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Ask HN: How do I take my consulting business to the next level?

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Re: Ask HN: How do I take my consulting business to the next level?

#11

Post by wildengineer »

pryelluw wrote: post #7
wildengineer wrote: post #5

Earlier quoted context omitted.

1. I haven't picked an industry. I've been working with a startup in adtech and the other a significant player in the digital content provider space. Do you most clients expect extensive experience in their domains? 2. As for service, my technical focus is on all things backend, but also advise my clients on best practices at all phases of development. I want to eventually build a team to cover the full stack and QA.…

1. No, but it helps to know their industry. It really sets you apart. 2. All things backend using what technologies? (language, databses, frameworks etc)

I can't name it all but here's the main stuff...

Languages: Java, Scala, Python 2&3, Javascript/ES6/Typescript

Libraries/Frameworks/Middleware: Spring, Java EE, Spark, Flask, Pandas, Pyspark, Node, Kafka, Redis, Memcached

Databases: The popular SQL dbs (SQL Server, Oracle, Postgres, MySQL) and NoSQL (Cassandra and Mongo).

I also have alot of experience with Azure and AWS offerings, including serverless.

Re: Ask HN: How do I take my consulting business to the next level?

#12

Post by wildengineer »

davismwfl wrote: post #9
wildengineer wrote: post #6

Earlier quoted context omitted.

> This helps you create a target client list and start hammering the ground finding contacts in to them. I don't have any experience in sales, but I'm eager to learn. Any advice on which content I should consume in this area?

Reading your responses to others too, you'll need to find your feet in sales quick before years end. Personally, I have grown and sold a couple of consulting businesses (failed at lots of things too). The key for me was never really which technology we used, it was always about finding a customer demographic I could target and where I had some expertise to help. We crossed nearly all industries but in general I targe…

Thank you. I will pick up that book. Perhaps I can send questions your way once I've digested all this advice and books?

Re: Ask HN: How do I take my consulting business to the next level?

#14

Post by davismwfl »

wildengineer wrote: post #12
davismwfl wrote: post #9

Earlier quoted context omitted.

Reading your responses to others too, you'll need to find your feet in sales quick before years end. Personally, I have grown and sold a couple of consulting businesses (failed at lots of things too). The key for me was never really which technology we used, it was always about finding a customer demographic I could target and where I had some expertise to help. We crossed nearly all industries but in general I targe…

Thank you. I will pick up that book. Perhaps I can send questions your way once I've digested all this advice and books?

Sure, you can find my contact details in my profile.

Re: Ask HN: How do I take my consulting business to the next level?

#15

Post by pryelluw »

wildengineer wrote: post #11
pryelluw wrote: post #7

Earlier quoted context omitted.

1. No, but it helps to know their industry. It really sets you apart. 2. All things backend using what technologies? (language, databses, frameworks etc)

I can't name it all but here's the main stuff... Languages: Java, Scala, Python 2&3, Javascript/ES6/Typescript Libraries/Frameworks/Middleware: Spring, Java EE, Spark, Flask, Pandas, Pyspark, Node, Kafka, Redis, Memcached Databases: The popular SQL dbs (SQL Server, Oracle, Postgres, MySQL) and NoSQL (Cassandra and Mongo). I also have alot of experience with Azure and AWS offerings, including serverless.

That's quite a list of technologies for one person to sell. Narrow it down to the most in demand and market those. Only do the rest as a value added service.

Re: Ask HN: How do I take my consulting business to the next level?

#17

Post by JSeymourATL »

> I'm blocked from cultivating the relationship with these companies.

The obstacle is way.

First Action: Get clarity on what your ideal target client looks like. Then reach out to them and start a conversation. See if there's a match-up.

There's an element of Sales Process here. On this subject, Mike Weinberg is brilliant.

See Chapter 14: Planning & Executing the Attack. > https://www.goodreads.com/book/show/15863998-new-sales-simpl...

Re: Ask HN: How do I take my consulting business to the next level?

#18

Post by GoldenMonkey »

Consulting is a feast or famine world. Cashflow and savings are key. The 2009 recession killed my consulting shop and friends of mine. Imagine having clients with 300 person companies downsized to 30 overnight. And invoices clients can’t pay, but employees to pay. To scale your revenue, you add employees. Some keys for success are to focus on an industry niche. Become the goto expert in that niche. Offer software and consulting in that niche and charge high rates. A good book on networking - thomas stanley, networking with the affluent. This would be my approach to $1m/yr consulting: https://news.ycombinator.com/item?id=5967255

Re: Ask HN: How do I take my consulting business to the next level?

#19

Post by GoldenMonkey »

davismwfl wrote: post #9
wildengineer wrote: post #6

Earlier quoted context omitted.

> This helps you create a target client list and start hammering the ground finding contacts in to them. I don't have any experience in sales, but I'm eager to learn. Any advice on which content I should consume in this area?

Reading your responses to others too, you'll need to find your feet in sales quick before years end. Personally, I have grown and sold a couple of consulting businesses (failed at lots of things too). The key for me was never really which technology we used, it was always about finding a customer demographic I could target and where I had some expertise to help. We crossed nearly all industries but in general I targe…

A rule of thumb here. Companies with 20-30 employees can afford $75-125/hr contracting rates. And these smaller companies will take less time to sign contracts and start.
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