Had a recent inquiry on how I handle travel expenses. Here are my policies: Travel expenses are billed at cost – no markup. Some consultants mark up the travel, but I feel this is cheesy. Air fare purchased is normally refundable/changeable. Saves problems if the schedule changes. Out of town travel time is billed at […]
Too many “entrepreneurial” bloggers suggest you simply “follow your passion.” Unfortunately, that alone is not enough. You better be able to make money at it! Here are two stories that illustrate the point: The Ice Cream Store… At a professional meeting some years ago, one of my colleagues said to ask Dick about his ice […]
For many years, this was a “trade secret,” but now the story can be told. Simple — we gave them away — for FREE — as a supplement to a leading engineering magazine. And did it ever pay off! The original plan was a twelve part series in Engineering Design News (EDN) in 1994. The […]
Writing technical articles (or white papers) can be very effective marketing methods. They create both credibility and visibility at low cost, and can produce high results. With over 200 articles, it certainly worked at Kimmel Gerke Associates! Getting articles published, however, takes time and effort. It may seem mysterious at first, but help is on […]
Time for a mini-rant. With the political season in full swing, the snarky comments flow on the Internet. But as a consultant, not a good idea to publicize your views, no matter how tempting. This post was inspired by a recent comment on a popular business blog. One guy took a cheap political shot totally […]
Here is a response I sent to a newsletter from Bob Bly, the direct-mail/copywriting guru. Bob is a fellow engineer turned successful marketing consultant many years ago. I subscribe to his free newsletter (and have also bought some products) and find them useful and interesting. The topic that promoted my response was Bob’s recommendation to […]
This post was inspired by a popular RV blog I’ve followed and enjoyed for several years. The author added this to a recent blog post: PRIVACY POLICY AT OUR CAMPS: NO VISITORS, NO DROP-INS, NO PHOTOS, NO EXCEPTIONS. THANK YOU. This accompanied a terse reply to an RV newbie who expressed hope in meeting her, […]
Want some quick insight and exposure into a market? Offer to buy a vendor lunch. After all, they spend their lives out in the marketplace. This is particularly effective in niche markets. You have identified your potential niches, right? If not, review this post. A new consulting colleague in Phoenix did this with good success. […]
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. […]
Here is a reply to a post by Michael Zipursky over at Consulting Success, where Michael discusses the pros and cons (mostly cons) of accepting equity or shares as payment for services. Either way, both Michael and I do NOT recommend this. I completely agree! Never took stock, nor did I ever agree to work […]
Q. What happens when you stop marketing? A. Nothing… happens… –Advice from an old marketer many years ago. © 2014, https:. All rights reserved.
There is a reason I saved advertising for last — because (IMHO) it is just not that effective for consulting practices — particularly when starting out. Yet advertising is the first thing many newbies want to try. After all, Proctor & Gamble uses it to sell soap, and General Motors uses it to sell cars. […]
Generally not in favor of gimmicks here – thing like coffee cups, key chains, T-shirts, etc. Frankly, I’m not sure they are appropriate for most consulting practices. But the RIGHT gimmick can be an effective marketing tool, as long as it is practical and useful. Planning calendars are a good example — and they keep […]
“No Man is an Island…” beings a poem by John Donne. Written almost 400 years ago, it is still true today. True in life, and true in your own consulting practice. In this post, we’ll look at leveraging your business by collaborating with others. We’ll examine several facets of collaboration — marketing (lead generation), production […]
This question was posted recently on LinkedIn. Can’t help myself … I just had to jump in… marketing a consulting practice is a favorite topic! I am a CPA who would like to would like to own my own CPA firm, but clients have been hard to come by. Any ideas on a proven marketing […]
Using a sales agent sounds like the ideal method for those who don’t like sales and marketing. Just pay someone else to do it, right?. Unfortunately, nobody cares for your business like you do, so I do NOT recommend this as a primary source of business. To be blunt, if you are not ready and […]
No doubt about it, referrals are a leading source of leads for established consultants. But how do you get leads and testimonials when just starting out? Simple… ask for them! Yes, I know that asking for something scares a lot of people. What if they reject you? Don’t worry — most people won’t. If they […]
Here is a question from Cheryl at the Business Consulting Buzz group: Has anyone had luck at using workshops as a sales tool? I am considering this in my area at no charge to increase my client base. Has anyone been successful doing this? If so, what have you found to be the best time […]
Consulting isn’t just about expertise — it is also about relationships. What better way to build those relationships than through networking? Networking isn’t just for consultants. It is something you should do regardless of your career. As the old saying goes, “It’s not what you know, but who you know.” True for finding new jobs… […]
As part of my commitment to get off my butt and write my book on consulting, I attended the Indie Author Publishing Conference this weekend in Phoenix. Over 120 authors and prospective authors heard from several panels of experts that included book editors, agents, publishers, legal experts, and more. The focus was on the business […]
