May 2003

Question

I am currently working in the corporate sector, but would like to become a consultant and principle of my own firm. What would prepare me to succeed as a consultant? What suggestions do you have for making this transition?

Answer

First, be sure to read the three "B Books" (Block, Bellman and Biech) I recommended earlier in the March column. They cover the technical, humanistic and business sides of consulting.

Next, I recommend that you put together a business plan. If you drop me a note to ebb associates, Box 8249, Norfolk, VA 23503 and ask for a copy of The Consultant's Quick Start Guide, I will send you a recent book that will help you work through all the issues to get you started in the business. Besides writing a business plan, the book helps you assess your consulting aptitude, identify the changes you will need to make, determine what to charge, figure out a business structure, gain consulting experience before leaving your job, set up your office, identify your client base, create a marketing plan, and much more.

And last, if you are still interested after doing this homework, I suggest that you talk to your employer to determine whether they would be willing to hire you as a consultant to help you transition more easily.

Question

Five years ago the training department was destroyed, in part to a merger. How can I persuade the senior management we need to reestablish training for both our internal and external customers.

Answer

I suggest that you contact your local ASTD Chapter for contacts and then check the most recent issues of T+D Magazine for ROI figures. Good luck!