Encouragement

An Interesting Quote…

Picked this quote up from a consulting blog I follow:

We learn from the top 10% of our highest performing clients. For the other 90% of clients, we need to lead.

While the author is a management consultant (and self-proclaimed non-technologist), it also applies to technical consultants.

P.S. Keep learning. And remember to feed BOTH bank accounts.  

© 2017, jumptoconsulting.com. All rights reserved.

Consulting Fee Study…

Here is a link to a recent fee study by Consulting Success.

While this blog focuses on general business consulting, technical consultants should find this of use as well.

FYI, typical fees at Kimmel Gerke Associates were project based. Typical projects were in the $5,000 – $20,000 range and up. Typical annual compensations exceeded our corporate salaries, plus providing retirement funding, profits, and tax benefits.

As such, we did better than staying “employed.” Plus we had a lot more fun and freedom.

Not bragging — just saying it can be done. But it doesn’t happen overnight or without some work. You first need to build “credibility and visibility.”

Never too soon to start the process, so ask “What can I do TODAY?” Best wishes…


Here are three posts to help you start…


P.S. May slow down here for the summer, but stay tuned as I continue to share  thoughts on making your own JumpToConsulting.

© 2017, jumptoconsulting.com. All rights reserved.

On handling “stumbles”…

Here is a reply I left at one of my favorite blogs/web sites —  Pamela Slim — a champion of starting and building small businesses (not just consulting.)

In her post, Pamela discusses how to react after a “stumble,” including her own examples.

She asked for comments, so I shared mine:

One of the best pieces of advice I got on “stumbling” was shared with me almost forty years ago. As a brand new sales engineer (I had pivoted from ten years of design work) my boss sent me to a sales training class.

During a break, I asked a a more experienced classmate how he handled losing a sale.

His reply was “Pick yourself up, dust yourself off, and move on. ”

He went on, “Furthermore, if you’re not failing (stumbling), you are not trying hard enough. Every failure is a learning experience. After twenty years, I still lose sales but I’m doing just fine. ”

Ten years later, that advice was invaluable when I started my own engineering consulting firm. Actually, I started twice, and the first time I stumbled badly.

But I tried again later, and then the first day in business (1987) the stock market crashed. Scary, but I succeeded anyway.

That same advice sustained me again when my late business partner and I started a training operation in conjunction with the consulting. It took us four times to get that right.

We eventually ended training over 12,000 students in hundreds of multi-day classes around the world. What a blast! Glad we didn’t let a few stumbles stop us from that adventure.

Pam is so right! Don’t stop – just step back and figure out what to do next — and next — and next. It took Thomas Edison hundreds of trials until he got the light bulb right. But when he did, he lit the world.

Yes, I’ve discussed this topic here before, but it is worth hearing again.  Remember the jingle we all heard as kids, “If at first you don’t succeed, try, try again.”

But before you do, back off and evaluate.  You may need to try something different. As Albert Einstein said, “The definition of insanity is doing the same thing over and over again, and expecting different results.”

© 2017, jumptoconsulting.com. All rights reserved.

What if it doesn’t work? At least you tried…

Probably the NUMBER ONE QUESTION if you are standing on the edge of the cliff, about ready to make your own JumpToConsulting.

So, what if it doesn’t work? The brother of Go-Daddy founder Bob Parsons once told him, “Well, if it doesn’t work, they can’t eat you.” Parsons is now a billionaire.

Incidentally, web registration was the backup plan for Go-Daddy — the original plan was on-line tax software. Always good to have Plan B!

Full disclosure — my son (a catalyst for this blog) was their Controller when Go-Daddy was just starting out. He has great stories about working for Parsons, and might have stayed but moved back to Minnesota for personal/family reasons.

My son has since gone on to several more entrepreneurial adventures – including a stint consulting – which ended when a client made him an offer he couldn’t refuse as a VP of Finance.

Probably the simplest solution is to climb back into the corporate womb. I did that myself after a false start. Got laid off (fired actually) from a startup, so I hung out my shingle.

Not good planning. After three months, it was clear this was not going to work — at least for now. My “Plan B” was to find another job, which I did.

But the itch was still there, so three years later I tried again — and succeeded — even though the stock market crashed the first day in business. Thanks to the first try, however, I was much better prepared.

