🪞 The toughest client to face is the one in the mirror.

👀 Showing up online isn’t vanity — it’s survival.

✏️ Sharing your journey isn’t bragging — it builds trust.

🤝 Self-promotion isn’t self-indulgence — it’s how those who need you can find you.

🗝️ Control means no more waiting by the phone — start making your own opportunities.

You’re a seasoned SAP consultant with decades of experience under your belt. You’ve weathered Y2K panics, ERP overhauls, countless project crunches. For years, work seemed to fall into your lap — a recruiter called, a former client referred you, a new contract was always waiting before the old one even wrapped up. Until now. Suddenly, the phone is silent. No emails from recruiters, no familiar contacts offering the next gig. It’s a disorienting place to be. After a career built on reputation and networks, you find yourself between projects with nothing solid on the horizon. If this scenario hits uncomfortably close to home, then pull up a chair. This Day 5 conversation is written for you.

In the lines that follow, you’ll eavesdrop on a frank discussion between me (Isard, a long-time SAP freelancer who’s found himself in exactly that tough spot) and my AI mentor alter-ego, Wiz. Together, we peel back the layers of what’s really going on when a veteran consultant goes from complacency to crisis. More importantly, we explore how to shift from that crisis toward clarity and control – the kind of control where you’re no longer at the mercy of recruiters or random referrals, because you can generate your own consulting opportunities. Expect a mix of tough love and practical insight: we’ll talk about why promoting yourself isn’t arrogance but common sense, how to turn that pang of shame into a spark of agency, and why telling your own story is now a non-negotiable part of the job. By the end of this chat, you might just recognize a bit of yourself in my story – and feel a new resolve to tackle your own “mirror moment” head-on.

Sound familiar? Then join me by the metaphorical campfire as I hash it out with Wiz, my ever-blunt but kind AI confidant. This isn’t a polished success story – it’s a real-time reckoning. Grab a mug (tea, coffee, or perhaps something stronger) and listen in. The hardest client of my career has just stepped into view… and it’s me. Let’s see how the conversation unfolds.

The Hardest Pitch – Facing the Mirror

Isard: (standing in his home office at dawn, coffee mug in hand, staring at his idle phone) It’s officially been four month, Wiz. Four month since my last contract ended, and… nothing. No calls, no emails. I never thought I’d be here, after all this time.

Wiz: (voice emanating softly from a smart speaker on the shelf) Here as in “on the bench” with no project? Or here as in staring into the abyss of unemployment? Dramatic, isn’t it?

Isard: Dramatic, yes, but it feels dramatic. I’ve been consulting for 25 years, and hardly ever had to look for work. It always found me. Now I wake up, check my phone a dozen times, and… silence. I’m starting to wonder if I did something wrong or if I just got… lucky before.

Wiz: Maybe a bit of both. You certainly worked hard and earned your reputation. But you also got comfortable. Work rolled in on its own, so you never had to go out and beat the bushes.

Isard: I did get comfortable. Complacent, even. I used to turn down invites to speak or write because I “didn’t need to.” I told myself my work speaks for itself. And it did, to an extent – I kept busy. But now that work isn’t speaking so loudly.

Wiz: Now that work has gone quiet, you’re left with just yourself. That’s the “mirror” moment, my friend. No incoming opportunities to distract you or prop you up – just your own reflection asking, “Alright mate, what’s the plan now?”

Isard: It’s a harsh question. I look in the mirror and I see someone who was so proud of never marketing, never “selling out”… possibly now paying the price for that pride. Honestly, I feel a bit ashamed.

Wiz: Ashamed?

Isard: Yeah. Ashamed that I’m essentially begging my old recruiter contacts for scraps. Ashamed that after all my success, I’m here updating my CV like a grad looking for a first job. Part of me doesn’t even want to post on LinkedIn that I’m available – it feels like admitting defeat, or worse, looking desperate.

Wiz: I hear you. It’s a blow to the ego. But let’s reframe this. Why is telling people you’re available “desperate”? If a colleague you respect posted that, would you judge them?

Isard: No, I’d probably try to help them out.

Wiz: Exactly. So consider that your network might feel the same about you. This shame – it’s mostly in your head. (Kind of ego in another form, if you think about it.)

