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Ask HN: Resources/Steps for Becoming a Consultant?

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11–20 of 116 posts

Re: Ask HN: Resources/Steps for Becoming a Consultant?

#11
Make sure you are really good at what you want to consult on. Find your niche. It helps if you've been doing the same thing as an employee for a while so you already have references. Or if possible start doing it "on the side" for a while to build up some experience.

For me my niche is making already built PoC projects ready for production and scaling those. So I target small startups typically with 1 to 5 developers with a PoC built, some traction and a good funding round so they can bring me in with my experience to stabilize/deploy/scale their product and build proper development, testing and deployment practices.

I've been doing that for years, first as an employee, then combined consulting with employee work and since 2015 switched to full time consulting. I have built up a network of investors and people in the local startup scene and whenever my current contracts are almost finished I start pinging those contacts for more companies that fit the criteria.

Re: Ask HN: Resources/Steps for Becoming a Consultant?

#12
post #6

I operate as a full time consultant (more like as a full time studio) and although getting my first clients was easy, I'm not having a roadblock on how to get new business. My clients are all happy and I've asked for referrals, and I'm sure they'll do without issue once they meet someone looking, but until then I'm not sure what to do...

LinkedIn can be an option.

Re: Ask HN: Resources/Steps for Becoming a Consultant?

#13
post #6

I operate as a full time consultant (more like as a full time studio) and although getting my first clients was easy, I'm not having a roadblock on how to get new business. My clients are all happy and I've asked for referrals, and I'm sure they'll do without issue once they meet someone looking, but until then I'm not sure what to do...

In a similar boat - I have a couple of customers that generate repeated business more or less regularly, but have no idea how to generate more. My niche is very profitable but very small and not really based around where I live. I am also really lazy...

I'm tempted to give a spin to Linkedin premium features, or just exit the niche and sell myself as a regular coder.

Re: Ask HN: Resources/Steps for Becoming a Consultant?

#14
Daedtech has an excellent article

https://daedtech.com/software-consulting/

If you live in a major metropolitan area almost anywhere in the US, and your skillset is in tune with the market, you should be able to find some W2 or 1099 contract quite easily through local recruiters. Yeah they will take their cut, but you still should be able to negotiate close to market value. You will definitely get paid more than using something like Upwork.

I’ve been building up a curated list of local third party recruiters for years. I always engage with them when they reach out to me.

Even though they call the above “consulting”, it’s actually closer to just freelancing.

Re: Ask HN: Resources/Steps for Becoming a Consultant?

#15
Depending on skills you can earn a magnificent hourly rate in comparison to full-time employment and have more freedom in the types of projects you pick. Location matters a lot though. Be ready to jump on a plane / train to discuss with potential clients. It takes a lot of grit especially if you build your own client base and wish to avoid middle-men who broker to the larger companies.

For larger firms though you won't get in without middleman (because of preferred supplier lists (PSL)). The bigger players pay you usually competitive rates (unless the middleman is fucking with you which is rare but happens), but you won't own the relationship with the client (the middleman does). Work for smaller firms and you run a higher risk of losing money, not getting paid or getting shafted simply because they think they can.

Ask a lawyer to help you draft contract templates which reflect how you envision any business relationship and then make your clients that you work for directly sign that (rather than expecting them to talk to their own lawyer which the won't do if they never considered bringing in a freelancer).

Find other freelancers in your region to speak to and get a feel for what they charge and how they go about acquiring new clients.

Biggest question when pitching to middlemen is "do you have any freelance/consulting" experience. If no this will be a read flag. So be creative to get your foot in the door.

Ensure you stay on their radar: Send your professional profile to every middle-man in the country and keep updating them with the latest version and your current availability.

Always say yes to any opportunity when asked for an interview (even you're busy right now with something else, or it is slightly off-topic for you). It's a chance to network and to practice your pitch (practicing the skills of interviewing and marketing your skills/brand is even more important than knowing your technical stuff, the latter should be taken for granted).

Gerald M. Weinberg's "The Secrets of Consulting" is excellent for anyone starting out in consulting or for those who consider hiring them (in any case your world might never be quite the same after reading this book):

https://www.amazon.com/Secrets-Consulting-Giving-Getting-Suc...

