Let's put one of the most critical questions on the table why many senior exectuves struggle when they start in consulting...
Most senior executives do not struggle in consulting because they lack expertise.
They struggle because they bring too much of it to the market. That may sound strange at first.
After all, a long corporate career gives them exactly what should be valuable: experience, judgment, credibility, and the ability to solve complex problems.
But that is where the misunderstanding begins!
In corporate life, breadth is a strength.
In consulting, breadth often becomes a positioning problem.
Over the years, I learned this from both sides.
As a customer, I was never looking for someone who could do a bit of everything.
I wanted the expert who clearly understood my industry and my situation, knew the problem, and gave me confidence that the result would be reliable.
And as a service provider, I saw the same pattern again and again:
The more specific the problem, the client, and the offer, the easier it became to create trust.
That is why I believe this is one of the most important principles in consulting:
Predictable outcomes are the result of reduced variance.
Yet many executives do the opposite when they start. They take what comes up.
- A strategy project here.
- A workshop there.
- A bit of coaching.
- An interim assignment.
- An introduction through an old colleague.
At first, this feels like momentum.
But in reality, it creates variance.
Too many topics.
Too many client types.
Too many ways to explain what you actually do.
And the more variance you create, the harder it becomes for the market to understand you, remember you, and recommend you.
This is the real trap.
If you’re asking yourself these questions as you consider starting your own consulting business, you should join my upcoming webinar...
Let's continue with our considerations that will guide you to what really matters...
In corporate life, you were rewarded for being versatile.
For taking on complexity.
For solving problems across functions and business units.
That made you successful inside an organization.
But outside that organization, the market is looking for something else:
Clarity.
The consultants who gain traction fastest are rarely the ones with the broadest story.
They are the ones who can say, very clearly:
- This is who I help.
- This is the problem I solve.
- And this is the outcome I help create.
That clarity reduces perceived risk.
And reduced risk creates trust. Higher trust attracts better clients.
This was one of my biggest own learnings!
Real freedom in consulting does not come from staying open to everything.
It comes from being known in a niche and for something that matters.
So here is a simple question worth asking yourself:
What specific problem do I solve for a specific client – in a way that creates a predictable outcome?
If the answer is still too broad, that is often the first thing to fix.
Because the market does not pay a premium for general capability.
It pays for relevance, confidence, and clarity.
How I can help
Whether you need clarity, structure, or the right network, there is a next step for you.
-> Book a Mentoring Session if you want to discuss your current situation and define your next best move.
-> Join the next Expert Shift OS Program in May 2026 if you want structured guidance, proven tactics and tools, and the chance to exchange ideas and questions with other participants and with me.
-> And if you want to build your business within an international network of experienced industry experts, becoming a Partner of Brandt & Partners may be the right move.
Because independence becomes much easier when clarity, structure, tools, processes, visibility and the right environment come together.
And don't forget taking the chance to be with us in the upcoming webinar...
I look forward seeing you!
Responses