April 2005

Question

What advice can you offer for consultants looking to find work outside the US?

Answer

Here are a couple of ideas.

• Attend the ASTD 2005 International Conference & Exposition. Really! I did not intend to look for consulting work at last year’s conference, but it came to me anyway. Plan to network with an international focus, introduce yourself, exchange business cards, visit the international room. Now heed this! I am not saying become a pushy American. I am saying attend and avail yourself to opportunities at the conference. Network with a purpose.

• A second way is to work as a subcontractor to some of the training suppliers that sell internationally, e.g., Herrmann International, DDI, Ken Blanchard Companies. Again, ASTD 2005 International Conference & Exposition will offer you an opportunity to connect with many of these vendors during the Expo. Bottom line? Attend ICE and bring lots of business cards!

Question

I’m planning to hire an intern (a graduate student) to help with some activities in my consulting practice. Any suggestions about notifying my clients about this decision?

Answer

Is the intern going to go on site with you to the client’s worksite? If yes, I suggest that you take the intern with you to meet your clients as soon as you hire the individual. Your clients will want to know what role the intern will play and how it will affect them. Clearly define the intern’s parameters. What sort of progressive training will you provide? How will your intern’s presence affect your role? Will you charge the client for the intern’s work? You do not tell me the level that you work in the organization, but the higher up, the higher the expectation is for you to continue in your current role, with little if any of your activities passed on to an intern. Even if the intern will have a role behind the scenes, you may want to mention it to your clients. Hiring an intern is a big responsibility but a noble one. I think most clients would be proud to be working with someone who is assisting another to get experience in the consulting field. Good for you!

Question

I’m in an awkward position. I have several clients, long term clients, who worked with me when I began my consulting practice. Over the years, I’ve expanded my skill set and added services. One of my long term clients is asking me to take on a project that is not within my comfort zone. While the client understands my position (I’ve said “No thanks”), they’re pressuring me to take it on because of my extensive corporate knowledge.  I don’t want to jeopardize future business in a skill set that I possess by declining their request for work beyond my scope. How can I say “No” without losing this valued client and make them understand the decision is best for both of us? 

Answer

You are in an awkward position. I suggest that you find someone who has the expertise to complete the project your client wants you to do. Agree to partner with the “expert” on the project. Everyone benefits. Your expert will gain a client. You will learn from the expert. And your client will get the project completed by someone with expertise and experience, yet having you stay involved.

Question

How do I publish some of my writing?

Answer

There are a number of routes to getting published. I assume you are asking about non-fiction work, since there is much more competition to get fiction work published—and I have no experience. Follow these steps to get a book published.

1.  First find out if there is a need for your book. Go to a book store or a library and survey the books to determine if there is a gap to fill. While you are looking, if you see anything similar, make note of the publisher, theme, approach, focus, etc. A publisher is going to ask you to submit this information with your proposal anyway, so you may as well do it now.

2.  Compare your book to others and figure out what is different or better. You’re going to need to sell your idea to an acquisitions editor.

3.  When you were doing your research in step 1, you should have determined which publishers may be interested in your topic. Write to them to obtain their proposal format. All publishers will ask for similar things (approach, what’s unique, who’s the audience, a table of contents, a sample chapter), but each will have a slightly different format.

4.   Complete the proposal and send it off to one or more publishers. Write a cover letter to a specific acquisition editor (they will also be listed in the front of the books you examined in step 1) stating that you will follow up with a call the next week. Then do so!

By the way, if you are thinking you will get rich writing a book, it is unlikely. I have written and edited over two dozen books and it has been mostly a break-even endeavor for me. I write for other reasons, mostly because I love to do it.

If you are interested in publishing an article in a magazine, write the magazine and request a publishing calendar. Most magazines focus on a theme for each issue and the calendar will tell you which issue may be the best match for your article.

By the way I will host a panel discussion “How to Get Published for Instant Credibility” at the ASTD 2005 International Conference & Exposition in Orlando on June 6. Check it out. Good luck!