No, this does not contain bad news. But it does contain some perspectives from the medical community (professional consultants,) and more. Warning — Rant to follow.

Last week, my wife fell down and broke her hip in a freak fall. The result was a trip to the local emergency room, followed by emergency surgery. The good news is all went well, and she is recovering nicely in convalescent care. Hope to have her home soon.

Fortunately, this happened in Minnesota (where we spend the summers) where COVID is low, thanks to people with common sense who have been vaccinated. At least in the Twin Cities — not so much in rural Minnesota where our older son lives. And certainly not so much in Arizona, where we reside the rest of the year.

During her eight hours in the ER, I asked several ER nurses how they were doing with COVID. The usual response was a sigh, followed by a sad story or two. The same was true of the hospital nurses and even the convalescent facility. Fortunately, the latter has been COVID free for several weeks.

Personally, I am beyond disgusted with the self-centered clowns who refuse to get vaccinated. This is not about politics — this is not about “rights” — this is not about lame excuses — this IS ALL ABOUT about keeping yourself along with your neighbors and communities safe!  The sooner everyone does this, the sooner we get this behind us.

In addition to the nurses, our doctor (another consultant) in Arizona has been very outspoken on all this, even challenging our governor. Our doctor filled in numerous times at an ER, and sadly watched too many die. He is back doing that, only now the dying are unvaccinated.

Unfortunately, AZ Governor Ducey is more concerned about pandering politics than leading. Under political pressure last spring (or maybe it is just what he is) he closed down late, opened early, refused mask mandates, and then disappeared for weeks at at a time. Even the local news stations could not find him.

As a result, Arizona had a high death rate, and at one time was the worst place in the world. I guess this is what happens when you elect a failed businessman (neither a professional nor a consultant & kicked out of an ice cream company he co-founded.) Unlike another Arizona politician I admired. Sorry if you are politically offended — I warned you this was a rant. 

Finally, a long time friend (an engineer who should know better) recently told me he decided not to get vaccinated. In his late 70s, probably not a good idea. His motivation is political.

But another old friend (same political affiliation) did get vaccinated and still suffered a break through infection. It was ugly, and had he not been vaccinated he probably would have died. Even with the shots, his advice was “Do not get COVID…”  End of rant.

In closing, please stay safe and stay healthy. And if you are still not vaccinated, please do so today — if not for yourself, for the rest of us!

P.S. Check out my earlier COVID posts below.

• Sequestered in Arizona Due to COVID10 (April 2020)
• How a Simple Technology Can Help Stop COVID-19 (May 2020)
• A COVID Update From Arizona(June 2020)
• COVID Update 2021 (March 2021)

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Been busy here, but wanted to share this thought that I just ran across:

Today is a gift, it’s why it’s called the present. Don’t let it go to waste…Do stuff that matters!

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Ran across this on the Internet (where else?) and wanted to share. Such wisdom by Kurt Vonnegut:

“When I was 15, I spent a month working on an archeological dig. I was talking to one of the archeologists one day during our lunch break and he asked those kinds of “getting to know you” questions you ask young people: Do you play sports? What’s your favorite subject?

And I told him, no I don’t play any sports. I do theater, I’m in choir, I play the violin and piano, I used to take art classes.

And he went WOW. That’s amazing!

And I said, “Oh no, but I’m not any good at ANY of them.”

And he said something then that I will never forget and which absolutely blew my mind because no one had ever said anything like it to me before:

“I don’t think being good at things is the point of doing them. I think you’ve got all these wonderful experiences with different skills, and that all teaches you things and makes you an interesting person, no matter how well you do them.”

And that honestly changed my life. Because I went from a failure, someone who hadn’t been talented enough at anything to excel, to someone who did things because I enjoyed them.

I had been raised in such an achievement-oriented environment, so inundated with the myth of Talent, that I thought it was only worth doing things if you could “Win” at them.”   – Kurt Vonnegut

Good advice for consultants too. I continue to be amazed at how seemingly insignificant past experiences helped solve a problem. Often things I did not excel at, but like Vonnegut simply found interesting at the time. And after pursuing some of these, I improved and even became pretty good – often a pleasant surprise to me 🙂

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This post was prompted by a particularly obnoxious political email (which I’ve dubbed “hate-mails”.)  When asked to delete me from future mailings, that just escalated things. Some people are just plain rude.

With all extreme political polarization, you may have received similar unwanted missives. The simplest approach is to block the offender’s email, but in a wicked moment I decided to have some fun and take it one step further.

So I created the SH*T-list. Thanks to autoresponders, you can send an automated response. Here is mine:

Congratulations. Due to your recent “hate-mails” you are now on my personal SH*T list. It is not easy — very few people make it.

It helps if you are bigoted, arrogant, or narcissistic. Political “hate-mails” are perfect. Just being controversial is not enough, as I welcome diverse ideas and opinions when offered in a mature way.

