- Having a customer focus (the customer being the company you are at as well as the external customer).
- Always looking for the next assignment
- Always trying to demonstrate value
- Being a problem solver
To set up your consulting firm (You, Inc.), he suggested 6 steps which are roughly similar to the 10 step process that the outplacement firm has taught us:
- Define your products and services. What are your strengths, and knowledge? Define your Brand (i.e. Tiffany's, MacDonalds). To do this, make a list of 10 to 15 words that define you.
- Prepare good written material to present "You, Inc." to the customer. Things like a resume, cover letters, value proposition, business card.
- Develop your marketing plan. Choose your target industries, companies, and positions.
- Advertise - contact search firms, use the Internet, network.
- Make sales calls - find out what "pain" the company is experiencing and how you might be the solution to the pain. This is also accomplished using networking.
- Make the sale - find the job, negotiate your position and price
Good advice. I've accomplished a bunch of these steps already. It's time to incorporate and to do a better job of selling.