Ask HN: How to Become a Consultant? • Hacker News Board

Re: Ask HN: How to Become a Consultant?

#41

Post by LaundroMat » Sat, Oct 17, 2020, 5:46 PM UTC

yungookim wrote: post #7

In my experience, scaling a consulting business is more to do with sales and building long-term relationships. Sales is a skill that can be acquired, and you don't have to be very good at it to get started. Learn the basics of business development and sales; try experimenting with different approaches. See what fits you best. IMHO, I think the problem is "getting projects from 0 to POC/MVP state." These are projects…

I wonder if building MVP contracts is a very price-competitive market, at least in terms of how I interpreted that domain as the the OP describes it.

I believe there is a lot of value in helping clients determine what an MVP should be (i.e. understanding of the business problem to be solved) and then help them validate solutions by building (or helping them build) an MVP. It appears the OP has the skillset to do both, and off-shore dev shops can't do that.

Plus, you need a good understanding of local practices, culture and market to be any good at this.

Re: Ask HN: How to Become a Consultant?

#42

Post by SMAAART » Sat, Oct 17, 2020, 5:52 PM UTC

Good to hear that you realized that management is not for you; it's not for everyone.

Alas, being a consultant is a lot about being in sales, how are your selling skills?

I think for a while you need to continue what you're doing, as you're doing; AND - along the way - investigate ways on where to bring your consultancy. Besides the usual suspects of books on selling, I also recommend the following reading:

* So Good They Can't Ignore You: Why Skills Trump Passion in the Quest for Work You Love * https://www.joelonsoftware.com/ * Rework * Little Bets * http://www.paulgraham.com/articles.html

Re: Ask HN: How to Become a Consultant?

#43

Post by yungookim » Sat, Oct 17, 2020, 5:58 PM UTC

LaundroMat wrote: post #41

yungookim wrote: post #7

In my experience, scaling a consulting business is more to do with sales and building long-term relationships. Sales is a skill that can be acquired, and you don't have to be very good at it to get started. Learn the basics of business development and sales; try experimenting with different approaches. See what fits you best. IMHO, I think the problem is "getting projects from 0 to POC/MVP state." These are projects…

I wonder if building MVP contracts is a very price-competitive market, at least in terms of how I interpreted that domain as the the OP describes it. I believe there is a lot of value in helping clients determine what an MVP should be (i.e. understanding of the business problem to be solved) and then help them validate solutions by building (or helping them build) an MVP. It appears the OP has the skillset to do both…

Yes, this is a good point. Thanks!

Re: Ask HN: How to Become a Consultant?

#44

Post by tcmb » Sat, Oct 17, 2020, 6:07 PM UTC

l1am0 wrote: post #17

tcmb wrote: post #10

Earlier quoted context omitted.

Have you thought about working for a tech consulting firm? It probably won't pay as much as freelance, but you won't have to deal with sales and bookkeeping. Or: the other day there was this article here on HN about an agency for developers. I can't find it right now, I think the title was "The cost of the developer" or something like that, original article on The New Yorker, iirc.

https://www.newyorker.com/magazine/2014/11/24/programmers-pr...

That's it, thanks!

Re: Ask HN: How to Become a Consultant?

#45

Post by yungookim » Sat, Oct 17, 2020, 6:23 PM UTC

kblev wrote: post #36

yungookim wrote: post #7

In my experience, scaling a consulting business is more to do with sales and building long-term relationships. Sales is a skill that can be acquired, and you don't have to be very good at it to get started. Learn the basics of business development and sales; try experimenting with different approaches. See what fits you best. IMHO, I think the problem is "getting projects from 0 to POC/MVP state." These are projects…

> upgrading business development Any tips on that?

I can only tell from my experience. It's probably not applicable to everyone, nor is it the best path.

In my case, I have been involved with many startups in the AI/ML B2B space from the early days of my career as a software developer.

At one point, I recognized that if you want to build something great, it really helps to listen to the customers and the prospects. So I started to shove myself into a hybrid role of sales engineering and software engineering. To get started on the sales engineering, I reached out to all the business developers friends and asked them to share their frameworks, processes, and learning materials. Also did a lot of Googling to educate myself. Then I asked the appropriate people in the company if I can join small-stake sales call. To start with small-stake calls and learn how things work. It did not take a long time to start receiving invites from the sales to help with high-stake customers. Since in most cases, people who can build and sell (you don't have to be the best at either) are rare and needed.

Re: Ask HN: How to Become a Consultant?

#46

Post by pembrook » Sat, Oct 17, 2020, 6:25 PM UTC

aklemm wrote: post #40

pembrook wrote: post #21

You need to build an audience on the internet to get a steady pipeline of leads. It sounds counterintuitive, but, share everything you know on the internet for free (Blog for SEO), and then collect emails at the bottom of each post promising further valuable information. You’ve now got a list of leads who think of you as an expert and specifically need help with your niche area. You need to email them regularly with…

Is this your actual experience? Can you provide more specifics? I can’t imagine too many people hiring consultants from pure Internet marketing.

Yep, but you don't have to take my word for it.

Google for information on pretty much any business niche area. It has to be niche. It can't be broad like "web development" or "web design." More like web development for automotive suppliers who use Magento for large B2B orders.

Doesn't have to be tech related. For example; M&A tax issues, defending age discrimination lawsuits as a small business, investment advice for American expats in Europe, increasing crop yield for soybean production, etc. etc.

If you don't see blog posts from a consultant or company who sells to that niche, look up the google search traffic for the specific phrase you used, and if its significant, then you've discovered a business idea.

You can bet in the next 10-20 years every single one of those niches is eventually going to be filled and the competition is only going to get worse. The best time to start is now.

Re: Ask HN: How to Become a Consultant?

#47

Post by chrisbennet » Sat, Oct 17, 2020, 6:34 PM UTC

jw0335066 wrote: post #30

Patrick McKenzie's writing has been fundamental in getting my consultancy business up and running. Here are a few of my favorites: - https://www.kalzumeus.com/2012/09/17/ramit-sethi-and-patrick... - https://www.kalzumeus.com/2012/09/21/ramit-sethi-and-patrick... - https://www.kalzumeus.com/2010/08/25/the-hardest-adjustment-...

I'll add that Patrick McKenzie is our very own "patio11" on HN.

Re: Ask HN: How to Become a Consultant?

#48

Post by edem » Sat, Oct 17, 2020, 6:38 PM UTC

yungookim wrote: post #45

kblev wrote: post #36

Earlier quoted context omitted.

> upgrading business development Any tips on that?

I can only tell from my experience. It's probably not applicable to everyone, nor is it the best path. In my case, I have been involved with many startups in the AI/ML B2B space from the early days of my career as a software developer. At one point, I recognized that if you want to build something great, it really helps to listen to the customers and the prospects. So I started to shove myself into a hybrid role of s…

This sounds really interesting. How would you define what Sales engineering is?

Re: Ask HN: How to Become a Consultant?

#49

Post by chrisbennet » Sat, Oct 17, 2020, 6:41 PM UTC

As an aside, be sure not to charge "just enough" but instead charge "a lot". I have a similar years of experience to you (35yrs). I charge $150-200 hour in the New England area. You never want to compete on price.

Re: Ask HN: How to Become a Consultant?

#50

Post by edem » Sat, Oct 17, 2020, 7:15 PM UTC

nekopa wrote: post #22

Just to let you know OP, HN doesn't show your email in your profile, so even though you ask people to send you an email, it's no where visible. You need to add the contact info yourself in the "about" section.

Oh. I fixed it, thanks.