Yearly Archives: 2012
Do You Want It So Bad You Can Taste It?
When people tell me they are thinking about consulting, I often share this story with them. It helped me on several occasions, including making my own personal JumpToConsulting.
In high school, I worked as a “soda jerk” at the drugstore in our small town. Since we were next door to the town doctor, he often stopped by for a soda or malt. He was an interesting fellow, and we would chat about various things.
One time, I asked what prompted him to go into medicine. He suddenly got serious, and then responded:
“I don’t know where this conversation is going, Daryl, but if you are thinking about medicine, let me share some advice. I love medicine, and I’m glad I chose to go this route. But is was a lot of work — much more than I ever thought it would be.
So, if don’t want it so bad you can taste it, don’t even start.”
Actually, I wasn’t interested in a medical career, and had already decided on engineering. But it was not going to be easy, either academically or financially. His advice often rang in my ears as I pursued my engineering studies at the university.
Did I still want it so bad I could taste it? The answer was always yes.
Almost twenty years later I made my personal JumpToConsulting, as a full time consulting engineer. There had been a lot of work to get to that point — and like the doc, it had taken more effort that I thought it would.
There had been a false start a few years earlier, and then, on the first day in full time practice, (October 1987), the stock market crashed. It was panic time. What should I do? Grovel perhaps, and try to get my old job back? But then I recalled the old doc’s advice:
Did I still want it so bad I could taste it? The answer was still yes.
That was 25 years ago. The consulting part of my career has been particularly satisfying and rewarding. It wasn’t always easy, and it was even scary at times.
But overall, it has been great fun.
So, if you are thinking about making the JumpToConsulting (or any business venture for that matter) ask yourself if you are REALLY committed.
Do YOU want it so bad you can taste it?
© 2012 – 2017, https:. All rights reserved.
Lead Generator #10 – Start Your Own Mini-Trade Show
Need some immediate exposure? Is your market primarily local? Do you serve a niche market that is tightly focused? Big trade shows – local or otherwise – too expensive?
All good reasons to start your OWN local mini-trade show.
We did this in 1986, just prior to launching our engineering consulting business. Like most startups, we did not have much cash and we needed to gain exposure. We needed to make a splash — FAST — to let people know we were in business.
So, we cooked up the First Annual Minnesota EMC Event, realizing there might not be a second one. It made the splash we wanted, and all these years later, the show is still going strong. In fact, the show has outlived several much larger trade shows in the Minnesota market.
And, it was easier than you might think.
- First, we checked with a local with a local hotel, and they quoted us $300 for a room for a late afternoon/evening (4-7 PM) meeting. But get this — the room was FREE is we bought $300 worth of food. It was amazing how much food you could get for $300 in 1986!
- Next, we invited five local vendors to join us, which now reduced our share of the hotel cost to only $50. We also leveraged all of our local contacts. We then printed flyers, and mailed them out to members of our local professional organization, adding another $100 or so in costs. (Today you could use email.)
- The result? Over 100 people showed up for our glorified cocktail party. And we now had a bunch of fresh leads, plus several vendors who would recommend us.
- As an aside, we did not provide alcohol. No moral issue — rather it kept costs down and limited our liability against somebody imbibing too much.
We considered the show such a success that we did it again the following year. Only this time we joined forces with a local test lab (one of the original vendors), and turned it into a full day show, complete with speakers and about 20 vendor exhibits. With over 200 people this time, we dubbed it an even bigger success.
By the way, 100 or 200 people at a trade show may not sound like much compared to the big shows, but the attendees were very focused on our engineering niche. The vendors agreed — one even landed a multi-million dollar contract as a result of the second show. Needless to say, they became one of our most ardent supporters.
The show continued over the years. In addition to the local visibility, it also enhanced our national visibility as our vendors recommended us to their larger markets. I should add many vendors became our friends. We always look always look forward to seeing them at our local show, along with larger national symposiums.
We no longer run the show, but we actively support it. Several local firms with administrative staffs now cover the very important detail work to make it a success.
But it all started with about $150 our of our pocket, and a little bit of work!
