Productizing a Freelancing / Consulting Business

Patrick McKenzie recently shared a thought provoking piece entitled Productizing A Freelancing / Consulting Business: If the fundamental unit of value in a consulting business is professional expertise applied to a business problem, then the fundamental unit of value in a product business is capturing one thing learned into an artifact and then reproducing that artifact atContinue reading “Productizing a Freelancing / Consulting Business”

Consulting versus Contracting: A Costly (Lack Of) Distinction

So what!? What’s the difference? There are many folks who call themselves consultants. There are also many who call themselves contractors. Humorously — and I only know this because I fell into the same trap — there are many folks who call themselves one when they are really the other. Clients, especially those who aren’tContinue reading “Consulting versus Contracting: A Costly (Lack Of) Distinction”

Why Marketing Really Matters

A business does marketing and sales for the money, but that’s not the sole reason to get good at it.  One of my favorite mentors, authors, and consultants is David Maister.  One day a while back I was reading through his archives and snipped this nugget from an article entitled “Doing It For The Money” (ifContinue reading “Why Marketing Really Matters”

How to Find, Reconnect With, and Revive Your Professional Network

In early 2007, several months after moving on from my last venture, I found myself sitting on my butt a lot doing — well — not much of anything (I did get a lot of reading in). I wasn’t getting out all that much to interact with other people and wanted to re-connect with folks. I did not haveContinue reading “How to Find, Reconnect With, and Revive Your Professional Network”

The Professional Consulting Success Ladder

Perhaps You Need a Ladder… I’ve been doing a lot of pondering about the different approaches people take to being an independent IT professional. There are really (at least) 4-5 camps. And they make all the difference in the world when it comes to how happy you are with where you are and what approachesContinue reading “The Professional Consulting Success Ladder”

So… why don’t you have more business?

Have you pondered the post title recently? Why don’t you have more business? It’s a common failing among IT consultants to accept one of the following excuses: It’s just how it is It’s the economy, stupid It takes time to build up a sustainable business and I’m just not there yet and there’s little, ifContinue reading “So… why don’t you have more business?”