Follow your passion… NOT…

Too many “entrepreneurial” bloggers suggest you simply “follow your passion.”

Unfortunately, that alone is not enough. You better be able to make money at it! Here are two stories that illustrate the point:

The Ice Cream Store…

At a professional meeting some years ago, one of my colleagues said to ask Dick about his ice cream store.

“Ice cream store?” I responded. “We’re a bunch of consulting engineers. What’s with the ice cream store?”

“Just ask,” he responded with a twinkle in his eye.

So I did. As engineers, we often like to twist our colleagues’ tails, and I was pretty sure that was what this was all about. But it turned out there were some valuable lessons in the story.

Dick told how his daughter had long wanted to have her own business. Being a good dad, he agreed to help her. With stars in her eyes, she decided to open an ice cream store. Not a franchise, but an independent store, that she could decorate and run how she saw fit.

How cool is that?

Unfortunately, this was her first business venture. No customer surveys, no location research, no marketing of any kind. Build it and they will come, right?

With some luck, the store was moderately successful. Enough so that soon a second ice cream store opened up down the street. Another would be entrepreneur with stars in her eyes also thought it was a cool idea, and jumped in.

The net result. Neither store now made enough to break even. Within a year both stores went bankrupt.

There are a couple of lessons here:

  • Make sure there is a want or need for your products or services.
  • Make sure there are some barriers to entry.
  • Make sure there are enough customers able and willing to pay.

Just because it looks cool, doesn’t mean it is a viable business!

Roto-Rooter isn’t particularly cool, nor was our consulting practice. Like Roto-Rooter, we fixed problems that others did not care to handle.

And while our consulting practice was not as cool as an ice cream store, we enjoyed it — and we made a darn good living at it.

The Country Doctor…

In an earlier post, I told of my great-uncle’s medical bag, and how a few simple tools coupled with the right knowledge and experience saved lives in the early 1900s. His medical practice spanned a half century. A successful professional consulting career.

His first passion, however, was music. As a young man, he dreamed of being a concert violinist. But he realized the odds of making a decent living playing the violin were not good.

So he made a career out of a second passion. Healing people through the practice of medicine. Music became an avocation, not a vocation.

He found great satisfaction in both. He was an accomplished physician, and also an accomplished musician. Thanks to his decision, he lived life well.

I heard this story years later from his wife, my great aunt, who was also his nurse. Since he passed away when I was young, I hardly knew him. But I always found his decision to be very wise. Find something you like to do, AND with which you can make a living.

You can always make a hobby of other passions.

So before you quit your job to follow your passion, make sure there is a need, there are barriers to entry, and there are clients willing/able to pay. Otherwise it is just a hobby.

Copyright © 2016, jumptoconsulting.com. All rights reserved.

Are you an Ambivert?

Here is a reply I left on a LinkedIn discussion, titled “Are you an Ambivert?” The post was by Dr. Travis Bradberry, the co-author of Emotional Intelligence 2.0.

In his article, Dr. Bradberry challenges the conventional pigeon-holing of personalities as either introvert or extrovert. Rather, he points out that most of us are a combination of both traits. Furthermore, those traits may vary depending on the situation we are in.

He shares research showing those in the middle are often more successful, as they can better relate to both ends of the spectrum. He also points out that this flexibility can be learned through increased self-awareness.

My comments follow:

Great article! Please let me share a personal story,

Forty years ago I moved from engineering to sales. As most engineers are introverts, I was a bit concerned. After all, Dilbert is a documentary.

At a business workshop, we had to do short self-assessment. On a scale of 1-10, where 1 was an introvert 10 was an extrovert, I came in with a 4.

The instructor then asked for a show of hands for those ranking 8 or greater. His comment was, “Most of you are in sales, right?” I was crushed – thinking I was a round peg in a square hole.

Then he asked, “Any sales engineers here?” My hand went up alone.