One final comment — we did not do this to make money, but rather to simply market our practice. Although we charged the vendors a modest amount (attendees were free), our goal was simply to break even. In recent years, a modest attendee fee was added to cover some of the costs. Had we become greedy and tried to “monetize” the show in a big way , I’m not sure it would still be around.
So, if you need a jump start for a local market, consider starting your own local mini-trade show. Keep it simple — keep it inexpensive — and keep it fun.
P.S. Click here for info on the latest Minnesota EMC Event.
© 2012 – 2016, https:. All rights reserved.
Advice from a fortune cookie…
From lunch this week at a favorite Chinese restaurant:
Joy comes from the adventure today. Time to shake up the world.
Really liked this fortune cookie quote. How about you? It captures my feelings about small consulting practices in particular — and micro-businesses in general.
PS – Well, as of today our downsizing move is finally done. Everything is out of the old place, and much of our “stuff” has moved on. Still sorting to do, but we purged a lot.
Soon off to a technical conference where I’ll be presenting a short technical tutorial — one of my favorite marketing tactics. (See Rule #3).
Then I hope to get back on track and devote more time to the JumpToConsulting project. In the meantime, thanks for riding along!
© 2012, https:. All rights reserved.
Create your own luck…
We’ve often been told we’re lucky to have our own business. But luck really has very little to do with it.
Here is a response made to a recent guest post at Man vs Debt, an inspiring blog by Adam Baker on his challenges of overcoming a big load of debt acquired at a relatively young age. Not unusual — you hear of the financial plight of young college grads all the time. But Baker decided to DO something about it (Sell Your Crap, and more…)
To keep on course, Baker even started a blog. Now, a couple of years later, he has built up a very successful business. His most recent adventure is creating a documentary (I’m Fine, Thanks.) My response follows:
- A little over 25 years ago, and just before jumping into full time consulting, my business partner was in a precarious position in his full time job. The layoffs were coming, and everyone knew it.
- For the previous several years, we had been moonlighting and developing a small engineering consulting business. By that time, we were both ripe for the jump anyway. One of his colleagues commented, “You’re lucky — you have something else you can do.” To which he replied, “Luck has nothing to do with it. I’ve worked long and hard to get into this position. If the ax falls today, my shingle will be out tomorrow.”
- As it turned out, I jumped first — the day the market crashed in 1987. Bad luck? No, we had laid enough plans and lined up enough clients to survive that fiasco (but emotionally, our FIRST day in business was probably the WORST day in business.) In fact, business was so good (and so much more fun) that within a couple of months we were both in full time practice.
- The lessons learned — planning and flexibility are much more important than “luck”. And twenty five years later we’re still at it. Not bragging — just offering some encouragement. You can create YOUR own luck!
One more piece of advice. If you are considering a JumpToConsulting, do something TODAY to move you in that direction. Doesn’t need to be a big step — even a tiny step counts. Then do something else tomorrow (or at least next week.)
Every journey starts with small steps that are repeated. I am repeatedly frustrated by those who tell me they are “thinking” about consulting (or any other venture) but who never even take that critical first step.
So go create your own luck! You can do it…
P.S. – Been a little lax on posting here. We recently moved/downsized and it has been a big effort. Now getting resettled, and looking forward to getting back to normal – whatever that is.
© 2012 – 2014, https:. All rights reserved.
Something just didn’t look right…
Warning — Geek Story Ahead! My brother Jim is a retired civil engineer. When we get together, we often share war stories. This one has a good lesson for consultants.
“It was Friday afternoon, and it was time to head into town for a cold beer and hot meal,” Jim began. He was working on a new power plant out on the North Dakota plains. It was hot and dusty, and that cold beer sounded great.
“Time for one final pass around the construction site. Hmmm — that hole they dug today for new building footings just didn’t look right.” The cold beer called, but Jim decided he better check this out. Good thing he did, too.
During his college years, Jim had worked summers with the county surveyor’s office. As such, he was pretty handy with a transit. So he decided to confirm a few measurements.
Sure enough, the hole was in the wrong place — by about 50 feet! And the schedule called for pouring concrete that weekend. So, rather than enjoying that frosty brew, Jim shut down the project.
As he explained, “Catching this mistake more than paid my salary for my entire career with my company. Had they filled those footings with concrete, the cost to fix that mistake would have been many millions of dollars.”