Your message was not read, but sent to my SH*T folder. If/when the stink gets too strong, I may look at the SH*T folder to see if anyone landed there by mistake. At that time, your SH*T will be sent where it belongs — into the sewer.

I hope you understand. Feel free to wallow in your own SH*T. My life is richer and better without your SH*T in it. Have a nice day.

The precipitating “hate mail” went way beyond political humor or satire. Among the vitriol, it accused several Muslim Congresswomen of supporting genital mutilation. You can’t get much more disgusting than that.

After being asked to delete my name from his mail list, a follow up “hate mail” implied those who did not agree with the author were Nazis. Nice, huh? All this from someone I thought was an old friend.

Upon reflection, I decided NOT to proceed, and blocked the offender and moved on. If you decide to use my example, however, do so with caution as it may sever friendships or worse. But those who won’t treat people with respect are not your friends anyway. Similar to bad consulting clients. 

Peace — Uncle Daryl

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This post is in response to a question posed by the AICN (Alliance of  IEEE Consultant’s Networks.)

A company posted a “consulting position” on the Consultant’s Finder that sounded a lot like an employee (W-2) search. This prompted a discussion by members is this was appropriate for the site, and whether a consultant should even accept a W-2 project.

The general consensus was it was OK, but several of us had caveats. Here is my response:

Agree re posting. Looks like a W-2 situation, but if that is acceptable to respondents, fine. But has been pointed out, everything is negotiable.

Had that happen early in my consulting career, when a client responded to my quote (through a contracting firm) with a W-2. That was when the IRS first had their shorts in a knot about technical consultants. The contracting firm changed that to a 1099 project after I provided proof that I had multiple clients, web site, etc.

No problems, and it was all friendly. But I was willing to walk if we could not reach an agreement.

As a result, we adopted firm policies of NOT accepting W-2s, non-compete terms, or guarantees. In 35 years we never lost business, but sometimes it took a brief explanation. As independent consultants, we are free to run our businesses as we see fit.

My two cents… to each their own…

Daryl

Full Disclosure — I am a long time member of both the IEEE and the AICN, and can recommend both for technical consultants.

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Since this blog is about independence, July 4 is always a special day here.

No, this is not about politics or waving the flag — rather it is about living life on YOUR terms (not those of anyone else.) 

Decided to recycle my July 4 post from ten years ago. I’ve surprised myself that the blog has continued this long, but people tell me they still find it useful. That, and the FREE monthly teleconferences. So read along, and join us at the next FREE teleconference.

Here is the 2011 Independence Day post:

Since I selected an Independence Day motif for my blog, it is only appropriate to offer some Independence Day musings.

As stated elsewhere, freedom was a major motivator in my JumpToConsulting. But I didn’t realize it right away. Rather, that epiphany came a few months later.

Driving back from a client and listening to the radio, the commentator was discussing small business. He then quoted a survey that showed that the majority of small businesses were started for freedom — not, as many assume, for money or even power.

I about drove off the road. Yes, I suddenly realized! That was the main motivator for me too. The first few years were lean — made a little less money and worked many more hours.

But it was all worth it for the freedom to do my own thing, to make my own decisions, and even to clean up my own messes.

But freedom is not for everyone, and that is OK too. Some people prefer the security of a steady paycheck, or the camaraderie of the water cooler. Other have family responsibilities that preclude taking financial risks. And many are very content with things as they are in the world.

Over the years, I’ve run into several examples of the above. After brief discussions, I’ve even discouraged some of them from making the JumpToConsulting. After all, not everyone is meant to be an entrepreneur.

But if you want to change the world and the itch is there, it is hard to fight it (see previous post.)

I suspect our nation’s Founding Fathers felt the same itch. After all, many  were already independent businessmen — Ben Franklin, Paul Revere, Thomas Jefferson, George Washington, and more.

Some were even  traditional “consultants” — John Adams (lawyer) among others. All valued their freedom, and were willing to work, fight, and even die for it.

As Ben Franklin said at the signing of the Declaration of Independence “We must hang together, or assuredly we shall all hang separately.” Said in humor, it reflected the seriousness of the situation.

Fortunately, none of us face being hanged for making a JumpToConsulting, or any other jump. Their success gave us the freedom to pursue our independence today.

So thanks Ben, Paul, Tom, George, John, and all the rest!

Happy Independence Day, and remember, “UNCLE DARYL wants YOU.. to find your FREEDOM too!

Happy Fourth of July! Let freedom ring…

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Good advice from Craig Thompson, JD/EE/PE, an engineering colleague turned attorney. I first met Craig many years ago as an engineer in Minnesota. He now practices patent law in Texas.

These five tips are from a recent mailing (comments are mine.)

(1) Create – and Use – Strong Contracts.

We used a few simple two page agreements, vetted by our attorney. One page of “boilerplate” and one page with specifics. Simple, but with enough details to clarify responsibilities and protect both us and our clients.

As such, we could turn out a engagement letter/agreement in minutes.

