Unlocking Growth: The Business Maturity Model For Solo Consultants

CREATED BY JACKY SHERMAN Published: 10/09/2025 @ 09:01AM #ClientFeedback #ClientLedApproach #StructuredProcesses #SoloConsultant #BusinessEfficiency

This started with some client feedback. Whilst they were delighted with the client-led approach I offered, they wanted more structure and processes to help them with the sheer volume of things they had to address as a solo consultant ...

The Business Maturity Model, Growth and success flow, From strong foundations built well, Maturity blooms

And of course they stated that time-honoured cry of “I don't know what I don't know”, and they are right. When it comes to setting up a business, there is plenty to get to know.

So, rising to the challenge, I started researching the different ways I could address this, and along came TheAx.ai. Who are tackling the same need as I am, but they focus more on working with larger companies, and their models reflect that. So we added a Maturity Model for Solo Consultants to their offering, and I became an affiliate partner.

As solo consultants, we often find ourselves so immersed in serving our clients that our own business growth can take a back seat.

But what if there was a structured way to assess, understand, and strategically improve your consulting practice, just as you help your clients improve theirs? This is where a Business Maturity Model comes in - a powerful framework you can apply both to your own business and introduce to your clients.

What is a Business Maturity Model?

A Business Maturity Model provides you with a structured pathway to evaluate the sophistication and effectiveness of your organisation's processes, capabilities, and strategic approach. It typically outlines several stages of maturity, from learning what a consultant needs to run a business consultancy through intermediary steps, to offer you clear indicators of progress and areas for development.

For solo consultants, this model isn't about rigid corporate structures, but rather about identifying key areas of your practice - from client acquisition to service delivery to operational efficiency - and understanding how mature your approach is in each.

Based on my own engagements and insights from our partner organisation TheAx.ai, we've adapted a simplified Business Maturity Model perfectly suited for solo consultants. Here's how you can assess your own business. Where are you now, and where would you like to be?

• Stage 1: Exploratory - At this stage, the individual has recently left employment, bringing with them a wealth of experience in their field but very little understanding of what it takes to work as a consultant. They are in an exploratory phase, trying to make sense of how their skills might translate into value for clients. Is it right for them?
  
• Stage 2: Aspiring - The individual has begun experimenting with consultancy and is developing an initial sense of what they might offer. They may have secured a few small projects, often through referrals or subcontracting arrangements.
  

• Stage 3: Emerging - Now operating more independently, the consultant is gaining confidence and delivering value under their own name. They have a clearer sense of their niche and can articulate their service offering effectively. Business foundations are becoming more solid, with basic infrastructure like CRM tools, accounting systems, and structured client processes in place. Your business operations are efficient, data-driven, and continuously improving.

• Stage 4: Proficient - At this level, the consultant has established a strong reputation for delivering high-quality work. They are consistently winning and delivering client projects, with well-practised systems and a solid understanding of the commercial side of consulting. They are confident in pricing and managing scope, have started generating inbound interest through marketing, and may be contributing to their field through writing, speaking, or training. Collaboration opportunities emerge, and they may begin subcontracting or partnering with others, but their core focus remains on refining and growing their personal practice.
  
• Stage 5 : Expert - The individual now operates as a highly proficient and fully-rounded consultant, known for excellence and trusted with high-stakes or complex assignments. Their personal brand is well-established, and they are recognised as an authority in their niche. They deliver consistently using refined intellectual property, structured processes, and high-level consultancy skills. They work efficiently and independently, often choosing projects that align with their values and interests. As a thought leader and expert, they may mentor others or shape thinking in their field, but their identity remains rooted in personal mastery rather than business ownership..

Categories of functions to run an effective consultancy.

Above, I've given you an overview of the stages you will need to go through to become known as and feel like you are operating as the expert in your field. So far, I've answered my clients' feedback, which was for more structure in helping them, but I imagine many of you are thinking, "the devil is in the details".

Never fear, there is plenty of that, and it comes next. We have identified eleven categories of knowledge, skills, and behaviours that you will need to master to take your consultancy to the next level.

1. Identity & Mindset

Represents the internal shift from employee to entrepreneur. It includes developing self-confidence, embracing autonomy, and taking full ownership of both wins and losses. The consultant must grow comfortable with uncertainty, risk, and self-direction.

This involves cultivating resilience, discipline, and a reflective mindset that sees every experience as a learning opportunity. It also includes setting boundaries, managing energy, and staying connected to a clear purpose or “why.”

As consultants mature, their mindset evolves from reactive and uncertain to strategic and empowered. See, hear, do and feel. Building stamina, resilience, and appropriate levels of stress. Impact on family/significant others.

2. Value Proposition & Offer

A consultant's value proposition is the foundation of their business - what they do, who they do it for, and why it matters. Early on, this may be vague or overly broad. As they develop, consultants learn to define a tight niche and communicate their value clearly and confidently.