The following week, the hole was “moved” to its proper location, and the project proceeded on schedule.
The lesson for consultants is this – if something doesn’t look right, it probably isn’t. As a consultant, you are paid for your professional judgment. So follow your hunches, which are often the result of years of professional experience.
The cold beer can wait!
© 2012, https:. All rights reserved.
To the entrepreneur’s wife on Mother’s Day…
“Behind every successful man is a woman who is still amazed.” Or so the old joke goes. In reality, success as an entrepreneur is often highly dependent on a supporting spouse. If you don’t have that support, it may never happen.
This post was inspired by a Mother’s Day e-mail from Perry Marshall of AdWords fame. Perry tells how his wife Laura continually supported him — through thick and thin — in his many entrepreneurial adventures. What a great tribute!
Similar story here. More than once, my co-conspirator Mary (see the story on the goofy hat) gave me the nudge I needed. That support and confidence made all the difference.
To wit:
–1978- Frustrated in my engineering position, I saw an ad for a sales engineer. Even though I’d never done sales, I ranted and raved that I could probably do the job. Finally, Mary piped up and said, “Why don’t you just send in your resume, and see what happens?”
- She was right, of course. Incidentally, I didn’t get the job, but eventually I did get into technical sales. (Persistence pays.) That experience was a great help later when making my own JumpToConsulting.
-1982- Fired from the technology startup I had helped get off the ground, I ranted and raved about working for others. Having moonlighted in the past, I floated the idea of hanging out my shingle. Mary said, “Why don’t you try it and see what happens?”
- Once again, she was right. (Did I mention she also saw the writing on the wall at the startup several months prior to my firing?) I promised not to gamble the house, so I gave myself three months to book business or it was back to Corporate Land. It didn’t work, but eventually I did make the final JumpToConsulting. (Once again, persistence pays,)
-1987- Two corporate jobs later, I was REALLY itching to do my own thing. It looked like my corporate sales job might disappear, so I started making alternate plans. More ranting and raving, and more support from Mary —“Why don’t you try it and see what happens?”
- Success this time! But, the first day in business the stock market crashed, which was very SCARY. But we survived, and we’re now closing in on almost 30 years as full time consulting engineers. Behind the scenes, Mary kept the books and ran my office. (And as a bonus, I get to sleep with the bookkeeper – she just groans when I say that.)
Along the way, Mary also found time to mother two boys into successful young men, who now have their own families and who blessed us with six wonderful grandchildren.
So thanks, Mary! With all my love and gratitude,
Daryl
P.S. Happy Mother’s Day to all of you who support your entrepreneurs… and all who are entrepreneurs in your own right!
© 2012 – 2016, https:. All rights reserved.
Resource Review – The $100 Startup
Chris Guillebeau’s latest book (The $100 Startup) contains a wealth of information for anybody considering the jump to ANY small business (not just consulting.) It is a mix of inspiration and real-world examples backed up with proven business advice.
This is Chris’s second book. The first, the Art of Nonconformity, encourages people to follow their passions and live their lives with gusto. But it is not just talk — Chris actually lives that way. In addition to starting several successful businesses along with a very successful blog, he is but a few countries from personally visiting EVERY country in the world. All this at under 35 years old!
The $100 Startup, however, is not about Chris nor his latest adventures, but is based on real business research. This book details 50 case studies on successful micro-businesses started from modest investments (many under $100.) The case studies were derived from a survey Chris conducted of over 1500 people who, like Chris, have built businesses earning $50,000 year or more. (Yes, some were even consultants.)
In addition to the success stories, the book is loaded with useful charts, checklists, and other tools to help you start your own business. All practical nuts and bolts stuff. The stories or tools alone would make the book worthwhile, but couple those with his insights and advice, and you have a winner.
Two thumbs up! (Enjoyed is so much, I actually read it through twice.)
The $100 Startup, by Chris Guillebeau
Crown Business, 2012 (Available May 8, 2012)
ISBN 978-0-307-95132-6
book website: 100startup.com
blog website: chrisguillebeau.com/3×5/
P.S. – Chris does address consulting in his book, and even includes an Instant Consultant Biz template (pages 43-44), which is also available for download.
© 2012, https:. All rights reserved.
