Anecdotes & Musings
Join the CBM Club…
I was first introduced to the CBM Club in 2012. What a novel concept!
In August 2011, we bought a small motorhome from Born Free in Humboldt, IA.
At a rally in 2012, I met John Dodgen, the 85 years old founder of Born Free back in the 1960s. What a delightful man, with a continual twinkle in his eye. Over the years, John and his family built the company into a small but highly regarded RV manufacturer.
At one point, I had the chance to talk with John over hamburgers. Always curious about small businesses, I asked him how he got started.
He smiled, and told me his story that went something like this:
After my brothers and I returned to Iowa after World War II, we realized that we could not all share the family farm. Liking the area, I decided to start a small company to manufacturer farm machinery.
One of our most successful products was a special trailer for feeding livestock. A niche product, we we eventually saturated the market. Furthermore, we made them so durable they didn’t wear out.
So I went to my board. I told them I wanted to take the company in a new direction. After much deliberation, I wanted to join the CBM Club.
At this point, John waited for my puzzled response. OK, so what is the CBM Club???
Corn, Beans, and Miami. You see, I’d noticed many farmers buying our machinery grew corn and beans, and then they headed to Miami for the winter. I wanted to do that too.
So I suggested making an RV. A highly durable RV, using the knowledge and experience gained making farm machinery. The first model was a slide in on a pickup truck. It was pretty heavy, so we added a tag axle for support. That was unique to the industry.
Not long after, we added roll bars. This was based on hearing of a fatal RV accident. I directed my design team to figure out how to add this important safety feature.
A few years later, we started building motorhomes. We focused on small truck based units (Class C), and built them with very high quality. Including the roll bars – never been a fatal accident in a Born Free, of which I am proud.
So what lessons can we glean from this for consulting?
— Pick a niche. Don’t try to be everything to everybody
— Be flexible. Be ready to change direction, but try to leverage on past experience.
— Deliver high quality. The market may be smaller, but your customers will love you.
— Don’t compromise. On safety, ethics, or anything else. Your reputation is key.
— Have fun. I will always treasure the story of the CBM Club.
John recently passed away, and will be missed by all — his family, his company, and his customers. What better legacy to leave behind. Our condolences – RIP John.
P.S. –Yes, we love our little Born Free “Built for Two!” Heading back in it from Minnesota (where there are some grandkids) to Arizona (where this is no snow.)
Our version of the CBM Club –joined as a consultant.
© 2015 – 2020, https:. All rights reserved.
Consulting lessons from Pope Francis…
Like many others, I was enchanted by the Pope’s recent visit. And I even gleaned some consulting lessons. To wit:
(1) Be likeable — Pope Francis radiates likeability. Nobody wants to listen to a jerk.
As consultants, this means being genuinely interested in your clients. It means really liking them, and not being mean, snarky, or vindictive.
(2) Be approachable –-Pope Francis rode in simple vehicles, rather than fancy limos.
Remember the auto CEOs and their jets? Many are angered by power when it is abused.
As consultants, we must be careful not to intimidate or annoy. Early on, we realized that as older engineers we might intimidate younger engineers. So we made it a formal business policy to be approachable. It works.
(3) Be honest — Pope Francis spoke truth to power — to Congress — and to the United Nations. Some people didn’t like it, but he let the chips fall where they may.
As consultants, that is what we are paid to do. To speak the truth. To identify and fix problems, not to praise or to suck up.
(4) Be flexible — Pope Francis made changes, even in the face of resistance. He didn’t just talk about it – he did it.
Change is often hard – particularly cultural change. Lot’s of inertia, not to mention politics. Those who enjoy advantages (fair or otherwise) don’t want to give them up.
As consultants, we are often called to be the agents of change.
(5) Be forgiving — As Pope Francis would tell you, nobody’s perfect. Those genuinely seeking forgiveness will be forever grateful.
As consultants, accept those imperfections (including your own), forgive, and move on. You will be a better person for it.
(6) Be humble — Probably the Pope’s the most important lesson. Stories are that he was not always so humble, but worked to learn humility. That speaks volumes about this man.
As consultants, keep your ego in check – you are not the center of the universe. I’ve seen too many cases where a felllow consultant’s ego killed the relationship.
