Learned this lesson early in my consulting career. Fortunately, somebody else made the mistake, and I was able to benefit from their goof-up.

We’ve always had a policy of full and open disclosure for our clients. Retain us, and we will share everything we know about our specialty, with the exception, of course, of proprietary client information.

Worried abut overloading a new client, I quipped,

“We don’t hold back. You can tell me when to shut up, when you’ve had more than enough details and information…”

He replied,

“No, I really appreciate your being open. The last consultant we had (on a different problem) didn’t want to share anything. Seems he was afraid if he disclosed all he knew, we wouldn’t need him anymore.

My engineers were frustrated, and we all decided as soon as we have everything we needed, we’re done.  Which is a shame, as if he were more forthcoming, we’ve have him back again and again.”

Wow, I thought, I’m glad we didn’t follow that approach. Based on this incident, we made it a formal policy to ALWAYS share what we knew.  Even if it means they don’t need us again, because we’re pretty sure they will recommend us to others.

P.S. As a consultant, your goal should be to work yourself out of a job. Your client should always be in a better state after working with you. They will thank you for it by their referrals and recommendations — and by inviting you back for new problems.

© 2015, https:. All rights reserved.

Ninety percent of Americans have virtually no savings… so says the latest issue of Money magazine. If you are in the ninety percent, consulting may offer a way out.

The problem with most jobs is that the income is fixed. Unless you are in sales (commissions) or an executive (bonuses), you have little opportunity for upside. But a consulting side-hustle can change that, and may even lead to full financial freedom.

Of course, making more money alone won’t do it. You need to cut your expenses too. Fellow engineer Pete (Mr. Money Mustache) saved his way to freedom in seven years, by cutting his expenses by 75%. Yes, it can be done purely by aggressive savings.

But you’ll get there faster, and with less pain, if you combine frugality with some extra income. I’m a strong advocate of combining both approaches — make more/spend less.

There are lots of ways to make more money. Unfortunately, many are scams or borderline scams. You know what I mean – multilevel marketing, on-line schemes, too many franchises, etc. Most of the money is made by the promoters — not the producers.

But consulting, even part-time, allows you to control your own destiny. The start-up costs are low, and you get to keep the profits of your labor. Other than the IRS, you don’t need to share those profits with those further up the food chain.

This is not meant to disparage other small businesses, such as restaurants, shops, specialty manufacturing, etc. But most of those require capital, commercial space, and employees. Not a problem if that is the way you want to go – or have already gone. 🙂

Since you are reading my blog, however, I assume you have at least a passing interest in consulting –which I define as marketing/selling/delivering professional advice, with the goal of  improving your client’s situation.

No, you are not selling products or get-rich schemes – just your time and advice. You are joining the ranks of other professionals – doctors, lawyers, accountants, engineers, architects, business advisers, and more.

Doing so part time is a good way to start. That is what I did. For several years, my business partner and I moonlighted on engineering projects. Eventually, the itch got so bad we went full time. But is was much easier making the transition from part-time to full-time, than from ground zero.

Two final pieces of advice:

• First, avoid conflicts of interest. You don’t want to lose you day job, and you don’t want to affect your reputation. Integrity matters.

• Second, keep a low profile.  You don’t want to inflame petty office jealousies. The voice of experience speaking.

My challenge to you — As the new year begins, give some thought to your own economic freedom. Remember, Uncle Daryl wants YOU — to be FREE. Happy New Year!

P.S. Back in the game… My goal is one post per week each Monday, with additional ones as the mood strikes. So join us Mondays, or sign up for our feed and newsletter.

© 2015, https:. All rights reserved.

Well, another year gone by, and 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 once again, I’ll review three categories:

• JumpToConsulting (www.jumptoconsulting.com)
• EMI-GURU aka Kimmel Gerke Associates, Ltd. (www.emiguru.com)
• Personal (www.linkedin.com/in/darylgerke)

But first, a quick overview…

The Jump-to-Consulting project is now FOUR years old. The catalysts were questions by my older son, questions by other 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 began 35+ years ago, and 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 student or young engineer.

EMI-GURU 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 35+ years experience in the consulting business!

HIGH-LIGHTS in 2014…

Jump-to-Consulting – The blog is up to 150 posts. Had hoped for a few more, but still proved to myself that I can keep a blog going. Slowed down a bit midyear, but no plans to stop.

Not many readers (it is a pretty tight niche), but it has helped several make their own personal JumpToConsulting. (Way to go!) So don’t be bashful — your questions and feedback mean a lot, and they do inspire me to keep going here.

EMI-GURU – Not much new to report here. Continue to ramp down the one-on-one consulting, but still involved with the technical classes. Teaching (and sharing what I’ve learned) is a primary passion.

Personal – Dropped a few more pounds, which means I’ve kept the weight off for a year. Went into maintenance mode with Uncle Daryl’s SEC (Stop Eating Crap) diet, and it worked. But time to get more serious about this lifestyle change.

After 30 dogless years, we “adopted” a pooch in August. She has been great fun, and also an incentive to walk a couple of miles every day. I call her my “personal trainer.”

Spent about eight weeks in our RV. The longest trip was 4700 miles in the fall, visiting grandkids in CT followed by a ride through the mountains of the east coast. Beautiful fall scenery! Also visited several Civil War sites to temporarily satiate my interest in history.

LOW-LIGHTS in 2013…

Jump-to-Consulting – Slowed down in the second half of the year. Not burnout, but time for some reflection, precipitated by the passing of two friends a few weeks apart. So I simply decided to take some time off.