Two quick observations on starting out…
When asked about becoming an independent consultant, my business partner and I often share these two observations from our early days:
- We thought we would work 20 hours a week and get rich. Instead, it often seemed like we worked 20 hours a day just to make a living.
- We thought we’d find wealth and security. Instead, it often seemed like we were six weeks away from bankruptcy.
The latter is also a good personal test — if the fear of failure paralyzes you, probably best to stay with your day job. But if that fear gives you a little jolt of adrenaline… well, you’ve got “the itch”, for which there are only two known cures.
Don’t despair – things eventually get better. When starting out, plan on working hard and even being scared at times. But isn’t that the lot in life for most entrepreneurs?
© 2012, https:. All rights reserved.
Questions from a reader on starting out…
Here is a recent email exchange that I though some of you might find of interest. I’ve hidden the name for confidentiality, but I’m sure S will recognize himself.
Hi Daryl,
My name is S. I’m also a follower of your blog. How are you doing with that these days?
I’ve noticed you’re an engineer who had a lifestyle-enabling consulting business. Were you able to liberate yourself with the income and time required to live your ideal lifestyle?
Always love to learn what my fellow community members are up to, and the obstacles they are facing.
S
Hi S,
So far, so good. After 25 years as a full time consulting engineer, I think it might work 🙂
Seriously, it has worked well. The consulting business has been a lot of fun — probably more than had I stayed in the corporate environment. Freedom is more important to me than status or a lot of money. I prefer to be the captain of my own ship, even if it is just a little rowboat.
A couple of secrets I’ve learned. Live below your means, and sock away money for retirement and/or lean times. I draw a relatively low salary to cover living expenses, which usually leaves a bonus at year end for savings and funding a Keogh, etc. This also smoothes out the cash flow, and prevents the lifestyle from rising to the income peaks.
No great obstacles. The biggest initial challenge was bringing in the business, which required a lot of up-front marketing effort. Now that I’m established, that part is easier but it still requires some attention. Kind of like tending a garden.
I assume you are an engineer, too. I’ve found consulting a great way to practice the profession. It took me a while to make it work, but it has been worth it.
Best Wishes,
Daryl
Daryl,
I’m not an engineer… I am however focused on using the recipe to make more free time for myself.
I enjoyed reading your answers. There is one thing that I would like to learn more from you: how did you specifically bring in the business and execute the up-front marketing initially?
Thanks,
S
Hi S,
Ah, the number one question I hear — how do you get the business? The short answer — peddle, peddle, peddle…
Seriously, we have used a number of methods to get business over the years. There is no simple “silver bullet”, and it takes both time and effort. Here are some things we’ve done:
- Write – articles, newsletters, books
- Speak – local meetings, national symposiums
- Network – professional organizations, trade shows
- Internet – Web site, blog, LinkedIn
- Collateral – business cards, letterhead, simple brochure
Many of these are discussed in more detail in my blog. Not all have been addressed yet.
We didn’t do all of these at once. We started with writing tutorial articles for the local business magazines and for the “second tier” technical magazines. Both can get you published in 90 days or less. We also got active in our local professional organization.
Probably more important in the very beginning, however, was identifying a couple of potential clients, and then working with them. Our first two major clients were a test lab and a training company. We subcontracted to both of them for several years.
- For the test lab, we were like substitute teachers, filling in as needed. That meant we did a lot of second and third shift work, often called at the last minute.
- For the training company, we spent a lot of time on the road the first couple of years. Neither were full time. In our “spare time”, we actively pursued other clients.
So, as you can see, at first it was a lot of work. To be blunt, if your goal is more free time, starting a business may NOT be the way to go. In the early years, you’ll likely work much harder than you ever would with a full time job, and probably make less money.
In closing, I’m fond of analogies. Starting a business is a like the old pioneers who homesteaded on the prairie (as several of my great-grandparents did out in Nebraska.)
- First, you start out in a dirt (sod) house, made after you busted the sod yourself.
- Next, you plant a garden & orchard, but you scrape by until they start to produce.
- Soon after that, you build a barn for your cow and horse, and then work from sunup to sundown to feed and tend them.
- Finally, if you are lucky (no tornadoes, droughts, or other disasters), in several years you start to get ahead.
