{"id":159,"date":"2005-08-30T15:51:00","date_gmt":"2005-08-30T15:51:00","guid":{"rendered":"http:\/\/markwilson.me.uk\/blog\/2005\/08\/so-you-want-to-be-consultant.htm"},"modified":"2007-07-16T17:10:00","modified_gmt":"2007-07-16T16:10:00","slug":"so-you-want-to-be-consultant","status":"publish","type":"post","link":"https:\/\/www.markwilson.co.uk\/blog\/2005\/08\/so-you-want-to-be-consultant.htm","title":{"rendered":"So you want to be a consultant&#8230;"},"content":{"rendered":"<p><!--112541903424077950-->Earlier today I posted a link to <a href=\"http:\/\/www.unixwiz.net\/techtips\/iguide-ipsec.html\">Steve Friedl&#8217;s illustrated guide to IPSec<\/a>. Steve&#8217;s site has a whole load of technical tips, but one item I stumbled across was his <a href=\"http:\/\/www.unixwiz.net\/techtips\/be-consultant.html\">extremely interesting review of consultancy practices<\/a> (subtitled as &#8220;Why work 8 hours\/day for someone else when you can work 16 hours\/day for yourself?&#8221;).<\/p>\n<p>As an IT consultant (albeit one employed by a global IT services organisation), married to <a href=\"http:\/\/www.pr-co.co.uk\/\">a PR consultant<\/a>, I can really relate to some of Steve&#8217;s consulting maxims, the most pertinent of which I&#8217;ve quoted below:<\/p>\n<blockquote cite=\"http:\/\/www.unixwiz.net\/techtips\/be-consultant.html\">\n<ul>\n<li>&#8220;&#8216;Trust&#8217; is your best job security&#8221;.<\/li>\n<li>&#8220;You are primarily in the customer service business, not the technical business&#8221;.<\/li>\n<li>&#8220;For a good consultant, your voice is comforting: Be very easy to find&#8221;.<\/li>\n<li>&#8220;The best way to appreciate the value of a good [specification] is to do a project without one&#8221;.<\/li>\n<li>&#8220;Customers hate &#8216;unhappy surprises&#8217; much more than &#8216;timely bad news'&#8221;.<\/li>\n<li>&#8220;Ongoing business is much more important than maximizing every billable hour&#8221; (which goes hand in hand with &#8220;hourly arrangements of any substantial magnitude require that you have earned your customer&#8217;s trust&#8221;).<\/li>\n<li>&#8220;It&#8217;s better to give away some time than to throw away your reputation&#8221; (but remember &#8220;if the customer doesn&#8217;t know you did work off the clock, you don&#8217;t get credit for it&#8221;).<\/li>\n<li>&#8220;Detail is comforting to a customer&#8221;.<\/li>\n<li>&#8220;If you routinely take ownership for your own mistakes, you&#8217;re much more likely to be believed when you claim something is not your doing&#8221;.<\/li>\n<li>&#8220;Your best advertisement is publishing of original, technical content&#8221;.<\/li>\n<li>&#8220;It&#8217;s a huge asset to communicate well &#8211; cultivate this skill vigorously&#8221;.<\/li>\n<li>&#8220;Your references are your reputation in the consulting world&#8221;.<\/li>\n<li>&#8220;The customer is not always right&#8221;.<\/li>\n<li>&#8220;The Internet never forgets: don&#8217;t provide dirt for your future&#8221;.<\/li>\n<li>&#8220;If you&#8217;re booked up solid, your rates are too low&#8221;.<\/li>\n<li>&#8220;Your long-term customers are your best customers&#8221;.<\/li>\n<li>&#8220;The best way to make a lot of money is to make your customers a lot of money&#8221;.<\/li>\n<li>&#8220;You must know how to read your customer&#8221;.<\/li>\n<li>&#8220;Your customers are buying your judgment, not just your time&#8221;.<\/li>\n<li>&#8220;Being known for your integrity is the Holy Grail of consulting&#8221;.<\/li>\n<\/ul>\n<\/blockquote>\n<p>He also makes some useful observations on technical skills and certification:<\/p>\n<blockquote cite=\"http:\/\/www.unixwiz.net\/techtips\/be-consultant.html\"><p>&#8220;Your references and your experience are far more important than your certifications. What counts here is truly learning the subject matter, and there is no harm in obtaining the certificate in the process. But if the goal is just to collect some paper, it leads to the prototypical computer jockey with lots of alphabets after his name but limited power in the driver&#8217;s seat.