Encouragement
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. I won’t suffer fools — 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 – 2018, https:. 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, https:. 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, https:. 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, https:. 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, https:. 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, https:. 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, https:. 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) – The next step is to ask for the order! This is where many consultants fall down, due to fear of rejection. This is also known in the sales world as closing.
For simple projects, I usually just ask if they would like a quote. If they agree, I quickly review the tasks and schedule for consensus, and then provide a one-two page quote. Often, a purchase order will be issued based on the quote.
For more complex projects, we may decide on an additional meeting for further explorations. This may also mean detailed contracts, which we’ll discuss later.
(5) – Deliver – Time to provide what you promised. If working on-site, show up as scheduled and suitably attired. The latter depends on your client, but business casual is usually safe. If unsure, ask ahead of time. Be professional!
Check with client as you progress – don’t wait until the end of the project to find out you were going down the wrong path. Keep the appropriate management in the loop.
An important part of delivery is getting paid. For simple projects, we accept purchase orders, For more complex projects, we may request progress payments or retainers.
(6 )- Follow up – Assuming a successful consultation, ask if there are other things you might help with. Specific projects? General training? Don’t assume the client is aware of your other services.
As any experienced sales person will tell you, subsequent sales are always easier than the first. Assuming you’ve done a good job, you’re now a preferred vendor/adviser.
As a minimum, get permission to add you client to your mail list for periodic follow-up. Newsletters work great for keeping in touch.
(7) – Referrals – Ask for permission to share their name with future prospects. To protect confidentiality, we do not list clients on our brochure, but we do list past projects. If a personal reference is needed, we still call to confirm as a courtesy. (Our business can be sensitive.) Never been turned down.
Depending on your business, written testimonials are great marketing tools — particularly on your web site. And don’t hesitate to ask if there are others who might benefit from your expertise.
So now you have Uncle Daryl’s Seven Steps in Selling. We’ll examine each of these in more depth in future blog posts.
Please comment or write if you have specific questions! Happy selling…
© 2014 – 2022, https:. All rights reserved.
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 disclosure – this is a homework “challenge” for a the Problogger program I recently joined (write a “Top 5” Post.). After 3+ years and 140+ posts, time to take my blog to the next level.
1. Stay engaged … If you’re reading my blog, you probably are in (or were in) a business or professional career. You may no longer want to work full time, but wouldn’t mind staying involved, minus the politics and responsibilities.
This is exactly what my college roommate Ron is doing. After retiring as the county attorney in a large city, he and his wife spent the next for two years relaxing and traveling. But after a dozen or more cruises (which he highly recommends), he wanted to reconnect with his profession.
So he now consults a couple of days a month for the county tax board. No stress and he stays connected with professional colleagues. As he says, “If I didn’t do this, I’d probably go to seed.” He doesn’t need the money — he does it solely for satisfaction. And he still takes cruises.
2. Travel… Many retirees (or soon to be retirees) dream about travel but may feel financially constrained. How about letting somebody else pick up your travel expenses?
This is exactly what a recently retired colleague Joe is doing. In fact, he and his wife just got back from several weeks in Europe. He has been providing part-time engineering consulting guidance on a project for a former employer with business partners in France.
Unlike typical engineering projects, he has little stress. As Joe says, “I now just advise. If they don’t follow my advice and fail tests, I don’t catch the heat like in the old days.” C’est la vie.
3. Do some good… Many retirees decide to volunteer for causes they deem worthy. Often done gratis, and purely for the satisfaction of helping others.
This is exactly what our friend Lynn did. After retiring as a nutritionist, she volunteered at a local reservation in Arizona. She was so well liked and appreciated that the administrators obtained a grant, and asked her to expand her consulting services to other Native American communities throughout the state.
She agreed, and enjoyed making her contributions for several more years. Thanks to the grant, she also enhanced her retirement savings. Lynn has since retired – again.
