How to be a Consultant
An entertaining article by Steven J. Friedl on how to be a Consultant. Here is an overview of his “Consulting maxims” but you should really read the entire article to get the finer detail:
- You must give the customer The Warm Fuzzy Feelingâ„¢
- “Trust” is your best job security
- You have no job security, even if you think you do
- A financially-struggling consultant does not give a customer The Warm Fuzzy Feelingâ„¢
- You are in the “customer service” business, not the “technical” business
- For a good consultant, “your voice” is comforting: Be very easy to find
- Hourly arrangements of any substantial magnitude require that you have earned your customer’s trust
- The best way to appreciate the value of a good spec is to do a project without one
- Customers hate “unhappy surprises” much more than “timely bad news”
- Churning by dishonest consultants is the single worst thing that has ever happened to honest consultants
- Ongoing business is much more important than maximizing every billable hour
- It’s better to give away some time than to throw away your reputation
- Detail is comforting to a customer
- If the customer doesn’t know you did work off the clock, you don’t get credit for it
- If you routinely take ownership for your own mistakes, you’re much more likely to be believed when you claim something is NOT your doing
- Your best advertisement is publishing of original, technical content
- It’s a huge asset to communicate well — cultivate this skill vigorously
- Your references are your reputation in the consulting world
- Your customers cannot wonder where your interests are
- Customers are comforted by consultants who don’t act entitled to their engagements
- The customer is NOT always right
- The internet never forgets: don’t provide dirt for your future
- If you’re booked up solid, your rates are too low
- Your long-term customers are your best customers
- The best way to make a lot of money is to make your customers a lot of money
- As long as you’re sleeping, you still have inventory
- The fear of an empty pipeline is with most consultants constantly, even if they’re very busy
- You must know how to read your customer
- Your customers are buying your judgement, not just your time
- Being known for your integrity is the Holy Grail of consulting
- An open customer relationship cultivates The Warm Fuzzy Feelingâ„¢
- If you have a reputation for stealing customers, you’ll never be trusted by other professionals
- Your references and your experience are far more important than your certifications
- Do not BS your customers
- “Education” is one of the best investments a consultant can make
- Don’t quit your day job solely based on what you read here :-)