(2) Incorporate your business

Always a good idea, both for legal and marketing reasons. In the latter, is shows you are serious. But don’t do this yourself — use an attorney to make sure it is right.

(3) Standardize Policies and Procedures

We kept ours simple. Many were incorporated in the one-page “boilerplate” attached to our agreements. Since every client received a copy, we were consistent.

(4) Provide Top-Quality Customer Service

No need to say more. Do a great job — happy clients don’t sue. Address misunderstandings immediately. And if you screwed up (it happens) apologize and fix it.

(5) Purchase Liability Insurance 

Two types – general and professional liability (errors and omissions.) Discuss with your attorney, along with incorporation options. Both types are available from professional societies.

First, a disclaimer… Do NOT consider this legal advice. Rather, contact Craig (ThompsonPatentLaw.com) or your attorney of choice for professional help.

For more details… and Craig’s take on each tip, download his FREE REPORT here. It is short, sweet, and filled with good ideas.

Finally… Bill Kimmel and I had the pleasure of meeting Craig over lunch many years ago about the time he was starting out in patent law. It has been a pleasure to watch his firm grow. Although we never used his services for patents, he did provide a good referral for some trademark work. I’m delighted to pass Craig along as a resource.

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From a favorite curmudgeon and fellow engineer, Bob Bly:

Dear Direct Response Letter Subscriber:

Many times throughout my adult life I’ve been given unsolicited advice:

• On parenting … from friends who don’t have kids.
• On investing … from people who have less money than you do.
• On business success … from people who make less money than you do.
• On health … from well-meaning friends who have zero health credentials.
• On leadership … from individuals who are not a leader or anything.
• Etc, etc.

My point is simple, and I phrase it as a question. Namely….

Why would you take advice from someone who knows less, has less experience, and is less successful than you?

Think about it … and if you would take advice from this person… I’m curious to know why.

Unsolicited free advice is usually worth exactly what you paid for it: nothing.

Remember the old saying: opinions are like a-holes; everybody’s got one.

Sincerely,

Bob Bly

P.S. My response to people who are particularly irksome, rude, or arrogant when giving me unsolicited advice is: “When I want your opinion, I’ll tell you what it is.”

Want more pearls of wisdom? Or want to learn more about marketing you small business, or writing copy? Then subscribe to Bob’s free newsletter at www.bly.com. 

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Time for a brief break here. The goal has been 2 posts per month, supplemented with the free monthly teleconference. We will resume the schedules soon.

No cause for concern – I have a backlog of post ideas that should easily carry us though the summer. Just a bit harried here as we prepare to make our annual migration to cooler climes and grandkids.

Fully vaccinated and ready to go after being hunkered down for fourteen months. Packing up the little RV which will let us maintain some isolation while enjoying the trip.

Questions on consulting? Send me an email or search through the 300+ posts. Or joins us at the next teleconference scheduled for June 14 on Zoom.

Best wishes — Uncle Daryl

PS – Good news – finally leaving the HOA board after five years. This will free up more time for JumpToConsulting and other fun retirement stuff. It has been interesting, but not sure I would do it again. Petty negative people can drag you down, even if just one or two.

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During our most recent FREE Monthly Teleconference, questions were raised about insurance.  This led to an interesting discussion I thought best to share here.

But first, let me share some personal opinions on insurance. These are based primarily on an insurance class I took as an undergraduate engineering student. Although not a technical class, looking back it was one of the most valuable courses I took for the common sense advice it provided. Here were my general takeaways:

• Be sure to insure the big risks. Buy what you need, but make sure you cover major risks that might bankrupt you. Consider umbrella policies, which are often inexpensive for the extra coverage they provide.
• Self insure small risks. Take the largest deductible you can afford. Use the savings to add coverage at the high end if needed.
• Shop around. Brokers can be helpful as they can search many companies. Dedicated agents can often save money by bundling policies, particularly personal insurance.
• A good agent is worth their weight in gold. I consider my personal insurance agent a member of my business team, and am willing to pay a reasonable premium for service. Just as I do for other advisors — accounting, legal, financial.

Business Insurance – two types to consider – typical purchase options include business insurance brokers or professional societies.

–General Liability-– AKA business liability insurance, it covers costs for property damage claims against your business, and medical expenses if someone gets injured at your company. It does NOT cover malpractice (see below.) Often required by clients if you are going to be on-site. We carried this insurance.

–Professional Liability– AKA malpractice or “errors and omissions” insurance, it covers you and your company if you make a mistake in your professional services. On the advice of our attorney, we did not carry based on the nature of our work. But be sure to discuss with your attorney to determine if you need it.

Personal Insurance – four types to consider – typical purchase options include personal insurance agents or professional societies. The first will likely offer individual policies,  while the latter may offer group rates.

—Medical Insurance — In my opinion, everybody should carry medical insurance. A catastrophic illness or accident could wipe you out. But don’t insure the small stuff. Instead go for the highest deductible you can afford. Consider “health savings accounts.”

