Make a Successful Career Change - Strategies & Tips For Starting a Consulting Business

Wednesday, May 11, 2011

You have worked your way up the corporate ladder, learned, listened and done your homework. Now you are looking out the office window and wondering what it would be like to work for yourself? Or it's the same buildup and you've suddenly found yourself sitting at the kitchen table after a layoff or downsizing wondering, "What happened?"

One way or the other it's time for a career change. You've seen consultants, either in person or on TV. They just seem to walk in, listen a little, talk a lot and leave. That's followed by a fat paycheck. Now I know you realize that there is a lot more to it than that, but just in case, you don't believe in unicorns do you?

White Changing Table

What does it take to be a Consultant?

There are a number of things you need to know, be able to do and be willing to do to begin a career as a consultant. Here are the basic requirements.

Requirement #1- A solid base of expertise in process, content or both. It's not enough to know a lot you have to bring something that isn't already available to the client. You have to know something they don't know and you have to know more than they do.

Requirement #2- Exceptional people skills. Social, listening, facilitating, problem-solving skills are just the minimum requirement.

Requirement #3- A positive attitude. You'll also need a thick skin, patience and being comfortable working on your own.

Requirement #4- The ability to take whatever recommendations you suggest to a client and implement them to deliver the results you promised. Most consultants fail when they reach Requirement #4. Clients don't want advice they demand results. They expect consultants to deliver them.

The Consulting Process

Let's say you meet the requirements and you're sitting down with your first client. What's the consulting process?

1. Analyze the situation
2. Determine the specific results the client wants and needs
3. Decide if you can meet the client's expectations
4. Develop a strategy to achieve the desired results in the shortest possible time
5. Determine if the client can act upon your recommendations within constraints of her/his organization
6. Outline an execution plan to achieve the strategy at the lowest cost, while paying you adequately for your time and expertise
7. Consistently demonstrate your value, insight and justify your fees
8. Be hired again
9. Convince the client that everything was his/her idea

The process changes based on the client, the situation and the solutions you suggest. The important thing to remember is that consultation is a slow process. You are building a relationship and no client is going to hand over the company's marketing, manufacturing, management or money on the first date. As a wise man once said, "Consulting is a long, slow journey taken in baby steps."

The Do's and Don't

Here are a few things to keep your eyes on as you build your business.

• Be comfortable taking risks
• Decide what you are prepared and qualified to do and don't cross that line
• Always under promise and over deliver
• Don't be tempted to lie about what you know or can do
• Remember clients hire you to help them think and not to have you make them feel dumb
• Be honest and impartial about problems and solutions
• Be a trusted confidant and let clients know their information is confidential
• Provide value for the client's investment in you. Find ways to help make money or save it.
• Go the extra mile instead of counting hours
• Make communication an obsession, before, during and after the project

Consulting is a demanding, stressful job that's also rewarding and interesting. Along the way you'll have a multi-million dollar education taught by some of the best in the business. And, you'll learn even more from the worst in the business. I won't sugar-coat it and say it's easy and you'll be rich, sophisticated and have an eight-car garage filled with imported sports cars next to your mansion. I suppose it is possible but just in case, you don't believe in unicorns do you?

Thanks for reading. Now, let's go make some money!

Make a Successful Career Change - Strategies & Tips For Starting a Consulting Business

Andy Johnston is a multi-faceted communication professional at Think! Consulting Group http://thinkconsulting.net Andy has deep experience in helping corporations generate positive results and make more money. He's known for his unique ability to discover the key actions that must be generated - and then to develop ingenious ways to engage and motivate customers. Click this link for more free ideas: http://rightideas-brightideas.blogspot.com/