Remember that the world of selling is the world of words. Not deception, but palatable truth. Unpalatable truth is equally truthful but not equally edible. Craft words thoughtfully and take brutal feedback from others about what you crafted. Being married to your words is suicide. The key is not experience but how you can use it to help others. Don’t leave that to the customer to figure out. Spell it out for him. Not because he is stupid, but because the need is yours. Don’t tell him what you used to do but how you can help him and how that will benefit him. That will mean knowing his business sometimes better than he does himself. Certainly, in terms of an overview from the outside. That is your key differentiator because perspective is a function of distance. Leverage it and show him how it works.
Never compromise your integrity. Remember that your client is not the one who feeds you and the One who feeds you doesn’t lack resources. So never do anything which is against your beliefs and values. Have the highest values and live by them. That is the biggest incentive in my view of being an independent consultant – that you can afford to live by your values. And guess what? Not only will you never starve but you will gain a huge amount of respect in the market which you can’t buy even if you wanted to.