He said, “You’re a 4, right?” I was amazed. Then he continued, with a grin, “You engineers just can’t get the needle above 5 no matter how hard you try.”

I stayed in sales engineering for about 10 years, and then started an engineering consulting practice which I ran for the next 30 years.

So thanks for finally pointing out I’m an ambivert. I always just assumed I was an engineering misfit :-) Who knew?

In my experience, most consultants (both management and technical) trend slightly toward introversion. After all, we’re thinkers and observers. So don’t let being an introvert stop you from making your JumpToConsulting.

Besides, if you are interested in consulting, you may well be an ambivert anyway!

Copyright © 2016, jumptoconsulting.com. All rights reserved.

How we sold 130,000 books in one day…

For many years, this was a “trade secret,” but now the story can be told.

Simple — we gave them away — for FREE  — as a supplement to a leading engineering magazine. And did it ever pay off!

The original plan was a twelve part series in Engineering Design News (EDN) in 1994. The editor would not run it until we had six articles ready to go. Fair enough. So I wrote one article a month – after all, we still had an active engineering consulting practice to run.

Upon submitting the first six articles, the editor suggested bundling them all together as a book supplement to the magazine. At first, I balked. The initial strategy was a year long exposure (one article a month). Drip marketing…

But the more I thought about it, the more I liked it. So I agreed, and even offered to help procure advertisers. EDN jumped at that offer — we were in a niche market, and we knew the key advertisers.

We contacted those we thought would be most interested, and ever so gently twisted their arms. Those who did sign up later thanked us. Original copies still sit on bookshelves.

The supplement immediately went into reprints. In 2001, EDN asked us to update the material, and then they did subsequent reprints. I added two chapters and updated the a time-sensitive chapter on regulations. The rest stayed pretty much the same.

In 2005, EDN decided not to continue with the reprints. So they returned the copyright, and we then offered printed books for sale on our website and for handouts in our classes.

Several thousand copies later, we added a PDF version for download. Although not free, both versions continue to be popular.

When the original book hit, the phone rang off the hook. Overnight, it propelled us from a small local consulting firm to one of national prominence in our field.

The book ruffled a few feathers – a few complained it was not technical enough. But I was not writing for the academics or experts. Rather, I was writing for the design engineer who had just encountered his or her first electromagnetic interference problem — and a likely candidate for our services.

Overall, our first book* was a great (if somewhat accidental) success. We were paid a nominal amount for writing it, but not nearly enough to pay for the time. In retrospect – I would have done it for free, given the exposure it gave us and the business it brought in.

Some additional information. I’ve been mixing “I and we” for a reason. While I wrote the bulk of this book, my late business partner (Bill Kimmel) edited and added his comments.

At the same time, he was writing a book on medical devices, which I edited and added my comments. Later, we collaborated on a third book. So both names appear on all three books as co-authors.

Writing a book is a big challenge. An even bigger challenge is getting it into the hands of prospective clients.

Realizing our primary business was consulting — not writing — we elected to give away our first book. It was a huge marketing successes!

P.S. In addition to the books, we wrote over 200 technical articles (for free,) and published a free client newsletter for over 20 years. It has all been a lot of work, but also a lot of fun. And it greatly enhanced the visibility and credibility of our consulting firm.

Don’t be afraid to share your expertise – for FREE. The pay off is there!


* Read the first chapter of the “EDN Magazine Designer’s Guide to EMC” here.

Copyright © 2016, jumptoconsulting.com. All rights reserved.

What excited you at ten years old???

You’re intrigued by consulting, but you’re bored with your job. The idea of the same old grind has little appeal. So what else might you try?

Ask yourself, “What excited me at ten years old?

Many of you pursued a career that really didn’t interest you, but did it because it was the “right” thing to do. Maybe there was pressure to follow a parent’s footsteps, or maybe you were simply advised to “be sensible.”

