1. Think of yourself as a small business, not an independent contractor. 2. Only then, book 1 client. It doesn't matter for how long, it just needs to be at a

1. Think of yourself as a small business, not an independent contractor. 2. Only then, book 1 client. It doesn't matter for how long, it just needs to be at a reasonable rate for something you're confident you can deliver on time for <20hrs/week. 3. Only then, in your remaining weekly capacity, start the sales process to land a second client (at a higher rate), and start setting up your business admin processes (invoicing, budgeting, accounting, etc) 4. Only then, pick up a copy of Alan Weiss's Consulting Bible or Million Dollar Consultant - for tips on pricing your services & writing proposals. At this point, if you find out you don't enjoy sales or high rates - partner with a consulting firm. Otherwise, keep going.