How to get started as a global development consultant

For many professionals navigating today’s uncertain global development job market, consulting has become an increasingly attractive, if sometimes daunting, career option. “We recognize that this can be a really intimidating thing to step into if you’re used to having full-time employment, but we really want to … reduce some of those mental barriers [so you’re] able to make that transition,” Jami Johnson Darkoh, a veteran development consultant in the global health space, said during a recent digital event. She was joined by fellow global health specialist and consultant Candela Iglesias Chiesa in offering a candid look at how to break into consulting in the development sector and build a sustainable practice. Their message was both practical and reassuring: With the right foundations, consulting can be both viable and deeply rewarding, but “the first step is figuring out what you can bring to the table,” Iglesias Chiesa said. Here are a few key takeaways from Johnson Darkhoh and Iglesias Chiesa’s approach, starting with the importance of clarifying your unique value proposition. Start with clarity about your value The speakers emphasized that a successful consulting career begins with understanding what you can offer that is unique. “You’re probably good at a lot of things, but what is it from all those things that could make you stand out?” Johnson Darkhoh said. They encouraged professionals to approach this using the Ikigai framework, which involves identifying what you enjoy doing, what you are good at, what you think the world needs, and what clients are willing to pay for. While an ideal assignment will not only pay well but also align with your passion, mission, and skill set, the pair also stressed that not every assignment will tick all these boxes, so flexibility is often critical to ultimately making it as a full-time consultant. “Sometimes the things that we really enjoy are not things that someone will pay for,” Johnson Darkhoh said. Other times, an opportunity may arise that is outside your comfort zone based on your strongest skills, but you realize that “I can be paid for it [and] it is what the world needs, so maybe I should just go for it,” she explained. There’s a difference between being unqualified and simply being new to a task, Johnson Darkoh added — and often, those “new” tasks become opportunities for growth. Your network is your strongest starting point While cold applications and requests for proposals – or RFPs – can yield occasional leads, Johnson Darkoh and Iglesias Chiesa were clear that most consulting opportunities come from the people who already know your work. “We don’t spend a lot of time sending out proposals where we have not been asked to send a proposal,” Iglesias Chiesa said, adding that getting to the point where your services are being requested comes from effective networking. Smart networking involves “reaching out to the people who already know you and appreciate your work, and saying, ‘Hey, can you introduce me to other people who might be interested in my services?’” Iglesias Chiesa said. Both speakers encouraged job seekers to reconnect with former supervisors, colleagues, and partners — not to request favors but to share updates and exchange insights. Since hiring consultants involves less risk than hiring staff, organizations navigating uncertainty may be more willing to hire new consultants, they said, but the chances are much slimmer without relevant connections to these opportunities. Small touchpoints, such as a thoughtful LinkedIn message or meaningful comments on someone’s work, can help keep professionals top of mind for future opportunities. Treat it like a business, but start simple For those ready to formalize their consulting work, both speakers advised resisting the temptation to overcomplicate the setup. A polished website, elaborate logo, or comprehensive branding strategy can all come later. These “are nice to have, [but] they’re not even necessary to have, especially if you’re just getting started, and you may only have one client, or not even have any clients yet,” Johnson Darkoh said. What consultants truly need to begin, they said, is straightforward: Register as a freelancer or sole proprietor, update LinkedIn to clearly signal availability, and establish a system for tracking invoices and expenses. Pricing, however, requires thoughtful planning from the outset. Johnson Darkoh urged new consultants to calculate rates based on the reality of running a business, factoring in taxes, insurance, operating costs, and the fact that not every day will be billable. From this baseline, professionals can adjust their rates to match different client types or project scopes.