How to Expand Your Consulting Business

Presented by Stephanie Griffin

Independent Consultant/Project Manager

Stephanie led a presentation and discussion about building a consulting business, and sustaining and expanding the business. Stephanie’s background is a superb example of the process. She started consulting as a freelance marketing writer, working mainly on business organization or reorganization, and training of employees. After a brief time as a technical writer at Southwestern Bell, Stephanie moved into consulting, largely through agency placement. She secured a contract with IBS, which, among other contracts, she expanded into two years with Fidelity Investments. She has now moved into project management. From her experience in these companies, she compiled some tips for those wishing to build their independent contracting business:

·  Once you start working at a company, get to know people immediately

·  Be sure to make the rounds of all the departments

·  Tell people what your skills are

·  Keep in touch with former clients

·  Get to know clients personally with one-on-one lunches

·  Plant seeds and then ask for the work

Concerning moving into project management, Stephanie stated that we are the natural communicators, as many technical employees are more comfortable with technology. She had the following suggestions:

·  Start with systems and people that you know

·  Project manager assistant is a natural position in which to begin

·  Get certified as a project manager (see PMI.org; requirements will be more rigorous after 1/1/2002)

·  Consider that you may have the experience even though you never had the title

Lastly, someone mentioned telecommuting nationally. Stephanie’s suggestion was to get the client’s interest first, then mention in your proposal that you will find that you can do most of the work from your home office. This is most successful in rural areas where technical writers are not readily available.

Several from the discussion group had advice to offer. John Daigle mentioned that since technical writers are often introverts, they should keep complete records of the content of each job, and that they fix a goal on what they would like to do. Gail Bernstein, Linda Gallagher, and Jim West all mentioned getting involved in networking groups, such as:

·  CWIT

·  Rocky Mountain Internet Web Designers User’s Group

·  Boulder Writers Alliance

·  Local Chambers of Commerce

·  Toastmasters

·  Recreational clubs such as the Colorado Mountain Club, where there are people from many technical fields