No, I’m not Catholic, but I sincerely respect this man. He is a breath of fresh air. I think he’d be one fine consultant. But maybe he already is!
© 2015, https:. All rights reserved.
Small town living – a path to financial independence?
Here is a reply I left recently at my favorite financial blog, Mr. Money Mustache. Pete, a fellow engineer, spent the last several years challenging and cajoling people to become financially independent.
He “retired” at age 30, and now does what he wants with no financial worries. Lives a nice lifestyle in nice digs, too.
His formula is simple — cut consumption and increase savings. When your income from investments equals your expenses — viola — you are now financially independent. He did it in seven years, and you can too.
So what does this have to do with consulting? You don’t need to be fully financially independent to make your JumpToConsulting, but you DO need some reserves. Assume at least six months with no income.
So if you are overconsuming and living pay check to pay check. you can’t make a JumpToConsulting, or any other jump. You first need to cut your expenses and change your mindset and your lifestyle!
One way to do this is to move to a small town. That is what my older son (the inspiration for this blog) did this year. Here is his story:
Don’t overlook small towns – particularly those about 100-150 miles from a major city.
After living in the city, my older son recently moved to a small town in Minnesota – population 5000. About 100 miles from Minneapolis, it is beyond commuting distance so it is no longer a suburb. But it still close enough for city resources (hospitals etc.) or a big city “fix” if needed.
They bought a nice house for 1/2 the cost in the city. The grade school and a park are across the street, and the high school is a few blocks away. The kids love it – they can bike all over town with their new friends. His commute is under ten minutes of country driving. His wife works in the high school as a teacher’s aide, and loves it.
They were concerned about leaving the city, but have been pleasantly surprised. Small town festivals –wineries — microbreweries — parks with uncrowded campgrounds. It may be rural, but there is still plenty to do. And the big city is still only two hours away.
Looking for a job change, he stumbled – almost by accident – on an executive opportunity with a small medical manufacturer. The company was delighted to get someone with his talent and experience, and they pay him accordingly. The school was delighted to hire his wife too. Big city wages with small town cost of living — how great is that? Plus the quality of life.
These opportunities abound, but you must seek them out. So if you are not yet financially independent, consider this as one way to speed things up — and enjoy the journey immediately. My son admits he never dreamed they would live like this.
A few more details on my son. After taking a company through a complex acquisition, he no longer had a job. Small thanks for helping grow the firm by 10x in a couple of years as their financial guru.
So he took his MBA in finance, his experience, and his proceeds and hung out his shingle as a consultant. The early discussions with him were the catalyst for this blog.
Although he was building the business, it was going slower than hoped. When one of his clients make him an offer he couldn’t refuse as the VP of Finance for a start-up, he jumped at it. Besides, like his dad, he has a love of small business.
But after a couple of years, it became obvious the start-up was stalling. Furthermore, there was friction with the founder, who was unwilling or unable to make necessary changes. (Been there myself.) So rather than wait for the axe to fall, he started a job search.
One interesting opportunity was with a medical device manufacturer in a rural community. As both he and his wife grew up in the city, there was some reluctance to purse it. Still, the job sounded interesting, so they decided to go in a new direction. So far, so good.
I’m proud of my son for taking that chance, and for working hard, like a good consultant, to make a positive impact on the world.
I’m also proud of his brother. A financial attorney in a large Manhattan firm, he recently took a chance and initiated a special project on alternate currencies. As their “Bitcoin-guru”, he too is working very hard to make a positive impact on the world.
Well done, both of you!
P.S. Thanks to the Internet and Fed-X, one can easily consult from small towns. And depending on your niche, you may even find plenty of clients right in you own backyard.
© 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 seeking freedom… or power?
This dilemma is often faced by those considering a business of their own –– often at mid-career. Should I strike out on my own, or should I stay and climb the corporate ladder?
There is no right answer. You must first seek to know yourself. It is YOUR decision — nobody else can make it for you. NOT your family-NOT your friends-NOT your colleagues.
Either way, there is a price to be paid. Both paths require time and effort — often much more than you realize. Both may result in different levels of compensation… different levels of family time… different levels of overall life satisfaction. Consider the tradeoffs.
In my case, I chose freedom through consulting, with no regrets. At the same time, I’ve had colleagues who chose corporate power with success. No regrets there either. I’ll share specific examples later. But first, a short story…
In ancient China, two brothers went separate ways. One became a monk, and the other became a civil servant.
