That Actually Solves Real Problems

If you’re thinking about starting a consulting business, here’s the truth: the most successful consultants don’t just sell advice—they solve real problems in specific markets. But how do you find that sweet spot where your expertise meets an urgent need? The answer lies in identifying a substantial breakdown within a specific ecology and then tailoring your services to solve it.

Here’s a step-by-step guide on how to build a niche consulting business that stands out, gets noticed, and—most importantly—delivers results.

Step 1: Define Your Niche Based on a Substantial Breakdown

Let’s be clear: the days of “general” consulting are over. To build a successful niche consulting business, you need to pinpoint a specific breakdown that a particular group of people or businesses experiences consistently. This is what we call a specific ecology—a demographic that shares a common problem.

Here’s what to ask yourself:

• What systemic issue exists in your target market that no one else is solving effectively?
• Is this market big enough to support your business goals but small enough to target without spending a fortune on marketing?
• Do you have the specialized expertise to provide a unique solution?

For example, instead of being a “marketing consultant,” what if you focused on helping eco-friendly startups struggling with customer acquisition due to limited budgets? That’s a niche with a real, pressing problem—and if you’ve got the experience to solve it, you’re already ahead of the game.

Step 2: Research Your Specific Customer

You’ve identified a broad niche, but now it’s time to drill down and find out exactly who your ideal clients are. These aren’t just any businesses or individuals—they’re the ones dealing with the specific breakdown you identified.

Think about it this way: your clients belong to a specific ecology, but you need to know:

• Who are these people? What do they have in common (profession, industry, stage of life, etc.)?
• What evidence proves that they are facing this breakdown, and how is it impacting their day-to-day lives or operations?
• Is this group large enough to meet your financial goals, but still small enough to reach at a low cost?

By defining your ideal customer in this way, you’ll be able to focus your marketing efforts on the people who actually need your help and are ready to pay for it. You won’t be wasting time trying to appeal to a broad audience—you’ll have laser-focused messaging aimed at those who matter most.

Step 3: Develop a Unique Value Proposition (UVP) That Solves the Breakdown

Your Unique Value Proposition isn’t just about what you do—it’s about the problem you solve. Remember, your customers aren’t looking for consultants. They’re looking for solutions to the specific issues that are holding them back.

Here’s how to craft a killer UVP:

• Clearly define the problem you’re solving.
• Explain how your solution is different from anything else out there.
• Highlight the results your clients can expect—whether it’s more revenue, smoother operations, or simply peace of mind.

If you can articulate these three things clearly, you’ll stand out from the sea of generic consultants and attract clients who are eager for results.

Author
John Patterson
Cofounder and CEO
INFLUENTIAL U
John Patterson steers the ship at Influential U, boldly challenging the traditional, often myopic views of success in our hyper-individualistic era. He isn’t afraid to poke fun at the archaic obsession with attributing every win or loss to single actors, calling out the industry’s penchant for oversimplified 'transactional' comprehension. Leading a crack team dedicated to innovating businesses and business ecosystems, John is all about integrating the personal with the whole system—because, let’s face it, no one wins alone.