November 2003

Question

We require most faculty to develop training materials/handouts such as an outline or PowerPoint. Materials must be developed by a deadline in order to reproduce them for program attendees. What is the standard practice regarding financial penalties for missing a deadline?

Answer

I do not believe there is standard "penalty" for missing deadlines. However, this should be a reminder to all consultants to include a written policy in your proposals that clearly states what is expected when deadlines are missed.

Question

I am transitioning from being an internal consultant to an external consultant. Is there a place to find out what the going fees and rates are for external consultants? I need to price my services in a similar manner to my colleagues.

Answer

Sorry, no place to find that specific information. For information about setting pricing and fees, check a couple of the past questions in this column: ; January 2003 question 2; and September 2003 question 2. I also recommend two books that address this from different perspectives: Consulting for Dummies by Bob Nelson and Peter Economy and my book, The Business of Consulting.

Question

I work full-time as a trainer for a non-profit teaching on issues around youth and mentoring. I recently began consulting on the side to earn extra money. My full-time job found out and said it was a conflict of interest (there were no policies at the time), and threatened to fire me if I didn't stop. Is that legal?

Answer

I'm not sure if it is legal or not, but what you are doing is probably unethical. You have become a competitor of your own employer. It is always wise to inform your employer if you intend to consult on the side-even if the subject matter is not related to your "day job."

Question

I had a wonderful consulting clientele established in Minneapolis, all of whom came to me via referrals. I moved from Minneapolis to Detroit. How do I reestablish my consulting business when I know no one in the city? I've never had to market before! Where can I get some assistance in getting my business restarted? Thank you!

Answer

The name of the game is networking. I would contact all of your great clients in Minneapolis and ask them for names of folks they know in Detroit. You might be surprised at how easy it is to restart your business. For creative new starts, I highly recommend that you read chapter seven and eight in Marketing Your Consulting Services.