But even then, you don’t get rich. Such is the price of freedom to do your own thing. Would I do it again? Absolutely! But it was a LOT of work, with very little free time in the beginning.
Good luck in your pursuits,
Daryl
PS – It just occurred to me that my message might be a bit negative.
Yes, if you want to start a full time consulting practice, plan on a lot of work. On the other hand, if you are looking for a PART TIME practice, and don’t need to make a full time living, then consulting can be a very viable way to make more free time for yourself.
I’m kind of slipping into that mode myself, as I become “semi-retired.” The real goal, of course, is to free up time to do other stuff I want to do — such as this blog.
Daryl,
No worries. I’ve been emailing enough people to hear similarly toned opinions before.
I can currently live on a part-time income while spending the rest of my time on a product (i.e. front-loading my work time right now so that I’m not making decisions based on financial consequences later).
Best wishes to you too,
S
And good luck to all of you! Similar questions? Drop me an email at daryl (at) jumptoconsulting (dot) com, and maybe you’ll appear here too.
© 2012 – 2013, https:. All rights reserved.
Lead Generator #9 – Trade Shows
Done properly, trade shows are a great way to generate leads. Done poorly, they can be a tremendous waste of time and money.
Trade shows represent a unique opportunity for both networking (one-on-one) and/or gaining exposure (one-to-many). And unlike most other methods, trade shows can be very personal. Where else can you spend a few days and be in contact with so many industry leaders, influencers, and potential clients?
A trade show is a business opportunity, not a boondoggle. Corporate employees often see a trade shows as a company paid vacation. As a small business person, however, you simply can’t afford that. Rather than goof off, you need to WORK the trade show. Here are some recommendations:
1. Decide who you want to meet. Industry leaders often attend trade shows. So do influencers, like magazine editors. Want to write for a magazine? A trade show is an excellent way to make the initial contact. Certainly more personal than a query letter. If you really want to meet someone, make a “date” for breakfast, lunch, or even just coffee.
2. Volunteer to participate. This is a good way to meet the “movers and shakers” in your community. Your help will be appreciated, and you will be remembered. Just be careful not to bite off more than you can chew, particularly when starting out. As the old saying goes, do a little — do it well — you’ve done a lot.
3. Support the tutorials. If you present, make it a tutorial session rather than a formal paper. Tutorials expose you to the “newbies” most in need of your services. While others are busy trying to impress their colleagues, you’ll be in front of potential clients.
4. Visit the vendors. Ask about new products and services in your industry. Don’t spend all your time in technical sessions — you can read the papers later. Furthermore, vendors can be a great source of recommendations to potential clients. I always enjoy my time with vendors.
5. Attend the social events. Remember, “all work and not play…” Besides, this is a great chance to meet people on an informal basis. That includes hitting the bars. Even if you don’t drink, you’ll often find interesting discussions going on — particularly later in the evening. (Offer to buy a round and you will be most welcome to join in.)
6. Exchange business cards. Yes, I know they may see old fashioned in our electronic age, but trade shows are all about live personal contact. After the show, send an e-mail or note to those of interest to you. Invite them to join you on LinkedIn — add them to your data base. Don’t just throw the cards in a pile.
Remember, leads are the lifeblood of the consulting business. No, the world is NOT going to beat a path to your door — you need to light the way. Too many consulting businesses have crashed while waiting for business to walk through the door.
PS- Been a little lax here is going through my list of 20 lead generators. We’ll work on picking up the pace. In the meantime, any topics you would like to see?
© 2012, https:. All rights reserved.
Need a Job??? Create Your Own…
This is what 40 attendees of the recent “Start Your Business Workshop” in Chandler AZ are considering. As an aside, all 40 had recently lost their jobs. But rather than sulk or wait for the government to intervene, these 40 budding entrepreneurs were taking matters into their own hands. On a beautiful spring day in Arizona, no less. Bravo, I say!
The workshop was an extension of Laid Off Camp/Phoenix , a program staffed by volunteers intent on helping those who have recently lost their jobs. This special session focused not on getting another job, but on starting your OWN business. It was my privilege to discuss consulting as a small business possibility.
