Most consultants don’t go independent to work more. 

They do it for autonomy, flexibility, and, if we’re being honest, better margins. 

And yet, a pattern shows up once client work starts flowing. 

You start taking calls on weekends. You schedule work meetings during lunch. 

Calendars fill. Scope stretches. But revenue...stays the same.

When this happens, it's time to set boundaries. 

It’s at this point that boundaries become a business decision – one that determines whether more work leads to more profit or just more effort.

Because we’re trained to over-function. 

In corporate roles, high performers are rewarded for availability and flexibility. Sixty-hour work weeks are normal – even celebrated – because we get bonuses for a job well done. 

The other reason is the dopamine hit we get from feeling like we’re mission critical. 

By sacrificing a piece of ourselves for some other priority, it feels like we’re absolutely needed there – and in turn, our brain rewards that sacrifice. 

Working independently changes the economics entirely, but bad habits are hard to break. 

We’re all used to saying yes, so it will feel like momentum at first – deals close, clients are grateful, and work expands. 

But without boundaries, expansion just means more effort at the same rate. 

This is where boundaries become more than just about personal sustainability, and start being about economics. 

Boundaries are about clarity.  

When scope, outcomes, and decision rights are well defined, clients understand the kind of service they’re buying. And when your value is clear, the pricing attached to it becomes easier to defend.

On the other hand, loose boundaries do the opposite – if you do everything, then nothing feels premium. Nothing sets you apart from the other generalist consultants in the market. 

While clients will appreciate flexibility every now and then, they still pay for the certainty you help them solve their specific problems. 

Early in an independent career, over-delivery feels like an investment. 

“If I just do a little more, this will turn into a long-term relationship.” 

“If I’m indispensable, they’ll see my value.” 

While it’s great to go above and beyond for your clients, it shouldn’t always be the case. 

After all, you’re still running a business – you're still selling your services and expertise. 

When you get used to it, over-delivery becomes the baseline for all engagements. 

Clients will expect more for the same price, and that erodes your margin. 

Aside from helping you manage work, boundaries also screen clients. 

Clients who resist structure push on scope, question pricing, and escalate emotionally when priorities shift. Even if they pay well on paper, they usually cost more to serve. 

On the other hand, clients who respect boundaries behave differently. 

They decide faster and stay aligned. They treat the engagement as a partnership. 

With better boundaries, the wrong clients will self-select out. Only the right ones with better fit remain. 

Let’s talk about me for a moment here. 

Personally, there’s a personality type that I gravitate to work for: whiteboard geniuses.

They’re incredibly talented, rapidly thinking visionaries who have ideas that can make great changes happen. They’re exciting to work for, and it feels rewarding because it gives me puzzles to solve (cue the dopamine hit). 

But these whiteboard geniuses are highly disorganized. 

They’re idea factories who have different priorities. They don’t thrive in structure. 

Therefore, they find it difficult to understand the concept of a boundary – let alone respect one. 

I reached a point where I couldn’t go and build a business bigger than myself. I couldn’t find another consultant who enjoys working for these whiteboard geniuses; whenever I delegate tasks, it just explodes. 

I had to learn to recognize them early and screen them out as clients. 

Maybe one day when I’m looking for a retirement job, I’ll go back and find one – but for now, it’s more important to the growth of our business that I don’t. 

Capacity isn’t just time – it's also attention, energy, and readiness. 

Without boundaries, your calendars are filled with maintenance work like status updates, reactive problem-solving, and low-leverage execution. 

Even if better opportunities come, you won’t have the room to take them. 

By saying no to or delegating smaller tasks, you create availability for high-value work. 

It also allows you to negotiate from a stronger position and make thoughtful decisions instead of reactive ones. 

Over time, protecting your capacity is a reliable way that boundaries translate into revenue growth. 

Not all boundaries require confrontation. 

Because the most effective ones are structural – they're set before the pressure shows up.

Here are a few patterns that tend to work well for indie consultants and fractional execs: 

Personally, aside from my one weakness – I live for boundaries. I learned to say no when I was eight months old and never looked back. 

And while I believe in serving our clients with some sense of flexibility, setting boundaries has given us a lot of upside: 

Boundaries aren’t about working less – it's about working smarter. 

They help you shape the kind of work that actually grows you consulting business. Over time, every effort becomes advantage – and activity translates to profit. 

For us indie consultants, peace is also a business outcome. 

Boundaries are how you design for it. 

If you’re in your first five years as an indie consultant, I’d love to hear what you’re wrestling with.

I’ve been independent for over a decade — and honestly, the same questions come up again and again across different consultants, fractionals, and industries.

I’m gathering your questions so I can answer them on future Ask Me Anything podcast episodes and build a searchable library of “what I wish someone told me sooner.”

Tired of messy strategies? 

Clear it all up with the Pyramid Chart. 

This is a powerful tool to guide you through the chaos and create crystal-clear action plans. 

Use the Pyramid Chart to show clients how you can solve problems – one layer at a time.

Picture this: a fast-growing tech startup hired a consultant to support the launch of their new AI-powered software. 

They have the research, specs, and a dev team ready, but the leadership team is still scrambling – too many moving parts, but no clear plan. 

Enter, the consultant with a Pyramid Chart at hand. 

They started mapping the base – customer feedback, competitor analysis, and budget. 

Then the key initiatives – refining value proposition, preparing sales materials, and aligning marketing. 

And finished off at the top: a smooth, on-time launch with a target of 20% sales growth in three months. 

By the end of the engagement, the startup has a clear, actionable roadmap to follow. 

Cut through the noise and create a better roadmap with our template.

Remember, the path to success is paved with continuous learning and embracing fresh perspectives.

Let's stay connected, share ideas, and elevate your consulting business.

Stay curious, friends.

The 2×2 is brought to you by Keenan Reid Strategies

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