PICA Member Spotlights

Q&A with independent consultants who successfully “made the leap” and created the consulting career of their dreams

Catherine Saul spotlight image.png
 

Q: What is your consulting specialty?

A: I help food, CPG and retail businesses develop strategies that get implemented, not stuck on a shelf. 

Q: How do you make sure that it doesn't sit on the shelf?

A: I make sure that the strategies that I develop, or ones that have already been developed, are translated into clear and specific goals that the people implementing them understand and buy into.  I often lead projects from strategy development through to implementation, so there is an integrated approach from start to finish.

The work I do ranges from developing and implementing overall company strategies, developing and implementing functional strategies and solutions to critical issues (like business continuity projects), as well as setting up and leading transformation programs and merger integration programs. 

While most of my career has been in strategy, I also spent a few years as an executive in an operating role with a large team and billion dollar budget. So my approach is both strategic and pragmatic, which leads to results.

Q: Who are your target clients? Or who usually hires you?

A: I get hired by senior executives including C-level executives, business unit heads, and functional VPs. Primarily from companies in the food , CPG and retail businesses. Generally they have a major challenge they're facing in their business, and they need a solution quickly.  I work with them to develop the solution and mobilize their teams to implement it. 

Q: Why did you decide to do this work as an independent instead of with a firm or going back internal?

A: Early in my career I was an engagement manager at KPMG, and I spent a number of years in in-house VP Strategy roles. So I’ve done this type of work in a variety of roles. What attracts me about being an independent consultant is the flexibility it allows. The flexibility in terms of the projects I work on and the amount I work, and the flexibility to use any approach or partner out there to offer the best solution to help my clients. 

Q: How did you make the initial leap? How did you find your first client?

A:  My first client actually found me. Just as I was getting started, I provided a quote for an article in a large newspaper and the next day someone I know sent me a note saying… “I see you’re consulting, are you available to work on a strategy project?” My learning from that is that people need to know you’re out there and what you do in order to hire you. It’s obvious, but true.

Q: Have you continued to be featured in the press? Is that one of your marketing strategies or was that just nice coincidence?

A: I did it more at the start. I probably have given quotes for half a dozen articles and a radio interview. I haven't focused as much on it lately though. In part, because I was busy back to back for a number of years and wasn't doing any business development. I’ve really just restarted thinking about business development and wanted to get clear on how I wanted to position myself in the market before I went back to try and do more press.

Q: Knowing what you know now, what would you tell yourself seven years ago? What advice would you give when you were just going into independent consulting?

A: I think if I was starting fresh seven years ago, I would have reached out to my network and told them I was going into consulting and asked what they hire consultants for. Not to sell them, just to understand, get the word out and get conversations going.   

Another other thing I would like to have told myself is about PICA, and that's not a false plug. You have to learn so many things on your own when you're consulting, because while you do the work, you're also running a small business. Whether it’s working on your branding, getting your accounting done, getting insurance, etc. There’s a lot to figure out. It would have been great to have known there was a place to go to get a lay of the land. Plus it’s wonderful to be part of a community with others who are in a similar boat. Another excellent resource is David A. Fields, who is a great help with business development.

Q: What's next for you and your business?

A: Over the past year I’ve focused on building partnerships, with organizations and other consultants. This helps both in terms of generating work, and with providing me with more resources to deliver world class solutions for my clients. I’m getting more of a view of what the possibilities are for my business and I don't know exactly what it will look like in three years, but I think it will be exciting and interesting!

Q: If somebody wants to connect with you and get more information, what would be the best way to do that?

A: LinkedIn or to send me an email (cs@catherine-saul.com).

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