But what if you are successful, and just don’t like it? There is no law that says you must stay a consultant forever. As a bonus — you are likely valued more by your new employer.

Here are two more examples:

Dave specialized in EMI/EMC engineering (electromagnetic interference and compatibility) as I did. He started several years before me, and built a successful practice.

Shortly after I made my jump, I ran into him at a trade show. He was now working for a company. Concerned, I asked him why.

“Why the move?” I asked. “And is there something I need to know?”

“No, not at all,” he replied. “A client made me a very attractive offer. Besides, I was getting tired of having to hustle for business. This new move is a dream job for me, but I only got it due the visibility of consulting.”

Dave did quite well in his new position and enjoyed in immensely.

Steve, another engineer, was a talented writer and editor of a technical magazine. We met through my efforts to write articles (a favorite marketing method) and stayed in touch.

Several years after I started JumpToConsulting, Steve hung out his consulting shingle as technical marketer. We shared ideas, and thanks to his talent, hard work, and contacts, he was very successful within a year.

But then Steve stopped consulting. Concerned, once again I asked why.

“What happened,” I asked.

” Well,” he said, “I discovered I really like working with a team, and not all by myself. I miss the camaraderie.”

So like Dave, he went to work for a favorite client. He quickly moved onward and upward in his career.

Some lessons learned here:

  • You don’t need to be a consultant forever.
  • You may be seen as more valuable for your experience.
  • You have visibility to many more opportunities than had you stayed where you were at in the first place.

The downside is that once having tasted freedom it may be tough to go back. (It would be for me.) But given the right opportunity, maybe not. Careers can be funny that way.

P.S. Tagged this post in “Success Stories.” Even though all three examples eventually left full time consulting, they did so after trying and succeeding. No doubt they could do it again!

“Better to have consulted and quit, than to never have consulted at all.” 

© 2017, jumptoconsulting.com. All rights reserved.

Consulting as a choice….

As we begin a new year, it is time to reflect. Here are some thoughts on choices.

We all make choices in life. Among other things, I chose consulting — it did not happen by chance. I’ve long been inspired by this popular quote:

Two roads diverged in a wood and I – I took the one less traveled by, and that has made all the difference.” – Robert Frost

Choices once made rule out other choices. That is what paralyzes many – the fear of giving up options. But even if you do nothing, you have still made a choice.

Looking back on seven decades, here are some choices I’ve made:

  • Chose to study engineering – As a teenager, I was interested in many things. But my fascination with ham radio let me to choose Electrical Engineering. That choice ruled out other choices that also held my interest.
  • Chose to go into RF design – After graduating with my BSEE, I chose to go into RF (Radio Frequency) design. My first job was working on communications systems. At the time, computers (not RF) were all the rage. But I chose RF.
  • Chose to move to Minnesota – After being laid off (and losing my engineering innocence), I chose to move to Minnesota where my wife was born and raised. This ruled out other choices in warmer places (but I eventually made it to Arizona anyway.) This choice led me into EMI (Electromagnetic Interference) which later became the focus of my engineering consulting firm.
  • Chose to drop an MSEE – After seeing highly educated engineers laid off, I chose to drop an MSEE program. Instead, I chose to spend my time and efforts on more practical pursuits. This included a Master Electrician’s license and a PE (Professional Engineer) license, both beneficial for consulting. Later dropped an MBA program to focus on building my consulting firm.
  • Chose to move into systems engineering – After several years as a back room engineer dealing with EMI issues, I chose to make a job change. I sensed it was time to become more involved with customer problems, not just technical problems. It was also time to break out of the comfort zone. As a bonus, met my business partner.
  • Chose to teach & moonlight – After working in systems engineering, my business partner recruited me to teach an evening electronics class. I chose to accept the challenge, which led to other moonlighting projects, and eventually our own engineering consulting practice. That choice meant giving up other pursuits, such as vegetating with TV shows.
  • Chose to go into sales – After the itch to consult festered, I chose to change career directions again, and became a sales engineer. It required a lot of effort, but I knew I needed the experience if I was to eventually start/run my own consulting firm.
  • Chose to go with a startup – Along the way, a customer recruited me to join his startup. Seeing this as an opportunity to work in a small business, I jumped in. While the experience was good, this choice was not so good. Withing two years, I was replaced by a friend of the customer who lacked the cojones to jump in at the start. As is often said, it was a learning experience…
  • Chose to hang out my shingle – After losing my job, chose to hang out my consulting shingle. Timing was bad, funds were short, and I soon realized there was more to learn. So back into the corporate womb I went.
  • Chose to try marketing – After faltering with the initial consulting attempt, I chose to pursue a technical marketing position. It was interesting, and I learned a lot from my boss and colleagues. But I missed being in the field, so I chose to accept another sales engineering job. It turned out to be a good choice.
  • Chose to hang out my shingle again – this time older/wiser After several successful years as a sales engineer, chose to try consulting again. The itch was still there, and the timing was right. Or so it seemed, except that the first day in business (1987) the stock market crashed! But this time I was prepared, and I succeeded.
  • Chose to stay with it for the next 29 years -After the scary start (the first day in business was the worst day in business), things continually got better. Sure, there were some ups and downs, but overall it has been a very rewarding way to spend a career. If you are so inclined, I highly recommend it.
  • Chose to start this blog – After being asked many times about getting started in consulting, I started this blog five years ago. The goals were to share experiences and advice, and to inspire those who are truly interested in consulting. I’m happy to report that I’ve now helped several make their own JumpToConsulting.

