I thought I'd share a post I put on my work blog hidden behind a firewall. Of course, I'm sure it's worthy of some editing, but it is a blog post after all.
A Consultant must be motivated and hungry with a destination in mind.
After being in the consulting business for a few years I have realized the following:
- Verbal and written praise from peers, direct reports, managers, other colleagues, and clients is just as good as a simple pat on the back,
- Contract extensions and requests for advice and guidance down the road are the real indications that you are doing your job – the right way,
- You are only worth merely a slice of what you are billable for annually, and
- As I’ve said for a while now, the true test lies within your ability to continually prepare at least 2 protégés to replace you.
Continued positive feedback from co-workers is nice and accolades from clients might make you feel even better, but all these performance review ‘print-outs’ do is credit you for doing your job. Any consultant should know that if you are not getting positive feedback from clients on a regular basis something is wrong. You shouldn’t need ‘that-a-boys’ to prove you are out there hustling through the airports and burning the midnight oil. Check your demeanor, your actions, and the way you conduct business. By no means should you ever solicit positive feedback. Of course it’s okay to slip in the routine, “why don’t you tell my boss that?” upon receiving deserved compliments. But seriously, you should be setting the bar so high that compliments actually start to diminish and become rarer. A consultant’s above average performance should be routine and expected. If not, maybe you should get a day job.
Customers display their true recognition of your value by continuing to subscribe to your services rather than hiring a contractor or full-timer to do the same work you do for a third the cost. This is the true definition of an appreciated consultant. I think that this spans all industries and continued renewal of services speaks volumes. There aren’t always opportunities to continue projects or just keep your warm body around – that’s understandable. The repeat customers are the payoff though – these are the ones that really trust you to make them shine. However, if you can get the clients you worked with a few years back to call you for advice and guidance, you have really accomplished something. That is the true display of respect and admiration of your work. It won’t come easy, but this should be your goal. You will have to stay in touch yourself. But if you lay the ground work, the stars will a line. Just wait it out and work hard.
For all of the gold diggers and hot heads, come on, really are you serious? You can only be paid some small fraction of what you are being billed for. There is a lot of overhead in running a business. If you can’t get with the program, go work for yourself and join the rat race. Nothing is wrong with the system or working for the man. Continue to add experience and credentials to your resume and put yourself in a position within your company to be billed at a very high rate on great projects. Only then will you be able to make the big bucks. You can make this journey an express train, but it’s a give and take relationship. The give portion lies within being billable since you are the product. If your company is not selling the product how do you expect to get paid? Make it easy for your company and sell yourself and then you can start taking, just don’t get greedy. The money will come.
And finally, put yourself in a position to move up. How else can you move on and work on better projects without having replacements. Try telling one of your customers that loves your work and the relationship you have established that, “Oh, sorry, I have to go and work on this better deal with a more important client.” See how that goes over. You should always be grooming someone to fill your shoes and take your place. In order to continue to grow, work on new projects, new technologies, and pioneer new business you will have to have a replacement. If you don’t set someone up to fill the gap you leave behind you will either become stagnant as an expense for your clients or burn bridges trying to move on without meaning to do so.
I love being a consultant and am passionate about the road ahead. I am eager to land my next opportunity from current, past, or future clients or of course from within. I can’t wait for my next assignments.
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