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Ask HN: How do I start my own consulting firm?

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Re: Ask HN: How do I start my own consulting firm?

#41

Full time freelance consultant here, specializing in product strategy and early customer acquisition. This should apply to your situation as well. What other people have said in this thread is mostly accurate: consulting is 100% about client development, and 70% of client development is doing good work for the clients you do have, because almost all your clients will be word of mouth. But, that doesn't answer the que…

bmmayer - that's a very insightful post. I'm in a similar boat. I recently left a VP, Product level position in a software company to start my own consulting practice. I'm trying to focus on early customer discovery/development/strategy for small/mid stage B2B startups. I'm wondering how your experience freelancing has been so far? How long have you been doing and what were you main motivations to switch to consulting from FT? Do you have any plans of (or are already) scaling your practice beyond yourself and getting partners/employees to work with you?

Re: Ask HN: How do I start my own consulting firm?

#42
- Short intro:

Spent 2 years as freelance and 4.5 years building a 20 people consulting company (1). During this time met dozens of CEOs of various size consulting companies to share knowledge and learn.

- The why:

Think hard and long before you get into this field.

1. Turning into a product company statistically never happens.

2. You will become profitable only after a year+ (most consulting companies get stuck at 3-6 people and are NOT profitable). Profitable = you earn more than working full time for someone else.

3. With each year you will spend more time managing and less developing.

4. Its not like a startup - but you will have highs, lows, worries and sleepless nights.

5. Its all about building a name - takes years.

6. If you want to build your own product, stop reading here and don't even start with consulting.

7. Location matters - you didn't mention yours.

Re: Ask HN: How do I start my own consulting firm?

#43
I just founded Elastic Byte (shameless plug https://elasticbyte.net) which is a DevOps-as-a-service and infrastructure consulting startup.

The biggest challenge in starting a consulting business is indeed building relationships and selling. It is very different than running my other company a traditional web SaaS. I'm spending lots of time in CRM (managing inbound leads), communication with leads, and setting up phone calls and Google Hangouts. It is absolutely critical though that YOU do these tasks to start. Don't try and hire a sales guy too early and push everything off to him. You must interact with the clients at the start to discover pain points, processes, and pattern matching.

In terms of partnerships, I'd say don't get bogged down in that. Companies will reach out wanting you to use or pitch their products, all good, but don't waste time setting up partnership meetings yet.

Re: Ask HN: How do I start my own consulting firm?

#44
I've been doing digital consultancy for about a year now in my own firm. Me and my co-founder started with a client from connections we made when we were salaried consultants, and took it from there.

Here's what I've learned since I started that I haven't seen others mention.

- Paid networks are great. We pay about 2-4k USD / year for gold memberships. The companies there only send their executive branches or other people with deciding power, so you'll meet relevant business contacts from the start. We've gotten business worth ~35k from these in two months, so 31k+ with ten months to go of the year for a 4k investment.

- Being able to speak in front audiences will give you leads. We generally just speak about digital stuff to our paid networks.

- The more people see you as a friend, the more likely you are to get big referrals. I go running with the CEO of large company in our field and we've become friends. About 200k coming from his referrals this year.

Re: Ask HN: How do I start my own consulting firm?

#46
Me and a fellow open source contributor just started offering services around a real-time open source project we created/worked on and we've seen an increase of inquiries recently. See http://socketcluster.io/#!/services - Maybe get in touch (email form is linked from the bottom of the page) - We're looking to build connections with people who have expertise with real-time systems. We're literally at the very beginning so anything is possible.

Re: Ask HN: How do I start my own consulting firm?

#47
First and foremost, if you have an idea for a good product then just work on that. Don't complicate your life with consulting unless there's a dire need to save up a bunch of cash. It'll be easier to work on that while maintaining a 9-to-5 job, as opposed to trying to build a product while running a consulting business.

That said, consulting is a great way to learn a lot, gain experience, make good money, and figure out what you don't want to be doing. If you want to go this route, read on...

Speaking from experience (having incorporated two software consulting firms and worked at that for a few years), I completely agree with the comments about sales/selling be such an important part of things. If you don't enjoy this (or have someone on your team who does), then you're going to get worn out pretty quickly. However, if you can land 1-2 big clients and setup some kind of continuous (ex. retainer-based) relationship then you're golden.

One option is to try and contract from your current employer. You obviously have the experience and the relationships already in place. Your employer won't be happy about you leaving, but might be amenable to hiring you on a short-term gig.

An alternative is to subcontract. Expect your rates to be lower, but you'll have more opportunity to gain valuable experience and won't bear the risk/burden of landing clients yourself. It's a lot easier to find your own contracts once you have a few projects (and a network of contacts) under your belt.