If you are considering a JumpToConsulting, take a look at what once REALLY excited you. After all, if you are going to make the jump, it might as well be fun. Here are two stories:

A survey of engineers…

Many years ago, my late business partner mentioned how he was intrigued by a science fiction story about a machine that could think. He was ten years old. This eventually led to a career in Electrical Engineering. He also mused how disappointing it was to find out later that computers were really dumb. But he was still hooked on engineering.

My experience was similar. At nine years old, I build a crystal radio. Hearing the local radio station in the headphones was pure magic. Like my business partner, I was hooked. I later got into ham radio, and ended up as an Electrical Engineer.

Based on this observation, we started surveying our clients and students. When asked when our fellow engineers (both men and women) first became interested in things technical, it was often around ten years old. The answer was consistent hundreds of times.

A ham radio story…

In the mid-1990s, I had a client who was also a radio ham. Both of us had recently jumped back into the hobby, so whenever we met, we discussed our latest radio adventures.

One day I asked him, “Why is the appeal of this hobby, anyway? It is really kind of dumb. Why spend hundreds or thousands of dollars to talk to complete strangers, when you can do the same thing for free on the Internet?”

He thought for a minute, and then replied, “You know, when I sit down to the radio, it only takes five minutes and I’m ten years old again. It’s the magic.”

So what excited YOU at ten? Can you turn it into a business? Give this some thought if you are contemplating a JumpToConsulting, or any other career change.

P.S. Maybe you were lucky, like me, and discovered a passion early. Only later did I realize how many people did NOT follow a passion–often to their regret. But is never too late…

Copyright © 2016, jumptoconsulting.com. All rights reserved.

Happy New Year 2016…

Welcome to a brand new year! Most years I am a bit sad to see the old year end, but this year I am happy to see 2015 out and excited to see 2016 in. The past year has been rough — but life goes on. Even in sad times, life is a grand adventure.

To put things in perspective, here is a list I received from my financial advisor (a fellow consultant.) Fun to read. It compares life in 1915 to life in 2015 — lot’s of changes in the past 100 years. I added a few of notes of my own.

In the Year 1915… (when my father was 3 years old…)

  • The average life expectancy for men was 47 years (now 76, and 81 for women.)
  • More than 95 percent of all births took place at home.
  • Only 6 per cent of Americans graduated from high school (now 81 per cent.)
  • Only 14 per cent of homes had a bathtub.
  • Only 8 per cent of the homes had a telephone.
  • The tallest structure in the world was the Eiffel Tower.
  • The American flag had 48 stars.
  • Fuel for cars was sold in drugstores.
  • The maximum speed limit in most cities was 10 mph.
  • The average US wage was 22 cents per hour.
  • Sugar cost four cents a pound.
  • Eggs were fourteen cents a dozen.
  • Coffee was fifteen cents a pound.
  • Canned beer had not been invented yet (Official “birthday” was 1935.)
  • The average US worker made between $200 and $400 per year.
  • An accountant could make $2000 per year. (Financial consultants did well.)
  • An engineer could make $5000 per year. (Technical consultants did even better – Thanks to Edison et al, engineers were giants in those days :-) )

Is this the year to hang out YOUR consulting shingle? If so, start NOW to make it a reality. Don’t wait 100 years. If you are already consulting, congratulations!

Either way, hang out here and I’ll share more ideas on how to start, build, and maintain your small consulting practice. Check on Mondays for the latest post. 

Happy New Year from Uncle Daryl!

Copyright © 2016, jumptoconsulting.com. All rights reserved.

2015 Annual Review…

Another year about gone, and once again it is time to reflect.

Got this idea from Chris Gullibeau of The Art of Nonconformity. He does this each year, and each year challenges others to do the same. Great idea!

So as always, I’ll review three categories:

But first, a quick overview…

The JumpToConsulting project is now FIVE years old. The catalysts were questions by my older son, questions by colleagues, and a fat file for a prospective book. With today’s economy, many people are considering options such as consulting.