Hope this post has given you some food for thought. The choices you make today will affect you tomorrow. But NOTHING will happen unless YOU choose to MAKE it happen!

Best wishes on YOUR choices in the coming year — Uncle Daryl

© 2017, jumptoconsulting.com. All rights reserved.

A special invitation to women…in the age of Trump…

This post was inspired by “A Letter to Young Women, in the Age of Trump”. Very well said, but sadly, too many comments by trolls reflected the bullying Trump mentality.

One piece of advice she offered:

Think about starting your own thing.

This is what’s exciting; we have the ability to start our own businesses today, in a way we didn’t in the past. Why not take our marbles to our own playgrounds and build great businesses and cultures?

Our mothers couldn’t do this because the cost was so high – but the costs of everything-about-starting-a-business, including technology, people (i.e., freelancers), real estate (co-working spaces) and support services are coming down.

And then no one can relegate you to the less-interesting jobs.

So I want to extend a personal invitation to any woman reading my blog.

Please know you are most WELCOME here, and most WELCOME to join the independent consulting ranks. In fact, many of you already have. Some examples:

  • Pamela Slim(pamelaslim.com) /Successful consultant, author, speaker, and advocate for small business (and of of my favorite people in the world.)
  • Lynn Rausch – Successful nutrition consultant to the Native American communities in Arizona (started in retirement, but now fully retired.)
  • Susan Baier -(www.audienceaudit.com) – Successful market research firm, and the organizer of Laid Off Camp Phoenix. (Hope to feature Susan here soon.)
  • Joanna Hill – (JPHill, LLC) Newly minted engineering consultant. She attended my consulting talk in Ottawa, and we met again last night met at a professional meeting. (Her shingle is out… she has business… congratulations Joanna!)

A common thread among most of these successful businesswomen was not being recognized and appreciated for their contributions. So they took matters into their own hands, and build successful practices. Way.To.Go!

Nothing like the revenge of sweet success.  And it drives the “losers” nuts.

I understand those feelings. Although a guy, more than once I felt the same way. I did deal with some bullying, but at least I wasn’t battling sexual harassment.

So if consulting might be your gig (check out the GIG economy), join us here as I ramp back up. Everyone is welcome — regardless of gender, race, religion, nationality, sexual preference, or ???

As it should be. After all, as consultants we should be working to make the world a better place. In the age of Trumpism, we will need to work even harder!

P.S. To my two granddaughters –You Go Girls!–To my four grandsons–You Go Boys!–And to all six of you– be kind to everyone– and NEVER be a bully!

© 2016 – 2017, jumptoconsulting.com. All rights reserved.

How big is the GIG economy???

Bigger than you think. According to a recent study by McKinsey & Company, between 20-30% of the working population in the US and Europe are free lancers (doing gigs.)

That translates to over 160 million people. Not too shabby, I’d say.