<\/p>\n<p>Where the skills question gets tricky is when getting outside your comfort zone: a customer will ask you about a project that you are almost, but not quite, qualified for. Surprisingly, this happens a lot: if you have conducted yourself well, your customer would rather find a way to use you &#8211; a known quantity &#8211; than find somebody else. This occurs over a fairly wide range of skills.<\/p>\n<p>When considering one of these projects, the first rule is: never lie to your customer about your skills. Be completely candid with your customer about what you know and how you would address the project. This would likely include substantial off-the-clock time as you got up to speed on the technology in question.&#8221;<\/p><\/blockquote>\n<p>Well worth a read for any consultant (whether self employed or not) and for any customers who employ consultants too!<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Earlier today I posted a link to Steve Friedl&#8217;s illustrated guide to IPSec. Steve&#8217;s site has a whole load of technical tips, but one item I stumbled across was his extremely interesting review of consultancy practices (subtitled as &#8220;Why work 8 hours\/day for someone else when you can work 16 hours\/day for yourself?&#8221;). As an &hellip; <a href=\"https:\/\/www.markwilson.co.uk\/blog\/2005\/08\/so-you-want-to-be-consultant.htm\" class=\"more-link\">Continue reading <span class=\"screen-reader-text\">So you want to be a consultant&#8230;<\/span><\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_exactmetrics_skip_tracking":false,"_exactmetrics_sitenote_active":false,"_exactmetrics_sitenote_note":"","_exactmetrics_sitenote_category":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[],"tags":[94,133],"class_list":["post-159","post","type-post","status-publish","format-standard","hentry","tag-certification","tag-professional-skills"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.6 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>So you want to be a consultant... - markwilson.it<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.markwilson.co.uk\/blog\/2005\/08\/so-you-want-to-be-consultant.htm\" \/>\n<meta property=\"og:locale\" content=\"en_GB\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"So you want to be a consultant... - markwilson.it\" \/>\n<meta property=\"og:description\" content=\"Earlier today I posted a link to Steve Friedl&#8217;s illustrated guide to IPSec. 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Officially, I've been a Consultant, Senior Consultant, Project Manager, Senior Technical Consultant, Senior Customer Solution Architect (which would have been a Principal Consultant in the same organisation a few years earlier\u2026","rel":"","context":"In \"Architecture\"","block_context":{"text":"Architecture","link":"https:\/\/www.markwilson.co.uk\/blog\/tag\/architecture"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":4743,"url":"https:\/\/www.markwilson.co.uk\/blog\/2013\/01\/microsoft-consulting-services-sporting-analogy.htm","url_meta":{"origin":159,"position":1},"title":"Microsoft Consulting Services&#8217; sporting analogy","author":"Mark Wilson","date":"Thursday 31 January 2013","format":false,"excerpt":"Earlier this week I was at a workshop where Microsoft Consulting Services described their potential to engage with clients\/partners on five levels, using a sporting analogy Owner: full responsibility from design to implementation and go live. Manager: lead in design and control - architect designs and have user experience lead,\u2026","rel":"","context":"In &quot;Technology&quot;","block_context":{"text":"Technology","link":"https:\/\/www.markwilson.co.uk\/blog\/topic\/technology"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":495,"url":"https:\/\/www.markwilson.co.uk\/blog\/2005\/08\/new-job-at-fujitsu-services-no-longer.htm","url_meta":{"origin":159,"position":2},"title":"New job at Fujitsu Services &#8211; no