As women, we’ve long been aware of the glass ceiling that looms over our heads, hindering our ascent to the top of our chosen industries. The data confirms what we’ve experienced firsthand: despite the incremental progress highlighted in the Women in the Workplace 2023 McKinsey and Company annual study, we still only represent a mere 28% of C-suite positions. For those of us who are women of color, the odds are even more daunting, with a disheartening 6% representation in these high-level roles.

Faced with these challenges, many of us are choosing to take matters into our own hands. Instead of fighting for a seat at someone else’s table, we’re building our own tables, carving out our own spaces, and creating opportunities for ourselves and our fellow women. One increasingly popular path for us to make a profound impact and achieve professional fulfillment is through entrepreneurial consulting.

By harnessing our unique skills, expertise, and perspectives, we, as women entrepreneurial consultants, are not only shattering the glass ceiling but also positioning ourselves as powerful change-makers in our industries. We’re redefining success on our own terms, building thriving businesses that align with our values, and paving the way for future generations of women to follow in our footsteps.

Despite our unwavering determination and boundless potential, many of us find ourselves stalled on our entrepreneurial journey. The mental barriers we encounter are often rooted in societal constructs designed to maintain the status quo, limiting our ability to break free and achieve the success we deserve.

These deeply ingrained beliefs, passed down through generations and reinforced by systemic inequalities, can make us question our own capabilities and hesitate to pursue our dreams. They whisper insidious lies, telling us that we’re not good enough, that we don’t have what it takes, or that we should be content with the scraps of opportunity that come our way.

But the truth is, these beliefs are nothing more than myths – illusions that keep us trapped in a cycle of self-doubt and hold us back from realizing our full potential as women entrepreneurial consultants. To excel in our chosen paths and inspire more women to embark on their own entrepreneurial journeys, we must confront these limiting beliefs head-on, dispel the myths that constrain us, and replace them with the truth and reality of our current situation.

Let’s debunk these common beliefs and set you on a path to success in consulting, particularly if you are a woman looking to make a mark in this field.

Limiting Belief 1: You must have decades of experience and multiple degrees to be “qualified” to call yourself an expert.

In consulting, there’s a pervasive notion that to succeed, you must follow a set of unspoken, conventional rules. These “old school” rules make you believe that without decades of industry experience and a shelf brimming with degrees and books you have authored, your credentials as a consultant aren’t valid. It’s a standard that seems to elevate formal education and time served above all else in an attempt to create a distinction from those who have historically been disenfranchised.

The implications of these beliefs are significant. They have held so many talented and ambitious women, especially women of color, back. It suggests that if you don’t spend decades climbing the corporate ladder to make it to the C-suite (Remember… this is an achievement held by only 28% of women and 6% of women of color.) or accumulating academic accolades, your insights and abilities are somehow less valuable. This often deters talented women with tremendous expertise from pursuing consulting, especially those who bring innovative ideas and fresh perspectives that are desperately needed in today’s evolving business environment.

Consider the often-quoted phrase, “Expertise comes with experience.” While there’s truth to this, it’s frequently misinterpreted to mean that only those with prolonged careers are worth listening to. This perspective is outdated and fails to acknowledge how expertise is acquired today, the speed at which modern industries evolve, and the new categories of knowledge that emerge as a result. The timeline to acquire expert knowledge has shifted.

Disregarding this change is foolishly limiting. It limits our potential and innovation. As a consequence, we discourage those who could very well be the next disruptors in the consulting space.

So, instead of conforming to this narrow view of what qualifies someone to be a consultant, it’s time to redefine expertise. Look beyond the traditional paths and consider the value of diverse experiences, whether they come from a shorter span in a fast-paced sector, non-traditional industries, or even personal projects and pursuits that develop critical skills. What’s crucial is your ability to apply your knowledge effectively, not just how long you’ve been gathering it.

For instance, consider a consultant who leveraged her ten years of experience in information technology within the healthcare setting to advise IT startups on healthcare client acquisition. Her impact is not diminished by her lack of a PhD or decades of experience, but her practical knowledge and firsthand experiences amplified her value as a consultant.