EMI-GURU – Business is slow, but at this stage in my life, I’m content. Leaves more time to goof off. No desire to return to the 30-40 trips per year of a few years back.

Personal – No low lights other than losing a couple of friends to cancer. That, and the closing of a favorite local funky restaurant, the Chino Bandido (Chinese-Mexican.) But life goes on…

LOOKING FORWARD to 2015…

Jump-to-Consulting – Ready to get back into the groove. Keep on blogging, with at least one post per week. Also considering an E-book, on-line classes, monthly newsletter, and a FREE monthly roundtable. Watch my blog for more details. Better yet, sign up for the newsletter!

EMI-GURU – Continue teaching technical classes, which I really enjoy. As an old codger, there is nothing like seeing a younger engineer (and even an old timer) suddenly “get it.”

Also continue to pass consulting jobs to my business partner, who is still very much involved in both consulting and training. I’ll back up as needed, but rest assured, EMI-GURU is ALIVE and WELL!

Personal – Spend time with the grandchildren, along with reading, writing, and more travel in our little RV. Restart the weight loss program from maintenance mode. A goal is to eventually lose another 60 pounds so I can join the centennial weight loss club.

May move back to our house, due to disappointments with the patio home “experiment.” Lesson learned – beware of dysfunctional HOAs (home owner’s associations.)

Wishing you all the best in 2015! And THANK YOU for reading my blog.

© 2015, https:. All rights reserved.

So said Senator John McCain — and as a tortured POW, he ought to know. Oooh… I feel a rant coming on…

Frankly, I could not agree more with with my Arizona Senator. Torture IS wrong — and so is ANY kind of bullying. Because Senator McCain courageously went against his own political party (and was being beat up for it), I felt he deserved my support.

Thus, the following letter was sent yesterday:

Dear Senator McCain,

As constituents, we don’t always agree with your positions. But in the case of your position on torture by the CIA, we AGREE with you COMPLETELY!

Your speech yesterday was eloquent. You said what needed to be said. Unlike too many other politicians, you shared your views without any political rancor. It came from the heart.

We fear we have become a nation of bullies… It starts at the top with agencies like the CIA… It filters down to white police too quick to shoot black citizens*… It then extends to our children — who, when they see all this, think it is OK (and even normal) to bully their classmates.

But enough is enough! The bullying needs to stop. The change needs to begin somewhere, and exposing federal government involvement at the top levels is a good place to start. In fact, it NEEDS to start at that level.

So THANK YOU Senator — for standing up to the bullies in the CIA — for standing up to the bullies in the right-wing media — and for standing up to the bullies in your own political party!

Happy Holidays, and our Sincere Best Wishes…

(* Happened again last week here in Phoenix. Black man shot in front of his small kids reaching for a pill bottle. No crime being committed.)

There are some consulting lessons here too. The Senator did not choose the easy political route, but rather spoke out and let the chips fall where they may.

As consultants, we are often called to do the same. To speak the truth, regardless of the consequences.

But one can do so with compassion and understanding. I often joke that I sometimes must tell a client “their baby is ugly.” But I always try to do so in a positive way. That is exactly what Senator McCain did in his speech.

Yes, torture is WRONG. So is bullying. But standing up and speaking out with integrity is RIGHT. Thanks, Senator!

P.S. Don’t let clients bully YOU. Had it happen once, and I immediately “fired” the client. An Engineering Director, he bullied his employees. It was embarrassing to watch. When he tried the same with me, I simply told him to find a new consultant. I think he was a bit shocked, but it was not worth the fee to put up with the guy.

© 2014, https:. All rights reserved.

Thanksgiving is over, and we’re into the leftovers. But there are still plenty of reasons to be thankful. Upon reflection, here are five things for which I am most grateful.

(1) My Family – Two sons, two daughters-in-law, and six extraordinary grandchildren. And of course Mary (my wife), the matriarch of our little clan — without whom the consulting business might never have happened.

Thanks to all of you for all the joy you bring this old geezer!

(2) My Health – Given my age, in pretty good health. But it doesn’t come for free. Still need to pay attention, exercise, and watch what I eat.

Thanks to my doctors, and all the medical professionals (consultants) who work so hard to keep us all healthy.

(3) My Prosperity – Fiscal health is pretty good too. Starting and running a consulting practice helped, along with living within our means and stashing a bunch away for the golden years. All of the sudden, those years are now here.

Thanks to my financial advisers (consultants) for keeping us fiscally healthy too.

(4) My Education – Without a college education, this former small town kid would not have become an engineer, and later a consulting engineer.

Thanks to past teachers (special consultants), and thanks to the good people of Nebraska who have funded their state university for almost 150 years. Go Huskers…

(5) My Country – Through blind dumb luck, I ended up being born into the land of opportunity. Certainly did nothing to deserve it. Born with no silver spoon in my mouth, I took advantage of many of those opportunities. It was not always easy, but looking back on my career, it was worth it.

Thanks to all of those along the way who gave me opportunities, and extended a helping hand when needed.

And special thanks to those who work so hard to protect us (your service is much appreciated), and to those who work so hard to make sure our system works fairly for EVERYONE (not just the rich and powerful…)

Hope you had a Happy Thanksgiving!

© 2014 – 2021, https:. All rights reserved.

No moral or message – just an update for the last day of October.

Got back last night from a three week RV trip. MN (where there are grankids) to AZ (where there is no snow) via CT (where there are more grankids.) The trip included drives through the Shenandoah Parkway, the Blue Ridge Parkway, and the Natchez Trace. The fall foliage was beautiful!