longer blogging at Conchango","author":"Mark Wilson","date":"Friday 12 August 2005","format":false,"excerpt":"Over the last few years, I've been a consultant for a major IT Services company; worked for a UK-based support services company (and hated most of my time there); contracted for Australia's largest independent magazine distributor; worked in-house designing and project managing a Europe-wide infrastructure refresh for a major fashion\u2026","rel":"","context":"In &quot;Site notices&quot;","block_context":{"text":"Site notices","link":"https:\/\/www.markwilson.co.uk\/blog\/topic\/site-notices"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1033,"url":"https:\/\/www.markwilson.co.uk\/blog\/2008\/04\/extremely-technical-seminars.htm","url_meta":{"origin":159,"position":3},"title":"Xtremely Technical Seminars","author":"Mark Wilson","date":"Thursday 3 April 2008","format":false,"excerpt":"If I was asked to name an industry expert on Active Directory, one of the names that would come to mind consultant is John Craddock of Kimberry Associates, who I have seen present with Sally Storey many times on behalf of Microsoft. John has formed a new company called XTSeminars\u2026","rel":"","context":"In \"Microsoft Active Directory\"","block_context":{"text":"Microsoft Active Directory","link":"https:\/\/www.markwilson.co.uk\/blog\/tag\/active-directory"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1787,"url":"https:\/\/www.markwilson.co.uk\/blog\/2010\/05\/new-jobfull-disclosure.htm","url_meta":{"origin":159,"position":4},"title":"New job\/full disclosure","author":"Mark Wilson","date":"Tuesday 4 May 2010","format":false,"excerpt":"For some time now, this site has carried a disclosure notice\u00a0and I generally avoid talking about my work here (for reasons of confidentiality - but also to prevent potential conflicts of interest).\u00a0 Today I'm going to make an exception, because it's the first day of a new job for me.\u2026","rel":"","context":"In &quot;Site notices&quot;","block_context":{"text":"Site notices","link":"https:\/\/www.markwilson.co.uk\/blog\/topic\/site-notices"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1790,"url":"https:\/\/www.markwilson.co.uk\/blog\/2010\/04\/book-review-windows-server-2008-administrators-pocket-consultant-second-edition-william-stanek.htm","url_meta":{"origin":159,"position":5},"title":"Book review: Windows Server 2008 Administrator&#8217;s Pocket Consultant (Second Edition), William Stanek","author":"Mark Wilson","date":"Friday 23 April 2010","format":false,"excerpt":"A few days ago, I reviewed John Savill's Complete Guide to Windows Server 2008 and now I'd like to introduce another book for Windows Server administrators - William Stanek's Windows Server 2008 Administrator's Pocket Consultant 2nd Edition, published by Microsoft Press. Whereas John's book is a heavyweight reference volume for\u2026","rel":"","context":"In \"Book review\"","block_context":{"text":"Book review","link":"https:\/\/www.markwilson.co.uk\/blog\/tag\/book-review"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_sharing_enabled":true,"_links":{"self":[{"href":"https:\/\/www.markwilson.co.uk\/blog\/wp-json\/wp\/v2\/posts\/159","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.markwilson.co.uk\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.markwilson.co.uk\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.markwilson.co.uk\/blog\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/www.markwilson.co.uk\/blog\/wp-json\/wp\/v2\/comments?post=159"}],"version-history":[{"count":0,"href":"https:\/\/www.markwilson.co.uk\/blog\/wp-json\/wp\/v2\/posts\/159\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.markwilson.co.uk\/blog\/wp-json\/wp\/v2\/media?parent=159"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.markwilson.co.uk\/blog\/wp-json\/wp\/v2\/categories?post=159"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.markwilson.co.uk\/blog\/wp-json\/wp\/v2\/tags?post=159"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}