The group (attendees and speakers) ranged in age from the 20’s to 60’s. While I was probably oldest person in the room, my boomer colleagues were well represented. Unfortunately, the new boomer reality is often “Too old to hire — too young to retire.”
Almost all of the speakers (like me) had been laid off at least once. In addition to offering “nuts and bolts” advice, we also shared our stories — the zigs and zags of starting and building our businesses. The talks were both practical and inspiring.
The session was kicked off by Arizona’s own Pam Slim (Escape From Cubicle Nation.) Her insights are priceless — over the years, she has helped hundreds launch/build successful small businesses of all types. I’ve sung her praises before, and gladly do so again.
The most inspiring talk of the day came from Randy Walters, the founder and owner of Pittsburgh Willy’s Gourmet Hotdogs. Laid off at 53 (boomers take note), Randy had an epiphany while watching a TV commercial. Rather than look for another job, he decided it was time to follow his dream — running a hot dog stand like his father had done in Pittsburgh in the 1930s.
So he plunged in and bought a hot dog cart — but then didn’t sell his first hot dog for six months. He described, with great humor, the Catch-22 bureaucracy along with the bad business advice he chose to ignore (gourmet hotdogs — never work — keep the menu simple–etc.) But Randy stuck with his dream, and five years later, he now has a full restaurant that is a “must visit” here in the Valley of the Sun.
Several people expressed interest in consulting. One was a former HR person, another was a retired teacher interested in tutoring, along with a fellow geek (engineer.) Of course, many of the speakers were consultants, and included a newly minted lawyer, a graphics artist, a former car salesman, a couple of web experts, and an accountant who also runs a women’s exercise studio. What an interesting bunch!
Here were some key points gleaned from the presentations. While several of us emphasized these, it was probably good to hear them repeated.
- Marketing is key — No, the world won’t beat a path to your door. You’ve got to light the way. Remember, without customers you don’t have a business.
- Follow your dream — Don’t compromise, and be true to yourself. Don’t wake up at 60 wishing…
- Don’t give up — As Pittsburgh Willy said several times, if one way is blocked, just hunt for another way to get there.
- Don’t be afraid — Probably the most important. A little fear is perfectly normal, but don’t let it overwhelm you. And don’t be afraid to ask for help.
So, if you are looking for a job, why not consider creating your own? Many of us have already done so — consultants and others — and we’re having a ball.
P.S. – Best wishes to all who attended — yes, you CAN do it! And while happy to share my perspective, I’m sure I gained more than I gave. Special thanks to organizer Susan Baier (www.audienceaudit.com), who does this as a labor of love.
Now, off to Pittsburgh Willy’s for a hot dog…
© 2012 – 2015, https:. All rights reserved.
Are Engineers Really In Demand?
Here is my reply to a recent IEEE article “Are Engineers Really in Demand?” The authors posed this question in response to a recent Washington Post story that discussed unemployment among engineers. Being a geek myself, I was intrigued.
What disturbed me, however, were the comments that followed. Way too much griping about how the government, big business, or foreigners (H1B visas) were to blame. Whoa! What happened to being responsible for your own career?
So here was my response:
Lot’s of complaining here. Let me offer an alternate (more positive) view.
After being laid off twice early in my career, I decided to hang out my shingle as a consulting engineer. After 30+ years (25 in full time practice,) I can say it has been great. The technical work is interesting, the pay is better, and the respect is even better yet. Not only that, as you get older, the perception is that your experience is even more valuable — rather refreshing.
The down side is that you no longer have the “security” of a company behind you. But as most of us know, that is a myth anyway. In fact, with consulting it is quite the opposite — no one client can put me out of business.
But you DO need to hustle for the business, something that frightens many engineers. I just look at getting new business as another technical challenge. After all, we’re supposed to be problem solvers, right?
Frankly, I wish more engineers would adopt the mindset of working for themselves, rather than depending on the corporate bean counters for sustenance. If doctors, lawyers, and accountants can be in practice for themselves, why not engineers?
Food for thought. Finally, if you are considering this, get your PE license. You’ll need it to open some doors. Then start hustling — you might be pleasantly surprised with the results. I’ve certainly enjoyed my way of practicing engineering. Good luck!