Many years later they met in the market where the monk was eating his bowl of rice as he sat on the ground.
Said the now successful civil servant to the monk, “If you had learned to bow to the king, you would no longer need to eat rice.”
To which the monk replied, “If you had learned to eat rice, you would no longer need to bow to the king.”
Here are three modern examples…
(1) One colleague chose the corporate route. He worked hard and eventually rose to the level of VP. Along the way, he made significant contributions to the company, and was amply rewarded. He recently retired, and now engages in philanthropy and angel investing.
(2) Another colleague chose the freedom route. After becoming increasingly disillusioned with big corporate life, he founded a small but very successful company. He is still running the company, and is having a blast.
(3) A college classmate was rising fast on the corporate route, but it didn’t really fit. One night he awoke spitting up blood from an ulcer. The stress of being a square peg in a round hole finally caught up with him. Fortunately, his enlightened company let him take a step back, and he finished his career developing several successful products while mentoring numerous young engineers.
Three stories, three happy endings…
And in the third case, nothing wrong or disgraceful with making a change. Had his company been less enlightened, he might well have succeeded with another company, or even as a consultant. (He did moonlight for a while to feed his passion to create rather than manage.)
Incidentally, all three made these decisions (as I did) at about age 40. The late Howard Shenson once noted this is a good age for a mid-career assessment. By that time, you have enough experience to know what you like (and are good at) and what you dislike (and perhaps are not so good at.)
The secret, Shenson said, is to focus on the former and ignore the latter. Unfortunately, many people miss this opportunity for change, and spend the rest of their lives in misery.
This post was prompted by a recent discussion. I hope this helps if YOU are facing this dilemma. If you opt for freedom, consulting is but one option. It has been great for me!
© 2015, https:. All rights reserved.
The sad ordeal is over…
Last Wednesday, my good friend and business partner of 40 years passed away from pancreatic cancer. The end came sooner than expected, but at least he is no longer suffering. I will miss him terribly … hell, I already do!
A future blog post will address partnerships. Most of the time I advise against them, as I have seen too many go sour. But when they work, they are absolutely wonderful.
Such was our partnership, and a major reason our consulting firm was so successful. And so much fun!
Although many of you didn’t know him, here is the eulogy I plan to deliver at his funeral this week. I think it captures the essence of this gentle man.
William “Bill” Kimmel, PE
Kimmel Gerke Associates, Ltd.
Consulting Engineers
1940-2015
For those of you who don’t know me, I’m Daryl Gerke, Bill’s friend and business partner for almost 40 years.
When Bill’s daughter asked me to say a few words, I told her it would be a privilege. But when she told me I only had about five minutes, I knew it would be a huge challenge.
You see, I could go on for hours with wonderful stories about Bill… and given the opportunity, probably would. Those of you who do know me know that’s true.
As an aside, Bill and I spent many pleasant hours telling, and then retelling stories… often to the chagrin of our wives. I will miss that.
So what can I say in just a few minutes? As I reflected on this, I was finally able to distill it down to three key points I’d like to share today.
(1) Bill was highly respected
The highest accolade an engineer can give to another engineer is to say, “So and so is a good engineer.” Sometimes for emphasis, one is called a “darn good engineer.” We engineers are such an emotional bunch.
As the emails and phone calls poured in after the news of Bill’s passing, those phrases were repeated many times. Often with examples of how Bill had jumped in to difficult situations… helped out… and even saved their bacon.
Past students lauded his abilities to take complex concepts and make them easy to understand.
Of course, I agree with those sentiments… Working together for 40 years, I know of no better practitioner of the engineering profession.
(2) Bill was extremely gracious
In a business where giant egos sometimes reign, Bill was modest to a fault. When I shared a comment with him several weeks ago that someone had called him a “rock star”, he chuckled and replied, “Gee, I just thought I was doing my job.” … Classic Bill.
Bill also willingly shared what he knew. Not only with clients, but with colleagues and even complete strangers.
An e-mail from a professor in the UK told how, in the middle of his battle with cancer, he took the time to discuss the impact of some new standards. It was much appreciated… He was literally known around the world.
A phone call from a vendor told how he took the time at a trade show last fall to talk with the woman’s son about a career in engineering, and how much it meant to both of them… She had only met Bill earlier that day.
