From Layoff to Legacy: How Kit Brown-Hoekstra Built a 20-Year Consulting Empire by Charging What She's Worth

Ever wonder why a seasoned consultant would raise their prices when business is slow?

Kit Brown-Hoekstra's counterintuitive approach to pricing might just transform how you think about your own consulting business. In my recent interview with this technical communication and localization expert, Kit shared invaluable insights from her 20+ years as a self-employed consultant that could help you stabilize your income and grow your business with confidence.

The Unexpected Path to Consulting Success

Kit's journey into consulting wasn't carefully planned—it happened "by accident" after being laid off during the dot-com bubble burst around 2002. Despite this unplanned start, she's built a thriving international business helping global companies design and build content systems that better serve their customers worldwide.

What makes Kit's story particularly compelling is how she's weathered various economic storms while maintaining her business's health, all while staying true to her values.

Counterintuitive Wisdom: Raising Prices When Business Slows Down

One of the most surprising pieces of advice Kit shared was about pricing strategy.

When business slows down, most consultants panic and consider lowering their rates. Kit does the opposite—she raises them.

Why? Because "when you start valuing yourself more, then people start valuing you more."

Her mentor advised her that if potential clients aren't blinking at your prices, you're not charging enough.

This confidence-based approach has helped Kit maintain her business through economic ups and downs.

Building Your "Jedi High Council" of Advisors

Kit emphasized the importance of having the right people in your corner—what she calls your "Jedi High Council" (a term borrowed from business coach Pamela Slim).

This council should include:

• A lawyer (to review contracts and prevent costly mistakes)
• An accountant (for bookkeeping and taxes)
• A banker (for business accounts and credit)
• A financial planner (for retirement and investment strategy)
• An insurance agent (for appropriate business coverage)
• A coach or mentor (to guide your business decisions)

Having these advisors in place before you need them can save you significant heartache and money down the road.

From Feast-or-Famine to Steady Income

Like many consultants, Kit has experienced the stress of inconsistent income—"making $20,000 one month, and then nothing for 6 months."

Her current focus is creating passive income streams through workshops and courses to stabilize her cash flow. While building these streams takes work (and Kit candidly admits she's still perfecting this aspect), diversifying revenue sources gives consultants more security and freedom.

Practical Startup Advice for New Consultants

For those just starting their consulting journey, Kit offered these practical tips:

• Save 3-6 months of basic expenses before launching
• Remember you get paid when you invoice, not on a regular schedule
• Set up your systems (website, domain, basic equipment) while still employed
• Try small projects first to test your processes
• Collect at least 10% (or $1,500, whichever is more) upfront on projects
• Establish your values early (Kit always pays subcontractors on time, even if clients are late paying her)

Ready to transform your consulting business with proven strategies from someone who's navigated the ups and downs successfully for over 20 years?

Listen to the full interview with Kit Brown-Hoekstra now and discover how you can build a more stable, profitable consulting practice.