Group plans are usually cheaper than individual plans, so check for plans though professional societies or similar organizations. If married with an employed spouse, simply go with their plan. Many of my consulting colleagues do the latter.

In my case, I went for an individual family policy with a high deductible. It was still pricy, but necessary. When I became eligible for Medicare, it was like getting a raise. One of the few benefits of growing older 🙂

–Life Insurance-– The goal here is to cover survivor needs for the foreseeable future. If you have dependents, yes, you need this. If not, or if you are older and/or financially independent, then may no longer be needed.

In my case, I carried two large term life policies when younger, but decreased coverage as I aged, the kids left home, and the mortgages were paid off. I have one remaining term policy with my professional society that decreases in value each year. It is relatively inexpensive so I keep it, although it may not make sense.

–Disability Insurance– Like life insurance, the goal is to provide income if you become incapacitated. A good idea if you have dependents, or if you are not financially independent and could not survive financially without your business income.

There are two flavors — short term and long term — the difference being the “waiting period.” I never carried short term, but carried long term with a six month waiting period. When I approached 62, I dropped it as I could apply for Social Security disability if needed.

–Personal Liability– Not business insurance, but good to have through your homeowner’s and auto policies. For extra coverage, consider a liability umbrella. Even several million dollars of umbrella coverage is pretty inexpensive. I consider it worthwhile to protect my net worth that I have worked hard to achieve.

The bottom line – Don’t fret about insurance. Rather, consider it a cost of doing business and a way of managing risk. The business premiums are normally tax deductible. Shop for rates – don’t over insure, but rather buy what you need at a comfortable level of risk.

Hope this very basic insurance review was helpful. More information here:

• Insurance Questions (2011)
• More Insurance Comments (2011)
• Do I Need Client Insurance? (2016)

Disclaimer – This is not professional advice. If you have questions, ask your attorney or accountant for advice. (Always a good idea anyway.) Finally, don’t rely solely on insurance agents. As my financial advisor always says, “Never ask a barber if you need a haircut.” That said, I have found my insurance agents to be honest and helpful.

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Good news from the head shed here at JumpToConsulting. Mary and I both got our second COVID shots (Pfizer.) No adverse effects, other than a mild headache which was alleviated with Advil.

My advice — get your shots! The sooner we all do so, the sooner we get back to “normal”, whatever that was. Frankly, I do not understand the reluctance of too many, but maybe that is just my engineering (and consulting) mind. Science works!

It has been one heck of a year. Just over one year ago, we locked down here. Did not mess around — my grandmother died in the 1918 flu. She left behind an infant — my mother — along with a toddler, sisters, and parents. There is no doubt that loss affected my mother and ultimately me – making us better appreciate this beautiful gift of life.

Frankly, I am more than annoyed with those who did not (and still do not) take this seriously, and I wonder how many needless deaths occurred. No, this is not a political statement, although I realize politics played a huge role.

Here are some positives. Early on, a scheduled in-person class for April was cancelled, but we replaced it with a live on-line class. Some effort to convert, but it worked well. That led to three additional virtual classes in 2020, with two more currently scheduled in 2021.

I’m hooked — no more travel, plus it opens up a world wide market. The technology is impressive and reliable. (Have used Zoom, GoToWebinar, and WebX.)

As a result, additional classes are on the horizon. I now have a second marketing partner (a subject for a future post) and look forward to working with both.

The class formats have changed. Rather than cramming things into two full days, the classes are now spread out over three or four partial days. Start later, end earlier, and build in more Q&A time. This makes it easier for students to digest the material, and easier for me as in instructor too. Still experimenting with the format, and excited about the possibilities.

This has nicely tied in with my longer term goals to move things on-line. In 2018, I took an in-depth class on the subject (Course Builder’s Laboratory by Mirasee.com) but did not move ahead due to inertia — mine and the market. COVID changed that.

I’m now participating in a pilot program (Teach Your Gift Pro) that is focused on making the conversion from live to on-line. Both programs are highly recommended if you are at all interested in offering on-line education as part of a consulting practice.

Full disclosure — I have no affiliation with Mirasee, other than my admiration for what they are doing in the educational arena.

The technical classes at emiguru.com have superseded the long term goals of a short class on consulting. Rest assured — it is still on the drawing board.

In the meantime, check out the FREE webinar, or visit us at our FREE monthly teleconferences. The latter are always interesting, and helpful to me too as people share their concerns about making their own JumpToConsulting.

Until next time, stay safe and stay healthy. Better days ahead!

PS – Check out the following COVID related posts:

• How a Simple Technology Can Help Stop COVID-19…
• A COVID Update From Arizona…

Question – Do you have a favorite book on consulting (or even small business?) Please share…

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Here is a follow on to a recent post about a marketing experiment shared with my colleagues at Teach Your Gift Pro.