4. Make some money… Nothing wrong with making money, even if you don’t need it. After all, you can always contribute it to favorite charities.
This is exactly what another retired colleague Don did. Offered an early buyout, Don took it. But he really wasn’t ready to retire, so he hung out his consulting shingle (after some gentle prodding from Uncle Daryl.) Thanks to Don’s credentials and contacts, he had his first project in days.
Don continued on this path for several years. Financially secure and with no kids, some of that extra income will go toward an endowment at his beloved alma mater.
5. Have some fun… If it isn’t interesting or fun, why do it? Particularly when retired.
This is a major factor in all of the above cases. This has always been a major driver for me throughout my engineering career (both corporate and consulting), and it will continue.
So what about Uncle Daryl? Is he retired? Semi-retired? Or what?
- Not really sure what my status is. Thanks to my consulting career, I’m financially secure and now collecting Social Security. So maybe I’m retired.
- Or maybe not. I’m still involved with the engineering practice, but not as aggressively as in the past. I still take projects that interest me, and dream up others (like this blog.) So maybe I’m just semi-retired.
- Or maybe not. Maybe I’m just a freedom loving independent consultant living the good life that began 25+ years ago for me. So maybe I’m still employed – or – maybe I really retired 25+ years ago!
Finally, if you are retired or contemplating retirement, maybe this has sparked thinking about YOUR next chapter in life. Please let me know if it has!
© 2014, https:. All rights reserved.
Hi tech shifts to independent workforce…
So says a recent article in Computerworld — Your next job, next year, may be self employment.
According to Emergent Research (a firm focused on small businesses trends) approximately one million IT (Information Technology) workers today are self-employed. This represents about 18% of the IT workforce.
Not only that, the independent IT workforce is growing at about 7% per year (versus 5.5% for all independent workers – which is still not too shabby.)
According to Steve King, a partner at Emergent, this growth is driven by companies that want to stay ahead of the game. “In today’s world, change is happening so quickly that everyone is trying to figure out how to be more flexible and agile, cut fixed costs and move to variable costs,” said King.
These statistics bode well is you have the itch to hang out your shingle – particularly for my fellow high tech colleagues. All this sounds like fertile ground for new consultants!
King goes on, “For people with skills… there is there is a lot more opportunity to find part-time employment and set up your own shop and work as a consultant and contractor than there has been in the past.”
This last comment suggests a side hustle strategy, particularly if you are not ready to go full time.That is how we made our JumpToConsulting. It is also a good insurance policy -and certainly better than depending on luck.
Personally, I’d rather my income and financial well being depend on my own skills/experience/contacts rather than on some impersonal bureaucracy. But being laid off twice in my pre-consulting career has no doubt affected my perspective.
So stick around here and I’ll share my ideas and encouragement -geek or not- on how to make your own JumpToConsulting.
© 2014, https:. All rights reserved.
A Success Story – Marty Zwilling…
As promised in a recent post, here is Marty Zwilling’s “success story.” His story should be of special interest to boomers, as he started his consultancy after he retired – the first time. Geeks too – he was part of the team behind the IBM PC.
Marty specializes in helping new entrepreneurs get started. Thus, the name of his firm – StartupProfessionals.com. Great resources – books, packages, personal mentoring, a daily blog, and more. Good advice for all entrepreneurs – consultants or otherwise.
(1) What prompted you to consider consulting? Was there an event, like a layoff, or was it just a general itch to be on your own?
I chose consulting with startups as a way to scale back from a full-time job, and be in control of my own schedule.
I had spent many years with IBM, then several years in Silicon Valley working for a couple of startups, so I thought it was time for me to share some of that experience helping people struggling to turn their dream idea into a business.
(2) How has it been going? Looks like you started some time ago, so obviously you are established in your business.
It’s working well for me. I learned to use social media through blogging, LinkedIn, and Twitter, as a source of leads, so I’ve been able to build my brand (Startup Professionals) with essentially no money spent on marketing.