Re: Ask HN: Resources/Steps for Becoming a Consultant?

#16

Daedtech has an excellent article https://daedtech.com/software-consulting/ If you live in a major metropolitan area almost anywhere in the US, and your skillset is in tune with the market, you should be able to find some W2 or 1099 contract quite easily through local recruiters. Yeah they will take their cut, but you still should be able to negotiate close to market value. You will definitely get paid more than usin…

Read every single article on daedtech.com related to software consulting (and maybe some that aren't) -- the amount of insight contained inside those articles for free is insane.

99% of the people who think they are doing consulting (me included) are not doing consulting. If you're getting paid to write software, you're not a consultant, you're a freelancer/service provider. Let those words shake you then read all the writing on daedtech.com to learn why and see if you disagree (you won't).

Re: Ask HN: Resources/Steps for Becoming a Consultant?

#18
>In the pin factory, when learning comes first, we neither expect nor want the workers to improvise on any aspect of the product, except to produce it more efficiently.

Sounds like a Dickensian nightmare to me. I would have thought some of the best placed people to suggest improvements are the people who build the pins, second only to people who use the pins every day.

Stay classy HBR.

Re: Ask HN: Resources/Steps for Becoming a Consultant?

#19
post #13
post #6

I operate as a full time consultant (more like as a full time studio) and although getting my first clients was easy, I'm not having a roadblock on how to get new business. My clients are all happy and I've asked for referrals, and I'm sure they'll do without issue once they meet someone looking, but until then I'm not sure what to do...

In a similar boat - I have a couple of customers that generate repeated business more or less regularly, but have no idea how to generate more. My niche is very profitable but very small and not really based around where I live. I am also really lazy... I'm tempted to give a spin to Linkedin premium features, or just exit the niche and sell myself as a regular coder.

what's that niche?

Re: Ask HN: Resources/Steps for Becoming a Consultant?

#20
I started by tagging along with a friend, who recommended me for a project he was already working for. It was easier to find the courage that way.

The next time somebody hired my, I simply said I'd prefer to work on a freelance basis. They were OK with it, however, because of my lack of experience with freelancing, I accepted a rate that was much too low. So that may be an easy way into becoming a consultant: just say you want to be a consultant...

I figured that out when I became I'll - nothing serious, but I realized I need to ask for more money to compensate for downtimes and risks that employees don't have (also, saving for my own retirement).

After that, I also registered with some freelance sites, like Jobserve and Gulp (latter might be a German thing, but they offered nice statistics for average salaries).

Because I struggle with occasional burnout or simply hating my job, I din't even do much of the network building or friend recommendations. But recruiters keep calling, just as long your CV has the right keywords. Even long gaps of "unemployment" don't seem to matter that much.

However, for the same reason, these days I would almost recommend against sending out your CV or registering with recruiting agencies. Now my profile is out there, and I can not retract it very easily. So I keep getting those calls, even though I don't really want them anymore. I'd say if you can get by without sending out your CV, it would be better.

I haven't really cut ties completely - maybe if I told those recruiters that I definitely don't want to be called ever again, they would comply. But I wouldn't count on it - in general, they just ignore "wishes" in the CV, like preferences for locations to work in.

I was also that way probably not necessarily getting the best jobs (in terms of interestingness, the pay was always OK). It was more "crap, my bank account is running low, I better accept this contract", rather than strategically working towards work I would like. A bit of a "golden handcuffs" problem, I guess - you have to say no to good offers to be available for the ones you actually want.

This may have been more serious for me than it sounds - by being stuck in dreadful Java Enterprise projects, job frustration would mount again, causing me to quit for months, causing me to eventually accept the next best offer, for the cycle to repeat. Maybe with a more proactive way of acquiring contracts, the frustration cycle could have been avoided altogether. (Not sure, though).

Nevertheless, overall I think consulting is great in principle. You earn more money, see more different companies and projects, and the hiring process is not that fucked up. Usually they give you an initial contract for a month, to see if you work out. So they don't have to evaluate you for weeks and weeks to see if you are a good fit. If you are not, they simply don't extend your contract.

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