This includes identifying client pain points, differentiating themselves from competitors, and shaping services into clear offers that solve real problems. With maturity, offers are no longer just based on effort or time, but on outcomes - often productised and priced around client results

3. Client Acquisition & Relationship Management

This is the ability to attract, convert, and retain ideal clients. It covers everything from building a personal brand and crafting an elevator pitch to lead generation, content marketing, proposals, and pricing strategy.

Many new consultants struggle here, but with experience, they build consistent marketing habits, test what works, and refine their outreach. They move from random posts or cold pitches to strategic campaigns and thought leadership. Mature consultants have predictable pipelines and often benefit from inbound leads through reputation and visibility.

4. Networking & Relationships

Relationships are the lifeblood of a consultancy. This dimension includes nurturing your professional network, building trust, and staying top-of-mind with potential collaborators, referral partners, and clients. Early-stage consultants may rely on a few old contacts, while more advanced ones build diverse, strategic networks that support business growth.

This includes joining professional groups, showing up consistently online and offline, and giving value without immediate expectations. Mature consultants become known connectors and gain introductions with ease.

5. Delivery & Consulting Skills

Beyond subject matter expertise, this dimension covers the consultant's ability to diagnose problems, engage stakeholders, communicate clearly, and deliver results. It includes facilitation, project management, coaching, storytelling, and presentation skills.

At early levels, consultants often “do the work” like an employee; later, they learn to guide, influence, and co-create with clients. They learn to frame insights, manage scope, and measure impact. High-level consultants deliver strategic transformation, not just tasks.

6. Operations & Infrastructure

A well-run consultancy depends on behind-the-scenes systems and tools. This includes legal setup (sole trader vs. Ltd), contracts, invoicing, accounting software, scheduling tools, and templates for proposals and delivery. Early-stage consultants may rely on manual processes and improvised systems.

As they mature, they standardise, automate, and streamline. Infrastructure also includes insurance, data security, and GDPR compliance. Mature consultants operate efficiently and professionally, freeing up time for high-value work.

7. Intellectual Property & Productisation

This dimension reflects the development of repeatable frameworks, methods, or tools that codify your expertise. It begins with documenting learnings and creating templates, and grows into formalised models, toolkits, or diagnostics.

These assets reduce delivery time, increase quality, and enhance perceived value. Productisation turns services into scalable, repeatable offers - like workshops, audits, or strategy sprints. At the highest levels, consultants license or brand their IP, turning knowledge into leverage. Key differentiator.

8. Client Reputation & Results

Reputation is built through outcomes. This dimension tracks how effectively a consultant builds trust, delivers value, and earns repeat business or referrals. It begins with collecting testimonials and ends with being a “go-to” name in their niche.

Consultants grow by using client feedback to improve, building case studies, and demonstrating measurable impact. They shift from short-term gigs to long-term partnerships. At higher levels, clients seek them out based on reputation alone.

9. AI Enablement & Tooling

AI is a force multiplier for consultants. This dimension includes the adoption and integration of AI tools for research, diagnostics, content creation, proposal generation, or client insights. At early levels, consultants may use basic writing or design tools.

As they mature, they integrate platforms like TheAX to power audits, automate pre-sales, and productise delivery. Advanced consultants design services that use AI not just for efficiency, but to deepen insights and scale delivery with minimal effort.

10. Financial Planning & Discipline

Financial clarity is essential for a sustainable business. This dimension includes budgeting, setting prices, forecasting income, tax planning, and cash flow management. At the start, consultants often undercharge, mix personal and business finances, or forget to plan for tax.

With maturity, they implement software, track metrics, manage reserves, and set boundaries around payment terms. Pricing moves from hourly or day rates to project fees and value-based models. Mature consultants understand their numbers and use them to make confident decisions.

11. Barriers to success

This category acknowledges the inner and outer challenges that prevent progress - such as mindset blocks, lack of clarity, operational chaos, or market misalignment.

So how do you introduce the model to your clients?

This model isn't just for you; it's an invaluable tool to introduce to your clients. It provides a common language and a clear framework for them to understand their own organisational challenges and the journey they need to undertake to achieve their goals.

How to introduce it:

1. As a Diagnostic Tool: Use it in initial consultations to help clients self-assess their current state. "Where do you see your business on this maturity scale?"
2. To Frame Solutions: Link your proposed services directly to helping them move from one stage to the next. For example, if a client is in Stage 1 for their marketing, you can propose strategies to help them achieve Stage 2.
3. For Long-Term Planning: Use it to develop a roadmap for their growth, showcasing the progression and the milestones they can expect.

The benefits include:

• Clarity: Provides a clear picture of the current state and the desired future state.
• Prioritisation: Helps identify the most impactful areas for improvement.
• Motivation: Gives a sense of progress and achievement as stages are advanced.
• Shared Understanding: Creates a common language between you and your clients.
• Productising your Maturity Models as you go: Save time and boost your productivity by creating a suite of Maturity Models that you can reuse time and again. More on this next week.

By embracing the Business Maturity Model for your solo consultancy, you're not just growing your own business; you're also equipping yourself with a robust framework to guide your clients toward their own success.

It's about building a more strategic, resilient, and thriving consulting practice - for yourself and those you serve.

Until next time ...

JACKY SHERMAN
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