I have enough work to keep me as busy as I want – I tell my wife that I only work half-time, only 40 hours per week. 🙂
(3) What do you like MOST about consulting?
I enjoy my total control over the jobs I accept, the rates I charge, and not having to manage other people.
(4) What do you like LEAST about consulting?
As a consultant, you always have to be looking ahead and thinking about getting new work, especially since most of my gigs are short-term. Back in IBM, it was nice getting that salary check without thinking about it every couple of weeks.
(5) How do you get your clients? (BTW, the number one question I get asked when someone finds out I’m a consultant.)
Naturally I have a website listing my services, with contact info, but many clients come from referrals of previous clients and related business professionals, like investors, that I meet through networking.
(6) How do you set your fees? (Second question I get asked.)
Fees are a function of your skills and expertise, and what the market will bear. I recommend that any consultant start low, and raise fees as reputation/demand goes up.
This is the inverse of what I recommend for product businesses, where you might start at the high end and lower prices to be more competitive. In either case, you need to avoid prices that are so low that they suggest minimal value or quality.
(7) How did you decide what to consult about? (Third question I get asked.)
That’s easy. You should only consult in some functional area you love, and one that you have something of value to offer.
I’ve had a lot of experience starting small businesses, and managing larger ones, so I felt I could help new companies get started, and grow to mature companies.
I also have an degree in accounting, so I can read and build business plans as well. I do it first because I love to see new entrepreneurs succeed, and I’m really in the give-back stage of my life.
(8) Lessons learned since you started consulting?
I’ve learned a lot about dealing with people, and how to read people. Everyone has their own way of thinking and getting things done, so I quickly try to adopt and adapt to their style.
I’ve become more and more convinced that success in being an entrepreneur is mostly about the person, and not about the quality of the idea they are trying to make a business out of. I have found that entrepreneurs with the right attributes can take almost any idea and succeed, while others will run even the best idea into the ground.
(9) What next? Do you plan to do this the rest of your career? Or is this a stepping stone to other things?
I take life a day at a time, so I don’t try to predict what tomorrow will bring. I don’t have any master plan, and I see many different jobs out there that I might enjoy.
I’m one of those lucky ones who have always enjoyed the work I do, and I’ve done many things, but there is much more to learn and try. One of the reasons I like consulting is that I can change my focus in any way that I want without anyone second-guessing me.
(10) Finally, what one piece of advice would you give to those who might be thinking about consulting?
Being a consultant is all about being an entrepreneur. That means the buck stops with you, and you have to make decisions, take risk, and you can’t count on anyone else to solve problems for you.
Everyone should take a hard look in the mirror before they start down this path – if the requirements scare you, then don’t start down this path – you won’t be happy.
If you don’t like dealing with people, then consulting is not for you. There is nothing wrong with working for someone else, doing your job well, and getting that regular paycheck without worry.
Life is too short to go to work unhappy every day. Have fun!
Thank you, Marty, for sharing your story – and your encouragement!
© 2014, https:. All rights reserved.
Coffee with Marty@StartupProfessionals.com
Had coffee today with Marty Zwilling, of StartupProfessionals.com. It was a great time meeting with a fellow “boomer-geek-blogger-entrepreneur” from Arizona.
As the name suggests, Marty specializes in helping new entrepreneurs get started. This includes advice on business plans, funding, angel investors, patents, incorporations, and more. He also writes a daily blog, and has written two (about to be three) books.
His primacy focus is on nurturing and building small businesses that want to grow. But his site is a great resource for prospective consultants, too.
The catalyst for today’s meeting was a recent blog post – One of These Days You May Not Be An Entrepreneur. Marty listed eight reasons why many never make the jump to starting their own business. The same reasons prevent many from making their own JumpToConsulting.
