Starting out
How to write a consulting business plan in Australia
A plan written for a bank and a plan written to decide whether a consultancy will work are different documents. Most new consultants need the second: two pages that answer a few hard questions.
Tell us about your business and what you need.
The short answer
Who it is for, what they buy, how you charge, where work comes from.
A consulting business plan should answer who exactly the service is for, what outcome they buy, how you charge, and how new clients will find you once your existing network runs out.
The last question is the one most often left out.
The plan
The questions the plan has to answer
- Who it is for, and who it is not
- Specific enough to name five real organisations.
- The outcome they buy
- Something they can picture, such as getting a board paper approved in two weeks rather than two months.
- What you charge, and how
- A day rate, a retainer or a project fee.
- Where the work comes from
- One channel, built deliberately.
- What happens when the first client ends
- The question that decides the second year.
Naming who the service is not for is the sentence most people avoid. A consultant for everyone is hard to choose, because buyers cannot tell whether you have solved their exact problem.
Pricing
Day rate, retainer or project
- Day rate
- Easiest to sell, but income is capped by the days you can work and drops when you take leave.
- Retainer
- Predictable income from clients you already know, and less time spent finding work.
- Project fee
- Pays for the outcome rather than the hours, which is where the margin is, but needs a scope you can defend.
The first client is often priced too low, and that price becomes what everyone they refer expects.
Finding work
Planning for when the network runs out
The first few clients usually come from a previous employer, former colleagues or an existing network. That is normal. The plan’s job is to decide what happens when that list is used up.
Being findable keeps working after referrals slow. Relatively few people search each month for a consultant in a specific field, and many of those searches are poorly served. A clear website that names who you help and the outcome they get is often enough to stand out.
The short version
Keep the plan to two pages: who it is for, the outcome they buy, how you charge, and the one channel that will bring work after your network. Then build that channel early.
From clients
What clients say about working with spareday
“I now have a custom dashboard that lets me track exactly what my competitors are doing, spot viral content trends in real time, and script high-performing content ideas on demand. The difference has been night and day. I’m no longer guessing.”
“He created a stunning website for us that captures and nurtures leads with an automated email marketing system, which has filled a huge gap in the business and saved a lot of time (and money!).”
“Excellent in all facets of web design with particular expertise in SEO and email marketing. Online visibility has skyrocketed since working Reece which translates as flawless customer relations, new leads and new customers.”
Official guidance
For independent background, read the official guidance on business plans and registering a business name.
Common questions
Questions people ask.
How long should a consulting business plan be?
Two pages, if it is for you. Longer only when a bank or visa process requires a set format.
Do I need a business plan to start consulting?
Not legally. It helps to answer who the service is for, what they buy and where the work will come from.
Day rate or retainer?
A day rate is easier to sell and caps your income. Retainers make the business more predictable.
What should the plan say about marketing?
Name one channel and how you will build it. Referrals from a former employer are a real answer for the first year, but rarely enough for the second.
How does spareday charge?
spareday quotes one price for the work your business needs, agreed in writing before anything starts. The figure depends on what the business needs, and it comes with your quote.
Who you’ll work with
Hi, I’m Reece.
spareday is my business, based here in Newcastle. You’ll deal with me from the first review of your website, and I’m the person you talk to each month about what’s working.
Find us
spareday in Newcastle.
12 Grey Street, Wickham, Newcastle NSW 2293.
Next step
Get a free growth plan for your consultancy.
spareday builds the website, positioning and search presence for consultancies. Tell us what you consult on and who for. We will talk through the details and send you a free growth plan, price included.
Or call 0485 017 387.