Dejan KosuticMost new consultants hit the same wall: “How do I prove my knowledge to clients?”
In the early stages of a consulting career, you don’t yet have a long list of case studies or testimonials. So, potential clients can judge you only based on what they perceive as your level of knowledge. A consultant with the right certifications signals reliability, professionalism, and readiness. A consultant without them often struggles to justify pricing or even get that first meeting.
Imagine two consultants offering ISO 27001 implementation. One has an ISO 27001 Lead Implementer certificate and can clearly explain the methodology; the other says, “I’ve read a lot about it.” You already know which one the client will choose.
This article helps you avoid that second scenario.
Consultants should combine two types of training: general business skills (marketing, sales, tools) and niche specific certifications aligned with their chosen field — such as ISO Lead Implementer/Lead Auditor, NIS2 or DORA courses, CISSP/CISM, or ISO 42001 for AI governance. The right mix builds competence, credibility, and early trust with clients.
Why do certifications matter?
Certifications are not just pieces of paper — in the beginning of your consulting career, they are your main selling point. Before you have a portfolio, before you have referrals, before you have a reputation — your certificates and training are the clearest proof that you know what you’re doing.
They also give you:
- Structure – You learn a repeatable methodology instead of improvising.
- Confidence – You understand the standard or framework deeply enough to guide clients.
- Credibility – Clients feel safer choosing someone who has formal training.
- Marketability – Many clients require certain certifications before hiring a consultant.
But not all training is equal — you need the right mix.
Two types of training every consultant needs
1. General business courses
These are not tied to your niche; rather, they help you run and grow your consultancy. Think of them as your “business survival kit.”
Useful topics include:
- How to market consulting services
- How to sell (especially high‑trust, B2B services)
- How to use tools like CRM systems, project management platforms, or AI assistants
- How to structure proposals and pricing
- How to manage client relationships
Check out Advisera’s Advanced Course: How to Grow Your Cybersecurity, ISO, and AI Consultancy, which gives practical guidance on packaging, pricing, and selling consulting services.
2. Niche-specific courses
This is where your real competitive advantage comes from. Once you choose your niche, whether that’s ISO standards, cybersecurity compliance, AI governance, or something else, you need training that proves you can deliver.
Below are the most relevant certifications depending on your chosen field.
ISO standards: Lead Implementer vs. Lead Auditor
If your niche includes ISO 27001, ISO 9001, ISO 14001, ISO 45001, or similar standards, two certifications dominate the consulting world: Lead Implementer and Lead Auditor.
Lead Implementer
Example: ISO 27001 Lead Implementer Course
Duration: typically 5 days
Focus: how to implement the standard inside a company
Best for: consultants who want to run implementation projects; also, professionals who are in charge of a management system in their company (e.g., security officer)
This course teaches you the methodology, including risk assessment, implementation steps, documentation, internal controls, and improvement cycles. It’s the most practical certification for consultants.
Lead Auditor
Example: ISO 9001 Lead Auditor Course
Duration: also 5 days
Focus: how to audit a company against the standard
Best for: people who want to become full-time certification auditors; also, consultants who want to perform internal audits, supplier audits, or part‑time certification audits
Consultants choose this path for several reasons. Some want to perform internal audits or supplier audits. Others want to work part‑time for certification bodies, which gives them deeper insight into how auditors think and how certification decisions are made.
Which one should you choose?
As a consultant, you would typically go for the Lead Implementer course since it provides you with the implementation skills; on the other hand, if you know you’ll do a good proportion of auditing, then you should go for the Lead Auditor course. However, eventually, many consultants take both courses because they complement each other and strengthen credibility.
| Consulting Niche | Most Relevant Certifications | What They Prepare You For |
| ISO standards (ISO 27001, 9001, 14001, 45001, etc.) | Lead Implementer, Lead Auditor | Implementing ISO standards, running projects, auditing companies |
| AI governance (ISO 42001, EU AI Act) | ISO 42001 Lead Implementer, ISO 42001 Lead Auditor, EU AI Act training | Implementing AI governance, auditing AI governance |
| Cybersecurity frameworks (NIS2, DORA, NIST CSF, SOC 2) | Framework-specific courses, CISSP, CISM | Cybersecurity governance, risk management, security leadership |
Cybersecurity compliance: NIS2, DORA, NIST CSF, SOC 2, and more
Cybersecurity is one of the fastest‑growing consulting niches, and the training landscape reflects this. Consultants can pursue courses on NIS2, DORA, the NIST Cybersecurity Framework, SOC 2, and other regulatory or framework‑specific topics. Some providers offer Lead Implementer‑style courses for these frameworks, which are ideal for consultants who want to help companies achieve compliance or improve their cybersecurity posture.
Beyond framework‑specific training, two professional certifications stand out: CISSP and CISM. These are management‑level security certifications that demonstrate broad, strategic security knowledge. They are especially valuable if you want to offer fractional CISO or vCISO services, because they show that you understand security governance, risk management, and leadership — not just technical controls.
If you want to position yourself as a cybersecurity leader rather than a technical specialist, CISSP or CISM is a strong investment.
AI governance: ISO 42001, EU AI Act, and operational AI skills
AI governance is rapidly becoming one of the most promising consulting niches. Companies are under pressure to manage AI risks, comply with new regulations, and adopt AI responsibly.
SO 42001 is the new AI governance standard, and ISO 42001 Lead Implementer and Lead Auditor courses follow the same logic as ISO 27001 or ISO 9001. These courses help you understand AI risk management, implement AI governance processes, and prepare companies for certification.
Courses on the EU AI Act are also becoming essential. As the Act becomes enforceable, companies will need consultants who can interpret obligations, risk categories, and compliance pathways. Understanding the Act will be a major differentiator in the coming years.
Beyond governance, operational AI skills are becoming increasingly valuable. Training in prompt engineering, AI tool usage, and building AI agents helps you deliver quick wins for clients. These skills are not formal certifications, but they are highly marketable and help you stand out from consultants who only understand the regulatory side.
Other ways to build knowledge (and why they matter)
Certifications are essential, but they’re not the only way to learn. Consultants should also invest in other resources.
Conferences give you access to the latest trends and real‑world case studies. They also help you build your network — something that becomes crucial once you start selling.
Books on ISO standards, cybersecurity, AI governance, and consulting methodologies are readily available. They help you deepen your understanding beyond what a course can cover.
Webinars are often free and provide practical insights. Popular webinar topics include ISO standards, cybersecurity, and AI governance.
YouTube videos offer a huge amount of high‑quality content available for free. It’s a great way to stay updated between formal courses.
Things to remember
If you remember only two things, let them be these: You need both business skills and niche‑specific certifications, and your certifications are your early credibility. Before you have clients, they are the clearest proof that you know what you’re doing. Choose your niche, invest in the right training, and start building the competence that will carry your consultancy forward.
Click here to sign up for free courses for ISO 27001, 42001, 9001, and other standards — in all Advisera courses, you can go through the lessons free of charge.
