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Subject: |
Twelve Things You Need When Starting A Consulting Business - Part 2 of 2 |
| Date: |
2009-08-24
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Twelve Things You Need
When Starting A Consulting Business - Part 2 of 2
By Cliff Ennico
www.creators.com
Here are six more things you will need before you start a consulting
business:
7. The right contract forms.
If you are working for individuals or small businesses, chances are
they don’t have a consulting agreement form. You will need to
develop one, along with the following standard forms: a
"statement of work" (SOW) or proposal letter (spelling out what
services and deliverables you will provide, what you will charge for
those services and deliverables, the timetable for delivery, and when
you expect to get paid); a confidentiality or nondisclosure agreement
(this should be "mutual" to protect both your information and your
client’s); and a subcontract agreement (in case you have to farm out
certain work to another professional). A good business attorney
can prepare these for you for a fee of about one to two hours of their
time.
If you are working mostly for larger corporations, you won’t need any
of these forms except for the SOW or proposal letter. Your client
will have contract forms of their own which they will ask you to sign -
make sure to have your attorney review these (again, the fee will be
about one to two hours of their time) so that you don't "sign your life
away".
8. A decent Website.
Your clients will expect you to have a website of your own for your
consulting practice; (SET ITAL) do not (END ITAL) create a "free"
website on an online service that uses its own URL as the home page
(for example, www.doityourselfcheapwebsites.com/consultants/yourhomepage.html).
Go to Network Solutions and register a URL that is simple and easy to
remember, such as "cliffennicoconsulting.com". Have a
professional build your website, and do not scrimp on search engine
optimization (SEO) as this is how many potential clients will find
you. Create a profile with links to your website on some of the
popular online services people use to find professionals, such as www.craigslist.org
and www.elance.com.
9. A profile on LinkedIn.
Most social networking websites are for teenagers, but one big
exception is LinkedIn (www.linkedin.com).
This is a social networking site for professionals like yourself, and a
great way to build a network of contacts that can help you get
business. For information on how to use LinkedIn, check out Jan
Wallen's e-book "LinkedIn in Seven Days or Less" at www.linkedinworks.com.
10. Information Giveaways.
To impress potential clients, you will need to convince them you are an
expert in your field. People nowadays expect to receive lots of
information for free, and the traditional "marketing brochure"
containing just your biography, photo and contact information just
doesn't cut it anymore.
Write articles for local newspapers, business periodicals and trade
publications, then make photocopies of them and create a "binder" which
you can give to prospective clients. Hire a graphic designer to
create a professional looking cover for your "binder," and have them
printed at Kinko's so they look like a "real" publication.
Even better, self-publish a short (less than 100 pages) book and give a
signed copy to each prospect, lead and referral source. With
today's self-publishing technology you probably can have 500 to 1,000
copies printed for less than $2,000. For information on
self-publishing a book, see the all-time classic book "The
Self-Publishing Manual" by Dan Poynter, which is now in its 16th
edition.
11. Speaking topics.
Public speaking is one of the best ways for consultants to establish
their expertise and get business. Put together a list of 30 to 60
minute talks that relate to the work you do. For example, if you
are a marketing consultant to businesses, create a talk on "10 ways to
generate more revenue in troubled times". Then, check your local
newspaper, business weekly or industry trade publication to learn about
upcoming meetings of business and professional organizations.
Call their telephone number, ask to speak to their "program director",
and volunteer to speak for free at a future meeting. You will be
amazed how many organizations will say "yes", especially if your topics
are timely, relevant and not being "done to death" by a million other
speakers.
Put together a PowerPoint presentation of your talk, and be sure to
make copies for all attendees with your contact information clearly
displayed on the cover page. Your name and telephone number
should also appear as a "footer" at the bottom of each page. Be
sure to post copies of your presentations on your website and LinkedIn
profile as well.
12. A support network.
When you work for yourself, especially if you work along out of a home
office, you get some really crazy ideas sometimes. Find at least
four or five people who are in the "same boat" as you (self-employed
consultants, but not competitors) and meet with them regularly to get a
"reality check" on where you are, how you're doing, what will work, and
what (likely) won't. It may save you from doing something stupid
you will regret later.
Cliff Ennico (cennico@legalcareer.com)
is a syndicated columnist, author and former host of the PBS television
series 'Money Hunt'. This column is no substitute for legal, tax or
financial advice, which can be furnished only by a qualified
professional licensed in your state. To find out more about Cliff
Ennico and other Creators Syndicate writers and cartoonists, visit our
Web page at www.creators.com
or visit succeedinginyourbusiness.com.
COPYRIGHT 2009 CLIFFORD R. ENNICO. DISTRIBUTED BY CREATORS SYNDICATE,
INC. Permission granted for use on DrLaura.com.
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