Just finished reading this book. A great resource for anyone (including consultants and wannabe consultants) seeking financial freedom along with occupational freedom. This is the latest book by Dr. Thomas Stanley, author of the bestsellers The Millionaire Next Door and The Millionaire Mind. Unlike too many financial guides with their special formulas on getting rich, […]
Teaching can be a great lead generator. It is how I got started in consulting over thirty years ago, and it continues to a nice source of business and income today. Here are five good reasons to consider teaching. 1 – You can begin right away. You don’t need to do extensive marketing or build […]
To be avoided at all costs! Your credibility and reputation depend on avoiding even the hint of a conflict of interest. Your primary responsibility is to your client. Period. No ifs — ands — or buts. Keep your mouth shut about their business, and protect their proprietary information. If something just doesn’t feel right, then […]
When you finally make client contact (marketing becomes sales), you often need simple stuff you can hand out or mail – business cards, brochures, folders, letterhead, envelopes, labels, etc. Since these create first impressions of your business, they should be an integral part of your sales and marketing process. These items are often referred to […]
Need some immediate exposure? Is your market primarily local? Do you serve a niche market that is tightly focused? Big trade shows – local or otherwise – too expensive? All good reasons to start your OWN local mini-trade show. We did this in 1986, just prior to launching our engineering consulting business. Like most startups, […]
Done properly, trade shows are a great way to generate leads. Done poorly, they can be a tremendous waste of time and money. Trade shows represent a unique opportunity for both networking (one-on-one) and/or gaining exposure (one-to-many). And unlike most other methods, trade shows can be very personal. Where else can you spend a few […]
Just gave a talk titled “Consulting for Geeks – So You Want to be a Consultant?” at DesignCon2012 in Santa Clara, CA. With over 100 attendees, it confirmed my suspicion that many of my technical colleagues are considering consulting — at least secretly anyway. And why not? If you are a professional (engineer, architect, accountant, […]
You are invited to join me… at an upcoming talk at DesignCon 2012 on Consulting for Geeks. This is an update of a talk I gave at last year’s IEEE EMC Symposium. Sixty people showed up for that presentation — as the LAST talk of the LAST session on the LAST day. Turns out a lot of […]
As 2011 ends, it is time to look both back and ahead. For the past few years, Chris Gullibeau has ended each year with an annual review on his popular blog, The Art of Non-Conformity. This year he challenged others to do the same. What a great idea! So, challenge accepted. Thanks to Chris! Following […]
If referrals are golden, then multiple referrals are platinum! As you become established, cultivating referrals should be a high priority. Here is a personal example, just published in Million Dollar Referrals, the latest book by Alan Weiss. When asked for examples of “greatest referrals” earlier this year, I responded with the following story. It is […]
Speaking can be a good lead generator, as long as you are in front of the right audience. The secret is to identify your ideal clients, so you don’t waste your time in front of the wrong groups. Focus on your target niches — specialty, geography, industry, and type of business (B2B, B2C, B2G) Speaking […]
As part of a special session at a recent engineering symposium, I gave a half hour talk titled “So You Want to be a Consultant? — Four Key Questions.” Being the last speaker in the last session on the last day, I did not expect much of a turnout. Apparently the symposium organizers felt the […]
Like it or not, age often matters in marketing a consulting practice. Age also matters in customer perceptions, as evidenced by the following examples. Real Life Story # 1 – Floyd, a fellow engineer, was going to law school at night. At the time, he was in his mid 40s, and I was in my […]
Will writing a book help your consulting practice? In my experience, yes! But it is a lot of work, and not something I recommend to those just starting out. Unless you have materials already (such as class notes or a bunch of research), better to start small and consider a full blown book when better […]
Learned this lesson the hard way, at a cost of several thousand dollars. You’re getting it here for free. This story goes back to 1981 and my early days as a part-time consultant. IBM had just introduced the PC. Our major client, a vocational school, asked for an evening class that focused on how to […]
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 […]
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 […]
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 […]