Thought I would share a recent marketing experiment – a free one hour “Lunch & Learn” for as a sample of a multi-day technical class. Reminded me of a movie trailer.Worked well — we had 60+ prospective students for a $2000 course ($20K+ in house.) Minimal cost to promote. We used GoToWebinar but Zoom would work too. I suggest others consider this. Like getting free samples at Costco.

Been doing this class in-person for about ten years through a training company that markets to the defense industry. When COVID hit last year, we switched to virtual live on-line. I’m listed in their catalog which greatly simplifies my marketing. The fee split is fair — I just show up and teach. With on-line, no more travel — yea!

Thanks to Mirasee and the “Course builder’s Laboratory” the switch was a no brainer. Had to do a little reformatting, but otherwise very simple. Would have switched to on-line earlier but inertia (both mine and the market) kept things in-person. No going back now, and students prefer the new way too.

Now to share a little more success. Last year my class got a commendation from the Asst. Secretary of the US Navy. What a nice surprise that was. Also very gratifying as we learned we helped “keep them sailing.” A reminder that all our classes are more than just the $$$.  Best wishes everyone.

“Lunch & Learn” sessions can work for consulting too. We already used this method in our practice, often co-hosted with test laboratories. Mini-seminars with mutual marketing. Everybody liked them.

• A variation on this theme are talks at professional society meetings. These groups are always looking for speakers, which often meant flying a speaker in for the occasion. As we were doing dozens of live courses around the country, we had a standing offer for evening talks whenever we were in the area. It was always fun, and good for business too.
• Thanks to Zoom (and similar platforms) on-line sessions are becoming more popular, such as the examples I’ve just described. And there are always both live and recorded recorded webinars, like the FREE one on consulting I did in 2018 for the Institute of Electronic and Electrical Engineers (IEEE), my professional society. Listen here.

You don’t need to develop a full blown training program to take advantage of the explosion in on-line learning. While you probably won’t make money on short presentations, the are still great ways to gain ever critical visibility & credibility.

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This personal story that dates back to 1977, when it hit me it was time to make a career change. That would ultimately lead to my JumpToConsulting ten years later.

Wistfully gazing out the airplane window as Waikiki receded below —  where Mary and I had just spent the week basking in the tropical December sun and playing in the ocean — our conversation went something like this:

• ME – “Did you have a good time?”
• SHE-  “Yes! It was a great time!”
• ME – “You now… there IS one thing that pisses me off about this trip.”
• SHE – “Like what???”
• ME – “That we were almost too “sensible” to do it. But I NOW look at life differently…”

A little background. At the time we were married nine years with two small children and a mortgage. Life was busy and extra money was sparse. Trips to Hawaii were not on our radar for the foreseeable future.

Then a business trip to Hawaii materialized. As an engineer for a defense contractor, I was tasked to install some equipment and brief the military brass (included a General and his staff) at Pearl Harbor on a new system.

As an aside, one of the reasons I got the invitation was my teaching experience gained while moonlighting. It gave me presentation skills that most of my technical colleagues lacked. That experience later proved highly useful as a consultant.

At first, I though we could not afford a trip for two of us. And who would take care of the kids? Although I knew Mary would love to join me (after all, it was December in Minnesota) I couldn’t see a way to pull if off.

That was until Mary prodded me with a slightly sarcastic comment at breakfast one day. Wives can (and should) do that 🙂

Mulling it over on the way to work, I decided to just buy her a ticket too. It was before airline penalties, so there was little risk. I had been secretly saving for a big Christmas gift anyway — what could be better? I was pretty sure she would like it.

That night I gave Mary her ticket to Hawaii. The catch was that we would fly out separately, and she would come a few days later when I was done with business. The kids? Grandma and and an Aunt/Uncle each took one of our boys. It all worked.

There was a small glitch with Mary’s trip. Arriving at the Minneapolis airport (no winter coat although below zero outside) she was informed her flight to Los Angeles was cancelled. What now? The agent grinned and said, “Don’t worry — we already rebooked you on a flight with a later connection to Honolulu.”

Those were the days before cellphones. When her original flight arrived, and she was not on it, there was a brief moment of panic. But a quick phone call home assured me she was on the next flight — about four hours later. No problem — I’ll just wait in the bar.

I must confess when she finally arrived after several Mai-Tais, I was feeling no pain. But neither was she, as the five hour flight from LA also provided complimentary Mai-Tais. Ahh – those were the days, right? It was good that we took a cab to the hotel.

We spend the next week on a second honeymoon, enjoying the beauty of Hawaii, the December weather, and some Mom & Dad time minus the kids.

It was also time for reflection — how do we want to live, and where do we go from here?

The whole experience was a life changer. Six months later I left the defense industry to start a new career as a Sales Engineer, which ultimately put me on the path of my JumpToConsulting.

My advice? If opportunity knocks on the door, ANSWER IT! Don’t be irrational, but don’t be too “sensible” either. As Helen Keller noted, “Life is a grand adventure.”  Be sure to enjoy it –particularly if the adventure includes Mai-Tais and tropical breezes in December!

