finally{}

“Consulting is a tough business”, says Alan Weiss.

You better listen when a million dollar consultant speak.

From opening a bank account to steering a challenging project can be tough, especially when you are starting out as an independent consultant.

So how do you get through?

Motivation is a big part in getting through tough challenges. I draw motivation from family, friends, colleagues, popular icons. Even events can be source of motivation.

Paraphrasing Sir Issac Newton’s words, “If I’ve succeeded, it is because I stood on the shoulders of the giants.

Standing on giants helped me so far; will it get me further? Only time will tell.

‘Predictable and reliable delivery of category benefits is the driver for success’, argues Patrick Barwise and Sean Meehan in their book, ‘Simply Better‘.

I agree.

Taking parallel from the book, what are the ‘category benefits’ (those expected out of a category or class of products or services) expected from a consultant, as a product and as a service?

I could think of these two:

Domain Expertise: This is the only reason a consultant is in the room. They are expected to be a master in the domain – whatever be the domain – CRM, Project Management, Process Re-engineering, Peoplesoft.

Appreciation of business reality: Usually consultants have to deal with dilemma on the ground and steer their clients to a solution. The problem in hand will be a product of people and process. Yet, consultant should stay focused and find or create a path forward.

Domain expertise can be learnt. In fact, during their life time consultants achieve mastry of more than one domain. However the other skill is hard to learn and judge. But it will be needed in almost all of the assignments. Without it, it is hard to be a consultant.

Do you agree?

Companies spend big share of their budget trying to ‘differentiate’ their product and services from those of their peer-group companies. Usually these differentiations are add-ons to the core category benefits which are expected from their product or service. But do such differentiations work?

Would you return to a restaurant that has an impressive interior and calming music but serves absolutely tasteless food?

This is the theme of ‘Simply Better‘, a book that, Gary Silverman calls, “… a book about marketing for people who have read too many books about marketing”.  Drawing upon experience of Tesco, Toyota and similar companies, Patrick Barwise and Sean Meehan, authors of the book, argues that, customers expect a predictable and reliable delivery of category benefits, every time; all the time. Differentiation does not matter to customers when category benefits fail.

The authors also emphasize the marketing principle put forwarded by Peter Drucker, ‘Marketing is not a specialized business activity…it is the whole enterprise seen from the customer’s point of view‘. Companies should spend their resources on improving customer’s experience at every point of contact  – be it marketing, sales, delivery or post-sales support.

These are simple yet fundamental concepts for any company’s success. Fact is, simple concepts are easy to be missed.

“Am I a freelancer?” or
“Am I a consultant?” or
“Am I a freelancing consultant?”

Those were some of the questions on my mind when I decided to quit the corporate world and be on my own. I googled and understood that they are not the same.

Generally, creative artists – like photographers and journalists – like to retain their creative freedom and they equally dislike being constrained by the company rule books. They prefer to roll their sleeves, get the work done and be paid; and not bother with other overheads. So they sign-up for specific assignments and if they like the company (the team, the work, the money), they continue to work with the same company; else they go with another. There is another group of people who prefer freelancing – those who can’t commit to a full time work schedule, primarily due to their personal commitments. In both categories, freelancers need not visit client office on a day-to-day basis.

Consultants are a different breed. They are (considered to be) experts in a specific domain and they advice their clients in solving problems in those domains. Their service will significantly influence the policies and projects of their clients. While freelancers are their own bosses, consultants need not be; they could be employed. It is common for employees in an IT firm, to have job roles as consultants. However, realizing their self-worth, some consultants quit their employers and take up independent contracts. It is expected that these consultants visit client office regularly, even on a daily basis.

Considering that I’m my own boss but work from client site, should I call myself as a freelance consultant? How about Independent Consultant? It sounds fancier, right?

Ref: http://freelance.geekinterview.com/42-Difference-Between-A-Freelancer-And-A-Consultant-.html

Life throws challenges at you at the most unexpected time. You can either choose to accept the challenge and make the best of it; or ignore it and probably regret for the rest of your life.

I wanted to be a freelancing consultant six years back – when the markets were high and CRM (and ERP) consultancy was hot. At that time I was posted in Belgium and most of my colleagues were freelancing. But for various reasons, I couldn’t get into freelancing.

Now, there is a widespread pessimism in the market and I got a freelancing contract! How ironic is that?

I took more than a week to debate with myself. The boss, the team, the work and the clients made the work environment one of the best I ever had; but having already handled series of roles that were available, I was running the risk of becoming complacent.

On the other hand, the freelancing contract is on e-governance. With increasing economic growth in India, e-governance is becoming prominent; and with tech savvy Barack Obama taking control in the US, I believe, many countries will embrace e-governance. Downside? I’ve to move to Delhi, learn Hindi and probably understand ‘red tape’, ‘bureaucracy’ and ‘politics’ in their real terms.

Having debated with myself, the pros and cons, I discussed with the family. Honestly speaking, I expected resistance from them. Because, for the past three years my sister and I are settled in Bangalore and our parents are with us. We were able to take family trips and have quality time together as a family. To my pleasant surprise, they were extremely supportive. That gave me the confidence to take it further and discuss with friends. Finally I took the decision to be a freelancer.

Slowly things fell in place – resignation was accepted; last date finalized; contract was signed; and joining date accepted.

I’ve been preparing myself by reading a lot about freelancing (and e-governance); yet I’m sure there will be plenty of things that I’ll have to work out as I continue through the freelancing world. I’m also convinced that the thrill of being a in a new place, meeting new people and learning new things will keep me motivated to continue the journey.

For now, I’m looking forward to Jan 1st. Because on Jan 1st, 2009, I am becoming a freelancer.