A major advantage of independent consulting is that you control your schedule. If you want to take some time off, you don’t need to ask your boss. After all, YOU are the boss.

Of course, the downside is that when you are not working, you are not billing. But there is more to life than merely making money. Real wealth is discretionary time –  and for the past several weeks I spent my discretionary time simply having a lot of fun.

But all play and no work is not good either. So after taking some time off,  it is now back into the saddle with more stuff to follow at JumpToConsulting. Stay tuned…

© 2014, https:. All rights reserved.

If you’ve been following my blog, you’ve noticed a lack of posts this summer. Don’t worry — not quitting — just needed some time to regroup.

A key catalyst was two recent funerals. Not to sound morbid, but these events have a way of causing one to reflect on where one has been, and where one wants to go next. They are also not so subtle reminders that time is limited, and life needs to be lived now!

The first funeral was an old college friend, and the second was a relative. Both wonderful people who left us way too soon. Sadly, both had delayed retirement plans until is was too late. Thus, the cause for reflection.

So what next? Here are some plans – subject to change, of course.

– Keep blogging at JumpToConsulting. I have at least another 100 ideas for posts, including a  series on selling consulting services, patterned after the recent series on generating leads.

– Wind down the engineering consulting practice. This has been happening anyway — if you don’t continually market, that is the result.

But that’s OK. I plan to stay involved with the training side of the business, which I really enjoy. (My business partner remains active with both the consulting and the training.)

– Develop the on-line classes I’ve been promising, along with the book. Focused on how to start/build/maintain a small professional consulting practice, just as I did 30+ years ago.

Aimed at those who are highly interested in consulting as a possible business/lifestyle, with an emphasis on geeks & geezers (technical professionals and/or boomers over 40) – my own personal demographics.

– Increase leisure travel. Two years ago we bought a small RV, which has been great fun. The plan is for more RV fun – both short trips and some extended trips. Who knows? Maybe I’ll even start a travel blog.

– Simply enjoy retirement. Yes, I finally admit I’m retired – or at least 90% retired (hard to shut down 100% when you started the business.) But JumpToConsulting remains a primary retirement project, so it is not going away. See On Becoming and OLD Warrior.

So thank you to my readers! It is a small group in a pretty tight niche, but it has been fun to interact with so many of you.

Finally, please write or comment if you have specific question about the wacky world of consulting!

P.S. – After 30 years, we just got a pooch again. Several years old, she came from a pet rescue. What a sweetheart, and a definite enhancement to our lives and to our retirement.

© 2014, https:. All rights reserved.

After almost four years of blogging about consulting, the summer break was needed and welcome.

Still involved with this project, however, as I’ve had the pleasure to work with a couple of readers on a one-on-one basis.  It is fun to share the enthusiasm, and very satisfying to see the progress. It also has me rethinking where to go next — so stay tuned.

In the meantime, enjoy the rest of the summer – we’ll be back soon.

P.S. Please let me know if you have specific questions/topics to address.

© 2014, https:. All rights reserved.

No, I haven’t forgotten about this blog and those of you who follow it.

Just needed some down time to recharge. Doing some travel, reading some books, and spending some quality time with family/grandkids.

I’ll be back — hope you are having a good summer too!

© 2014, https:. All rights reserved.

Bill Schweber is a fellow member of the Laid-Off-Twice club. When it happened the second time two years ago, he decided to hang out his shingle and has been having a ball ever since.

Bill is an Electrical Engineer who specializes in technical communications. His quick success is no surprise. Engineers who can communicate effectively are special and in high demand. Consultants often thrive at the intersection of diverse skill sets.

Bill has written three text books, hundreds of technical articles, opinion columns, and product features. He was an editor for EDN (a leading trade magazine for EEs) and in marketing communications for Analog Devices (a leading vendor of analog and mixed signal ICs.) And much more, including analog and power electronics design.

As such, he had immediate visibility and credibility in the technical community.

I’ve know Bill for many years–it gives me great pleasure to share his success story here!

(1) What prompted you to consider consulting (running your own business?) Was there an event, like a layoff, or was it just the itch to be on your own?

It was a combination of things: a layoff was the trigger, but I had become increasingly disillusioned and even cynical with all the corporate craziness, politics, constant changes in strategies and inexplicable rationales for each, and had a real desire to have more control–for better and worse–of my time and energy.

(2) How has it been going? Looks like you’ve been at it a while, so obviously you are established in your business.

Full-time writer about engineering advances, trends, products, and technical engineering topics since June 2012, and it’s been going well, I’m keeping busy full-time and with a solid queue of both first-time and follow-on projects.

(3) What do you like MOST about consulting (your own business?)

Ability to set my own priorities, with flexibility that suits my needs.

(4) What do you like LEAST about consulting (your own business?)

The usual complaint: the lag between starting a project, completing it, and getting paid!

(5) How do you get your clients? (BTW, the number one question I get asked when someone finds out I’m a consultant.)

I was a visible and reasonably well-known editor for many years at major trade publications, and had met many key players in person, so I was known by, or known to, many in the industry.

So I contacted many of them and said I was available, and that started things rolling. I also get a lot of referrals from clients to people they know and need help, as well as sales/marketing people who have customers who need help.

(6) How do you set your fees? (Second question I get asked.)

Usually I estimate using a fixed rate per word, but charging less if it is a re-write or there is a lot of good collateral available, and more if there is a lot of research needed. Or, I establish a fee for the project, based on how long I think it will take.

I rarely charge by the hour, it’s too awkward and leads to bad feelings (they think you are acting like a lawyer, stretching things out). But I have an internal per-hour rate I like each project to bring in, to justify if it is worth my time.

