There is a common trend among the consultancy founders I work with: many are working on a big initiative, their life’s work.

It’s usually a culmination of their years of experience supporting clients with significant transformations. Naturally, they’re passionate about it, and it takes a significant level of their focus.

The challenge is that while they work on it, they also need to keep clients happy and the money flowing.

The role of systems

Systems are all designed to make life easier. When a process is systemised, it flows.

Having a client delivery system, or a sales system, means these areas of your consultancy can run with much less of your attention, freeing your focus for allocation elsewhere.

While the value of systemisation in business isn’t new, most solo and boutique consultancies struggle with it because each client and each opportunity looks a bit different.

What they don’t realise is that it’s actually their expertise, and their attachment to it, which is getting in the way.

When they explore under the surface, there are always common elements that can be systemised. And that systemisation holds significant value.

Systems love repetition

The key to building systems in a consultancy is identifying the areas where you regularly repeat tasks that require your attention. All systems slip if they’re unmanaged, and it is very difficult to systemise a process that isn’t repeated sufficiently.

Getting started on systemisation comes down to finding the processes that repeat and need you. When you’ve found those, it’s best to start small and simple.

Saving fifteen minutes a week adds up quickly. Systemising just one of these processes can save you 12 hours a year; systemising four will save a week, twelve, and you’ll have won back a month of working time.

When you’re working on your masterpiece, having a month’s worth of working time is priceless.

Systemise your sales first

Significant initiatives rarely go as fast as you’d like or imagine. And the thing that kills most good ideas is running out of money.

When money is flowing, everything else is usually easier.

While it’s rarely the area that excites consultancy owners the most, sales keeps the money flowing.

Which is why I recommend that solo and boutique consultancy founders focus on systemising sales first. Only a few years ago, this was quite difficult, particularly for small consultancies that didn’t want to invest in a dedicated sales resource. Now, with the help of AI, it is feasible for all of us.

It is also highly valuable work. When you systemise your sales, you have to get laser-focused on your ideal client, your positioning, packages, and pricing.

When it is done well, it always supports your bigger initiative.

So, if you haven’t systemised your sales yet, where can you systemise something that will save you fifteen minutes a week?

Find the easiest place to start and get it in place. I’m here if you’d like to share it with me and get my input. Asking your favourite AI will also give you plenty of ideas and support.