Cathy Perme - Fizz!: How to Succeed As An Independent Consultant
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- Book:Fizz!: How to Succeed As An Independent Consultant
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Following Cathys advice will undoubtedly help the budding consultant leapfrog years of frustrating and stressful trial and error. If you are considering consulting as a vocation, or have already made the leap and looking for advice you can count on, look no further. After a chapter or two youll come to realize what I already know, Cathy truly wants you to become the most successful consultant possible.
Mark D. Carlson,
Vice Chancellor for Human Resources (retired)
Minnesota State Colleges and Universities
Fizz! How to Succeed as an Independent Consultant should be on the must-read list for all independent consultants and business owners. It tackles the most important business questions with the no-nonsense honesty and authenticity that are the hallmarks of Cathys brand. Cathys chapter on Selling your Services with Integrity is worth its weight in gold. Ive been the beneficiary of Cathys counsel and insights for 30 years. Fizz! puts her wisdom at your fingertips.
Anne C. Knapp, Corporate Advisor and founding CEO, Northern Rangelands Trading Ltd, Kenya. Past EVP, GMAC-Residential Funding
Cathy Perme is the consultants consultant. I have worked with her and for her in a variety of complex projects over the past 20 years. In Fizz! she shares her secrets with clear and compelling practices, stories, tips, and tools. I wish I had read Fizz! before starting my first consulting company 35 years ago, and I am glad to learn new tips from it today!
Glenda H. Eoyang, PhD, Executive Director
Human Systems Dynamics Institute
I am sitting here on my flight back from South Africa and I just finished reading your book. Excellent work. I really enjoyed it and recall my journey to try and figure out many of the areas you covered. I wish I had the clarity and sage advice found in Fizz! when I started. I now interact with hundreds of consultants and they all could benefit from this proven advice.
Tim Kuppler, Director of Culture & Organization Development with Human Synergistics
and Founder of CultureUniversity.com
FIZZ!
How to Succeed As An Independent Consultant
CATHY PERME
Minneapolis | London | Nuremberg
Minneapolis | London | Nuremberg
FIRST EDITION JANUARY 2019
FIZZ! How to Succeed As An Independent Consultant,
Copyright 2019 by Cathy Perme
All rights reserved.
No part of this book may be used or reproduced in any manner whatsoever without written permission except in the case of brief quotations used in critical articles and reviews. For information, write to Calumet Editions, 6800 France Av So, Suite 370, Minneapolis, MN 55435
Cover and interior design: Gary Lindberg
For my parents, who never quite understood what I did for a living but supported me nonetheless!
Also by
Cathy Perme
Confucius in My Cubicle:
Practical Wisdom for the Leader in All of Us
This book is designed for you, the person who has experience and something to offer the world and who wants to start your own consulting business. I want to give you the benefit of what I have learned over thirty years as an independent consultant, from the good to the bad, and hold nothing back. From tricks of the trade to hard-learned lessons, I will share what I know.
I always knew that I wanted to be a consultant, ever since age twenty-five when I met Bill Tinney, a consulting systems engineer for IBM in Cleveland, Ohio. He always seemed to be jet-setting around the world, doing cool things like helping leadership teams and governments plan their next generation of information systems and strategies.
When I had the courage to walk into Bills office one day and ask how I could be like him, he sized me up with the lens of a sixty-something professional who had done and seen a lot in his years in the biz.
Well, he said, you need more experience, in lots of different areaslike first-line management, second-line management, marketing and sales, product development, strategy development, and project management. Also having a stint in corporate wouldnt hurt.
When I heard his list, I was dismayed. Bill! I said, Ill be forty by the time all that happens!
Precisely, he said.
The good news is that I started my consulting business at thirty-six, after mentally ticking off what Bill said I needed for experience. My thought was to fail quickly so that I could be successfully self-employed by the time I was forty. And that was certainly the case. It wasnt easy! I am now approaching my thirtieth year in business, successfully self-employed.
Part of the reason for this success was that I went beyond Bills advice. Yes, I did what he said and gained experience in many different areas. But, along the way, I also learned another incredibly valuable lesson: to focus on the areas in which I am not only competent, but in which I stand outwhere my passion and talent pops and fizzesand to collaborate with others whose talent and passion complement mine.
That is why this book is not about how you can do it all on your owna lone consultant vs. the worldbut how you can work with colleagues, contractors, vendors, and others who complement your expertise with their own. A successful entrepreneur, even one who is going it alone with a one-person company, knows how to bring together exceptional people to get a job done.
Each one of you has Fizzreflecting your talent, passion, and experience. That Fizz is what will make you unique as a consultant. The rest is just dedication and hard work. Come with me, and Ill show you how to find your Fizz and succeed. Lets get started!
Cathy
September 2018
Section 1: Finding your Fizz and Getting into Business
When people talk to me about going into business for themselves as consultants, I always start by asking them one question without telling me their answer:
On a scale of one to ten, with ten being high, how badly do you want to be in business for yourself?
I give them a moment to think, and then after a bit I say, If you answered anything less than a nine or a ten, you should rethink this. Why? Because getting into the consulting business for yourself is very hard work, and you really must want it to succeed.
Whats it like starting your own consulting business? At first, it is like
- doubting yourself constantly, wondering if you made the right decision to do this;
- wishing potential clients would make decisions faster, while you watch your expenses mount and your savings disappear;
- wondering if anyone really values what you have to offer, or even if you HAVE something to offer;
- taking long walks when you have nothing to do because there IS nothing to do;
- working to keep yourself revved up so that you can attend networking sessions and come off looking confident and professional;
- bumbling through your elevator speech repeatedly, as you keep tweaking it to see how it resonates;
- going nuts when you get your first big break!
In the first few years, it probably also means
- living more austerely than youd like;
- committing your whole self to the business to get it off the ground. A favorite joke I relate is that being in business is like working half-timeeight a.m. to eight p.m.;
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