How to Make Money as an ISO Consultant – The No BS Guide to £4,000/Month (Beginner Edition)
- Dec 5, 2024
- 7 min read
Becoming a freelance ISO Consultant can be incredibly rewarding. I've spoken with more than 10 ISO Consultants who are easily bringing home £100,000 per year - but it’s not always clear where to start or how to build up a steady income.
Let's set a realistic financial monthly goal and break it down for you - so you stop worrying about how you're going to pay the bills and focus on levelling up your life!
Let's set a target of £4,000 per month for the first year.
I'll show you how to get your services up and running, while giving you clear, actionable steps for every part of your journey.
Step 1: Break Down the £4,000/Month Goal
To reach £4,000/month, it's important to break that target into smaller, achievable goals.
Below is a breakdown of services and pricing, showing how you can make £4,000/month with a well-rounded service offering.
Note: It may take you 10 days to complete an ISO Implementation. In the example below, we are assuming 1 Implementation day per week for a total of 4 days per month (It's important to leave time between Implementation days, I explain why later on in the post).
Service Type | Days per Month | Price per Service | Total Monthly Income |
GAP Analysis | 2 | £500 | £1,000 |
ISO Implementation | 4 | £500 | £2,000 |
Internal Audit | 3 | £500 | £1,500 |
Total | 9 | £4,500 |
As you can see, we've earned £4,500, not £4,000 - What can I say, I'm an over achiever - treat yourself.
Also, dont be decieved by the 9 days work for £4,500. The reality is your other days are going to be filled with invoicing, social media posts, reaching out to other prospective clients, business strategy, networking... the list goes on.
Step 2: Choose Your Services and Set Realistic Prices
As an ISO Consultant, your services will be your main income stream. Below is an in-depth look at each service, including how to price it, the time required, and how you can effectively package these services to generate consistent income.
GAP Analysis (£1,000)
What it is: A GAP analysis is the first step for businesses looking to get ISO certified. It involves identifying the gaps between their current processes and the ISO standards.
The output is a roadmap that helps the company close those gaps and move towards compliance.
How it works: During a GAP analysis, you'll assess the company’s processes, policies, and systems.
You will identify areas where they are not meeting ISO requirements, then create an action plan that guides them toward compliance.
Pricing: A typical GAP analysis costs £1,000 for small to medium-sized businesses. This price can be adjusted for larger or more complex businesses.
Time Required:
On-Site Assessment/Meetings: 1 day
Report Writing and Recommendations: 1 day
Total Time: 2 days
Action Step:
Goal: Secure one GAP analysis per month for consistent revenue.
Tip: Offer a free initial consultation to demonstrate value and build trust before presenting the GAP analysis proposal - basically, show them you understand the standard, that you know what you're doing and that you will be in and out before they know it.
ISO Implementation (£5,000 for 10 days)
What it is: ISO implementation is a comprehensive service where you help a company set up and implement their ISO management system.
This involves creating the necessary documentation, policies, procedures, and training employees on how to follow the ISO system.
How it works: You will work closely with the client, guiding them through the entire process of establishing an ISO-compliant system.
The implementation is broken down into phases, ensuring the system is integrated seamlessly into their existing operations.
Like I said above the table, it's important to leave time between each Implemtnation day.
Why?
The client may not have the resources to support you being onsite/answering your questions for 10 days in a row.
There may be sign off's required by top management for certian elements of the documents you are implementing such as the Risk and Opportunities documents (I like to use a register) that may require input from top management before you can continue with Objective setting and amending operational documents.
You need time to breathe. These days are intense. Lots of thinking, lots of getting your head round how they do business. You need time to clear your mind, re-focus on their stratgy and ensure your reamin on plan. You'll be grateful for the time between implementation days, trust me!
Payment. You'd hate to deliver all that work to run into issues with them not paying you. The break between sessions allows you send an invoice after every day completed. I set 10 day payment terms.
If they turn out to be troublesome with their payments, you can always hold back the remaining days. At the end of the day, the chances are they need this Standard implementing because their largest customer requested they have it.
If you stand your ground and work according to your terms, they will be more likely to stick to your payment terms - they can risk losing their customer. Hold your ground.
Pricing:
You can charge £500 per day for a 10-day implementation project, bringing the total to £5,000.
This pricing structure works well for companies of all sizes, and you can even offer the service as a phased project to help clients manage their budget and resources more effectively.