The results? A bit disappointing. One troll did respond with a rather bizarre comment “… You escape for now. The giant vampire squid of capital is seeking the small leaks next…” Huh? Missed the point, or really bitter I guess.
But I shall remain positive. If you are reading this, you are presumably not willing to depend on “the man” to give you a job. Creating your own can be a satisfying alternative — consulting or otherwise. You have my encouragement…
P.S. Will do a talk on consulting at the Start Your Own Business Workshop this Saturday in Chandler AZ. The workshop is sponsored by LaidOffCamp, a great program for those who have lost their jobs.
Who knows — maybe we’ll even help launch some new consultants!
© 2012 – 2013, https:. All rights reserved.
Consulting for Geeks…
Just gave a talk titled “Consulting for Geeks – So You Want to be a Consultant?” at DesignCon2012 in Santa Clara, CA. With over 100 attendees, it confirmed my suspicion that many of my technical colleagues are considering consulting — at least secretly anyway.
And why not? If you are a professional (engineer, architect, accountant, lawyer, doctor, nurse, etc.) and are tired of being micro-managed (or mis-managed), consulting can be the way to go. You can gain some independence (the biggie for me), and you get to keep the profits you generate too.
You may not get filthy rich, but in the long run, you may do better that staying in the corporate world. Plus you may have a lot more fun. After 30+ years (25 years in full time practice), that is how it has worked for me. No regrets whatever for making my own JumpToConsulting. Well — maybe one — that I didn’t do it sooner!
The decision to go out on your own is not without risks. Ask your self, “What is the worst thing that could happen? ” Sure, you might have to grovel and go back to a “real” job. I did that when the first try at full-time consulting didn’t work. But like Bob Parsons of GoDaddy says in his Rule #4, “Well … if it doesn’t work, they can’t eat you.”
The biggest hurdle for many is how to get started. Hopefully, my blog can help. But for more details, I’m planning a five part webinar series on consulting later this year. Topics will include:
- Introduction – An overview with four key questions.
- Marketing – Defining your niches and getting the leads.
- Sales – Collateral, contracts, and closing the deals.
- Financial & Legal – Fee setting, advisors, professional licenses, & more.
- Getting Started – Part time/full time, setting up your office, and commencing your marketing.
The series won’t be free (still gotta pay the JumpToConsulting project expenses), but the cost will be nominal, and the series will include group Q&A sessions to further enhance learning the “nuts and bolts” of consulting.
Watch my blog for more details on the upcoming webinars. Better yet — sign up for personal notifications (eNEWS…) or drop me an email (daryl at jumptoconsulting dot com) for more details on the webinars.
© 2012, https:. All rights reserved.
It was not Obama’s fault that you failed…
Nor was it Bush’s, or Clinton’s, or anybody else’s. If your business failed, it was YOUR fault. But don’t sulk about it — figure out what you did wrong, fix it, and try again!
This rant was precipitated by a recent comment on a business blog. The author whined that his new venture failed because Obama had “tinkered with the health care system.” What a crock — I just wanted to reach out and slap some sense into him.
Time to grow up or shut up!
Just for the record, it took me two times to get the consulting business right, and four times to get the training part of the business right. And there have still been the occasional rocky times since then.
In 1987, on the first day in full time business (the second time around) for my consulting business, the stock market crashed. Scared of failing again? Yes, but this time we succeeded, and we now joke, “The first day in business was the worst day in business.”
Failures are merely learning experiences. Sure, they may hurt at the time, but if we let them, they almost always teach us something. Furthermore, I don’t trust anyone who “never failed.” Either they are lying, or they are very good at placing the blame on others. (Had a boss like that once… one reason I went out on my own.)
Here is a quick story that has served me well over the years. It was my first engineering sales job, and my new boss sent me to a multi-week sales training class. One evening at a break, I asked an older (wiser) and very experienced salesman how he handled the inevitable setbacks and failures.
- He smiled, and said, “Just pick yourself up, dust yourself off, and move on.” He went on, “If you never fail, you’ll never learn, and you’ll never make progress. By the way,” he added, “I’ve been at this for over twenty years, and I still fail to make the sale more often than not.” His advice alone was worth the price of the class.