(3) Bill was a friend to ALL
I’m biased, of course… What started out as a couple of young engineers collaborating on some moonlighting projects blossomed into a friendship that lasted almost 40 years… Personally, I can think of nobody else who would have been a better friend and a better business partner.
He also leaves behind a multitude of friends in our engineering community… The many emails and phone calls in the past week have constantly expressed this sentiment… About what a good friend he had been, and how much he will be missed.
In closing, I’d like to share one particularly eloquent e-mail I received from one of those friends just after Bill’s passing.
I’m not much of a reader, but one time my Rabbi lent me a book to read. It was by Rabbi Harold S. Kushner, the author of “Why Bad Things Happen to Good People”. I never finished it, but I remember one passage:
As most clergy do, the Rabbi liked to learn about other faiths. He was at some kind of convention or conference, and he heard the Buddhists talking about how you shouldn’t get attached to anyone, because you would only lose them eventually…
Rabbi Kushner disagreed… He said that isn’t living… Rather, we should allow ourselves to love people even though it will be painful when we lose them… That is living.
So I’m doing a little living right now, over Bill. (Thanks – Jeff Silberberg)
Right now, I think we are ALL doing a little living over Bill… REST IN PEACE, my friend!
Click here to see Bill’s on-line obituary.
P.S. Changes are coming, so check in from time to time. Initial plans are to ramp up JumpToConsulting, and to ramp down Kimmel Gerke Associates. And to spend more time just goofing off – grandkids, reading, writing, traveling, and playing with the dog.
The goal here – helping “newbies” become consultants, and helping “oldies” become better consultants. Like the underlying goal Bill and I always had with our consulting practice – helping engineers become even better engineers!
© 2015 – 2020, https:. All rights reserved.
An update on the sad news…
In February I shared the sad news that Bill Kimmel, my business partner and good friend of almost 40 years, was diagnosed with pancreatic cancer. That is the main reason the posts here have been few and far between. Here is an update.
It has been a rough few months. The chemo failed, but it did make him sick. As a result, he ended up in the hospital for a week with complications. This led to hospice care at home which was working pretty well.
During that time I flew to MN for some visits. We tied up some loose business ends, reminisced, and even laughed a bit as we relived our past consulting adventures (and a few misadventures…)
We decided our business had accomplished the three objectives we had for any project — do some good, have some fun, make some money.
- We’ve solved or prevented hundreds of EMI (electromagnetic interference) problems in a wide range of industries – computers, medical devices, defense (space craft to submarines), vehicles (planes, trains, automobiles – even fire trucks), industrial controls, facilities (including nuclear power plants & oil refineries), and more.
- We’ve trained over 10,000 designers through our public and in-house classes – immensely satisfying in itself.
- We had a great time visiting almost every state and several foreign countries – and we made many friends along the way.
- We both ended up financially set for retirement – even though we’ve remained involved with our little consulting business.
The bottom line — no regrets. Looking back, it has been so much more interesting and satisfying than had we stayed with corporate careers.
While consulting is not for everyone, for us it has been simply great! It is also what keeps me going with the blog — the hope that others may be inspired to do the same.
Last week things took a turn for the worse. Having balance problems, Bill moved to a full care facility as his wife could no longer care for him at home. They had agreed on such a move ahead of time.
Nevertheless it has not been easy for anyone — Bill, his family, his friends, nor his business partner. But for now, he is hanging in there.
The response from our friends/clients/colleagues has been most gratifying. That is a good measure of business success – how much you and your work have been appreciated. I’m sincerely thankful to everyone who has expressed their kind thoughts to both of us.
In closing, my Dad had a sign in his workshop that said “Live, so that when you die, even the undertaker will be sorry.” As a kid, I found it a little spooky, but at this point in my life and career I fully appreciate the sentiment.
And don’t wait to start living your dream. Later, you want to be able to look back and smile as we are now doing — and perhaps even laugh a bit!
P.S. ATTN Friends/Clients/Colleagues – Contact Bill at bkimmel@emiguru.com. Due to low energy, he may not reply, but rest assured he enjoys hearing from you.
© 2015, https:. All rights reserved.
Motivating professionals…
Here is my reply to a question on LinkedIn about motivating professionals.