I was also intrigued by blogging, and simply wanted to learn more about this Internet phenomena. What better way that to just start a blog. Incidentally, that was the same attitude that got me into consulting. Curiosity, and a desire to learn.

The EMI-GURU project is now almost FORTY years old, which led to full time consulting in 1987. It has been great fun, and quite successful. I’ve traveled the world, and made a lot of friends along the way.

It made me both location independent and financially independent. Best of all, it allowed me to practice my profession as an Electrical Engineer in a ways I didn’t even imagine as a young engineer.

The EMI-GURU project also provides the grist for JumpToConsulting. Much of what is discussed here is based EMI-GURU experiences. The stuff I talk about is not theory — rather, this is real world and is based on almost 40 years in the consulting business!

LOOKING BACK on 2015…

Jump-to-Consulting – The blog is up to 185 posts. Had planned on more but got sidetracked with my business partner’s cancer. Now back on track, with at least one post per week. Still have well over 100 ideas for new posts.

Not many readers (it is a pretty tight niche), but it has helped several Jumpers. So don’t be bashful — your questions and feedback mean a lot, and they inspire me to keep going.

EMI-GURU – Sad news here. My good friend and business partner of almost 40 years passed away in April from pancreatic cancer. It was a total surprise. Some days I feel like Laurel without Hardy, or Mutt without Jeff. I usually advise against partnerships, but ours was special. I’ll address partnerships in a future post.

As a result, I’ve ceased most consulting, and refer business to select colleagues. I remain involved with the technical classes, something I always enjoyed. Not ready to totally quit. More details at EMIGURU.

Personal – Although a crazy year, still put on about 8000 miles in the RV, with trips to visit grandkids in MN and CT. Also had several weekend trips with friends.

Moved back to our house, after the less than successful patio home experiment. Lesson learned – beware of HOAs (home owner’s associations.)

Sami the rescue mutt continues to bring joy, along with daily exercise as my “personal trainer.”  But due to the stress, the weight crept up about 15# as I fell off the SEC (Stop Eating Crap) diet. You just can’t fool Mother Nature.

LOOKING FORWARD to 2016…

Jump-to-Consulting – Keep on blogging, with at least one post per week. Also considering several other enhancements that were sidetracked in 2015. Watch my blog for more details. Better yet, sign up for the newsletter, or drop me a line!

EMI-GURU – Continue teaching technical classes, but not more than once month. There is nothing like seeing a younger engineer (and even an old timer) suddenly “get it.”

Personal – Spend time reading, writing, and traveling in our little RV. Restart the SEC diet. Get back into ham radio. Play with the mutt, and just goof off more!

Wishing you all the best in 2016! And THANK YOU for reading my blog.

Copyright © 2016, jumptoconsulting.com. All rights reserved.

Three choices…Accept … Change … or Leave…

On the fence about whether to stay or leave your present job? Here is some advice I was given many years ago as a young engineer.

In any situation, you have three choices … accept things as they are … change them … or leave…

Really quite simple. I applied this test several times, and several times ultimately ended up leaving. But only after trying to change things for the better. But as my career progressed, I eventually realized I was never going to be a good corporate rat.

Not all cases of leaving were precipitated by an inability to change things. To wit:

  • Laid off once when the company fell on hard times. Couldn’t change that.
  • Fired once when the boss decided to replace me with a buddy who didn’t have the cajones to join the start up at the beginning. Should have left earlier.
  • Left to make a career change from pure engineering into sales. No way to make that change with the current employer.
  • Left after a “less than stellar” review suggested my efforts (and changes) were neither fully understood nor appreciated. Decided not to accept it.
  • And finally, made my JumpToConsulting, leaving a company I liked but driven by the opportunity to follow a dream – and to make my own changes without the politics.

In the end, this simple “test” helped me make several critical career decisions. No agonizing — just applied logic and analysis.

Hope it helps you too – whether you are making a JumpToConsulting or not.

