Many freelancers reach a point in their career where they begin to ask, “What’s next?” If you’ve built a strong client base, honed your skills, and want to step into a more strategic role, moving from freelancer to consultant might be the logical next step. But what does that transition involve and how do you know if you’re ready?
In this article, we’ll explore what differentiates freelancers from consultants, why you might want to make the shift, and how to do it effectively.
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Freelancer vs. consultant: What’s the difference?
At first glance, freelancers and consultants might look similar. Both are independent professionals who offer their services to clients. But there are key differences:
- Freelancers hone a particular set of skills and work with employers – inevitably, they start seeing what works and what doesn’t. This combined set of outside perspective and expertise in a particular field is the exact mixture that makes a good consultant.
- Consultants provide information, give advice, help their clients complete tasks faster and more efficiently. That might ring a bell for quite a few freelancers out there. And that’s because you’re closer to that field of work than you might think.
| Freelancer | Consultant |
| Paid to execute specific tasks or projects | Paid to provide strategic advice, direction, and solutions |
| Usually works under client direction | Guides the client, often shaping the work itself |
| Hired for hands-on work (e.g., design, development) | Hired for expertise and insight |
| Short-term or ongoing task-based engagements | Often project-based or advisory retainers |
In short: freelancers do, consultants guide.
Check out also our article “Freelancer, Contractor, SMB, Consultant – What’s the Difference?” for more details.
What services do consultants offer?
One of the biggest shifts when moving from freelancer to consultant is the nature of the services you provide. Instead of being hired purely to execute, consultants are brought in to analyze problems, offer strategic solutions, and guide implementation. Here are some common consulting services you might consider offering as you evolve your business:
Strategy sessions: These are short, focused meetings (often 60–90 minutes) where you help clients clarify goals, diagnose challenges, and outline next steps. Ideal as a low-commitment entry point for new clients.
Audits and assessments: You evaluate the client’s current situation – be it a marketing funnel, tech stack, website UX, or internal processes – and deliver a report with actionable insights and recommendations.
Roadmapping and planning: Here, you co-create a detailed project or business plan with your client, setting clear milestones and success metrics. This is often a natural follow-up to an audit.
Ongoing advisory or retainers: Instead of being paid per project, you’re retained monthly to offer continuous strategic support, whether in regular check-ins, team calls, or on-demand feedback.
Team training and workshops: Consultants often facilitate in-house training to upskill teams or align departments. These can be one-time sessions or part of a longer engagement.
Done-with-you services: Some clients need both strategy and support implementing it. Here, you guide them through the process while remaining involved enough to steer decisions without doing all the hands-on work.
Why make the shift? The advantages
If you’ve been freelancing for a while, you may feel ready for more: more responsibility, more impact, and more financial stability. Transitioning into a consulting role can offer exactly that. Here’s why making the shift can be a smart move for your career and business growth.
- Higher earning potential: Strategic expertise often commands a higher fee than executional work. In fact, according to our latest Freelancer Study, independent professionals working in the Consulting and Management field earn on average €120 per hour.
- Greater impact: You influence decisions at a higher level, which can be more fulfilling.
- More autonomy: Consultants often define the scope and direction of their work.
- Scalability: Consulting opens doors to group workshops, advisory retainers, and eventually, your own frameworks or training offers.
Signs you’re ready to become a consultant
Not sure if it’s the right time to step into consulting? Many freelancers already operate like consultants without realizing it. If you’re experiencing any of the following signs, it might be time to embrace the next stage of your professional journey.
First of all, whether or not you have the word “consultant” on your website or your CV, you are likely doing the job to some extent. Let’s take web designers for example. They don’t just build the website, they also often help their clients in deciding how the website should be built. They guide them along the way using the expertise they have gained in designing web pages throughout their career. They know what works and what doesn’t, and they share that information with their clients.
So a lot of freelancers are doing the work of a consultant. The thing is, not all of them are charging for this type of work. They view the service they provide as something natural, as something that just belongs to their job. But consulting someone on how to do something can be just as important as actually doing a part of it. And as a freelancer, you shouldn’t give it away for free (at least, not always).
It should come as no surprise to you that consulting can be a very well-paid job. That’s because certain kinds of experience are extremely valuable. It’s something that takes years to build up. And it’s something you should be charging for if you’re providing it.
A step-by-step transition plan
Shifting from freelancer to consultant doesn’t happen overnight – but with the right steps, you can begin positioning yourself strategically and building a more sustainable business. Here’s a simple roadmap to help guide your transition:
Step 1: Evaluate your expertise and impact
Start by identifying where you’ve consistently delivered results for clients. What problems have you solved? What unique insights or frameworks do you bring? This will help you define the value you offer as a consultant—not just a service provider.