The more I thought about the question, the more it festered. Is it motivation, or is it manipulation? You decide.
How do you motivate your professional staff? …
How do you motivate a surgeon to perform an operation? How do you motivate an attorney to win a case? How do you motivate an engineer to solve a problem or design an better product?
The answer – you don’t. Motivation comes from within. Unfortunately, much of what passes for as motivation is really manipulation.
So do you REALLY want to motivate professionals? Here are some thoughts based on almost 50 years as an engineering professional.
–FIRST, pay them what they are worth. Better yet, pay them a bit MORE than the going market.
— SECOND, consider company profit share rather than individual bonuses, which are too often political. After all, company profit is the “bottom line.”
–THIRD, provide good tools to do their jobs. This is an investment,not an expense.
–FOURTH, create a collegial work environment. See the comment on profit share versus individual bonuses.
–FIFTH, ask what you can do to help them, don’t tell them what to do.
Do this, and you’ll have all the motivation you need. And you’ll have motivated professionals flocking to your door wanting to join your organization.
OR, if you are a fellow professional, you can do what we did almost 30 years ago. When my business partner and I finally had enough management manipulation, we started our own professional engineering firm.
Our motivation is solving problems and/or improving things for our clients. That has been more than enough — and it has proven very profitable as well!
So if you too are weary of management manipulation, stick around and explore my blog. We’ll show you one way out by making your own JumpToConsulting.
P.S. Off to visit my good friend and business partner next week. Unfortunately, the chemo didn’t work and the cancer progresses. But we both agree that we are so very glad we made our JumpToConsulting when we did. Carpe Diem!
© 2015, https:. All rights reserved.
How to piss off a prospect…
Time for a rant. This was precipitated by an unsolicited phone call early one Sunday morning, from a so-called “marketing firm” run by a so-called “consultant.”
Too bad he is giving consulting such a black eye.
Normally I’d let the phone ring, but for some reason I decided to answer. Actually, I was kind of curious as to what kind of jerk would call early on a Sunday morning.
Here is a short summary of the conversation:
Who is calling please? –Mumble, mumble, mumble.
Who? –RKX Research. (Not the real name*)
And who are you? –David.
David who? –Sorry, I can’t give you my last name for confidentiality purposes.
OK, David. And just where is RKX Research located? –Sorry, I can’t give you that for confidentiality purposes. But you can Google it.
OK, David. Then who is the CEO of RKX Research, and what is his number? –Sorry, I can’t give you that information for confidentiality purposes. But you can Google it.
OK, David. Did you know we are on the DO NOT CALL list? –(Haughtily) We’re a market research firm, and we are excluded from the FTC rules on DO NOT CALL requirements.
OK David. So does that give you the right to call a complete stranger on a Sunday morning? — Well yes, legally we can call…OK David. I don’t really give a damn about your legal interpretations For your information, I consider your call legal harassment. — Uh, would you like to talk to my supervisor?
Sure, put him on. — Pause
Who is this? –Yohan.
Yohan what? –Yohan K…
Well, Yohan, if that is your real name, I just talked with David, if that is his real name. I explained that I don’t really like getting unsolicited phone calls on a Sunday morning. — Well this is a marketing research call, and we are exempt from FTC rules..OK Yohan. As I explained to David, I consider your calls legal harassment and will take legal action if you ever call again. Are we clear? –Do you want me to remove your name from our call list?
Sure – you go ahead and do that. One more thing. Who is the CEO of RKX Research, and what is the address? — Sorry, I can’t give you that information …. but you can Google it.
END OF CALL…
So, I decided to Google the mysterious RKX Research. Here is what I found:
- RKX Research is located in New Hampshire.
- The owner is KM. Had to hunt a bit to find this, but yes, you can Google him.
- The web site is self aggrandizing. No list of owners or executives.
- The FaceBook page has not been updated since January 2013
- The Twitter feed has one tweet in 2012.
- LinkedIn. Forget it. At this point, didn’t feel like paying LinkedIn to learn more.
Kind of interesting. If this company is a legitimate marketing company, why so little Internet presence? Why so evasive about ownership? Perhaps they are not proud of what they are doing?