Rather than wade through the 148 page study, check out this latest post at Consultants Mind, a favorite blog of mine on consulting.

Although aimed at management consultants in both large and small firms, I find this blog well written and useful for solo-professionals too (including us technical consultants.)

To distill the data even more, here are some key points from the blog post:

  • Most consultants CHOOSE to work independently. More than 70% surveyed do so because the want to — not because they have too. This group is happier too — no great surprise.
  • One in six traditional workers say they would like to go independent. But many don’t because they lack the ideas, ambition, or grit. (If you have the ambition and grit, stick around and I’ll help you with ideas…)
  • Digital platforms enable freelance work. Thanks to the Internet and computers, it is easier than ever today to start and run a consulting business — from anywhere in the world. But you do need to develop your on-line presence to make this work.
  • This is NOT new. According to the author, 100 years ago 45% of the population was self-employed. As small farmers in rural Nebraska, all my grandparents and great-grandparents fell into that category. Furthermore, the author predicts the percentages will rise again in the next century.

The author was pretty critical of the original McKinsey report, saying the 148 page report was about 100 pages too long. He’s right – brevity is always better.

So save yourself some time and hop over here for more details.

Finally, the author challenges “retirees, students, and caregivers” to jump back into the economy – even if partially. If consulting is YOUR gig, follow me at JumpToConsulting and I’ll share my ideas on how to make your jump.

Consulting is a great life for those who choose it. I’m glad I chose it almost 40 years ago!

© 2016, jumptoconsulting.com. All rights reserved.

Afraid of selling? Don’t be…

This post was inspired by “Fear and Loathing in Sales” at Trusted Advisor. The author addresses the irrational fear that professionals often have about selling.

I once shared that fear. But realizing that if I wanted to be in business for myself, I needed to overcome that fear – or at least get some experience. So I sought out -and landed – a job as a sales engineer (Tektronix.) And did it again later for another company (Intel.)

What a pleasant surprise. I quickly realized that technical sales was different – in spite of some canned sales training programs to which I was subjected. I discovered it was not about manipulation, bur rather about helping the customer or client.

I found it to be fun –another set of engineering problems to solve. Not unlike consulting. 

It was really about having pleasant conversations with technical colleagues — about what they were doing, and how my company might help them. Sure, I had to deal with contracts and purchasing agents, but by the time they got involved, the buying decisions had been made. They were there to handle the business/legal details.

As a professional, you are like a doctor, not a car salesman. You are there to diagnose and prescribe, not to wheel and deal. You are there to help.

If you are still unsure and want to build your confidence, consider spending a year (or more) in sales as I did. No, you don’t need to be an extrovert. Many of the best sales engineers I’ve known were quiet introverts who were genuinely interested in their customers and their problems (and/or aspirations.) Just like good consultants.

But there is a process, which I first outlined in the Seven Steps of Selling. I’ll soon expand on each of those steps in a short series on selling consulting services.

Finally, don’t fear the selling process — embrace it. It is the essence of professional consulting. And remember FDR’s advice, “The only thing we have to fear…is fear itself.”

© 2016, jumptoconsulting.com. All rights reserved.

Three Favorite Lifestyle Bloggers…

Scored the hat-trick*… meeting THREE of my favorite bloggers/authors/philosophers all in one week. How great is that?


Chris Gullibeau – Art of Non Conformity Chris was in town promoting his latest book, Born For This, already #5 on the NY Times nonfiction list.(To be reviewed in a future post.)

Like his earlier two books, this one focuses on figuring out your mission in life — and then doing something about it. He stresses the intersection of Joy-Money-Flow. Similar to my personal philosophy of Do Some Good – Have Some Fun – Make Some Money.

Chris also stresses the importance of quitting. Sometimes things just don’t work, and it is time to move on and try something else. Good advice, but counter to the conventional wisdom that “Winners Never Quit/Quitters Never Win” I agree with Chris — check this.

Along with his three books and other projects, Chris has visited every country in the world — a quest he completed by age 40. An interesting person, and worthy of reading his books and following his blog.


Pam Slim – Escape From Cubicle Nation & PamelaSlim.com – Pam was at the same book event to introduce Chris, a longtime friend. He claims her as his inspiration. I share the same sentiment, as Pam was an inspiration for JumpToConsulting.