Aloha — Uncle Daryl

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For over 25 years, training was an important part of our consulting business. Financially rewarding, too. But I must confess we didn’t plan it that way…

Here is the story, as shared with colleagues in a program in which I participate. (Teach Your Gift Pro by Mirasee.) My first encounter with Mirasee was in 2018, when I enrolled in a class with the goal of converting existing live class materials to on-line.

Although the course was very useful, due to inertia (mine and the marketplace) I did not proceed — but then COVID changed all that. The result? Last year I did four live multi-day virtual classes on-line, with more in the future.

But as my wife pointed out, I am once again failing retirement. That’s OK, though, as I still meet my three pronged criteria of “Have Some Fun — Do Some Good — Make Some Money.”  This is from my post at Mirasee:

Hi B2B Colleagues,

Let me share some marketing insights based on 30+ years of B2B training.

Since 1987, my late business partner and I helped our engineering colleagues learn how to identify/prevent/fix Electromagnetic Interference (aka EMI) problems as part of our consulting business (www.emiguru.com). Yes, esoteric, but stick with me as I share a few things learned along the way regarding B2B marketing.

What started out as a request for help by a couple of clients (Can you teach us how to do a better job next time?) evolved into a financially rewarding training business. 12,000+ students (and about $15 million in revenues) later, the training part is still alive but at a lower level as I ease into retirement.

Not bragging — just offering some encouragement. When we started I had no idea where the B2B training would lead. It has been great fun and obviously pretty successful. But it did not happen overnight.

In 1992, we stumbled into working with a marketing partner — a prominent test equipment supplier to electronics designers (our mutual target market.) We ran the program (promotions, registration, and fulfillment, the latter including arranging meeting space and more.) We shared mail lists (both direct mail and email) and had great field support from their sales force.

We got revenue, and we both got highly qualified leads (those who were both interested and could spend money.) It was win-win-win as the students won too. That relationship lasted about 25 years until it died out due to the increasing cost of promotions and fulfillment.

In 2012, we were invited by a long established training company to be in their catalogue. Another marketing partnership. As they specialized in the defense industry, we developed a highly focused class for their market.

It was not too difficult as we had a lot of consulting experience plus existing materials. In this case, the training company handled the promotion, registration, and meeting arrangements. All we did was show up and teach. Now on line, it is even easier.

In 2018, I signed up for the “Course Builders Laboratory” with the idea of converting two multi-day classes from in-person to on-line. Learned a lot, but due to inertia (mine and the market place) did not move forward.

Then COVID happened. Last year led to four multi-day on-line classes (pilots?) with more on the horizon. The best part — no travel for me or my students — and the market is now world wide. Yea!

Today I am investigating a new potential partnership to resurrect the original commercial course. The financial equation is much more favorable with on-line delivery. Much less cost to promote and fulfill. No travel and hotel/catering costs, and a much broader potential market. I’m excited about the prospects.

As you can see, I am a big proponent of partnering in the B2B marketplace. I hope this has been useful, and that I haven’t blathered on too long. I know much of Mirasee’s past efforts have been aimed at B2C, but rest assured there is a huge market in B2B, particularly with the move to on-line learning. The marketplace if different but there is a lot of  lot of $$$$ to be had, along with great satisfaction.

Best wishes — Daryl

PS -Also working on a short B2C course on how to start/build/operate a small consulting practice based on my 40+ years experience. More of a labor of love (see my blog at www.jumptoconsulting.com.) But the real $$$ for me are in B2B – and that is still fun too. 

As I pointed out in an earlier post, there is a great synergy between training and consulting. Each can feed the other.

Training, however, requires a lot of time and commitment, so I don’t recommend jumping in with training when starting out in consulting. Long term, however, the payoff is there, and it nicely augmented our retirement funds.

If training has appeal, consider teaching for an educational institution, such as university, junior college, or adult educational  program. This can even be done prior to making a full time JumpToConsulting, providing visibility/credibility and experience. In fact, that is how we got started — moonlighting as evening instructors in adult-ed over 40 years ago.

Hope this has been helpful, and perhaps even planted some seeds on how to make your own JumpToConsulting!

P.S. – The $15 million was not all profit, as we had promotion and fulfillment costs. But it was still quite profitable ($10M+) while also feeding the consulting side of the business.  

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This just showed up in my email –it made my day! I hope it makes yours too… 

Hi Daryl,

I had a video chat with you quite a few months ago. I finally have a moment to breathe and thought I would give you an update (whether you want it or not…haha). I decided to resign from my steady job and paycheck in September and started consulting.

The day I gave my notice, I was taken out to dinner and offered a job to work for someone else. I declined and have had to decline several other job offers. I have been so busy doing jobs for my own business that I haven’t hardly had time to think.

I’m about to get a pretty good sized contract to provide site support for a mine that just fired it’s engineer. I’m in tight with the corporate guy running the job and he’s thinking it’ll be a good 6-12 months at 20-30 hours a week. It’ll be good to have a steady income but it will also be good to be able to do other jobs as well with extra hours in the week.

