STC Summit 2014 Winning Strategies for Independent Consultants

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Winning Strategies for Independent Consultants Beth Gerber - Lightext, Inc. Arcadia, California

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Winning Strategies for Independent Consultants presented by Beth Gerber at the STC Summit 2014

Transcript of STC Summit 2014 Winning Strategies for Independent Consultants

Page 1: STC Summit 2014 Winning Strategies for Independent Consultants

Winning Strategies for Independent Consultants

Beth Gerber - Lightext, Inc.Arcadia, California

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Beth Gerber, Lightext, Inc.

Co-owner of Lightext, Inc. in Arcadia, CA

Policy and ProcedureOnline HelpCurriculum DesignTraining Delivery

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A few of our clients…

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and clients from the past…

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Lessons learned…

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6 Mistakes of Independent Consultants

No agreements Work for freeNo depositDon’t make a name for

yourselfBehave like an employee

Don’t set boundaries

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6 Success Factors

PassionPhysically and mentally fitDrive, patience and positivityFailures don’t defeat youThrive on independenceLove your fellow man

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Success Platform

The Essentia

ls

Marketing

Clients

Partners

Admin

Skills

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Clients and Marketing

Get New Client

Manage the Project

Foster the Client

Relationship

Get More Work

Grow Your Network

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Getting New Clients and Projects

Look for opportunities everywhereProspect 2 years aheadNever say “no” – instead “let me get back to you”

Price appropriately

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Managing the Project

Create great products and servicesUse tools to communicate status &

issuesMeet deadlinesExceed expectationsSee roadblocks as

opportunities

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Overcoming Obstacles

Take responsibilityAssessPlanRegroupConquer

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Fostering the Client Relationship

Develop personal relationshipsLearn the client’s business and culture

Understand prioritiesThink strategicallyBe an expert

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Getting More Work

Be aware of trends and technologySurface new solutionsMarket internallyWrite proposalsCreate samples

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Growing Your Network

Develop referencesGet written reviewsAsk for feedbackConnect back to your

client – never lose touchHave a presence in your

industrySocial network

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Success Platform

The Essentia

ls

Marketing

Clients

Partners/

Staff

Admin

Skills

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Administration and Partners

Staff

Vendors

Owner

Partners

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Owner - At the Core of All Partnerships

Owner/PartnerManagerOverseerConnectorMarketer

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Trusted Vendors - Base of Stability

AccountingBookkeepingInsuranceBackground ChecksTech SupportWeb HostingLegal

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Partners - Expanding Your Presence

Related ServicesOther IndependentsProfessional AssociationsTrade/Industry

Partners

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Staff – Those who represent you

Independent ConsultantsEmployees

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Managing a Consulting Staff

Hire proven talentCheck backgroundHave contractsTerminate the badFind continual work

for the good

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Success Platform

The Essentia

ls

Marketing

Clients

Partners/

Staff

Admin

Skills

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Skills

Tools

Knowledge

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Skills

Skills

Create

Commun-icate

Deliver

Market

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Knowledge

Knowledge

Industry

TradeTrends

Solutions

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Tools

Tools

Software

Project Plans

Proposals/

Pricing

Prototypes