The Art of Working Together, Miles Apart
Navigating Remote Relationships as an Independent Consultant
It's been five years since the pandemic turned remote work from an occasional perk into our daily reality. I've just come to accept remote work as the way things are. Obviously I've developed habits and routines, and I hardly ever think about what it means to build relationships with clients I've never met in person. But I should!
Remote work has become so normalized that we take it for granted. I hop on Zoom calls with clients across the country without a second thought. I manage projects with team members I've never shared physical space with. I build trust and deliver results through screens and emails.
But working remotely with clients isn't just regular work conducted through a webcam. It's a fundamentally different approach to professional relationships that deserves more attention than we typically give it.
So let's talk about it. How do we build strong relationships with people we may never meet face-to-face? What have I learned from my years of remote consulting in the social impact space?
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Building a Shared Sense of Purpose
One of the hardest aspects of remote work is creating a sense of shared mission and collective identity. This is especially important in the social impact space, where the work is driven by values and purpose.
I've found that explicitly discussing it helps bridge the distance. Especially when commencing an engagement, I ask questions like: "What excites you most about this project?" or "How do you see this work connecting to your organization's broader mission?"
These conversations create alignment that goes beyond tasks and timelines. They remind us why we're doing the work in the first place.
I also look for opportunities to brainstorm and create together. Some of my most successful remote client sessions have involved collaborative thinking: dreaming about possibilities, mapping out strategies, or solving problems together.
These creative sessions build a sense of shared ownership that's hard to develop through status updates and progress reports alone.
vertical iberica, CC BY-SA 4.0 <https://creativecommons.org/licenses/by-sa/4.0>, via Wikimedia Commons
Relationships Matter More When You're Miles Apart
When I first started consulting independently, I worried that remote work would make it harder to connect with clients. I'd spent years in organizations where impromptu coffee runs and hallway conversations built the foundation of working relationships.
I've found remote work doesn't have to diminish relationships, but it does require us to be more intentional about building them.
My friend Ed Johnson taught me this lesson years ago when I worked with his team. When Ed asked how I was doing, it wasn't small talk. He genuinely wanted to know. He listened to what I said and followed up. Our conversations never felt rushed or performative.
I try to bring that same quality of attention to my remote client relationships now. I make space at the beginning of calls to check in personally. I remember details about their lives outside work. I follow up on things they've mentioned in previous conversations.
This approach feels natural to me. I'm not "networking" or "relationship building" – I'm just being human. And clients respond to that humanity, especially in the social impact space where people are driven by values and purpose.
Finding the Right Communication Rhythm
I've noticed that communication methods matter tremendously in remote work. Each client has different preferences and needs.
Some clients prefer quick Slack messages throughout the day. Others want scheduled calls with clear agendas. Some need detailed email summaries after every conversation. I've learned to ask directly about preferences rather than assuming.
I've also learned to be thoughtful about when to use each communication channel. If I have a simple question, I might send a quick message. For complex discussions or sensitive topics, I'll always opt for a call.
I try to imagine how we'd communicate if we were in the same physical space. Would I tap someone on the shoulder for this question? Would I schedule a meeting? Would I send an email? This helps me choose the right approach.
I've found that many remote communication problems stem from using the wrong channel for the message. A difficult conversation conducted over email often creates more problems than it solves. A simple update given over a 30-minute call can feel frustrating and inefficient.
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Creating Structure When There Are No Office Walls
One of the biggest challenges of remote work is the lack of built-in structure. There's no physical office that signals "work happens here" or colleagues whose presence reminds you to stay focused.
I've found that creating consistent touchpoints with clients helps establish a rhythm that benefits everyone. Regular meetings at the same time each week provide structure. Clear deadlines for deliverables create momentum. Consistent check-in methods build familiarity.
I'm also careful about honoring appointments. When working remotely, it's tempting to reschedule meetings more casually than you would in-person appointments. I try to treat virtual meetings with the same commitment I would give to in-person ones.
This reliability builds trust. When clients know they can count on our regular check-ins, they worry less about the work getting done. They don't need to see me working to trust that progress is happening.
I made this with ChatGPT and thought it was funny.