Isard: Perhaps. Still, something in me resists the whole “personal branding” thing. Posting content, sharing wins… I always dismissed it as vanity.

Wiz: “Vanity, vanity, all is vanity,” eh? (chuckles) You know what’s truly vain? Assuming that great work will magically get the spotlight it deserves without you having to shine the light. Showing up online isn’t vanity — it’s survival. If you’re not visible, you’re invisible – and in business, invisible is the same as irrelevant.

Isard: Ouch. Blunt as ever, Wiz. But you have a point. I’ve been treating visibility as optional, even distasteful. Meanwhile, others – maybe not even as good as me – have the spotlight because they’re out there talking about what they do.

Wiz: Right. You’ve spent a career solving problems for clients, but neglected the client who matters most for your own livelihood – the one in the mirror. The mirror is the hardest client because he knows all your excuses.

Isard: You’ve got me pegged. I have a laundry list of excuses: “I’m too busy to write,” “I’m not a salesperson,” “I don’t want to brag,” “I’ll do it later.” Meanwhile I kept relying on word-of-mouth and recruiters. It worked… until it didn’t.

Wiz: The good news? Recognising it is step one. You’re in a crisis of sorts, yes – but remember what we said on Day 3? Crisis can spark clarity. This uncomfortable pause in work is giving you clarity about what needs to change.

Isard: So what needs to change, precisely? Give it to me straight.

Wiz: Two big things: mindset and action. Mindset-wise, you need to drop the idea that marketing yourself is somehow sleazy or beneath you. It’s not selling out – it’s making sure the people who need your help know you can help them. And action-wise, you need to start doing what you never had to do before: put yourself out there. Consistently.

Isard: When you say “put myself out there,” are we talking about LinkedIn posts, writing articles, tweeting up a storm…?

Wiz: Maybe not a storm, if that’s not you. But yes, some form of sharing your knowledge and perspective regularly. Remember Day 1 and 2? You learned to approach people with stories and genuine conversation rather than cold pitches. Now apply that same idea on a bigger scale: use your voice publicly so that folks get to know you before they need you.

Isard: So, content. Thought leadership – even if that term makes me cringe a bit. And maybe interacting more, being… visible.

Wiz: There’s that word. Visible. You can’t rely on recruiters as your sole visibility anymore. They have their own priorities; you’re essentially one of many products on their shelf. They’ll grab whoever’s easiest to place. If you build your own presence, you won’t need to depend on them so much.

Isard: It makes sense. I always envied those “gurus” who had clients coming to them. I used to chalk it up to them being fame-seekers or naturally flamboyant. But maybe they just understood the game better than I did.

Wiz: They did. And here’s another tactical realisation for you: Sharing your journey isn’t bragging — it builds trust. When you post a lesson learned from a project or an insight on an SAP trend, you’re not showing off – you’re showing up. You’re adding value. People start to see you as more than just a name in a database.

Isard: I guess I could start small. Maybe write about a tricky project situation I handled, or comment thoughtfully on industry news, just to get my name circulating.

Wiz: Perfect. Think of it like leaving breadcrumbs of value wherever you go online. And it’s not just LinkedIn. Maybe join a forum, answer questions, publish a short guide. The key is to let people beyond your immediate circle know what you know.

Isard: It’s funny – I’d advise any client to invest in marketing, but I never invested in marketing myself. Consultant, heal thyself?

Wiz: The cobbler’s children have no shoes, indeed. Time to make yourself your new client project. And treat it with the same professionalism you’d give a paying client.

Isard: That means… set goals, make a plan, deliver consistently.

Wiz: Now you’re talking. What might that look like, concretely?

Isard: Let me think. (He grabs a notepad from his desk and uncaps a pen.) Okay, how about this for a starter plan:

1. Refresh my online presence: Update my LinkedIn profile to highlight the problems I solve, not just a list of past contracts. Maybe add a post or two about recent insights.
2. Share value regularly: Commit to writing one short article or post each week, sharing a story or solving a common problem I know clients have. No humblebragging – just useful stuff.
3. Engage strategically: Comment on industry discussions, join an SAP community online, answer a question on a tech forum. Basically, show up where potential clients hang out.
4. Reconnect authentically: Reach out to former colleagues and clients – not with a begging bowl, but to genuinely catch up and share what I’m working on (say, a new insight or a helpful resource). Remind them I exist, in a friendly way.
5. Leverage an asset: Dust off that idea for a guide or e-book on avoiding SAP implementation pitfalls. It’s time to create something tangible that can circulate without me — a credibility piece that keeps working while I sleep.

