services.