Time Required (10 days):
Phase 1 – Initial Assessment and Planning: 2 days
Phase 2 – Documentation Creation: 3 days
Phase 3 – Implementation and Integration: 3 days
Phase 4 – Training and Handover: 2 days
Total Time: 10 days
Action Step:
Goal: Secure at least one ISO implementation per quarter.
Tip: Break the implementation into clear phases and set payment milestones to ensure that you’re paid as the project progresses.
3. Internal Audits (£500/day)
What it is: Internal audits are an essential part of maintaining ISO compliance. These audits assess whether a company is adhering to its ISO standards and helps identify areas that need improvement.
Internal audits are often conducted annually, but businesses may need more frequent audits, especially during the initial stages of implementation.
How it works: You’ll audit the company’s existing processes and systems, comparing them to the requirements of the ISO standard. The audit typically includes interviews, document reviews, and observation of practices in action. Afterward, you’ll provide a detailed report highlighting non-conformities and areas for improvement - which you can assist with during adhoc consultancy days (you can bill these at £500 per day as well!)
Pricing:
Internal audits can be charged at £500 per day. Depending on the size and complexity of the business, an audit may take 1–2 days to complete.
Time Required:
Audit Preparation and Planning: 0.5 day
Conducting the Audit: 2 days
Report writing and Audit Finding(s) delivery: 0.5 day
Total Time: 3 days
Action Step:
Goal: Secure 1–2 internal audits per month.
Tip: Offer audits to clients after completing a GAP analysis or ISO implementation project. They will need to stay compliant and could benefit from regular audits.
4. Training Sessions (£500–£1,000 per session)
What it is: Training sessions are designed to educate employees about ISO standards and the processes required for compliance. You can offer these training sessions as standalone services or as part of an ongoing service package.
How it works: You can run either half-day or full-day training sessions, covering key ISO concepts, implementation steps, and compliance tips.
Tailor the training to the company’s specific needs, helping employees understand how they contribute to the ISO system.
Pricing:
Half-day training session: £500
Full-day training session: £1,000
Time Required:
Half-day training: 4 hours
Full-day training: 8 hours
Action Step:
Goal: Offer at least one training session per month.
Tip: Package training with other services like GAP analysis or ISO implementation to increase perceived value.
Step 3: Building Your Client Base
Now that you’ve defined your services and pricing, it’s time to go after clients. Here's how to get started:
1. Networking and Referrals
ISO Consulting relies on trust, and the best way to build trust is by networking.
Join industry groups, attend local business events, and get involved in online forums and communities - UKConsulting on LinkedIn is a great place to start (See you there!)
Referrals from satisfied clients are also a great way to build a solid client base.
Tip: Ask your clients for referrals once you’ve successfully completed a project. Offer them a small incentive for successful referrals to boost your chances.
2. Use LinkedIn to Showcase Your Expertise
LinkedIn is an excellent platform for promoting your ISO Consulting services. Post about ISO standards, share case studies, and engage with your connections.
You can even write articles or share insights on how businesses can achieve ISO certification.
Tip: Reach out to ISO managers or business owners directly. Offer them a free consultation or a discounted audit to get your foot in the door.
3. Offer Free Consultations
To attract new clients, consider offering a free initial consultation. This allows you to demonstrate your expertise and value upfront, making it easier to secure long-term projects like GAP analysis or ISO implementation.
Step 4: Scaling Your Business
Once you hit £4,000/month, it’s time to scale your business. Here’s how to do it effectively:
1. Increase Your Rates
As you gain experience, you can gradually increase your rates. Raising your prices by 10% each year will help you build a more profitable business over time.
2. Outsource or Automate Tasks
Consider outsourcing administrative tasks, bookkeeping, and even parts of your documentation writing. Using software tools to automate repetitive tasks will free up more time to focus on delivering high-quality services.
3. Add Additional ISO Services
As you build your reputation, you can expand your offerings. For example, you could start offering ISO 14001 (environmental management), ISO 45001 (health and safety), or even offer support for achieving other certifications like ISO 27001 (information security management).
Your Path to £4,000/Month as an ISO Consultant
So there we have it, easy right?
Becoming a successful ISO Consultant is entirely achievable, and with a clear, focused plan, you can hit your £4,000/month target.
The key is to be consistent, provide great service, and steadily build your reputation.
Need a more detailed plan and want to talk through all the steps?
Reach out for a Consultation and I'll run through it all with you. £250 per hour. Sounds steep I know, but in all honesty, it will save you months of stumbling round in the dark on google trying to figure out what your day should look like.
Take it from someone who left the Royal Air Force after 15 years and became a profitable ISO Consultant in the first month.
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