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As a long time freelancer, it’s a question that’s intrigued me for some time. I do have some theories…
First, definitions… I’m not talking about working for a large consulting firm. Although this role may be called “consultant”, my meaning is consultant as sole proprietor, entrepreneur, gun for hire or lone wolf.
1. Make more money in a fulltime role
I’ve met a lot of people who fall into this trap. They take a fulltime role simply because it pays better. That raises a lot of questions…
o Are you pricing right?
You could be pricing to high to get *enough* work. You may also be pricing too low to cover benefits, health insurance and so forth. Or perhaps you can’t sell to your rate. You can be smart skills-wise, but do you feel your clients pain? Are you good at being a businessman? Consistent?
o Can you sell, and put together an appealing proposal?
o Can you execute to the clients satisfaction?
o Can you followup consistently while accounts payable gets tied up in knots?
o Can you followup if your client executes past their spend?
Running a business is complicated, and a lot of expenses can be hard to juggle. You will find times when a client may have spent a little faster than their revenue, and have trouble finding money when the invoice arrives. Followup, patience and persistence is key.
Want more? We wrote an in depth 3 part guide to consulting.
2. Make a consistent paycheck in a fulltime position
o Are you networking enough?
If you take a longterm gig and get comfortable, your pipeline can dry up. And your pipeline is the key to your longterm strength, and regular business. You must get out there, and let people know about you, your services, and your availability.
If you don’t network regularly, post across the web, engage on social media channels, blog regularly and so forth, you’ll likely just land a series of 6-12 month fulltimeish gigs through recruiters or headshops.
[quote]Being a freelancer or entrepreneur involves wearing many hats. Finding business involves networking & marketing. Delivering to their needs involves emotional intelligence. And actually getting paid on time is a whole artform in itself. Leave a good taste in their mouth and your reputation will spread quickly by word of mouth.[/quote]
o Do you really *LIKE* being an entrepreneur?
Are you consistent? Consulting is like running a marathon, if you burn out you may give up!
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3. Do you like the lifestyle of larger corporate environments?
o Fulltime roles allow for much more jedi sword play. Maneuvering up the ranks involves relationship building as much as consulting, but with a more well defined ladder to climb.
o Sometimes you’ll find pass the buck and pointing fingers quite common.
o There are roles involving managing people and processes. These less often lend themselves to short term or situational consulting arrangements. If you lean towards those roles
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[quote]Working as a sole proprietor for a couple of decades has taught me to be very entrepreneurial. It is every bit about building a real-world startup[/quote]
4. Want to do more cutting edge & at the keyboard work
Consulting can and often does allow you to bump into the latest technologies, and get your feet wet with what cutting edge firms are doing. However in a fulltime role you can more completely immerse yourself in the technology, and those long term solutions.
o You can take part in R&D – Google’s 20% projects, for example
o You can build hypothetical projects
o You can work in more idealistic environments, operations and even lectures & training
Though you can certainly do all of this as a freelancer, you have to build enough capital, and so forth to make it work.
Juggling job roles as a consultant isn’t easy. What a CTO must never do.
5. Don’t like running a small business
Consulting as a sole proprietor and staying in business for almost twenty years, I’ve learned that it is every bit about running a small business or startup.
A. Acquiring customers, networking, marketing
B. Understanding their needs and delivering to improve their position
C. Pricing in a your customers understand
D. Offering value to your customers, at a competitive price
E. Managing relationships so your brand or reputation precedes you
F. Making sure payments and invoicing isn’t a hurdle, followup
G. Pacing yourself like a marathon runner – keep doing what you’re doing right
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