Paul Jacobson

I came across this list of consulting tips on "the [non]billable hour" which lead me to the original post by a guy known as 'Joe' on Google Groups.  The original post made for really interesting reading and came at just the right time for me (as things often do) as I was considering handling some of my activities as a consultant.

Here are some of the highlights for me:

So, what do I do to get this fast growth?

First, I'm not your typical computer geek.  In our town which is
predominately NASA and tech companies, most out of work geeks are just
that - geeks.  Very little social skills.  I worked retail
management for 6 years and business to business sales for 7 so I've been
forced to interact with people every day, and I have sales experience.

I always take the approach that no problem or question is stupid.  And I
make sure the client knows this.

I always give a verbal summary of everything I've done in as plain of
English as I can when I finish a job.

I always leave two more business cards with a client when I finish, and
explain that I'd appreciate any referrals they could give me.

I do NOT do cold-calls.  I don't do cold-visits.  I DO targeted customized
letters to business owners, but that only accounts for about 15% of my
business.  The rest is referrals and repeats.

I particularly like the last one.  I have a block against cold calling (mainly because I am unsure of myself and my ability to do something other than the work I have been doing the last 6 years - a habit I intend breaking).

The list goes on:

I always call to follow up the day after a major job.

I do NOT charge for phone support.

I do NOT charge for travel time.

I do NOT charge for a follow-up visit the day after a major network change
(for instance I installed a W2K server last week, and thought I was done
to find the next day that the backups didn't work.  The return visit to
fix that problem was no charge.)

I send thank-you cards after payment is received.

I give NET-10 terms to businesses, and COD to individuals.

If I'm not doing client work on a given day, I dedicate that day to
marketing efforts (letters, press releases, networking, etc.)

I do NOT rely on web marketing, however I do have a crisp website.

I e-mailed everyone I know and told them what I'm doing and asked if they
knew anyone I could talk with who might need my services.

I associate with others.  I'm in the local Linux group, which doesn't
generate clients, but does generate LEADS. I help out at the kid's
schools. I'm active in Church. I make a point to let everyone I know what
I do, without sounding like I'm selling something.  I just tell them that
I'm a self-employed computer consultant for small businesses and maybe
that I specialize in networks. If I've had a wonderful week and I'm
chatting with someone I might bring up "Wow, last week I got a call from
Atlanta!  Can you believe that?" or "I cleaned up about 15 thousand
viruses this week" - it just drives home that I'm a computer jock for
hire.  I try to have lunch with another professional at least once a month.

I stay in touch with the media.  I've even been quoted on the 5:00 news by
a local TV station when they were discussing the anti-spam legislation.

The thank-you cards are a really nice touch.  There is a lot more to the post than just these tips.  I like Joe's attitude (he thanks his previous employer "for not only spinning me off on my own but for financing my startup ;-)") and his honest approach to his work.  His advice is simple and it gels with my preferred approach to people I deal with.