Doug Haynes is a business advisor who has helped many companies over the years. Doug is president of The Council, an international business advisory company specializing in talent, leadership, and strategy programs for top executives.

To help other consultants achieve success in their businesses, Doug shares what he learned from his own experience:

1. Stay focused on how you deliver value

When you start consulting, it seems to make sense to focus on selling projects rather than delivering value. My experience is that many consultants will quickly get caught up in the cycle of selling, selling, and selling. They forget their primary responsibility for delivering value to their clients and are focused on building a brand.

As Doug Haynes puts it, the best part of consulting is helping clients solve their problems. If you focus on delivering value, then the best way to achieve that value is by raising the client’s level of engagement and commitment, which in turn leads to the value of a higher ROI.

2. Build knowledge and know-how

Consultants often get bogged down in ‘process work’– that is, they focus on process improvement steps. But the real issue is achieving an outcome that gets a client to a better place. I tell our people that they must build knowledge and know-how before they can hold anyone else accountable for results.

3. Choose clients carefully

You can’t be everything to everyone. If you choose clients that don’t fit your skill set, you’ll compromise yourself as an advisor. Look for businesses with a real need for your services, and ensure that the culture fits you.

4. Be productive in periods of slow client demand

Consultants often get caught up in the ‘work now’ cycle, which may have its benefits. But it would help if you built an infrastructure for your business that allows you to be productive even in slow periods. Bring in projects that can be done part-time, or use the time to train yourself and your team.

5. 56–56–56

This rule involves time management and long-term planning. Working 56 hours a week is the magic number that allows you to do business sustainably. Why would you do anything else? The most important thing is to keep your body and mind in tune with nature. To be productive, a human needs 56 hours of rest, 56 hours of rejuvenation, and 56 hours of working time every week.