Incidentally, Marty has impressive credentials. With a background in accounting, he worked in high-tech most of his career. His first taste of entrepreneurial success was at IBM, when he part of the “skunk works” project that spawned the IBM PC.
From then on, he was hooked on small high tech businesses. Even after retiring, he couldn’t give it up. (See Two Cures…). First he volunteered at the Arizona State University business school, and subsequently started his blog and consultancy.
Did I mention he has over 700,000 Twitter followers? A great marketing story by itself. Considered a thought leader for startups, he also writes for Forbes and others.
We spent an hour together as we pondered and commiserated about why so many “wannabees” can’t or don’t make the transition. Many are refugees from larger businesses, with the requisite experience and knowledge to succeed.
So what is holding them up? Two major issues seem to be fear and perfection.
–Fear – Some people fear failure, while others actually fear success. Both stem from a fear of the unknown. As for failures, I consider them great learning opportunities. And I never trust anyone who claims that they never failed. Either they are lying, or they were good at blaming others. (Once had a boss like that – in a startup no less.)
The secret is to face it and even embrace it. Don’t be foolhardy, but don’t let it paralyze you either. Ask “What is the worst possible thing that can happen?” Have a backup plan, but then move ahead.
–Perfection – This is a big problem with my fellow engineers. But a product doesn’t need to be perfect, it just needs to good enough. Same thing with a consulting service – you don’t need to outrun the bear – just the other guy.
In either case, you can always tweak the product/service later. Furthermore, the market will guide you in making those improvements.
Finally, overcoming the two hurdles of fear and perfectionism is not enough. But they are the necessary first steps in making a jump to any small business – consulting or otherwise!
P.S. – In a future post, we’ll cover Marty’s “success story.”
© 2014, https:. All rights reserved.
Do you worry what people think of you?
Here is a recent comment I left at the Art of Non-Conformity, a favorite blog by Chris Gullibeau – author, entrepreneur, and world traveler (he visited EVERY country in the world by age 35.) If you haven’t discovered him, now is a good time to do so!
The topic was The Virtue of Insecurity, where Chris ponders the question, “Do you worry about what people think of you?”
So here is my two cents worth (and worth every penny you paid…)
As an old codger, here is one of my favorite sayings:
–When I was 20, I worried about what others thought…
–When I was 40, I no longer cared…
–When I was 60, I finally realized that nobody else gave a damn in the first place.So, go live life on your terms. That’s what I’ve done. Mistakes? Yes. Regrets? No.
One of the few advantages of getting older is that you start top put things in perspective. Those perspectives, by the way, can make you valuable as a consultant!
© 2014, https:. All rights reserved.
The country doctor approach…
When troubleshooting, common sense and experience go a long way.
Here is a story of my great-uncle, a country doctor in Nebraska. I often think of him when trying to diagnose and fix a client problem.
This story appeared in my first book, written twenty years ago. While it was aimed at my engineering colleagues, it applies to all types of consulting.
I had a relative who was a country doctor the first half of the 20th century. I once saw the tools of his trade and was touched by their simplicity.
The old black bag didn’t hold a lot (a stethoscope, a thermometer, some simple surgical tools, and a few medicines), but when these tools were combined with medical knowledge and experience, they saved lives.
It didn’t take CAT scans or MRIs to make a diagnosis and solve a lot of problems. Sure, the latest technology is great, but you don’t need it for every situation.
Remember that old country doctor when troubleshooting problems. Using a few simple tools, you don’t need a million dollars of test equipment or reams of test data to solve many problems. Like the doctor, you can rely on your own experience, knowledge, and common sense.
Hope you enjoyed the story. Rest in peace, Dr. Metheny.
P.S. Just finished teaching our Troubleshooting Workshop to a group of engineers in San Diego, based on the medical concepts of differential diagnosis (to be covered in a future post.) Always a good time – and the weather was great too!
© 2014 – 2021, https:. All rights reserved.