Step 2: Redefine your ideal client and niche
Consultants solve specific problems for a defined audience. Narrow your focus: who do you help, and what transformation do you create? The clearer your niche, the easier it is to sell consulting services that resonate.
Step 3: Craft a consulting offer
Package your expertise into services that focus on outcomes rather than tasks. Start with one core offer, such as a strategy session, audit, or roadmap. Give it a name, a price, and a clear benefit.
Step 4: Update your positioning and online presence
Your messaging should reflect your new direction. Shift your website, LinkedIn profile, and bio copy to highlight strategic outcomes, not just executional skills. Use phrases like “I help [client type] achieve [result]” instead of listing tasks you perform.
Step 5: Introduce your consulting services to existing clients
Often, your first consulting clients are people you already work with. Suggest a strategy session or audit as an additional layer of support. This helps you build proof of concept while staying in familiar territory.
Step 6: Create thought leadership content
Start showing up as a thinker, not just a doer. Share insights on LinkedIn, write blog posts, host a webinar, or speak at live events. Position yourself as someone who understands the problem and can guide others to a solution. This will not only enhance your self-marketing, but also help you position yourself as an authority in your niche.
Step 7: Refine and scale
As you gain experience, refine your offers based on what works. Consider adding group consulting, retainers, or scalable products like templates or courses. Over time, your business becomes less dependent on execution and more centered around your expertise.
Consulting isn’t just a new service – it’s a new way of working. With each step, you’re building a brand that reflects your full value as a strategic partner, not just a skilled freelancer.
Common challenges (and how to overcome them)
Transitioning into a consulting role can be incredibly rewarding, but it’s not without its hurdles. Many freelancers face internal doubts or external resistance when shifting their business model. Recognizing these challenges early and knowing how to navigate them can make all the difference.
- Impostor syndrome: It’s common to doubt whether you’re “expert enough.” Start by consulting in areas you know deeply, even if it’s just with current clients.
- Clients still see you as a doer: Re-educate them gently. Propose a strategic audit or discovery session before doing any executional work.
- Shifting your business model: The transition takes time. You can run a hybrid model while gradually phasing out executional projects.
Try out different mixes
At this point, you might be asking yourself what happens to your previous freelancer services when you go into consulting. There are three possible answers to that:
- You keep focusing most of your effort towards freelancing and keep consulting as a low-level side-gig. Consulting can be something that makes up 10 percent of your business if you want it to be.
- Maintaining a balance: Doing a 50/50 split might sound tempting, but it’s a temporary solution. Focusing on two different areas of work at once will mean you’re never completely dedicated to one of them. But juggling both things at once can help you decide upon what you want to focus at the end.
- Going full consulting. If you like consulting more than what you previously did, there’s no reason to not go all in on it.
Where to find new opportunities as a consultant
If you’re thinking about transitioning into consultancy and offering your services as a consultant, you’ll likely be looking for new challenges. On freelancermap, you’ll find global opportunities, diverse projects, and the freedom to work at your own pace.
Why look for clients on freelancermap?
- Remote and on-site projects
- No commission fees
- Opportunity to connect with clients worldwide
- A platform dedicated to IT professionals
Browse the latest projects for consultants
Frequently Asked Questions (FAQ)
1. Do I need to stop freelancing completely to become a consultant?
Not at all. Many freelancers start by blending both roles – offering strategic consulting alongside hands-on work. Over time, you can transition more fully into consulting if that’s your goal.
2. How do I price consulting services compared to freelance work?
Consulting is typically priced based on value and outcomes, not hours. You might charge by project, via retainers, or per session. Start by identifying the business value you bring, then align your pricing accordingly.
3. What if I don’t feel “expert enough” to be a consultant?
Many consultants struggle with impostor syndrome at first. If you’ve delivered results, solved problems, and developed a specialty – you’re more ready than you think. Start small and build confidence as you go.
4. How do I explain the shift to my current clients?
Communicate clearly that you’re expanding your role to include strategic guidance. You can offer a trial consultation, or bundle advisory services into current projects to help ease the transition.
5. Do I need certifications or special qualifications to be a consultant?
While some industries may require credentials, in most cases, experience and results are what clients care about. If you’ve helped clients achieve meaningful outcomes, you’re already on the right track.
Final thoughts
Becoming a consultant is less about a title and more about a mindset shift. It’s about owning your expertise, leading with insight, and creating real impact for your clients.
If you’re feeling boxed in as a freelancer or constantly stuck in execution mode, stepping into a consulting role could be the growth opportunity you’ve been looking for. It’s not always easy – but with intentional positioning, clear offers, and confidence in your expertise, the shift can be transformative.
Ready to make the move?
Start by identifying one client you could help strategically – and propose a consulting engagement. Small steps lead to big shifts.
These articles might also be interesting:
From Freelancer to Business Owner
Agency vs. Freelancer: Pros, Cons, What To Consider When Choosing
