Pat E. Goodwin Pat Goodwin Associates

 You were paid for that service—just not separately billed.  You already have an area of expertise.  You have functioned often as an internal consultant.

 An outside independent  Bill for the service  No responsibility for execution

 Self-employment-Autonomy  Life Long Learning-You know more than you think you know  Good earning potential  Satisfying work-Challenging  Networking opportunity

 Self-employed  Solo operator but seek others expertise  Working out of home or low-overhead office  Working for a consulting firm

 Uncertainty of income  3+ months of income saved  Prospecting  Selling  Hassles of self- employment

 Do I have the ‘right stuff’?  Opportunity to learn  Get help- Other Consultants-Experts  What if I get over my depth?

 Functional or technical area(s)  Industry / industries  Geographic areas  A “matrixed” specialty?  Collaborate with support group of specialists

I. The consulting process II. Managing your practice III. Building your practice IV. Assessing your personal ‘fit’

The “How”

 Giving (selling) advice professionally. The Independent Consultant:  A personal service business based on trust.

‘Brain on legs’

CONSULTING  Independent professional  Autonomy is critical  Deliverable is knowledge CONTRACTING  Employee without benefits  Part of the team  Deliverable is a work product

CONTENT  Functional area  Technical expertise  Single intervention  Contract opportunity  Linear project  Boundary issues not key PROCESS  Broad applicability  Team dynamics  Often expands  Contract will compromise role  Cyclical involvement  Boundary issues are critical

 Can slip easily from consultant to contractor  Can slip easily from content to process consulting Watch where you step!

1. Meet and qualify the client / issue 2. Define the agreement 3. Collect, analyze data -purpose, process, people, personal 4. Provide recommendations, possibly re-contract 5. Implementation phase 6. Close-out / follow-up

 Presenting problem  Background  Stakeholders and prime mover  Attempts to solve  Duration  Resources  Expectations

 Services  Resources  Deliverables  Timetable  Compensation  Rights  Acceptance

 Start with stated problem: What they think they want may not be what they need  Get to all key stakeholders-Buy in  Get to important information sources  Peel the onion  Pinpoint the core issue  Define a practical solution:  Purpose, Process, People,  Personal  Why doesn’t the client do it

 What’s really important? To whom?  Follow the work flow (through silos?)  Anything working right? Where? Why?  Where’s resistance coming from? Why?

 To all stakeholders  Start with stated problem  Trace the research  Reframe the problem-  Purpose, Process, People, Personal  Get all reactions  Sum up acceptance / resistance  Get closure—or re-contract

 Not the consultant’s role! Danger!  Can advise as consultant  Can refer a resource to implement  Can serve as overseer for implementation

 May complete the consult  On-going advice may be sought  Probability of follow-on work  Retained for audit / follow-up  References: Ask permission to use work as an example for other projects

 Flawless Consulting by Peter Block  Process Consulting by Edgar Schein  The Business of Consulting by Elaine Beich  Other recent books by Elaine Beich

‘A Day in the Life...’

 Content area?  Specific services?  Geographic market?  Market need trends?  Prospects?  Biz objectives?  Form of business?  Risks/constraints?

 What’s the market rate?  What’s my expertise worth?  What’s my income objective?

In Texas today:  Day?  Hour? Other approaches:  Project  Service trade  Pro bono

SALARY-BASED  Your annual compensation  Divide by 2,000 (hours)  Your accustomed rate per hour CONSULTING  Multiply by 3 for parity  Multiply by 4 for uplift

$100,000 per year is… Month:$ 8,500 Day:$ 850 Hour:$ 100 $150,000 per year is… Month:$ 12,500 Day:$ 1,250 Hour:$ 175

START-UP Month total:31 Weekends: -7 Administrative:-3 Professional:-3 Selling:-8 BILLABLE: 10 MATURE Month total:31 Weekends:-7 Administrative:-3 Professional:-2 Selling:-6 BILLABLE: 13

 Office... ?  Technology  Administrative  Marketing / Branding  Professional  Self-employment taxes & benefits  Travel Costs  Insurance / Legal Fees

How Do I Get Clients?

 You’re not at ground zero!  Check your resources: Vendors, Customers  Check all contacts!  Sort as: - prospects (platinum!!) - advocates (gold!) - talkers (silver)

1:1:  New networking  Old networking Groups:  Speaking / Teaching  Lecturing  Publishing

 Brochures  Direct mail  “Broadside” flyers  Advertising  Yellow pages (Save your money)

 Personal familiarity  Trusted referral  Quiet research  Validating your credentials  Trial contact  Bio Data Sheet, Business Cards

 Checklist item  Doesn’t “sell”  Validates your practice  Gives you global reach

 Identity  Credentials  Photo/Bio  Charter / niche  Services  Professional Groups  Testimonials  Examples  Fee guidelines  Availability  Topics  link LinkedIn

 Tells your unique story  Validates prospect’s choice  Makes ‘yes’ easy: comfort zone  Can be interactive  Easy to keep fresh

 Display your knowledge, expertise  Professional visibility in the right places  Show your unique style  Frequently add value

Is It Right for You?

 Autonomy  Variety  Low cost of entry  Low overhead  High earning potential  Great satisfaction, if a fit

 No structure  No support system  Income uncertainty  Need to invest in self with uncertain return  Work-life integration issues

 No structure?  Self-promotion?  Closing a sale?  Comfort zone?  Personal situation?  Money drive?

 Strong drive to make money  Runs a BUSINESS!  Works a niche  Strong belief in self  Focused, Disciplined, Motivated  Comfort with selling  ‘Expert power’ drive

‘Expert power’ drive versus Money drive

 Built-in structure  Rewards of managing  Satisfaction of getting results  Accepted expertise

 Tricky to ‘try it for a while’  Tough to toggle with job search  Contracting is viable option  Consulting can lead to employment

PERSONAL FIT  Expertise  Interest  Risks SITUATIONAL FIT  Financial  Spouse, family  Circumstances