Quick advice for a newbie…
At LinkedIn (Succeed), Dave Wacker posed this question:
Any thoughts on starting a small consulting company?
Here is my reply:
Hi Dave,
Started my consulting engineering firm 30+ years ago. Part time for nine years, then went full time in 1987 – the day the market crashed. (The first day in business was the worst day in business — all the rest have been much better!)
Here are some quick thoughts:
* Identify your specialty –clients want specialists not generalists.
* Define two niches – demographic (ideal clients) and geographic (local, national, or ??)
* Based on those niches, develop three or four simple marketing strategies (write, speak, network) -you want to create credibility and visibility, and your goal is to have clients call you (think like a doctor.)
* Keep the above simple and focused – you can’t be everything to everybody, particularly when starting out.
For more ideas, visit my blog (https://www.jumptoconsulting.com) where I have just about finished a series on 20 Ways to Attract Clients. All methods we’ve used in our practice. Over 120 posts with lot’s of other free “nuts and bolts” stuff too.
Good luck, and welcome to the wacky world of consulting!
To date, 35 others have also left comments. Lot’s of good ideas being shared…
© 2014 – 2016, https:. All rights reserved.
Do You Want to Get Rich???
So asked the Dean of Engineering to a bunch of freshman engineering students almost fifty years ago.
The class was Intro to Engineering, an overview of what we were getting ourselves into. When he asked the question, most of the hands in the room went up.
“Well”, he replied, “if you REALLY want go get rich, drop out now. Go out to the new interstate highway, and buy land at one of the interchanges. Build a gas station, and in 25 years you’ll be rich – and independent too.”
“But,” he continued, “stick around here and we’ll show you how much fun engineering can be. And in 25 years, you may not be as rich as the gas station owner, but you will still be in good financial shape. And you will have had a lot of fun in the meantime.”
It wasn’t until many years later that I fully appreciated the dean’s advice. Yes, the classes were interesting, but often challenging. So were the engineering jobs I held in industry.
But the real payoff came after starting my own engineering consulting firm. I was finally able to combine the independence of the gas station owner with the fun of engineering. And financially, it has all turned out just fine. Maybe that was the dean’s real message.
So a message of encouragement to my fellow geeks. If you are sick and tired of the big company politics and no longer having a good time, consider consulting.
As a bonus, old consultants are usually valued (for all their experience), while old engineers (with the same experience) are often put out to pasture. Go figure.
- You are never too old to start. See this story and this story.
- Nor with the right experience, too young. See this story and this story .
Finally, every time I drive by all the gas stations on I-80 north of Lincoln, Nebraska, I fondly recall the dean’s advice. Thanks, Dean Blackman!
© 2014, https:. All rights reserved.
Top 10 Reasons NOT to Become an Independent Consultant…
Still time for New Year’s Resolutions. In case your resolutions include consulting, here are 10 reasons NOT to go there. Not being negative – just being honest.
1. You dislike risk – Starting any business involves risk. To be blunt, some people simply do not like risk. Nothing wrong with that, but if risk makes you uncomfortable, you’re better off not starting a consulting practice – or any small business.
2. You don’t like to market or sell – The first piece of advice I give anyone considering consulting is to be prepared to peddle your butt off. With rare exceptions, the world will NOT beat a path to your door, no matter how smart you are.
3. You lack practical experience – Just because you just got your MBA doesn’t make you an independent business consultant. Most clients are looking for experience. So if you are a newly minted anything with the urge to consult, I recommend spending a few years with an existing firm before going out on your own.
4. You don’t know WHAT to consult about – As a variation, you may have experience but don’t know what to specialize in. Remember, most consultants are specialists, not generalists. And it better be fun – no sense pursuing something you don’t like or enjoy.
5. You don’t know WHO to consult for – You need to identify your niches, both demographic and geographic. You can always change or expand, but you better have some specific targets in mind before you start.