Pam has two books under her belt, and has a third underway. Like Chris, she also focuses on careers and the world of work. As her first book name suggests, she is an entrepreneur and has helped many make their “escape” from soul sucking corporate jobs.

Her second book mellowed a bit, as she share insights about succeeding in the corporate world — at least if you are so inclined. After all, not everyone should be a solo entrepreneur. We still need big companies for big enterprises. I mean, would you fly on JumpToConsulting Airlines? I wouldn’t.

But the best part of seeing Pam again was simply getting a big hug from this very caring fellow Arizona blogger. Thanks, Pam.


Bob Lowry – Satisfying Retirement Journey – Mary and I had lunch today with another fellow Arizona blogger and his wife Betty. Bob was forced into an early retirement fifteen years ago, and started blogging about it at Satisfying Retirement Journey. 

Like Chris and Pam, Bob has a book under his belt along with hundreds of advice-filled blog posts. It is one of the more popular retirement blogs, and for good reason.

In addition to blogging and writing, Bob and I share interests in ham radio and RVs. In fact, as we traded RV stories, by the end of lunch we were both ready to head out for some new RV adventures.


A common thread shared with all three — along with blogging — is that all three have been consultants in past lives.

  • For Chris, it helped pay some bills starting out, but he soon moved on to group events like the World Domination Summit which now draws thousands every year to Portland, OR. Like training, he figured out how to leverage his unique talents.
  • For Pam, it was a transition from corporate life to that of a solo entrepreneur. She used the consulting fees she earned to be her own venture capitalist. She loves to tell the story of being pregnant, puking in the gutter, and then getting on a plane to visit clients – multiple times. Talk about dedication to starting a business!
  • For Bob, he ran a successful one-person consultancy for many years. He traveled all over the country as a radio advertising consultant. This was a natural for an ex-DJ and he had a great time. Joy-money-flow indeed. Then the market changed, and the business dried up. But he realized that he had enough stashed away, and that he no longer enjoyed getting on a plane every week anyway. So he switched gears, and started blogging, writing, and just enjoying life.

Three inspiring author/bloggers who have trod the consulting path, and who now share their advice and life experiences with their followers. It is a sincere pleasure to share all three with you!

When you’re done here, hop over to their blogs:
The Art of Nonconformity – Chris Gullibeau
Escape From Cubicle Nation/Pamela Slim – Pam Slim
Satisfying Retirement Journey – Bob Lowry

*A natural hat trick occurs when a player scores three consecutive goals, uninterrupted by any other player scoring for either team. The NHL record for the fastest natural hat trick is 21 seconds, set by Bill Mosienko in 1952 for the Chicago Blackhawks. — Wikipedia

© 2016, jumptoconsulting.com. All rights reserved.

Time to forge a new path…

It was a year ago this month that my business partner passed away from cancer. To say the past year was stressful would be an understatement.

Bill and I were good friends and business partners for almost 40 years. I miss him every day.

But life goes on. The fog is lifting, and the paths ahead looks brighter. The big question is “Which path to take?” After much soul searching, the new path becomes clearer each day.

When a colleague recently inquired about my future plans, I gave this answer:

After much consideration, I’m winding things down here. I’ll soon be 70, so I decided to kick back. Twenty years ago I’d be a bit more motivated.

Been referring consulting jobs to several younger guys which is working fine. Still doing training, which I really enjoy (and which pays well.)

However, I limit myself to no more than one class a month. In the old days it was not unusual for each of us be on the road 30-40 times a year with consulting and training projects. Lot’s of fun, but I don’t have the energy for that anymore.

Still tying up a few loose ends, but ready to move on. I’ve been doing the JumpToConsulting blog for about five years, and plan to ramp that up.

I’ll be doing a presentation “So You Want To Be A Consultant” at the IEEE EMC Symposium in Ottawa in July, which I may expand into an on-line class. There is a book in the wings too.

My overall goal is to slow down and enjoy life. Goof off more. Travel in the RV. Spend time playing with the dog, ham radio, and the grandkids.

Bill’s passing was a reminder that life is not infinite. We had a great time with our business, but as a recently retired consulting colleague said, “It’s time to forge a new path…” That idea appeals to me too.