Regardless of your approach, advice I always give to people when they ask me about starting a business are: get a good lawyer ; and get a good accountant. Don't take the cheapest options because you'll regret it later. Find people in the space who come recommended, whom you like, and who have a track-record in dealing in your line of work.

Whether or not you decide to incorporate is up to you (talk to the aforementioned lawyer), but in my experience it's a no-brainer.

In terms of legal, you'll also want your lawyer to provide you with a standard NDA and contract that you can use in all of your engagements. Any lawyer with experience should be able to provide this pretty cheaply (at a fixed rate, hopefully).

In terms of an accountant (or a small accounting firm), you won't need much to get started, but a 1-2 hour consultation to get your bookkeeping and invoicing setup will save you a lot of time (and grief) later. Make sure that you can hand easily hand your invoices, bank statements, receipts, etc. to your accountant when it comes time to file your taxes. Again, if you cheap-out on this it's going to cause you a lot of pain down the road.

Other notes from experience:

- Switching from consulting to product is difficult and almost always fails unless you're willing to make a clean break. As a consultant you eat what you kill; as soon as you stop working then your revenue stream drops to zero. I've seen people try to work around this by expanding their consulting firm to handle larger and larger projects, but then the people at the top just spend more time managing everything and have even less time to work on products.

- You'll eventually come up with a good product idea, at which point you should be willing (and able) to completely stop consulting to work on it. This transition will hurt, but you should have enough cash saved up to make a go of it.

- It's okay (in Canada, at least) to start working as a sole proprietor on some (smaller) contracts, but don't expect any client to be amenable to you changing the nature of your relationship with them half way through a contract (for instance, if you decide to incorporate).

- The larger the client/contract, the more likely you'll need insurance (errors & omissions, liability, etc). This doesn't come cheap. I recommend starting with smaller clients and projects to mitigate this.

- Figure out what taxes (if any) you need to charge ahead of time and be very upfront about this (and your rates).

- If someone wants you to be on-call (ex. 2-hour response time to a phone call), then great. Charge them more for it.

- If someone wants you on retainer (ex. 20 hours/month for dev ops), wonderful. Consider giving them a discount for multi-month agreements because it's a low-risk and guaranteed revenue stream.

- Make it very easy for clients to pay you. Include all of your payment information on each invoice. Have multiple payment options, if possible.

- Expect to terminate agreements with some clients. This sucks, but it's sometimes necessary.

- In your contract, be sure to state that the client doesn't own the work product (copyright, etc) until they pay you. This doesn't mean you don't deliver things according to schedule if payment is a little behind schedule, but you have some recourse if things ever get nasty.

- Finally, be sure to check your current employment agreement to make sure there's nothing that would get you (or your colleague) in trouble if you both decide to leave and start a company. Two things come to mind: there might be some onerous (and probably unenforceable) non-solicitation clause that a lawyer could twist to state that you solicited your colleague (or vice versa) to leave (this probably won't be an issue); and there might be some non-compete that you have to be careful about if you're consulting on similar products/features to your current employer. In both cases, I think this would be low-risk, but talk to your lawyer.

Re: Ask HN: How do I start my own consulting firm?

#48
post #44

I've been doing digital consultancy for about a year now in my own firm. Me and my co-founder started with a client from connections we made when we were salaried consultants, and took it from there. Here's what I've learned since I started that I haven't seen others mention. - Paid networks are great. We pay about 2-4k USD / year for gold memberships. The companies there only send their executive branches or other p…

Could you say some more about paid networks? Which networks are you a member of, why and how did you join them?

Re: Ask HN: How do I start my own consulting firm?

#49
I'm a Loan Officer (Mortgage Banker) with IT experience (5 years) Ran my own IT consulting firm for a year before giving it up. It was hard to do it on my own. I had 4 clients under contract doing both the Technical side and sales side.

Let me know if you would be interested in working together. I would be interested in being a salesperson.

Certainly qualified to do so, originating mortgage loans in 11 states.

Re: Ask HN: How do I start my own consulting firm?

#50

I'm a Loan Officer (Mortgage Banker) with IT experience (5 years) Ran my own IT consulting firm for a year before giving it up. It was hard to do it on my own. I had 4 clients under contract doing both the Technical side and sales side. Let me know if you would be interested in working together. I would be interested in being a salesperson. Certainly qualified to do so, originating mortgage loans in 11 states.

Would you be interested in helping me out as well? See profile for info and business (DevOps-as-a-service and infrastructure) consulting company.
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