(7) How did you decide what to consult about (or focus on?) And why? (Third question I get asked.)

I focus on the fact that I am an engineer who really understands what the client is talking about; I am not just repeating the words to them. When they talk technical, I understand and can ask solid questions.

When I interview technical people at the client to get the information I need, I emphasize two things:

(a) this is not a “60 Minutes” ambush interview or hatchet job, and

(b) I am a real engineer with solid hands-on experience and broad expertise, not just a “science writer” or, worse yet, a journalist who talks smoothly and spells the words right, but doesn’t really understand the subject, the technical terms, the underlying issues.

This usually brings a major sigh of relief and minimizes the fear factor as well as their concern that I will not grasp the key points or get them wrong.

I also tell people that I spent 8 years in high-tech marketing, so I understand how to frame the result but also to ask the tough key questions up front:

-What is the story or product here?

-Who is the target for the resulting story (such as editors, end users, trade show audience, investors, co-workers)?

-Why would they be interested in reading it?

-What’s the audience’s background on this?

-And finally, the key questions: what’s significant about what you have, anyway? What do you bring to the party that’s new, noteworthy, or different?

(8) Lessons learned since you started consulting?

Most projects are hurry-up-and wait, then they move to crisis “we need it now” mode.

(9) What next? Do you plan to do this the rest of your career (like I did?) Or is this a stepping stone to other things?

I plan to do this until I no longer can. I’d be a fool not to!

(10) Finally, what one piece of advice would you give to our fellow engineers who might be thinking about consulting (or going out on their own?)

Contact people who know and respect what you’ve done, tell them you are available if they need help, and ask them to let others know, as well.

Then deliver a quality, thorough, wrapped-up project with no loose strings, and do it on time or even ahead of deadline.

Bill Schweber, PE — Jaffa Engineering — schweber (at) att (dot) net

P.S. Been a bit sparse on posting of late. Took some vacation time, but now getting back into the groove. Thanks for riding along!

© 2014, https:. All rights reserved.

Just ran across this web site, and wanted to share. LOTS of wisdom here!

Been a bit busy here this month, but expect to soon get back in the groove. In the meantime, hope you enjoy the link.

© 2014, https:. All rights reserved.

Just received this query from India. Wow — we have an international following!

But as I’ve noted here before, consulting is both international and location independent. Assuming others might find this useful, I’m sharing it here.

Hi,

Your website is highly informative.

I ask you a question because you have real time experience as an independent consultant.

I am a full time programmer from India . I have 15 years of software development experience. Do you recommend any book on consulting?

I want to read before implementing steps to become independent consultant.

What about Business Consulting Buzz by Michael Zipursky? You mentioned it.

Here is my reply:

Hi,

Thank you for the kind comments on my blog!

My favorite author on consulting is Howard Shenson. Here are links to two of his books that I like and recommend:

(1) Complete Guide to Consulting Success

(2) Shenson on Consulting – Success Strategies

Here is a link on JumpToConsulting regarding Shenson.

For many years, Shenson conducted short seminars on consulting. I attended one in 1978, and it started me on my consulting journey.

He published many books, so anything else by Shenson is worth reading.  Sadly, he died at a relatively young age in 1991. Otherwise I’m sure he would still be writing and teaching today.

His materials are very practical, with an emphasis on marketing (getting the business.)  Much of my materials are patterned after Shenson, so if you like my blog, you will like his books too.

I’ve also found Michael Zipursky’s website to be useful. His focus is on business (management) consulting rather than technical consulting. I’ve not read his book, but I’m sure it has useful ideas too.

With fifteen years experience, you certainly have the necessary technical experience. (When I went full time, I had nineteen years experience.)

But the technical experience alone is not enough — you must start thinking like a business person.

This is where many technical people fail when starting a consulting practice. They focus on the technology rather than running a business.

Probably the biggest business challenge is marketing/sales — attracting the business and then booking it!

All the other business issues – legal, accounting, contracts, etc. are easy and can be done in a few weeks. But the marketing never ends — you must continually dedicate some time to these efforts.

I’ve always considered marketing as just another technical challenge, with a new set of skills to master. It can be done, but it does require some work and study.  Shenson can help (as I hope my blog can too.)

Hope this has helped, and good luck as you make your own JumpToConsulting!

Thanks for writing! Drop me a line if YOU have a question. (We’ll protect your privacy if we use your question/answer as a post.)

© 2014, https:. All rights reserved.

Not sure when it happened — or when I even first realized it had happened.

But one day I woke up and recognized that I was no longer a young warrior, but rather had become an old warrior.

So what’s the difference? And does it matter?

Well, the old warrior’s main purpose is to now teach the young warriors — sharing the experience and knowledge with those who would receive it. Just as an earlier generation of old warriors graciously shared with him or her.

• The old warrior no longer runs as fast as the young warriors. But thanks to years of experience, the old warrior often knows how to better sharpen the spears.

• The old warrior also understands when to move forward, and when to hold back. Better to conserve your strength and energy, and to pick and choose the battles you can win. Or at least have a reasonable chance of winning.

• The old warrior’s offerings will not always be accepted, but those who do so will likely be enriched. Sadly, the hubris of youth can get in the way of the wisdom of the elders. Often with disastrous results.

So, if you are an old warrior, don’t despair about your age or physical frailties. Rather, relish your  achievements. Now is the time to share your wisdom and knowledge with a new generation of young warriors.

And if you are a young warrior, seek out old warriors who can show you paths to success. And remember, someday you too will become an old warrior. Probably sooner than you think!