6. You just got laid off – Don’t know how many calls I’ve had over the years from colleagues who just lost their jobs. NO, do NOT do this… unless you have enough money to keep you going for at least six moths without any revenues (a year might be better.) See my story.
7. Your finances are not in order – See the comment above. If you don’t have money in the bank, or someone who can support you, stick with you regular job. Then start saving – aggressively – so that you can break free later. See Mr. Money Mustache for ideas – he “retired” in his 30s and now does his own thing with no financial worries.
8. You aren’t ready to make sacrifices – In time, money, and relationships. Like to watch lots of sports? Forget it. Like to buy toys? Forget it. Like to dine out regularly? Forget it. You need to focus your resources on starting you business. And make sure any significant other agrees with you, so that does not end up as a sacrifice.
9. You have little kids – In my opinion, not a good time to start any business, unless you have no other choice. When little, they need your love, attention, and guidance. And your spouse needs your help. Besides, they grow up way too fast. You can always start a business later, but you can never get this time back.
10. You think its cool – One of the worst reasons to start a consulting practice, or any business for that matter. In today’s culture, being an entrepreneur is often seen as cool. But it is really a lot of hard work. You better have the passion (along with the ability) to help your clients solve their problems and/or improve their situations.
Some candid advice from Uncle Daryl. Consider it a counter balance to my earlier post – Top 10 Reasons to Become an Independent Consultant.
Finally, if you still want to consult, come on in — the water’s fine. For me, it has been a 30+ year blast. Best Wishes in 2014!
© 2014 – 2019, https:. All rights reserved.
Losing the Lard…
Down 40 pounds in six months! This post was sparked by comments on my weight loss last year, as reported in the 2013 Year End Review. Specifically, how did you do it, and what got you off the dime in the first place?
So I thought this post might be a good way to kick off 2014.
Perhaps it will help those whose New Year’s resolutions included dropping a few pounds (or like me, more than a few pounds.) Besides, if you are not healthy, you might not be able to make a JumpToConsulting … or any other opportunity for that matter!
First, some background…
I’ve always been on the heavy side. Even as a kid, I was a bit tubby. I enjoyed good food (still do), and didn’t care for most sports. I was a nerd, and liked to read books and to play with my ham radio. Neither of these were very conducive to better physical fitness.
Over the years, the weight crept up, and then up even more. (Being on the road as a consultant didn’t help.) In recent years, I developed metabolic syndrome — elevated cholesterol, blood pressure, and blood sugar levels — a precursor to diabetes.
My doctor kept saying “You should lose some weight…” How many of us have heard that — and simply ignored it? After all, there are pills for all that stuff.
At my annual physical last summer, my doctor congratulated me. I had graduated, and now passed the diagnostic criteria for diabetes. He prescribed some more pills.
“What about losing weight?” I asked. He just looked at me, and handed me a prescription. How many other consultants have had their good advice repeatedly ignored?
That was a wake up call.That, and a retired neighbor (and fellow engineer) in the advanced stages of diabetes. Only a few years older than me, he has lost all feeling in his feet, has congestive heart failure, and several other complications. His advice when I told him my diagnosis was “Do something about it – NOW!”
So, I began the SEC diet…
Like any good consultant, I immediately began to research the problem. Got a couple of books, and dug into Google and WebMD. The message was clear–I was eating too much– and the wrong stuff to boot! Too many calories and too many carbs. Time to change!
So I looked at a number of diets and programs, but finally created my own plan. Dubbed it the SEC Diet – for Stop Eating Crap. (AKA the SES diet.) Here is what I did:
— Cut out the white stuff. No more bread, pasta, rice, potatoes, or sugar. Went through the pantry and got rid of all the snacks – potato chips, crackers, and more. Fortunately, Mary joined me in this adventure, making it easier to cut back.
— Cut the carbs. Learned to read nutrition labels. My goal is 100 – 150 grams/day max, where a normal USDA approved diet is about 300 grams. That alone cuts out 600- 800 calories. Also replaced simple carbs (like white bread and sugar) with complex carbs (like whole grains, fruits, and vegatables.)
