Consulting – Rules of engagement

Came across this today:

Just in case if you didn’t pick it up from the Slashdot yet, here I’ve added link to a great article by Steve Friedl: http://mvp.unixwiz.net/techtips/be-consultant.html

[Valery’s blog]

Excellent advice .. here’s a distilled version

• You must give the customer “The Warm Fuzzy Feeling”
• “Trust” is your best job security
• You have no job security, even if you think you do
• A financially-struggling consultant does not give a customer “The Warm Fuzzy Feeling”
• You are primarily in the customer service business, not the technical business
• For a good consultant, your voice is comforting: Be very easy to find
• Hourly arrangements of any substantial magnitude require that you have earned your customer’s trust
• The best way to appreciate the value of a good spec is to do a project without one
• Customers hate “unhappy surprises” much more than “timely bad news”
• Churning by dishonest consultants is the single worst thing that has ever happened to honest consultants
• Ongoing business is much more important than maximizing every billable hour
• It’s better to give away some time than to throw away your reputation
• Detail is comforting to a customer
• If the customer doesn’t know you did work off the clock, you don’t get credit for it
• If you routinely take ownership for your own mistakes, you’re much more likely to be believed when you claim something is NOT your doing
• Your best advertisement is publishing of original, technical content
• It’s a huge asset to communicate well — cultivate this skill vigorously
• Your references are your reputation in the consulting world
• Your customers cannot wonder where your interests are
• Customers are comforted by consultants who don’t act entitled to their engagements
• The customer is NOT always right
• The internet never forgets: don’t provide dirt for your future
• If you’re booked up solid, your rates are too low
• Your long-term customers are your best customers
• The best way to make a lot of money is to make your customers a lot of money
• As long as you’re sleeping, you still have inventory
• The fear of an empty pipeline is with most consultants constantly, even if they’re very busy
• You must know how to read your customer
• Your customers are buying your judgement, not just your time
• Being known for your integrity is the Holy Grail of consulting
• An open customer relationship cultivates “The Warm Fuzzy Feeling”
• If you have a reputation for stealing customers, you’ll never be trusted by other professionals
• Your references and your experience are far more important than your certifications
• Do not BS your customers
• “Education” is one of the best investments a consultant can make
• Don’t quit your day job solely based on what you read here 🙂

Read the article though .. tons of advice in there.