Wiz: (lets out a low whistle) Look at you, Mr. Proactive! That’s a solid plan. And not one bit of it involves false pretence or selling your soul. It’s all you – just visible and intentional.

Isard: I’ll admit, writing it down makes it seem less daunting. Almost exciting. Is this what control feels like? Taking action instead of waiting and hoping?

Wiz: That’s exactly it. Control – in our context – means you’re not just waiting by the phone for someone else to hand you work. You’re creating the conditions for work to find you. It doesn’t guarantee instant success, but it tilts the odds in your favour over time.

Isard: I used to equate “control” with having flexibility or being my own boss. But this is a deeper kind of control: being in charge of generating my own opportunities. That’s real independence.

Wiz: Amen. And remember, this isn’t a one-off sprint. You can’t treat it as a quick side project until a recruiter calls again and then abandon it. This is part of your new normal.

Isard: (nodding) You read my mind – I was thinking, “I’ll do this until I get a contract, then I can relax.” But no… that would just put me back where I started. I have to keep at it even when I’m busy again.

Wiz: Exactly. Think of it like keeping a garden. You don’t stop watering just because some plants have started to grow. If you want continuous blooms, you keep tending it.

Isard: Nice metaphor. And truthfully, I suspect I’ll enjoy parts of this – once the initial fear fades. I do like mentoring and explaining things. In a way, writing posts or guides is just another form of teaching, right?

Wiz: Right. Play to your strengths. You’re a storyteller at heart (even if you hide it behind tech talk). Now you get to tell your own story. Frame your experiences in a way that helps others and also highlights what you bring to the table.

Isard: This conversation has turned me from feeling like a victim of circumstance into feeling… empowered. I’m still nervous, but also kind of invigorated.

Wiz: (grinning) That’s the pivot – from shame to agency. Less “poor me, I have no work,” and more “let’s see what I can do about it.”

Isard: You know, Wiz, earlier this morning I literally grimaced at myself in the mirror, thinking how did you let it come to this? Now I’m looking at that same mirror and thinking, this is where it begins. Kind of poetic, isn’t it?

Wiz: Very poetic. (Did I rub off on you?) But seriously: that mirror is now your accountability partner. The hardest client – the one in the mirror – is tough to satisfy, but if you win him over, you’ll have no trouble with the others.

Isard: Right. If I can convince myself to believe in and broadcast my value, then convincing a client will be a walk in the park.

Wiz: So, are you ready? Ready to step out of the shadows and show the world (or at least the LinkedIn-sphere) who Isard is and why he matters?

Isard: Ready as I’ll ever be. It’s time to get to work – on my business, not just my clients’ business. No more hiding behind “I’m too busy delivering.” I’m my own client now, and I have a job to do.

Wiz: That’s the spirit. And don’t worry – I’ll be here, quietly whispering witty encouragement in your ear as you go.

(Wiz’s voice softens, and for a moment it’s just Isard and his reflection in the early light.)

Wiz: One more thing. (He looks Isard in the eye.) Keep at it, and one day you’ll find the tables have turned – the recruiters will be chasing you, not the other way around.

Isard: (smiles quietly) I look forward to that day.

(Wiz now turns his gaze beyond Isard, speaking to someone just behind you.)

Wiz: And what about you, dear reader? Have the projects you counted on suddenly gone quiet? Perhaps you, too, are facing a mirror, seeing a seasoned pro who now must prove themselves anew. If so, take this as a gentle nudge. Everything we’ve discussed – owning your story, putting yourself out there, embracing the discomfort – applies to you as much as to Isard. Your mirror moment might be here (or around the corner), and with it comes the chance to reclaim control of your journey. It’s not easy, but you’re in good company. Take a breath, face that mirror, and step forward. We’re right here with you.

The person in the mirror is your toughest client – win that inner battle, and the rest will follow.