Anyway, I just wanted to give you an update and give you a giant THANK YOU!!! for the content on your website as well as the time you gave me during our chat – both of which pushed me to make my decision to Jump to Consulting…

Thank you,
Ryan Perkins, PE

Here is my reply…

Hi Ryan,

Congratulations! And welcome to the wacky world of consulting!

It sounds like you are off to a rousing start. The part time contract is great, as it will give you both steady business and a cushion without tying you down so you can still develop other business.

I followed the same path with a commitment to use me for training and a commitment to use me for backup at a test lab. Both assured me at least 40 hours a month for the first couple of years.

But keep on marketing — too many people don’t and then fail when the jobs stop. And work to develop a number of clients so you are not too dependent on any one or two.

I’m not surprised about your job offers. I had the same thing happen—one even before I started and several more after hanging out the shingle.

I did not expect it, but soon realized that having the confidence and experience to go on your own was seen as desirable by many employers. Owners and managers are always looking for those who are self-starters and willing to take calculated risks.

IMHO best to avoid the temptation to crawl back into the corporate womb. But it is nice to know there are options if things don’t work out. Besides, an opportunity just might present itself that is too good to pass up. And even then it need not be forever. (See this blog post. )

But once you have tasted freedom, it is hard to give it up.

Best wishes,
Daryl

Always delighted to see a fellow engineer make the JumpToConsulting. It sounds like Ryan is well on his way, and I’m happy to have made a small contribution to his success.

The video meeting Ryan referred to was in conjunction with the free monthly teleconference. As I recall, it was just Ryan and me on the call. The teleconferences usually range from one to a dozen and are always fun and interesting. If you are at all interested in consulting (even if  you are just sticking your toe in the water), join us here.

Although Ryan does not yet have a web site, you can reach him at Ryan@des-nv.com

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As the year ends and another begins, it is once again time to reflect and plan. 

Got this idea years ago from The Art of Nonconformity, and have done it each year since.

As always, 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 JumpToConsulting project is now TEN years old! Little did I know it would last that long — but now over 320 posts, an E-Book, and a Webinar for the IEEE (Institute of Electrical and Electronic Engineers – my professional society.)

The book and webinar were gratis, small payback to the IEEE for contributions to my career. In fact, to date it has all been gratis, although I plan a some short on-line courses for a nominal fee to help finance my blogging addiction 🙂

My primary goal has been to help interested colleagues learn how to start/build/operate a small consulting practice.

Many of the blog posts are the result of your questions, so please feel free to ask. Your questions and feedback inspire me to keep going. 

The EMI-GURU project is now over FORTY-TWO years old (part time since 1978 — full time since 1987.) It has been great fun, and quite successful. I made a lot of friends, traveled the world, and am comfortably “semi-retired” – whatever that means.

EMI-GURU  let me to practice my profession as an Electrical Engineer in a ways I could not even imagine as a college student or young engineer. I would do it again in a heartbeat.

Much of what is discussed here is based EMI-GURU experiences. The stuff I talk about is not theory — rather, it is real world and based on those 40+ years of consulting!

LOOKING BACK on 2020…

Jump-to-Consulting – The blog is now over 320 posts. The blog has helped several new consultants. That includes both genders – consulting is a great way to break glass ceilings and stereotypes. Along with a great way to become independent and free!

Resurrected the MONTHLY TELECONFERENCE  (“Ask Daryl Anything About Consulting.”) Not only has this been satisfying, it has been a great source for new blog posts. Please feel free to join us here.

The short course? Still on the to-do list. More details below.

EMI-GURU – Has morphed into a part-time training firm. No longer consulting, I refer almost all inquiries to colleagues.

Thanks to COVID, switched to on-line classes this year. Been considering this for several years, and they all went well. Also attended two on-line conferences, and joined a program to learn more about on-line training. It is a HOT topic.

Teaching is a long time passion – nothing like seeing a student suddenly “get it.” And it adds great synergy to consulting. 

Personal — COVID kept us hunkered down in AZ this year, but we look forward to heading north to MN as soon as the vaccine makes us feel save to travel. We missed grandkids (and two high school graduations) but hopefully better times are ahead.

Sami the rescue mutt continues to bring joy as a “personal therapist”, along with daily exercise as a “personal trainer.”

LOOKING FORWARD to 2021…

Jump-to-Consulting – Continue with the free monthly teleconference, along with some on-line classes. 

The first topic is “So You Want To Be a Consultant” (an expansion of the free webinar) envisioned as five or six one hour modules. (Scroll down to “Courses”for details.)

Thinking a pilot class with live webinars. The pilot will be interactive, at a reduced fee. Attendee feedback and ideas will help refine the class.

Watch the blog for more details. Better yet, drop me a line if you are interested in participating in the pilot.

