Is Moonlighting Cheating?

Text us your thoughts on the episode or the show! What does it really take to build a successful consulting business while keeping a full-time job? In this episode of the Ops Cast, hosts Courtney McAra and Grant Gregorian sit down with Tom Keefe, Director of Marketing Operations at Engagio (now part of Demandbase), to discuss his experience building a consulting practice as a side business. Tom shares how he launched his first consulting engagement, why referrals became his primary source of new business, and the lessons he learned about pricing, scoping projects, and managing client expectations. The conversation also explores the practical realities of moonlighting, from balancing a full-time career with consulting work to understanding taxes, LLCs, retainers, and hourly pricing. Whether you're considering freelance consulting, growing a side hustle, or planning to transition into independent consulting full-time, this episode offers an honest look at the opportunities and trade-offs that come with the journey. In this episode: Why Tom started consulting while working full-time Managing the balance between a W-2 job and freelance clients Landing consulting work through referrals instead of outbound marketing How to scope projects and run effective discovery audits Hourly pricing vs. retainers: when each model works best Common pricing mistakes new consultants make and how to avoid them Setting boundaries and expectations with clients from day one Understanding the hidden costs of consulting, including taxes, insurance, and LLC expenses If you're looking to build a consulting business, take on freelance projects, or simply better understand the business side of MarTech consulting, this episode is packed with practical advice from professionals who have been there. Subscribe to the Ops Cast for more conversations with experienced consultants sharing real-world lessons on building a consulting practice, serving clients, and growing a successful career in MarTech consulting. Episode Brought to You By MO Pros The #1 Community for Marketing Operations Professionals Streamline your webinar programs and tap into more data, more content, and far less manual work. Save time, simplify your workflow, and integrate Goldcast.io with your stack. Support the show