Clever Counsel #35 - Interview With Monique Kelley
I'm interviewing a handful of senior consultants I admire to capture their experiences and perspectives on the consulting journey.
For my fifth interview in the series, I want to spotlight Monique Kelley, a trusted, purpose-driven professor at Boston University's College of Communication, consultant and author. You'll find her insights below.
What made you say, “Screw it, I’m going out on my own”?
I left an environment and the corporate ladder altogether as it did not have my best interest in mind. After 20 years, I had already been a senior leader on both the big agency and corporate sides and had a couple contractors supporting me. In a way, they showed me what it was like to do the job that I do now - i.e., fractional communications, embedded in large, global cross-functional organizations.
How did you land your first high-paying client?
I'm as no frills as they come. Before I left my job, I messaged a few folks in my network to let them know that I had put in my resignation, had an LLC and wanted to help alleviate their workloads. I have worked in every facet of communications, so that flexibility still allows my clients to plug me in where they need me most. My first client came from one of my agency teams (I was their client, so it was full circle) who had a client going on mat soon earlier than they expected. I ended up staying on as their client's Head of Comms for nearly six months, and that was enough time to line up a couple of other clients in longer-term contracts. Don't underestimate the power of your network.
What’s one thing you did that changed the game for your growth?
After you leave a lucrative senior leadership position, choosing your health and safety over the big paycheck, it makes continuing to choose yourself both personally and professionally a lot easier. What changed the game for me is not playing the game. I don't have a website or do anything fancy. I don't get up at 4 a.m. and take cold showers, although God bless those who do.
I'm big on "to each their own" and taking whatever approach to business that aligns with who you are. I take a page out of my former NCAA DI track days though - I train smart, not just hard to avoid burnout. I need to as I'm also a full-time Associate Professor at Boston University's College of Communication in addition to a year-round consultant. So if I'm not efficient and intentional about my time, I can easily work 60 hours a week. My focus is on adding value to my network and positively impacting business. That's it. It's a lot easier to be retained and referred when you're working, so I focus on maintaining and expanding client contracts. I have yet to be without a client since I launched my LLC nearly three years ago, and I know that was all God's grace.
Most of my former clients from my NYC agency days and coworkers from both the agency and corporate sides reach out to me. When I'm at capacity, I refer them to one of my trusted, former coworkers or agency partners so we all can win together. I've always been about "earning my keep" with my network, but I didn't realize that by me showing up for people through the years, that it would lead to people showing up for me now.
What’s a piece of conventional consulting advice you flat-out ignore?
I ignore the need to have a ton of clients. I prefer 2-3 corporate clients that I can maintain for longer-term fractional consulting. Ultimately, it depends on your goal and whether you are looking to scale, etc. I turned down conversations with a VC, because there is something magical about a first-generation Iranian-American and Black woman who left her job who 100% owns her business and her life. Freedom is what I'm focused on now. I also don't have separate hourly rates for agencies versus corporations. My rate is my rate, and being a founding member of a women executive organization that is addressing gender parity, it wouldn't feel right to discount my value. I hope that by me not doing that, it encourages other women not to as well.
When have you felt like going back to working for someone else — and why didn’t you?
My experience on the corporate ladder scarred me from ever going back. I am still doing the purpose-driven work that I did before I worked for myself, but the environments I'm in now align with my values and priorities. I'm also about to launch my first-ever book (topic is networking) with a publisher and have something related to that up my sleeves. After working for two decades in more traditional positions, I feel like the real fun and creativity starts when you have the freedom to explore.
In addition to her work as a professor, Monique Kelley serves in a fractional (interim) capacity for Fortune 50 and global biopharmaceutical companies seeking a strategic corporate, product or executive communications head who advances business objectives and alleviates their headaches.
Catch Monique's content and tips on fractional consulting, teaching and upcoming book on networking via her LinkedIn.
Monique is also a valued member at CommsConsultants.com, and I want to sincerely thank her for sharing her insights for this edition of Clever Counsel.
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