— Cut the portion sizes. Reduced meat portions by about a half, and replaced carbs with more vegetables and salads. This works well when dining out too – simply divide the portions in half and have a “second” meal the next day.
— Cut the unhealthy snacks. No more ice cream or cookies (OK, an occasional cookie). Instead, my doctor suggested small snacks of almonds and jerky. Just a little bit usually kills any hunger.
— Ate regular meals. Skipping a meal does NOT work for me. I more than make up for it on the next meal. Breakfast is simple – usually a bowl of oatmeal, but no more big scoop of brown sugar or glass of orange juice. Lunch or dinner are light too – soup, salad, or yogurt. The remaining meal is more varied, but with limited portions.
Unlike many diets, I’m rarely hungry. My research suggests that limiting carbs and eating regular meals have minimized blood sugar spikes and leveled insulin production. Apparently these two factors tell your brain you’re hungry. They also pack on the fat.
Next, upped the exercise…
I’ve been on a moderate exercise program for several years. Originally, I hoped this would help me lose weight, but all it really did was keep it from increasing even more. Sadly, even one cookie can offset an hour on the treadmill.
But as part of my plan, I increased the exercise to several times a week. This includes both cardio and resistance training. We already belong to a gym, so doubling the visits actually decreases the cost/visit. How’s that for some consulting cost analysis?
The increased exercise does help. While it does not burn a lot of calories, it helps remind me of what I am trying to accomplish. Plus I feel better.
A few other tips I’ve learned…
–Weigh every day. Most diet plans suggest weighing once a week so you will see larger improvements. I find weighing every day keeps me honest — even a small increase jolts me back into action for that day.
–Slow and steady wins the race. No, its not really a race, nor is it a diet. Rather, it is a change in lifestyle. My long term goal is to lose another 60 pounds, and then to keep it off. It may take a while (the easy pounds are gone) but eventually I hope to get there.
–Cut yourself some slack. Yes, I’ve hit the dreaded plateaus, and even increased a few pounds after falling off the diet wagon. But when that happens to you, just pick yourself up, dust yourself off, and get back on. Just like in the consulting business.
The bottom line…
So that’s my story. So far, so good. Here are some benefits I’ve already seen:
— More energy – Was taking almost daily naps. As an old geezer, I figured this was normal. Guess what? Haven’t taken more than a handful of naps in the past six months, and then usually because I was up really late the night before. I feel years younger.
— More comfortable – With much of the big belly gone, confined spaces like airplane seats actually seem larger. Also, it is much easier to bend over to pick up things, and I don’t seem to get as winded. The exercise probably helps too.
— More self-aware – Used to grimace when seeing my profile in a mirror or window. Never been narcissistic, but I do like the new improved profile better than the old one.
— More sensitive – A lot of overweight people are depressed, and society’s obsession with being slim often makes it worse. That in turn can lead to more overeating. My recent experiences have made me much more sensitive to my fellow fatties*, and our struggles to control or lose weight. Perhaps this post will help someone else out there.
Finally, Uncle Daryl wants YOU — to be Happy and Healthy in 2014! And now, back to our regularly scheduled programming…
* Not meant to be derogatory, but let’s be candid — that is how many of those disgustingly skinny folks often see us. But so what? Just keep plugging away.
© 2014, https:. All rights reserved.
JumpTO… Not FROM…
Time for a short New Year’s rant…
Hate your job? Life passing you by? Frustrated, and just want to escape? But no thoughts or plans on what to do next? Waste of energy!
Better to have an idea or two in mind. Something to move TO, not FROM. Rather than wallow in misery, time to explore some options. A challenge for 2014…
Time to ask three critical questions:
- What COULD I do? What talents and experience might have value to others?
- What SHOULD I do? Would I enjoy it? Can I make a living at it?