EMI-GURU –No more live on-site classes- all future classes will be on-line. Both in-house and public offerings. No more travel, plus classes available to a wider audience. Two multi-day classes, reformatted for on-line:

• EMC in Military Systems – currently offered via the Applied Technology Institute
• Design for EMC – currently exploring with a sponsor/partner

Over 12,000 students have attended these classes. I’m excited about the move to on-line. Watch EMI-GURU for more details, or contact me here.

Personal – Still on the HOA board. Had planned to leave, but decided to stay to protect my interests. Happy to share my consulting skills and experience, but still weary of dealing with a few self-centered “terminally unhappy” homeowners. Tempted to sell, but the property remains a good investment.

Plans are to continue to continue learning and implementing on-line programs; spend time reading/writing; and travel again in our little RV. Fire up the ham radio; play with Sami the Shih Tzu mutt; and just goof off.

Wishing you all the best in 2021 — and THANK YOU for reading my blog

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Sami says, “Please have a Merry Christmas and Happy New Year…”

Thank you for your interest in my work at both JumpToConsulting and EMIGURU.  Wishing you the joy, peace, and happiness of the season… and all the best in 2021!

From our house to yours — Uncle Daryl, Mary, and Sami the Shih Tzu.

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Here is a “Pearl of Wisdom” from fellow engineer and blogger at RJ’s Corner. In these politically tumultuous times, this really resonated with me. Is it about me, or is it about you?

“The single biggest thing I learned was from an indigenous elder of Cherokee descent, Stan Rushworth, who reminded me of the difference between a settler mindset of “I have rights” and an indigenous mindset of “I have obligations.”

Instead of thinking I am born with rights, I choose to think that I am born with obligations to serve past, present, and future generations, and the planet herself.”

RJ is a retired engineer who blogs anonymously from rural Indiana. I thoroughly enjoy his thoughtful insights, and share much of his philosophy. Hope you find this of interest too.

Caring for others is the essence of consulting. It is not about the “right” to make a big pile of money — it is about the “obligation” to make the world a better place.

Food for thought this holiday season! 

Peace — Uncle Daryl

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This post was inspired by a recent post at Consulting Success, titled Our 10 Guiding Principles:Inside our Consulting Business and Life.   It resonated with me, and got me thinking about the principles that guided Bill Kimmel (my late business partner) and me at Kimmel Gerke Associates.

The first three (Do Some Good – Have Some Fun -Make Some Money) were our mantra, but upon reflection I was able to come up with seven more. The list is short and sweet. These were not random, but the result of many discussions (often over beer) on how we wanted to live our lives and run our business.

(1) Do some good –  The essence of consulting is improving the client’s status — either by solving problems or achieving aspirations. At the end of the day, you need to leave the world in a better place.

(2) Have some fun – If it isn’t fun, why do it? Life is too short to do stuff that isn’t enjoyable.

(3) Make some money – The ultimate goal of every business, even non-profits. And remember Marv’s sage advice, You can’t go broke when making a profit.

(4) Don’t be greedy – As is said about the stock market  — Bears make money — Bulls make money — Pigs get slaughtered.  Always leave some money on the table, and always tip well!

(5) Be humble – Nobody likes arrogance or narcissism. And remember TIAABB (There Is Always A Bigger Boat.) Can’t remember where I heard that advice, but I’ve always liked it.

(6) Take calculated risks – Don’t take foolish risks, but don’t be paralyzed by fear. Assess the risks and make a decision. Consider the worst case, best case, and then roll the dice. (Unless it might kill you, which it probably won’t.)

(7) Share what you know –  Pretty sure that is how the parable of the loaves and fishes worked — people shared what they had. Share and others will share with you.

(8) Be approachable – Very important for consultants, as you do not want to unwittingly intimidate those who might need your services. If an engineer, be ready to buy a beer.

(9) Keep learning – Your knowledge and experience are what you have to sell. Keep filling your experience bank account.

(10) Do it your way — That’s the reason to become a consultant, right? Can’t say it any better than Frank Sinatra did. 

Hope you enjoyed this. These principles served us well.

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Time for a Mini-Rant…

In 1968, my wife and I were denied our right to vote. I am still annoyed.

We were married in June that year, and moved to a new state for both of us. Thanks to a Catch-22 were were not allowed to vote in November, as we had not met an arbitrary six-month residence requirement. Nor were we allowed to vote in our previous home states, as we had moved.

A letter to our new congressman resulted in the typical politician’s bulls*t response. We left the original state two years later, taking our skills, careers, and a half century of future tax dollars with us.

But we voted in every election since. We donated to and worked on campaigns for those we supported. And unlike too many today, we voted the person — not the party — for people and policies in which we believed.

No straight tickets – no blind partisan politics for us! We simply voted our conscience…

With an election tomorrow, I urge each of you to vote if you have not already done so, and I ask you to vote YOUR conscience — and to VOTE for decency and fairness for all.

Thank you… Like consultants, together we can make the world a better place.

End of Rant

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