Finding the Balance in Flexibility
The flexibility of remote consulting is both its greatest benefit and its greatest challenge. I love being able to structure my day around my energy levels. I appreciate being able to take a walk when I need to clear my head. I value the ability to work with clients across different time zones and geographies.
But this flexibility requires careful management. Without the boundaries of a traditional office, work can expand to fill all available space. Client expectations about availability can become unclear. The line between personal and professional time can blur.
I've learned to create my own boundaries. I communicate clearly about my working hours. I build breaks into my schedule. I set realistic expectations about response times.
I've also learned to embrace the natural rhythms of consulting work. August is typically slower for business. Election years create different patterns of activity. Recognizing these cycles helps me plan accordingly and reduces anxiety during inevitable slow periods.
But managing your time is hard! Check out this report we did on common challenges: https://docsend.com/view/edk3wnft95x55ic8
The Community Behind the Solo Consultant
Even though I work independently, I've built a community of peers who support my work. Consulting doesn't have to be solitary, which has been a major theme of a few newsletters I wrote with Hannah Fine and Michaela Howard.
When Hannah launched Fine Strategies six months ago, she quickly recognized the value of peer relationships. "I was so grateful to join other communities of independent consultants doing mission-driven work – and regular check-ins with friends in this space have been both a total necessity and a complete joy," Hannah shared. These connections provided not just professional support but emotional sustenance during the transition from organizational work to independent consulting.
Similarly, Michaela's biggest fear before becoming an independent coach was loneliness. "I crave collaboration. I love collaboration," she explained. Rather than waiting for support to find her, Michaela proactively built her network from day one, establishing several types of supportive relationships:
Co-working buddies who provided feedback on specific aspects of her business
Coaching exchange relationships that offered specialized expertise
Professional communities like Fractional People People that became her "consulting home"
Both Hannah and Michaela emphasized that finding spaces to be vulnerable about challenges is as important as celebrating wins. Hannah noted how peer connections helped her navigate the emotional rollercoaster of those early consulting days, while Michaela found that regular check-ins with other consultants strengthened both her business decisions and her confidence.
For independent consultants in the social impact space, these communities provide both practical support and a sense of shared purpose. They replace the collegial relationships from organizational work while honoring the autonomy that drew many to independent consulting in the first place.
As Hannah and Michaela's experiences demonstrate, even though we work independently, we don't have to work alone. Building intentional communities of support creates stronger, more sustainable consulting practices and more fulfilling professional lives.
Read about their journeys:
Thinking About Becoming an Independent Consultant?
Sam Landenwitsch and Hannah Fine
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Aug 12
Creating Connection in a Solo Practice
Sam Landenwitsch and Michaela Howard
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Jul 29
Being Authentically Yourself Across the Distance
The longer I work as a remote consultant, the more I value authenticity. Clients choose to work with me because of who I am, not just what I know or what I can do.
I don't try to project an artificial image of expertise or confidence. I bring my whole self to my work – my values, my personality, my unique perspective. I celebrate small victories. I acknowledge challenges. I share what I'm learning along the way.
This authenticity creates stronger connections across the digital divide. It makes remote work more human and more satisfying.
And I've found that clients in the social impact space particularly value this approach. They're not looking for corporate consultants who maintain a polished professional facade. They want partners who share their commitment to making a difference in the world.
Reevaluating Remote Work
Remote work is a different way of building professional relationships that offers unique benefits and challenges.
I've come to appreciate the intentionality it requires. Every interaction is chosen, not incidental. Every relationship is built deliberately, not by proximity or convenience.
There's something beautiful about connecting with people across distances, united by shared purpose and values. There's something powerful about building trust without ever shaking hands or sharing physical space.
As independent consultants in the social impact space, we have the opportunity to redefine what professional relationships look like in this remote era. We can bring more humanity, more authenticity, and more purpose to our work because of the intentionality it requires.
I'd love to hear how you're navigating remote relationships in your consulting practice. What challenges have you faced? What unexpected benefits have you discovered? Drop me a note – I'm always looking to learn from others on this journey.
In Case You Missed It…
Check out our latest community report! Report: The Surprising Truth About Finding Clients
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Aug 20
I've been curious about how other independent consultants in our field find and keep clients. So we ran a survey! The results were interesting to me, and I think you'll find them useful, too.
Thanks,
Sam