Actionable knowledge and the ability to adapt to unique circumstances truly define an expert. Think outside the box and embrace your unique journey. Use it as a foundation to build your credibility.

Limiting Belief 2: You need to quit your job and go all in to get started.

There are many entrepreneurs out there who will tell you that the only way to grow a thriving business is to quit your current job and devote 100% of your time and energy to your new endeavor. They will make you believe that the only way to succeed is to have your back against the wall with no options.

While this approach may work for some, it is impractical for many and it’s not necessary. For those with responsibilities far beyond themselves, it doesn’t make sense to leave a lucrative career prematurely without the necessary resources to allow sufficient time to get their business off the ground. It makes the inaccurate assumption that success can only come from radical, risky moves, ignoring the many successful consultants who started as part-timers. Many professionals have transitioned smoothly from full-time roles to consulting on the side, gradually building their practice.

Start small if necessary. Test the waters by taking on small projects or freelance gigs. This approach allows you to build your consulting business without the financial pressure of having it be your sole income source right away. Not only does this help you make better choices initially, but sales come easier because feelings of desperation to make a sale are rarely present.

I am an example of a woman who started her consulting business while in a full-time job, gradually transitioning as my client base grows. Depending on your current income and living expenses, this path will vary. But, the only thing necessary if using this approach to get started is having the discipline and determination to make it a priority in your life.

What’s stopping you from taking a similar gradual approach to enter consulting? Remember, your journey doesn’t have to be an all-or-nothing scenario. Building a consulting business alongside a job can provide not only additional security but also a practical testing ground for your consulting methodologies and frameworks. Just don’t take too long!

Limiting Belief 3: You can’t land clients if you don’t have a large, well-connected network or are not an extrovert.

This belief undervalues the power of skill and specialization over mere sociability and connections. While networking is beneficial, it’s not the only way to succeed or the only way to land clients. Having a solid network is just one piece of a very large puzzle.

Think of starting your consulting business like building a house — it requires foundational elements, strategic design, and precise execution. Every step and component is essential. One element does not build the house on its own.

If you’re worried about your network size, focus on showcasing your expertise through platforms like LinkedIn, industry forums, or by publishing insightful content. This can attract clients who value your knowledge and approach. Referrals offer the client easy access to expert help that someone has vouched for. You must create your own community that can vouch for you and allow potential clients to experience your impact firsthand. You are simply removing the person in the middle.

Take the example of April Dunford, a consultant and author of Obviously Awesome, who built a highly successful B2B consulting practice through her authored work, which led to larger speaking engagements and industry publications. She became known as the go-to expert for positioning tech brands, eventually drawing clients who were looking for her specific expertise. She shares her story in the January 2024 episode on the Creator Science podcast entitled, “How self-publishing a book exploded her client service business.”

Remember, your ability to deliver results and provide value is what will ultimately earn client trust and foster long-term relationships. How can you use your strengths to build client relationships and demonstrate your expertise? The key is to share your knowledge and insights on a platform designed to meet people in need of your help. This can be within an industry online group, your own LinkedIn account, on a podcast, or at local or national conferences. Allow your ideas to spread with the help of others.

Here’s the bottom line…

Your path is yours to shape and mold, and by understanding the myths that might hold you back, you are better prepared to move forward confidently and successfully. It is my hope that you are now equipped to challenge these limiting beliefs and take the necessary steps toward establishing yourself as a consultant.

Embrace your unique strengths, start small if you need to, and remember that your success as a consultant is not just about how many years you have under your belt, who you know, or how extroverted you are but about the value you can deliver through your work.

***********

If you enjoyed this article and want to learn more, I invite you to register for my FREE email course, “The Consultant’s Guide to Knowing What to Say and When to Say It.” This course was developed to provide consultants with helpful insights on how to communicate effectively with their clients and master the art of expert communication in just 10 days.