Copyright © 2016, jumptoconsulting.com. All rights reserved.

Ten Tips For Better Technical Writing…

Writing technical articles (or white papers) can be very effective marketing methods. They create both credibility and visibility at low cost, and can produce high results. With over 200 articles, it certainly worked at Kimmel Gerke Associates!

Getting articles published, however, takes time and effort. It may seem mysterious at first, but help is on the way — thanks to Bob Bly, an engineering colleague turned very successful copywriter. (Click here to see Bob’s “success story.”)

I just purchased his recent e-book “Marketing with Articles” and found it filled with practical nuts and bolts information on both writing and publishing technical articles. Even though I’m no novice, I consider it $29 well spent.

Here is an excerpt from this 129 page guide. Print this out and review it the next time you write anything technical — article, white paper, report, or…

TEN TIPS FOR BETTER TECHNICAL WRITING
by Robert Bly

I. Know your readers. Are you writing for engineers? managers? laymen?

2. Write in a clear. conversational style. Write to express – not impress.

3. Be concise. Avoid wordiness. Omit words that do not add to your meaning.

4. Be consistent … Especially in the use of numbers. symbols. and abbreviations.

5. Use jargon sparingly. Use technical terms only when there are no simpler words that can better communicate your thoughts.

6. Avoid big words. Do not write “utilize” when “use” will do just as well. (My personal pet peeve…)

7. Prefer the specific to the general. Technical readers are interested in solid technical information and not in generalities. Be specific.

8. Break the writing up into short sections. Short sections. paragraphs. and sentences are easier to read than long ones.

9. Use visuals. Graphs, tables, photos, and drawings can help get your message across.

10. Use the active voice. Write “John performed the experiment,” to “The experiment was performed by John.” The active voice adds vigor to writing.

As a bonus, you can start doing this NOW – even if you have not yet made your own JumpToConsulting. Done right, it poses no threat to current employers, and may even enhance your credibility with your bosses.

So read it, and then get busy with YOUR articles. Yes, you can do it!

And thank you, Bob, for sharing your wisdom, and keeping it so economical!

“Marketing with Articles”, an e-book by Bob Bly (Copywriter/Consultant), 2014, $29
Order Here: www.getfamouswritingarticles.com


Disclosure – I have NO affiliation with Bob, and receive NOTHING in return – other than the satisfaction of sharing a valuable resource.


Past articles you may find of interest:

-Lead Generator #1 – Write Articles

-Lead Generator #2 – Develop White Papers

Copyright © 2016, jumptoconsulting.com. All rights reserved.

Trust, but verify…

Here is a reply left at one of my favorite blogs, A Satisfying Journey,  where fellow Arizona blogger Bob Lowry muses about trust.

He cites a Pew Research survey that shows trust in government is at an all time low. He also cites examples of the lack of trust in institutions, and even marriages.

But Bob ends on a positive note, and asks what we can do to reverse these disturbing trends. Here are my comments:

Got some good advice on this topic 30+ years ago from Marv, a successful businessman who was a bit of a mentor.

He confided that he used to be distrustful, and how that often put him in a foul mood. Then he decided to change his view.

He said, “I used to assume people were out to cheat me. Now I assume people are basically good and honest. Turns out this is true most of the time. But if someone does cheat me, I immediately break off the relationship. I’m much happier, and I spend very little time worrying.”

I use this approach myself. But having been burned, I’m still careful. If somebody lies or cheats, I’m done with them. Not sure who said it, but I also like the advice “Trust…but verify.”

Consulting is about trusting relationships. You need to trust your clients, and they need to trust you.

Sadly, once in while someone will violate that trust. Phony bankruptcies or non-payment, anyone? But that has only happened here a couple of times in 30+ years, proving trust still works most of the time.

Finally, never violate a trust. Once lost, you can never get it back!

Copyright © 2016, jumptoconsulting.com. All rights reserved.

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