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 […]
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! […]
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 […]
Niches are a great strategy for small firms — particularly if you are just starting out. For consultants, the old business bromide “Find a need and fill it” could easily be replaced with “Find a niche and serve it.” So what is a niche, anyway? It is simply a narrow market segment. As a small […]
Writing articles can be a very effective lead generator. Not only do they provide visibility, but they also enhance your credibility. Having written or co-written over 200 technical articles, I’ve found this method to be fast, effective, and even fun. Besides, nothing quite like seeing your name in print to give you a little buzz […]
Fishing for business… OK, let’s get started with the question that has most of you chomping at the bit. How do I get clients/customers, anyway? In simple terms, you need to find customers, and then sell to them. And if you are just starting out, nobody else is going to do it for you. Oops! […]
How I handle my insurance … This post is a quick continuation of the previous post on insurance, as someone asked how I handle my personal insurance needs. My philosophy is to self-insure the small losses, and put the premium savings into higher coverage. As such, I carry larger deductibles than most subsidized policies, but […]
So what is it about insurance (particularly health insurance) that spooks so many people? After the Four Key Questions (a previous blog post), this is probably number five. The question is usually posed as, “So how do YOU handle insurance?” For many, this issue is a potential show-stopper from making the Jump to Consulting. It […]
Whenever someone gets curious about consulting, they usually end up asking one or more of what I call the “four key questions.” How Do You Get Your Clients? How Do You Set Your Fees? How Do You Decide What To Consult About? How Do I Get Started In Consulting? 1. How do you get your […]
Consultants come in may flavors… To add to the confusion, not everyone calls them self a consultant — many refer to themselves as coaches, counselors, or contractors. So what is the difference, anyway? And do the differences really matter? In a broad sense, all of the above are “consultants,” providing advice and guidance for a […]
Welcome to the inaugural entry in my blog! Let’s start at the beginning — just what is a consultant, anyway? If we asked fifty people this question, we’d probably get fifty or more answers, and they would all be good. Webster defines a consultant as “an expert who is called on for professional or technical […]
Welcome to my blog… This is a blog about how to start, build, and operate a small consulting practice. It is aimed at those who may be considering consulting as a part time or full time venture, although existing consultants may find it useful too. The goal is to share ideas and experiences, and to help […]