So how about you? Is it time to forge a new path in your life?

My consulting business was only one of several paths I forged. And I am happy to share my experience here, in the hope that it may help others forge – or at least explore – their new path as a consultant.

© 2016 – 2017, jumptoconsulting.com. All rights reserved.

What excited you at ten years old???

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

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

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

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

A survey of engineers…

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

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

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

A ham radio story…

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

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

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

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

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

© 2016, jumptoconsulting.com. All rights reserved.

Three choices…Accept … Change … or Leave…

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

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

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

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

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

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

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

© 2015, jumptoconsulting.com. All rights reserved.

Five Things to Consider for a New Practice…

Here are five questions to ask yourself when starting a consulting practice — or any small business. This post was inspired by an answer to a business post on franchising vs independence.  Good advice for new consultants too.

(1) Is it interesting and motivating? There are consulting opportunities everywhere, but you will do much better and be more productive if you enjoy what you are doing. Done right, it won’t even seem like work – at least most of the time 🙂

(2) Is the market big enough? I’ve emphasized identifying your niches, but make sure the niches are not too narrow. Can you identify multiple potential clients, not just one or two? On the other hand, are there too many players in your niches? You don’t want to get lost in the crowds. (We started with two part-time contract clients, and ramped up from there.)

(3) What make you different and unique? Even if you are in a generic area like accounting, what is special and unique about your practice?  What sets you apart from the competition, and why should clients choose YOU? (Think about those niches...)

(4) Will the need/market endure? You don’t want to jump in just as the bubble is about to burst. Ask where the market going, but be prepared for changes. Watch for changes, and adapt as needed. (My consulting practice today is very different from 30+ years ago.)

 (5) Last, but not least, can you make money? Maybe this should be first, since if you can’t make money, why do it? This is true for non-profits too, where you still have expenses that need to be met. (Consulting is a business, not a charity.)

Five simple questions, but worthy of serous consideration. Unlike the inspiration post, franchising is not an option. If you are making a JumpToConsulting, you are almost always starting from the ground up. But if successful, it is worth it!

© 2015, jumptoconsulting.com. All rights reserved.

Thought Leadership – Is is really necessary?

The short answer — NO! 

But you DO need to be able to help your clients. Time for a mini-rant.

If you are like me, you are probably weary of hearing about how you MUST become a though leader to succeed in business. Unless, of course, you are pitching books or programs on thought leadership.

But let’s back up. Just what is thought leadership, anyway? Wikipedia says a thought leader is “an individual or firm recognized as an authority in a specialized field, and whose expertise is sought and often rewarded.” Gee – that sounds like a consultant to me.

My big concern is the concept may hold people back. As in, “If I’m not a thought leader, how can I break into consulting?” Don’t let this business jargon bamboozle you.

Think about it. You doctor has specialized expertise that can help you. But do most doctors consider themselves thought leaders? I doubt it. Most just consider themselves professionals doing their jobs — helping their patients.

Now some doctors, such as specialists, may be considered thought leaders. When my wife had an unusual kidney condition, we consulted with one of the world’s experts at the Mayo Clinic. He fit my definition of a thought leader. Even then, he was modest to a fault. (Incidentally, he quickly diagnosed the issue, while ruling out any serious problems.)

There is nothing wrong with aspiring to and becoming a thought leader. But it doesn’t happen overnight, and you DON’T need it to get started as a consultant.

You DO need to identify your niches, and you DO need to be competent and experienced in those niches. In certain areas, you may need to be licensed.

OK, so I don’t need to be a thought leader to start, but how can I eventually become one anyway? Writing and speaking are two good avenues.

Magazine articles and white papers are a good start. A book is even better, preferably published by recognized publisher.

Speeches and seminars also good avenues. All these take time, however, so don’t expect to be vaulted overnight into a thought leadership position.

But don’t overlook just doing a good job for your clients. Experience is a big part of becoming a thought leader, and the only way to get experience is to  DO it — over and over.

Malcom Gladwell says it takes 10,000 hours to really master a subject. Some pundits dispute the numbers, but the fact is it takes time and effort to become an expert – or a thought leader.