So if you are serious about running your own show (consulting or otherwise), expect failures along the way. Try to manage the risk and minimize the damage, but know that you WILL have failures. And when you do, LEARN from them.
But don’t blame Obama, or anyone else! Finally, remember the immortal words of Harry Truman, “If you can’t stand the heat, stay out of the kitchen.” And I’d like to add, “If you can’t stand the failures, don’t start a business…”
P.S. Off to DesignCon 2012 in Santa Clara to present “Consulting for Geeks”. Watch my blog for follow-on webinars on consulting.
© 2012, https:. All rights reserved.
We hire people to solve problems…
So said a favorite boss, many years BC (before consulting.) His advice that day has stuck with me over the years, and has served me well. I’ll elaborate shortly.
The catalyst for this was a recent post by Seth Godin (another bald guy fascinated by small business.) He talks about solving problems, rather than just identifying them. He also advises that you “go find the help your organization needs to solve them.”
Thank you, Seth. That sounds like a solid endorsement for consultants.
Back to my old boss. It was almost thirty years ago, and I had been hired as a Field Sales Engineer. I’d only been there two weeks when told I needed to submit a monthly status report. The format was one page, with three problems and three successes.
Not sure what to do, I approached my boss. “What’s this all about?” I muttered. “I haven’t even been here a month. No successes to report. Furthermore, admitting problems at the last place I worked was like giving somebody a knife to stick in your back.”
- John smiled, and then said, “Let me share my business philosophy. Businesses have problems. We hire people to work on those problems. If you’re not working on solving those problems, then what are you doing here?”
I quickly replied, “John, I think I’m really going to like working here!” What a refreshing approach. Sure was an improvement over the last place.
- He went on, “The only way you’ll ever get into trouble with me is if you sit on a problem too long. If you need help, just ask. By the way, I hired you because I sensed you like to take the ball and run with it — please do so now.”
I worked for John several years, and enjoyed it immensely.
I’ve shared this story many times with clients in trouble. This can be particularly helpful when someone feels they are to blame. Problems in business? Don’t be upset or embarrassed – problems are perfectly normal.
My attitude — now that you’ve brought me in as your consultant, let’s work together to solve those problems. Like puzzles, the problems often turn out to be interesting, and a great chance for everyone to learn and grow.
Hope you enjoyed this bit of advice. So what problems are you working on?
© 2012, https:. All rights reserved.
Consulting for Geeks…Live Presentation
You are invited to join me… at an upcoming talk at DesignCon 2012 on Consulting for Geeks. This is an update of a talk I gave at last year’s IEEE EMC Symposium.
Sixty people showed up for that presentation — as the LAST talk of the LAST session on the LAST day. Turns out a lot of my fellow geeks are seriously curious about consulting!
Here are some details:
- What – Consulting for Geeks – So You Want to Be a Consultant?
- When – Wednesday, February 1, 2012 – 1 – 1:45 PM
- Where – ChipHead Theater at the Santa Clara Convention Center
DesignCon 2012 is hosted by UBM (United Business Media) , a major technical publisher serving the engineering community. Among others, they publish EDN Magazine, Medical Device and Diagnostic Industry (MDDI), Test and Measurement World, and EE Times. We’ve happily written for all four publications over the years.
One very rewarding publishing effort was the EDN Designer’s Guide to Electromagnetic Interference, first published in 1994 and updated in 2000. When this 100 page supplement (written entirely by us) went out to EDN’s 120,000+ readers, it immediately moved us from a local firm to one with national prominence. It was a LOT of work, but worth it. (And still timely – reprints are available on the EMIGURU web site.)
We also now have an on-line column at EE Times (Planet Analog.) This grew out of the EMIGURU site blog, and has been well received. This has also been good for visibility, and is a great way to share our technical insights and experience with our fellow engineers.
So, if you are in the Santa Clara area on February 1 and can make it to DesignCon 2012, please join me! Attendance is FREE – just sign up for the FREE Expo Pass at DesignCon2012.
If you can’t make the live session, watch my blog here or watch EE-Times for some future related on-line events.
P.S. Been a bit sparse recently with the posts. Not to worry — there have been some interesting and exciting developments that have grabbed my time and attention. All good, by the way. This is one of them.
© 2012, https:. All rights reserved.