P.S. The late Howard Shenson observed that around 35-40 was a good age to start consulting. By that time one had figured out what they liked and what they didn’t like — and what they were good at and what they were not so good at.

The secret, he said, is to focus on the former, and disregard the latter. As a result, many independent consultants are old warriors — or at least middle-aged warriors 🙂     

© 2014, https:. All rights reserved.

The lead generation worked… the phone rings… now what?

Let the sales process begin… This is where the rubber meets the road — or where the consultant finally meets the client. Many people see sales as mysterious at best, and manipulative at worst. Neither are true for selling consulting services.

Consulting is a helping profession…

You’re not peddling products, or trying to meet a quota. You’re not manipulating, or being sleazy. Rather, you are simply trying to help your clients.

Like a doctor, you are solving problems. Or like an architect, you are turning dreams into reality. Either way, your helping improve your client’s life!

Looking at it this way makes it worthwhile, right?

Sales is a process…

If you’ve never been in sales, it may seem mysterious – even scary at times. But you can learn to sell– just as you can learn to paint, play a musical instrument, or write software.

Once you understand the process and the underlying principles, it all starts to make sense. It’s simply not a big deal. So don’t let the fear of learning a new skill stop you. And once learned, you may even start to enjoy the process. I certainly do.

But I’m an introvert, you say – not some back slapping extrovert. So what? Most consultants and professionals are at least somewhat introverted. After all, we live in a world of dreaming, pondering, diagnosing, creating, and reflecting. We’re thinkers!

As an aside, some of the most successful sales people I’ve known are introverted – some even highly introverted. They are also highly professional, with a passion for helping their customers. Just like good consultants.

Selling consulting is different…

–First, you’re not selling a tangible product — you’re selling an intangible service. As such, you typically need to develop a higher degree of trust with potential clients.

Your goal is not to sell another car this month and move on — rather, your goal is to be a trusted adviser, and hopefully for the long haul.

–Second, you need to deliver what your client bought. Remember — nobody likes to be sold — but we all like to buy — so make it pleasant!

And unlike product sales, the sales process does not stop when you get the order. You still need to deliver, and your long term business success depends on how well you execute this part of the process.

My seven steps in selling…

Hundreds of books have been written about selling, and most include a simple multi-step process. I’ve read dozens myself, plus I’ve been subjected to numerous sales training classes as a former sales engineer.

Some books and classes were better than others, but all helped form my ideas.

One drawback of many of these books and classes is their focus on products. (An exception is Rainmaking Conversations, reviewed here.) Most have four or five steps, and most assume the sales process is over once the order is received.

So I decided to expand things. I’ve used the popular AIDA model (Attention- Interest – Desire – Action) and added three additional steps – Delivery, Follow-up, & Referrals.

(1) Attention (Establish Rapport) – This is the initial contact phase, and the time to build rapport. It is also the time to address any client concerns or fears. These are particularly important if the client has not or does not use consultants on a regular basis.

I usually begin by asking about the problem, followed by asking how they heard about us. The latter gives me some insight into the trust level.

If it is a referral, the trust is already high. If they’ve found us on a web search, it may be lower, so some reassurance may be needed.

(2) Interest (Qualify) – The next step is to determine if you can help, and can they buy. In the former, don’t be afraid to turn business away if you don’t feel comfortable with it.

If the fit looks good, ask about schedule. If asked, you can also provide a budgetary estimate (go on the high side), subject to change pending more details.

(3) Desire (Diagnose & Prescribe) – At this stage, you may be able to offer preliminary diagnosis and recommendations. If not, ask more questions.

For example, I may say, “Based on what we’ve discussed, I suspect XXX, which we’ve seen before. We can handle this several ways… ”

(4) Action (Quote) – The next step is to ask for the order! This is where many consultants fall down, due to fear of rejection. This is also known in the sales world as closing.

For simple projects, I usually just ask if they would like a quote. If they agree, I quickly review the tasks and schedule for consensus, and then provide a one-two page quote. Often, a purchase order will be issued based on the quote.

For more complex projects, we may decide on an additional meeting for further explorations. This may also mean detailed contracts, which we’ll discuss later.

(5) – Deliver – Time to provide what you promised. If working on-site, show up as scheduled and suitably attired. The latter depends on your client, but business casual is usually safe. If unsure, ask ahead of time. Be professional!

Check with client as you progress – don’t wait until the end of the project to find out you were going down the wrong path. Keep the appropriate management in the loop.

An important part of delivery is getting paid. For simple projects, we accept purchase orders, For more complex projects, we may request progress payments or retainers.

(6 )- Follow up – Assuming a successful consultation, ask if there are other things you might help with.  Specific projects? General training? Don’t assume the client is aware of your other services.

As any experienced sales person will tell you, subsequent sales are always easier than the first.  Assuming you’ve done a good job, you’re now a preferred vendor/adviser.

As a minimum, get permission to add you client to your mail list for periodic follow-up. Newsletters work great for keeping in touch.

(7) – Referrals – Ask for permission to share their name with future prospects. To protect confidentiality, we do not list clients on our brochure, but we do list past projects. If a personal reference is needed, we still call to confirm as a courtesy. (Our business can be sensitive.) Never been turned down.

Depending on your business, written testimonials are great marketing tools — particularly on your web site. And don’t hesitate to ask if there are others who might benefit from your expertise.

So now you have Uncle Daryl’s Seven Steps in Selling. We’ll examine each of these in more depth in future blog posts.

Please comment or write if you have specific questions! Happy selling…

© 2014 – 2022, https:. All rights reserved.