As an example, we started Kimmel Gerke Associates almost 30 years ago as a couple of reasonably competent engineers. To market ourselves, we started writing magazine articles and doing technical presentations. At that time, we did not consider ourselves though leaders.

Over time, this eventually led to 200+ articles, three books, hundreds of consultations, and training 10,000+ students through public and in-house seminars.

At some point, I suppose, we became thought leaders in our field – not that it really mattered to either of us anyway. But that came later, not right away.

NO, you don’t need to be a “thought leader” to make your JumpToConsulting. But the sooner you do make the jump, the the sooner you can become a thought leader – if that is even your goal in the first place.

© 2015, jumptoconsulting.com. All rights reserved.

What do you do when it no longer works?

Received an email a while back from a fellow engineer whose consulting firm is struggling. The question was what to do now?

First, a little background. To protect privacy, I’ll be purposefully vague.

He started a consulting firm some years ago, but it recently began to slide. Rather than give up, he kept putting money into the business – but with a negative impact on his finances and retirement. Cash flow is now a key concern.

So the question posed to me was not about starting a consulting practice, but rather –  What do you do when it no longer works?

That is a tough one. Here is my sanitized reply:

Wish I could say I had never heard your story before. Sadly, I have. The good news is things usually get better, but not without some pain.

Here are three examples:

  • Former neighbors (in their 50s) who owned two small restaurants for many years. When the business slump hit in 2008, they refinanced their house to keep things going. In the process, they lost the businesses and almost lost the house. But they are now recovering, as they went back into the corporate world. The good news is that they found jobs where they could use their valuable skills and knowledge.
  • My older son (in his 40s) who was ousted from his position (after an acquisition.) Small thanks for helping grow a small company by 10X and handling the complex financial details of the transaction. So he took his proceeds and hung out his shingle as a business consultant, but within a year it was obvious it wasn’t working fast enough to provide an adequate income. The good news was that one of his clients (a start-up) hired him.
  • Me (in my 30s). Fired one day from a start-up I helped launch, I hung out my shingle. That only lasted a couple of months until I realized it wasn’t going to work – for now anyway.  So I went to “Plan B” and found another corporate engineering job. Of course, that was easier then as I was much younger.

Two common thread on all three cases were:

  • Recognizing the business was not making it (at least fast enough to provide sustenance)
  • Changing direction (while still gaining valuable experience and knowledge.)

My first thought is to see if any firms have an interest in hiring, even on a part-time or sub-contract basis. These firms might be other consulting firms, past/present clients, or even vendors serving  his technical community.

Your knowledge, contacts and experience are valuable. This would let you focus on the technical side of the business and not worry about the sales/marketing/management side of the business.

A second thought is to check with technical contracting firms. Some are small, and some are large (like Manpower.) I know several engineering colleagues who have gone this route.

One caveat – do NOT pay anybody ANY money up front. The legitimate firms make their money when they place engineers with their clients. Many also offer group insurance and related benefits.

In both cases, the business still exists – just in a different form.  Incidentally, nothing wrong with changing directions. Sometimes it is better to stop the bleeding, and start the recovery.

As a fellow boomer, these approaches are likely more successful than seeking a full time position. Many companies want to hire the younger people full-time, but are willing to take on us old-timers part-time. Of course, if you find a suitable full-time position, go for it!

My sincere best wishes, and feel free to write again if you have additional questions or comments.

If you are in this situation, don’t despair — it took me two tries to make it as a consultant, and four tries for the training part of our business. And there have been several ups and downs along the way.

Finally, there are no guarantees for success in any business, consulting or otherwise. Change is inevitable, and the key is to be flexible.

© 2015, jumptoconsulting.com. All rights reserved.

Are You an Economic Slave???

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, jumptoconsulting.com. All rights reserved.

Happy Halloween…

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, jumptoconsulting.com. All rights reserved.

On Becoming and OLD Warrior…

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, jumptoconsulting.com. All rights reserved.

Seven Steps in Selling…

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/propose) – 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 or proposal. 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) – DeliverTime 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 – 2017, jumptoconsulting.com. All rights reserved.

Top 5 Reasons to Consult in Retirement…

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 disclosurethis 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, jumptoconsulting.com. All rights reserved.