- And WHAT do I need to do to get there?
Regarding the last, NO, you don’t need to go back to school for another degree. (Unless it is necessary, like to become the doctor you always wanted to be.) Too often, this is just a cop out for making the hard decisions on what to do next. See this post.
And NO, you don’t need to become a consultant. Although if you are reading my blog, I assume there is at least some curiosity about the subject. But the world today is full of possibilities and opportunities – more so than any time in history. Just explore them.
If you are unsure about what to do next, visit fellow Arizona blogger Pam Slim at EscapeFromCubicleNation. Full disclosure – I’m a big fan of Pam – unlike too many Internet charlatans, Pam is the real thing. She has also walked the walk.
Read her blog and buy her books. If you still want help to sort things out, she also offers personal coaching services, with an emphasis on small business.
If you are interested in starting/running a small consulting practice, stick around here. More to come in 2014, as I share more ideas and information based on thirty years experience as an independent consultant.
Finally, this is why I named my blog Jump-TO-Consulting. I wanted to focus on what it takes to get there. Still damn glad I made my own Jump-TO so many years ago!
Thus ends the rant. What are YOUR options for 2014? Jump-TO ???
© 2014, https:. All rights reserved.
A Newbie Success Story…
This recently arrived in my mail box, and I wanted to share it. It certainly made my day!
This is from Catherine at ViewThatData.com, who I featured a few months back in an earlier post. Sounds like she is making great progress towards her goals of both occupational independence and financial independence.
Hi Daryl,
I hope this finds you well. I am doing fine.
I am very hopeful, enthusiastic, and excited to jump to this next phase in my life and career.
I wanted to take a minute and give you a brief update. You have been so helpful and inspirational in my jump to consulting that I wanted to keep in touch.
As you may remember – I took your advice and set my business up as an LLC. I am currently working on getting my application together for both the minority business enterprise as well as a veteran owned business. I recently got certified in my profession as a GISP (GIS Professional).
I finally got the go ahead with that church and finished their project (who I thought was going to be my first client but they weren’t).
I represented a friend at a book fair to sell her book and the man in the table beside me is a historian and turns out he often needs maps for his books so I gave him my business card. Within a month he contacted me and I have since completed 3 maps for his new book.
I have 2 nonprofits that within the week have given the word that they want to move forward with their proposals. With one of them saying not only did they want to do the training I proposed but wanted to know if I would be interested in fee-based task services for things they needed help with.
So it has been utterly amazing – every proposal I have put out has gotten approved so far (there have been 6 so far). I know that this won’t always be the case but it is a great start, plus all invoices have been paid with promptly.
And honestly I haven’t even began marketing full force – I have been concentrating on admin activities like setting up my books, professional certifications, minority and veteran certifications, etc.
We have had a major life change in my family and my goals have now changed in relation to them. My new goal is to be able to go full time with my business and become a full time consultant within the next 1 – 2 years and work from my home.
Part of the dream with that avenue is to work hard when I’m working and have the flexibility to travel several times a year as opposed to the vacation leave limits I currently have.
Here is my reply:
Hi Catherine,
Congratulations on all the progress — that is great!
But don’t let up on your marketing. BTW, your certifications and applications for minority/veteran business status are marketing efforts too. Consulting is all about “credibility and visibility.” Sounds like you’ve been doing a good job on both.
In any event, it occurred to me that your email would make a nice blog post — perhaps offering some inspiration to others who might be on the fence regarding consulting. An update from “them that’s doing.” I like to do “success stories” and yours certainly falls into that category.
Glad to hear things are going so well!
Daryl
Way to go, Catherine!
P.S. Been a little lax on blog posts here – October was busy with both work and fun stuff, including an RV trip following the old Santa Fe trail as we returned to AZ from MN. The consulting biz lets us be location independent too — and the independence is great!
© 2013, https:. All rights reserved.