From the mailbag: Just last week an engineering colleague (and reader of this blog) announced he was making his own JumpToConsulting. Way to go, Glen!

His announcement e-mail also had several specific questions. After addressing them, I decided to share my comments here.

(1) Quotations & Proposals

We use a two page format. The first page defines the project and tasks, and the second contains “boiler plate” such as terms, rates, etc. That makes it easy to respond – just fill in the blanks on page 1.

Here is a sample, which we send on a letterhead:

****** Quotation ******

Client: XYZ Corp.
1234 Main Street
Somewhere, AZ XXXXX
ATTN: John Smith

Purpose: The client designs and manufacturers military doodads, and is failing MIL-STD-461 radiated emissions tests.

Tasks: The consultant, an electrical engineer specializing in EMI/EMC design and troubleshooting, will assist XYZ as follows:
— On site troubleshooting and reviews at XYZ facility in Somewhere, AZ
— Optional summary report (4-8 pages typical)

Schedule: By mutual agreement (or actual date if scheduled)

Budget: $XXXXX, based on 5 days (4 days on site plus 1 day travel time) plus estimated travel expenses of $2,500. Add $XXXX for optional report.

Please note this is a budgetary estimate. Actual time and expenses will be invoiced. Quotation will not be exceeded without prior client approval.

Terms: Net 30 upon invoice. Purchase order and advance travel retainer of $2500 prior to travel. Quotation valid for 60 days.

Daryl Gerke, PE                                                              April 3, 2014
Kimmel Gerke Associates, Ltd.
EMC Consulting Engineers

I don’t believe in lengthy contracts (keep it simple.) But if you are doing a longer term project, more detail might be needed such as progress payments, etc.

Some companies will have their own consulting agreements. Don’t hesitate to change them if there is something you don’t like.

For example, we remove any limitations on working for others. There is nothing proprietary about what we do. If we limited ourselves to one computer company/one medical company/etc. we’d be out of business in a year.

We do sign standard NDAs (Non-Disclosure Agreements) as long as they do not contain any non-compete restrictions.

(2) Business Insurance

You will probably need a General Liability insurance policy, which most companies now require. We got ours through an insurance broker – about $800/year for two of us. Your accountant or attorney can recommend a broker.

You may or may not need Errors and Omissions insurance. Also known as malpractice insurance, it depends on your area of expertise. Although we are engineers, we don’t carry O&E as our area has little risk of litigation. If we were civil engineers or architects, however, we’d carry it.

(3) Business Bank Account

You also need to set up a separate business bank account. You may need to wait until you have incorporated depending on the bank.

Incidentally, I recommend having an attorney handle an incorporation. Don’t do it yourself to save a few bucks. The attorney will recommend the best legal structure for you – LLC, Sub-Chapter S, C Corporation, etc. The attorney can also handle filings, registrations, and tax documents and IDs.

Finally, these administrative details are pretty simple. The big issue is the marketing – getting the business. But for smooth operations, now is the time to get these details in place.

P.S. Got a question? Drop me a line through the ASK DARYL page.

© 2014, https:. All rights reserved.

So you’re approaching retirement, and wondering what to do next. Or maybe you’re already retired, and getting bored out of you mind. After all, you can only do so much golfing or fishing (see Karl the engineer.) What next?

How about consulting? If you enjoyed your career, you just might like this. After a long career (or careers) you have valuable knowledge, experience, and contacts.

The extra money might be nice too. But do you really want to go back into the full time rat race? Consulting may be the answer!

Here are five top reasons to consider consulting in retirement. Full disclosure – this is a homework “challenge” for a the Problogger program I recently joined (write a “Top 5” Post.). After 3+ years and 140+ posts, time to take my blog to the next level.

1. Stay engaged … If you’re reading my blog, you probably are in (or were in) a business or professional career. You may no longer want to work full time, but wouldn’t mind staying involved, minus the politics and responsibilities.

This is exactly what my college roommate Ron is doing. After retiring as the county attorney in a large city, he and his wife spent the next for two years relaxing and traveling. But after a dozen or more cruises (which he highly recommends), he wanted to reconnect with his profession.

So he now consults a couple of days a month for the county tax board. No stress and he stays connected with professional colleagues. As he says, “If I didn’t do this, I’d probably go to seed.”  He doesn’t need the money — he does it solely for satisfaction. And he still takes cruises.

2. Travel… Many retirees (or soon to be retirees) dream about travel but may feel financially constrained. How about letting somebody else pick up your travel expenses?

This is exactly what a recently retired colleague Joe is doing. In fact, he and his wife just got back from several weeks in Europe. He has been providing part-time engineering consulting guidance on a project for a former employer with business partners in France.

Unlike typical engineering projects, he has little stress. As Joe says, “I now just advise. If they don’t follow my advice and fail tests, I don’t catch the heat like in the old days.”  C’est la vie.

3. Do some good… Many retirees decide to volunteer for causes they deem worthy. Often done gratis, and purely for the satisfaction of helping others.

This is exactly what our friend Lynn did. After retiring as a nutritionist, she volunteered at a local reservation in Arizona. She was so well liked and appreciated that the administrators obtained a grant, and asked her to expand her consulting services to other Native American communities throughout the state.

She agreed, and enjoyed making her contributions for several more years. Thanks to the grant, she also enhanced her retirement savings. Lynn has since retired – again.

4. Make some money… Nothing wrong with making money, even if you don’t need it. After all, you can always contribute it to favorite charities.

