If you are a learning and development (L&D) professional who is new to consulting, you are most likely learning the way a lot of us learned: the sink or swim method. As a longtime learning professional, I believe there is a better way to learn, which is why I’m sharing practical tips about success as a consultant at the ATD 2016 International Conference & Exposition in Denver. So You Want to Be a Consultant? 5 Practical Ways to Get Started, my one-hour session, will not only provide you with ideas you can put into place instantly for success, but will also include time for audience members to share their best practices and insights. The target audience is new consultants, people who think they might become a consultant at one time or another, and current consultants who want to pick up a few pointers from a veteran with 25 years of experience.

In my career, I’ve had the chance to be on both sides of the equation, as a buyer of consulting services in my corporate positions and as sole proprietor of a business providing those services. Working with such giants as Prudential, Bank of New York Mellon, Colgate Palmolive, Con Edison, Associated Press, Estee Lauder, Chanel, and Kraft Foods, I’ve learned lessons about marketing, selling, negotiating, invoicing, customer service, and balancing work and family life.

For example, one thing I shared with last year’s audience is that to have a steady flow of work and avoid the “feast or famine” challenge of consulting, I make a minimum of two marketing contacts every day. Yes, I am disciplined about it, but I also plan for it by making a list on Monday morning of all the contacts I want to make throughout the week, whether I am in the classroom teaching or spending a day on the road with a client doing needs analysis. Ultimately I know the price I pay for ignoring that lesson: no money coming in. So I do it! Two contacts per day was the right number for me, especially when I was tied up for most of the day doing the work. It smoothed out the ups and downs I experienced for the first couple of years as a consultant.

My definition of a marketing contact is any business-related communication—phone call, face-to-face, email, text, snail mail—that moves me further along the path to doing business with that client. If you are doing a good job of learning that client’s business and pain points, you will always have things to follow up on. And if you are truly interested in that client’s business, you become a problem solver—another reason to stay in touch.

I vividly remember the challenges of starting my company, Global Learning Link, in 1996. That’s why in this year’s session, I am going to share some things that worked for me in getting and keeping long-term clients. In fact, I’ll be talking about seven to eight specific ways to get new business when you hang out your shingle. I know they work because I used them right from the start and they opened up doors that are still open for me today.

Another hot topic for new consultants that I will address is what to charge for various services. I will share 10 to 12 practical considerations on setting your fees so you are not just picking a number out of thin air. After all, you deserve to make a living! If we have time, I’d love to share some tips on negotiating when it comes to fees, but I know that hour is going to go fast. However, each attendee will receive a free copy of my booklet, Secrets to Effective Negotiating. I know that will help you as you get started.

The final area I plan to talk about is a client follow-up system. If you are juggling 12 to14 clients at a time, it can be challenging to stay on top of it all. (No one told you that you have to be a project manager, too!)

Why, you might ask, am I sharing my best secrets for success with people who could become my competition? Throughout my consulting career, I’ve always believed that there is enough business out there for everyone. Time quickly weeds out those who are not serious competitors. I also believe in karma—success breeds success for all of us.

I hope to see you on Sunday, May 22. Come join the conversation!