Since I selected an Independence Day motif for my blog, it is only appropriate to offer some Independence Day musings. As stated elsewhere, freedom was a major motivator in my JumpToConsulting. But I didn’t realize it right away. Rather, that epiphany came a few months later. Driving back from a client and listening to the […]
Have some fun… do some good… make some money. The perfect consulting project meets all three criteria. Two out of three is still often OK, and on occasion, I’ve even stooped to one out of three. But these are three criteria by which I judge potential consulting projects. Have some fun… For me, this is […]
When dealing with prospects or clients, age is a very important parameter. One size (or approach) does not fit all. According to many authors, there are four major age groups that coexist today, each with their own distinct culture and ways of doing things. All were influenced by the conditions when they were growing up. This […]
Do you need a website, particularly if you are just starting out in consulting? YES! Just like you need business cards, letterhead, envelopes, and some sort of brochure. Not only does a web site (and other simple collateral) provide information, but it shows that you are serious about being in business. Think of your web […]
Adding a new category to this blog — Encouragement. The original intent of this blog was to provide “nuts and bolts” information for those considering making the JumpToConsulting. You know — if you just knew how to do it (or how others had done it), the rest would be a piece of cake. But recently […]
This resource review covers three books by best selling author Guy Kawasaki. The original intent was to review his latest book, Enchantment. But after reading it, I decided to include two more books: The Art of the Start, and Reality Check. These three nicely combine both the practice and the philosophy of starting businesses. They […]
Sick and tired of your daily commute? Ever dreamed of running a consulting firm from a cabin in the mountains or a condo on the beach? Or maybe an RV, or even an overseas location? Well, some people are doing that already, as “location independent consultants.” Thanks to the Internet and other advances in technology […]
Consultants come in all types of sizes, shapes, and specialties. However, most fall into one of two broad categories — management consultants or technical consultants. While both provide services and advice aimed at helping the client, there are some significant differences. As a consulting engineer, I am more familiar with the technical category. Nevertheless, I’ve […]
For this month’s resource review, I’ve selected Rainmaking Conversations by Mike Schultz and John Doerr. This brand new book describes a sales approach based on their proven RAIN sales model. Well written, this book should be on every consultant’s bookshelf (after reading it, of course.) The authors are co-founders of the Rain Group, a sales training […]
Looks can be deceiving… My business partner and I were cruising the show floor at a professional symposium, when one of the younger members of our technical community stopped us and asked, “How do you guys do it, anyway? Everything you touch turns to gold…” We both looked at each other, and grinned. I said, […]
Professional organizations offer a ready made network of friendly potential clients. The secret is to be an active participant, not just a passive member. As an added bonus, these organizations can help dispel the loneliness that often accompanies consulting, particularly for solos. Most technical professions (medicine, law, accounting, engineering) have well established organizations. They may […]
Roger Boisjoly, P.E. – Truthteller This success story is a shining example for all consultants — not just engineers. Roger is best known for trying to stop the Challenger Space Shuttle Launch in January 1986 due to his concerns about faulty O-rings in the rocket boosters. Although often referred to as a whistleblower, Roger prefers […]
Newsletters are effective lead generators when you already have a list of past business contacts. What? You don’t have a list? Well, I guess we need to talk about that real soon. Until then, read on. Newsletters are a great way to stay in touch, and to remind people you are in business. They are […]
Gene K. Baxter, Ph.D., P.E. – Baxter Engineering I met Gene a dozen years ago through a professional group in Phoenix. A mechanical engineer, Gene specializes in forensic consulting (accident investigations, product failures, etc.) Typical clients are attorneys or insurance companies that need a professional to investigate and assist in legal proceedings and, if it […]
This happened soon after I went off on my own. Cruising along at 30,000 feet on my way to consulting job, I was catching up on my reading. In addition to technical materials, I’ve always tried balance my reading with business materials. Even though I’m an engineer, I’m also a business person. You know, profit […]
A blog can be an effective way to generate leads, particularly if you enjoy writing and are willing to do so on a regular basis. A well written blog also enhances your credibility and visibility. But the best reasons for starting is business blog are that you can do so immediately — and even at no cost! […]
My parents built and remodeled several houses. Not to make money, but to build a better life. And, I suspect, because they thoroughly enjoyed doing it. When one project was done, it was usually time to start another. Often, my brother and I were pressed into involuntary servitude. We pounded nails. We poured concrete. We […]
For this month’s resource review, I’ve selected Million Dollar Consulting by Dr. Alan Weiss. Having now written 32 books on the subject, Alan Weiss is no doubt a guru on consulting. Anyone considering consulting should read what he has to say. His materials are based on his own experiences of starting and running an international management […]
White papers have become the rage in recent years, and for good reason. They are an excellent way to showcase your expertise and build credibility. A well crafted white paper can quickly establish you as an expert among experts. So what is a white paper, anyway? In very simple terms, a magazine article you self-publish. White […]
An important sales lesson … As a brand new sales engineer, I was on my way to meet with meet with an important prospect. Fresh out of training, I was ready to dazzle and amaze them with all sorts of technical details about our new test system. Fortunately, I struck up a conversation with my […]