This is exactly what another retired colleague Don did. Offered an early buyout, Don took it. But he really wasn’t ready to retire, so he hung out his consulting shingle (after some gentle prodding from Uncle Daryl.) Thanks to Don’s credentials and contacts, he had his first project in days.

Don continued on this path for several years. Financially secure and with no kids, some of that extra income will go toward an endowment at his beloved alma mater.

5. Have some fun… If it isn’t interesting or fun, why do it? Particularly when retired.

This is a major factor in all of the above cases. This has always been a major driver for me throughout my engineering career (both corporate and consulting), and it will continue.

So what about Uncle Daryl? Is he retired? Semi-retired? Or what?

• Not really sure what my status is. Thanks to my consulting career, I’m financially secure and now collecting Social Security. So maybe I’m retired.

• Or maybe not. I’m still involved with the engineering practice, but not as aggressively as in the past. I still take projects that interest me, and dream up others (like this blog.) So maybe I’m just semi-retired.

• Or maybe not. Maybe I’m just a freedom loving independent consultant living the good life that began 25+ years ago for me. So maybe I’m still employed – or – maybe I really retired 25+ years ago!

Finally, if you are retired or contemplating retirement, maybe this has sparked thinking about YOUR next chapter in life. Please let me know if it has!

© 2014, https:. All rights reserved.

So says a recent article in Computerworld — Your next job, next year, may be self employment.

According to Emergent Research (a firm focused on small businesses trends) approximately one million IT (Information Technology) workers today are self-employed. This represents about 18% of the IT workforce.

Not only that, the independent IT workforce is growing at about 7% per year (versus 5.5% for all independent workers – which is still not too shabby.)

According to Steve King, a partner at Emergent, this growth is driven by companies that want to stay ahead of the game. “In today’s world, change is happening so quickly that everyone is trying to figure out how to be more flexible and agile, cut fixed costs and move to variable costs,” said King.

These statistics bode well is you have the itch to hang out your shingle – particularly for my fellow high tech colleagues. All this sounds like fertile ground for new consultants!

King goes on, “For people with skills… there is there is a lot more opportunity to find part-time employment and set up your own shop and work as a consultant and contractor than there has been in the past.”

This last comment suggests a side hustle strategy, particularly if you are not ready to go full time.That is how we made our JumpToConsulting. It is also a good insurance policy -and certainly better than depending on luck.

Personally, I’d rather my income and financial well being depend on my own skills/experience/contacts rather than on some impersonal bureaucracy. But being laid off twice in my pre-consulting career has no doubt affected my perspective.

So stick around here and I’ll share my ideas and encouragement -geek or not- on how to make your own JumpToConsulting.

© 2014, https:. All rights reserved.

As promised in a recent post, here is Marty Zwilling’s “success story.” His story should be of special interest to boomers, as he started his consultancy after he retired – the first time. Geeks too – he was part of the team behind the IBM PC.

Marty specializes in helping new entrepreneurs get started. Thus, the name of his firm – StartupProfessionals.com.  Great resources – books, packages, personal mentoring, a daily blog, and more. Good advice for all entrepreneurs – consultants or otherwise.

(1) What prompted you to consider consulting? Was there an event, like a layoff, or was it just a general itch to be on your own?

I chose consulting with startups as a way to scale back from a full-time job, and be in control of my own schedule.

I had spent many years with IBM, then several years in Silicon Valley working for a couple of startups, so I thought it was time for me to share some of that experience helping people struggling to turn their dream idea into a business.

(2) How has it been going? Looks like you started some time ago, so obviously you are established in your business.

It’s working well for me. I learned to use social media through blogging, LinkedIn, and Twitter, as a source of leads, so I’ve been able to build my brand (Startup Professionals) with essentially no money spent on marketing.

I have enough work to keep me as busy as I want – I tell my wife that I only work half-time, only 40 hours per week. 🙂

(3) What do you like MOST about consulting?

I enjoy my total control over the jobs I accept, the rates I charge, and not having to manage other people.

(4) What do you like LEAST about consulting?

As a consultant, you always have to be looking ahead and thinking about getting new work, especially since most of my gigs are short-term. Back in IBM, it was nice getting that salary check without thinking about it every couple of weeks.

(5) How do you get your clients? (BTW, the number one question I get asked when someone finds out I’m a consultant.)

Naturally I have a website listing my services, with contact info, but many clients come from referrals of previous clients and related business professionals, like investors, that I meet through networking.

(6) How do you set your fees? (Second question I get asked.)

Fees are a function of your skills and expertise, and what the market will bear. I recommend that any consultant start low, and raise fees as reputation/demand goes up.

This is the inverse of what I recommend for product businesses, where you might start at the high end and lower prices to be more competitive.  In either case, you need to avoid prices that are so low that they suggest minimal value or quality.

(7) How did you decide what to consult about? (Third question I get asked.)

That’s easy. You should only consult in some functional area you love, and one that you have something of value to offer.

I’ve had a lot of experience starting small businesses, and managing larger ones, so I felt I could help new companies get started, and grow to mature companies.

I also have an degree in accounting, so I can read and build business plans as well. I do it first because I love to see new entrepreneurs succeed, and I’m really in the give-back stage of my life.

(8) Lessons learned since you started consulting?

I’ve learned a lot about dealing with people, and how to read people. Everyone has their own way of thinking and getting things done, so I quickly try to adopt and adapt to their style.

I’ve become more and more convinced that success in being an entrepreneur is mostly about the person, and not about the quality of the idea they are trying to make a business out of. I have found that entrepreneurs with the right attributes can take almost any idea and succeed, while others will run even the best idea into the ground.

