It takes no talent to work hard.
Tim S. Grover – Author
I’ve been a project consultant for 30 years and have written best-selling books. Here are my top tips and tools:
Work Lessons Earned:
- Know your value proposition. What separates you from the rest of the VUCANs? Then price your services accordingly. I differentiate consultants into 4 categories: How; 2. What; 3. Why; and 4. Who consultants. How consultants ($200/hr.) know how to do something right. What consultants ($300/hr.) know what to do right? Why consultants ($400/hr.) know why the right work must be done right. Who consultants ($500-$1000/hr.) know who pays for doing the right work right.
- Add real and perceived value. Commodity consulting goes for about $200/hour. Move up the how, what, why, and who consulting curve to offer higher real and perceived customer value. How consultants are skilled technicians. What consultants are skilled managers? Why consultants are skilled communicators. Who consultants are skilled leaders and politicians. Who consultants offer clients peace of mind in today’s VUCA world.
- Differentiate yourself. How do you differentiate yourself from the rest of the project consulting and work VUCANs? The differentiator is what makes you different. This is your ‘value proposition.’
- Reinvent yourself. I used to reinvent myself every 7 years – my half-life. That’s too long. I do it every two to three years. It’s critical to stay ahead of the VUCA curve.
- Update your Brand You. Personal brand management (Brand You) is what consulting is all about these days. Look out for your #1. Your employer won’t. You need to update continuously your brand, skills, contacts, knowledge, etc.
- Develop a killer new processor product and write a book about it. Another thing I’ve learned about consulting is that there’s a linear correlation between visibility > credibility > marketability > brandability > billability. It’s pretty simple. Visibility through a thought leadership blogs, vlogs, social media, books, or clever methodology leads to your marketability, employability, and billability. It’s that simple.