May 2007

Question:

I started my consulting business a year ago. I have been too trusting of some clients: individuals and companies. I have been ethical and candid. I have trusted people to do what they say they will. And I have been burned because of that. Is that really what getting into business is all about?

Answer:

I am sorry you have had a difficult first year. Often wisdom comes with experience. Some people who become entrepreneurs have not examined all that they really need to do and what they should expect. They may have been insulated and protected by the processes and structure that support most established businesses. Do not change your ethical practices. You and your business will establish a great reputation for being honest, helpful, and valuable. It will form a rock solid foundation for your future success. In the future, take time to study the “deals” you are making. If you think you need to put something in writing, do so. Use your attorney when you need legal advice. Treat your clients with respect and appreciation. And finally, never, never, sacrifice your reputation.

Note: With this final question and answer, the Ask a Consulting Expert monthly column concludes almost five years of sound advice from Elaine Biech and other consultant experts in the field. The advice at the end of the final question is a very fitting message for all consultants.  Watch for the Ask a Consulting Expert Archive.