(9) What next? Do you plan to do this the rest of your career? Or is this a stepping stone to other things?

I take life a day at a time, so I don’t try to predict what tomorrow will bring. I don’t have any master plan, and I see many different jobs out there that I might enjoy.

I’m one of those lucky ones who have always enjoyed the work I do, and I’ve done many things, but there is much more to learn and try. One of the reasons I like consulting is that I can change my focus in any way that I want without anyone second-guessing me.

(10) Finally, what one piece of advice would you give to those who might be thinking about consulting?

Being a consultant is all about being an entrepreneur. That means the buck stops with you, and you have to make decisions, take risk, and you can’t count on anyone else to solve problems for you.

Everyone should take a hard look in the mirror before they start down this path – if the requirements scare you, then don’t start down this path – you won’t be happy.

If you don’t like dealing with people, then consulting is not for you. There is nothing wrong with working for someone else, doing your job well, and getting that regular paycheck without worry.

Life is too short to go to work unhappy every day. Have fun!

Thank you, Marty, for sharing your story – and your encouragement!

© 2014, https:. All rights reserved.

Pamela Slim’s second book nicely complements her first book (Escape From Cubicle Nation), and it greatly enhances her own personal Body of Work.

If you’ve been reading my blog, you already know I’m already big fan of Pam – blogger, career coach, and fellow Arizona desert dweller. Plus her husband is Darryl – how could you NOT like somebody married to another Daryl? 🙂

Her first book focused on making the jump to small business. But unlike most business books, she also addressed the emotional side of starting a business – the fear, uncertainty, and even how to tell your spouse and/or family what you really want to do.

Her second book examines at a much wider range of career options – as entrepreneurs, corporate employees, non-profits, and more. The focus here is on finding your own way and creating your own story.

As Guy Kawsaksi says, “”Pam Slim shows you how to thrive by building a body of work out of your experiences, knowledge, and accomplishments… (leading to) fulfillment, joy, and inner peace.”

But it is more than philosophy and touching success stories. The book also includes work sheets and exercises to help you figure out how to develop your own personal body of work. (Nicely complements the classic What Color Is Your Parachute?)  Good nuts and bolts stuff from an accomplished author and career coach!

Body of Work, by Pamela Slim
Potfolio/Penguin – 2013 – ISBN 978-1591846192
www.escapefromcubiclenation.com

P.S. After reading Pam’s new book, I reflected on my own Body of Work. Or more precisely, Bodies of Work.

Body of Work I represents my engineering career – at least the past 30+ years as a consulting engineer. It includes writing three technical books and over 200 technical articles (co-authored with my business partner), training over 10,000 engineers, and solving/preventing hundreds of engineering problems.

All aimed at improving electronic products and systems across a wide range of industries. As I look back on my consulting career, it is very satisfying.

Body of Work II represents the JumpToConsulting project – still very much a work in progress. The blog continues to grow, and plans are in place to share more information/ideas in more ways with those interested in starting/building/managing a professional consulting practice.

I’ve already been privileged to help several aspiring consultants begin their journey into the wacky world of consulting. That too is very satisfying-and thanks for riding along!

© 2014, https:. All rights reserved.

Had coffee today with Marty Zwilling, of StartupProfessionals.com. It was a great time meeting with a fellow “boomer-geek-blogger-entrepreneur” from Arizona.

As the name suggests, Marty specializes in helping new entrepreneurs get started. This includes advice on business plans, funding, angel investors, patents, incorporations, and more. He also writes a daily blog, and has written two (about to be three) books.

His primacy focus is on nurturing and building small businesses that want to grow. But his site is a great resource for prospective consultants, too.

The catalyst for today’s meeting was a recent blog post – One of These Days You May Not Be An Entrepreneur. Marty listed eight reasons why many never make the jump to starting their own business. The same reasons prevent many from making their own JumpToConsulting.

Incidentally, Marty has impressive credentials. With a background in accounting, he worked in high-tech most of his career. His first taste of entrepreneurial success was at IBM, when he part of the “skunk works” project that spawned the IBM PC.

From then on, he was hooked on small high tech businesses. Even after retiring, he couldn’t give it up. (See Two Cures…). First he volunteered at the Arizona State University business school, and subsequently started his blog and consultancy.

Did I mention he has over 700,000 Twitter followers? A great marketing story by itself. Considered a thought leader for startups, he also writes for Forbes and others.

We spent an hour together as we pondered and commiserated about why so many “wannabees” can’t or don’t make the transition. Many are refugees from larger businesses, with the requisite  experience and knowledge to succeed.

So what is holding them up? Two major issues seem to be fear and perfection.

–Fear – Some people fear failure, while others actually fear success. Both stem from a fear of the unknown. As for failures, I consider them great learning opportunities. And I never trust anyone who claims that they never failed.  Either they are lying, or they were good at blaming others. (Once had a boss like that – in a startup no less.)

The secret is to face it and even embrace it. Don’t be foolhardy, but don’t let it paralyze you either. Ask “What is the worst possible thing that can happen?” Have a backup plan, but then move ahead.

–Perfection – This is a big problem with my fellow engineers. But a product doesn’t need to be perfect, it just needs to good enough. Same thing with a consulting service – you don’t need to outrun the bear – just the other guy.

In either case, you can always tweak the product/service later. Furthermore, the market will guide you in making those improvements.

Finally, overcoming the two hurdles of fear and perfectionism is not enough. But they are the necessary first steps in making a jump to any small business – consulting or otherwise!

P.S. – In a future post, we’ll cover Marty’s “success story.”

© 2014, https:. All rights reserved.