So what can we as consultants glean from this? Lets look at it upside down. Imagine you want to break into market research consulting, and you really want to piss off prospects. Here are seven quick ways to do that:
(1) Ignore common courtesy. Call complete strangers at odd hours. Sunday mornings are particularly effective.
(2) Hire snotty kids to make the calls. Then teach them to be obnoxious and patronizing.
(3) Prevaricate. Tell people you’re just doing “market research” even if not completely true. This lets you hide behind a technical loophole.
(4) Be difficult to reach. Hide your identity and personal email address.
(5) Don’t monitor/upgrade social media for years at a time. This has the added benefit of showing how (in)competent you are at marketing.
(6) Ignore common sense. After all, most people are just waiting for a thinly disguised sales call from some stranger – particularly early Sunday morning. Their time or privacy are not nearly as important as you are.
(7) Brag about what a great outfit you are on your website. Who knows? Maybe your mother will believe it. Or maybe not.
Would YOU hire these clowns to piss off your customers or prospects?
Finally, I’m not opposed to market surveys. I regularly participate in those sent by email from companies and organizations I know and trust. I do NOT respond to fishing expeditions from strangers, particularly on a Sunday morning. Nor should you.
End of rant.
* Decided not to include the real info on RKX Research as originally planned. No need to hurt or humiliate anyone – even though they might deserve it. Rather, decided to share this rant as a lesson on how NOT to act as a professional consultant.
© 2015, https:. All rights reserved.
Don’t Hoard Your Experience… Share it…
Learned this lesson early in my consulting career. Fortunately, somebody else made the mistake, and I was able to benefit from their goof-up.
We’ve always had a policy of full and open disclosure for our clients. Retain us, and we will share everything we know about our specialty, with the exception, of course, of proprietary client information.
Worried abut overloading a new client, I quipped,
“We don’t hold back. You can tell me when to shut up, when you’ve had more than enough details and information…”
He replied,
“No, I really appreciate your being open. The last consultant we had (on a different problem) didn’t want to share anything. Seems he was afraid if he disclosed all he knew, we wouldn’t need him anymore.
My engineers were frustrated, and we all decided as soon as we have everything we needed, we’re done. Which is a shame, as if he were more forthcoming, we’ve have him back again and again.”
Wow, I thought, I’m glad we didn’t follow that approach. Based on this incident, we made it a formal policy to ALWAYS share what we knew. Even if it means they don’t need us again, because we’re pretty sure they will recommend us to others.
P.S. As a consultant, your goal should be to work yourself out of a job. Your client should always be in a better state after working with you. They will thank you for it by their referrals and recommendations — and by inviting you back for new problems.
© 2015, https:. All rights reserved.
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.
Torture is wrong…(so is bullying…)
So said Senator John McCain — and as a tortured POW, he ought to know. Oooh… I feel a rant coming on…
Frankly, I could not agree more with with my Arizona Senator. Torture IS wrong — and so is ANY kind of bullying. Because Senator McCain courageously went against his own political party (and was being beat up for it), I felt he deserved my support.
Thus, the following letter was sent yesterday:
Dear Senator McCain,
As constituents, we don’t always agree with your positions. But in the case of your position on torture by the CIA, we AGREE with you COMPLETELY!
Your speech yesterday was eloquent. You said what needed to be said. Unlike too many other politicians, you shared your views without any political rancor. It came from the heart.
We fear we have become a nation of bullies… It starts at the top with agencies like the CIA… It filters down to white police too quick to shoot black citizens*… It then extends to our children — who, when they see all this, think it is OK (and even normal) to bully their classmates.
But enough is enough! The bullying needs to stop. The change needs to begin somewhere, and exposing federal government involvement at the top levels is a good place to start. In fact, it NEEDS to start at that level.
So THANK YOU Senator — for standing up to the bullies in the CIA — for standing up to the bullies in the right-wing media — and for standing up to the bullies in your own political party!
Happy Holidays, and our Sincere Best Wishes…
(* Happened again last week here in Phoenix. Black man shot in front of his small kids reaching for a pill bottle. No crime being committed.)
There are some consulting lessons here too. The Senator did not choose the easy political route, but rather spoke out and let the chips fall where they may.
As consultants, we are often called to do the same. To speak the truth, regardless of the consequences.
But one can do so with compassion and understanding. I often joke that I sometimes must tell a client “their baby is ugly.” But I always try to do so in a positive way. That is exactly what Senator McCain did in his speech.
Yes, torture is WRONG. So is bullying. But standing up and speaking out with integrity is RIGHT. Thanks, Senator!
P.S. Don’t let clients bully YOU. Had it happen once, and I immediately “fired” the client. An Engineering Director, he bullied his employees. It was embarrassing to watch. When he tried the same with me, I simply told him to find a new consultant. I think he was a bit shocked, but it was not worth the fee to put up with the guy.
© 2014, https:. All rights reserved.
Five things I’m thankful for…
Thanksgiving is over, and we’re into the leftovers. But there are still plenty of reasons to be thankful. Upon reflection, here are five things for which I am most grateful.
(1) My Family – Two sons, two daughters-in-law, and six extraordinary grandchildren. And of course Mary (my wife), the matriarch of our little clan — without whom the consulting business might never have happened.
Thanks to all of you for all the joy you bring this old geezer!
(2) My Health – Given my age, in pretty good health. But it doesn’t come for free. Still need to pay attention, exercise, and watch what I eat.
Thanks to my doctors, and all the medical professionals (consultants) who work so hard to keep us all healthy.
(3) My Prosperity – Fiscal health is pretty good too. Starting and running a consulting practice helped, along with living within our means and stashing a bunch away for the golden years. All of the sudden, those years are now here.
Thanks to my financial advisers (consultants) for keeping us fiscally healthy too.
(4) My Education – Without a college education, this former small town kid would not have become an engineer, and later a consulting engineer.
Thanks to past teachers (special consultants), and thanks to the good people of Nebraska who have funded their state university for almost 150 years. Go Huskers…
(5) My Country – Through blind dumb luck, I ended up being born into the land of opportunity. Certainly did nothing to deserve it. Born with no silver spoon in my mouth, I took advantage of many of those opportunities. It was not always easy, but looking back on my career, it was worth it.
Thanks to all of those along the way who gave me opportunities, and extended a helping hand when needed.
And special thanks to those who work so hard to protect us (your service is much appreciated), and to those who work so hard to make sure our system works fairly for EVERYONE (not just the rich and powerful…)
Hope you had a Happy Thanksgiving!
© 2014 – 2021, https:. All rights reserved.
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.
What Next???
If you’ve been following my blog, you’ve noticed a lack of posts this summer. Don’t worry — not quitting — just needed some time to regroup.
A key catalyst was two recent funerals. Not to sound morbid, but these events have a way of causing one to reflect on where one has been, and where one wants to go next. They are also not so subtle reminders that time is limited, and life needs to be lived now!
The first funeral was an old college friend, and the second was a relative. Both wonderful people who left us way too soon. Sadly, both had delayed retirement plans until is was too late. Thus, the cause for reflection.
So what next? Here are some plans – subject to change, of course.
– Keep blogging at JumpToConsulting. I have at least another 100 ideas for posts, including a series on selling consulting services, patterned after the recent series on generating leads.
– Wind down the engineering consulting practice. This has been happening anyway — if you don’t continually market, that is the result.
But that’s OK. I plan to stay involved with the training side of the business, which I really enjoy. (My business partner remains active with both the consulting and the training.)
– Develop the on-line classes I’ve been promising, along with the book. Focused on how to start/build/maintain a small professional consulting practice, just as I did 30+ years ago.
Aimed at those who are highly interested in consulting as a possible business/lifestyle, with an emphasis on geeks & geezers (technical professionals and/or boomers over 40) – my own personal demographics.
– Increase leisure travel. Two years ago we bought a small RV, which has been great fun. The plan is for more RV fun – both short trips and some extended trips. Who knows? Maybe I’ll even start a travel blog.
– Simply enjoy retirement. Yes, I finally admit I’m retired – or at least 90% retired (hard to shut down 100% when you started the business.) But JumpToConsulting remains a primary retirement project, so it is not going away. See On Becoming and OLD Warrior.
So thank you to my readers! It is a small group in a pretty tight niche, but it has been fun to interact with so many of you.
Finally, please write or comment if you have specific question about the wacky world of consulting!
P.S. – After 30 years, we just got a pooch again. Several years old, she came from a pet rescue. What a sweetheart, and a definite enhancement to our lives and to our retirement.
© 2014, https:. All rights reserved.
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.
