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Slide 1: “Stepping Out On Your Own” by Dr. Gary L. Blank The Consultants’ Consultant •Electrical/Electronic Engineering Consultant •Director, Engineering Update Institute Home-Study Review Courses for preparation for the FE and PE Exams •Past Vice President, Member Activities, IEEE-USA •Past Chair, AICN (Alliance of IEEE Consultants Networks) g.l.blank@ieee.org - 847-464-4007 - http://drblank.com/co.htm Sunday, September 2, 2007 IEEE-USA Annual Meeting 2007
Slide 3: Outline Introduction/Background “Stepping Out Seminar” 1. 2. 3. 4. Session 1 – How to Get Started Session 2 – How to Set Your Fees Session 3 – How to Win the Contract Session 4 – How to Find Clients Conclusion
Slide 4: INTRODUCTION/BACKGROUND •Academic and Industry •Consulting-Electronics, Controls, Power •Engineering Update Institute –HomeStudy Video Courses for FE/PE Exams •Seminars on Consulting (Consultants’ Consultant) •Start-Up Networks
Slide 5: EDUCATIONAL BACKGROUND      All degrees in Electrical Engineering Minors in Mathematics B.S. Illinois Institute of Technology M.S. University of Idaho Ph.D. University of Wisconsin
Slide 6: INDUSTRY AS AN EMPLOYEE Ingersoll Milling Machine Co. Chicago Aerial Industries (Recon Optical) Honeywell (Florida) Litton Guidance & Control Burroughs Corp.
Slide 7: Industry Consulting (1) part •L-3 Communications •Oshkosh Truck •Danfoss Drives •Allied Healthcare Products, Inc. •MPC Products Corp •Andrew Corporation •Recon Optical Inc •Barber-Colman Co •Rockwell-Collins •Lucent Technologies •Woodward Governor Co. •Sundstrand Aerospace •Ansco Photo Optical •Data Specialties Inc.
Slide 8: Industry Consulting (part 2)         Honeywell Northrop Electromechanical TRE Electromask System Technika Pertec Corp Micropolis Corp. Xerox Corp. EMM Sesco •Terminal Data Corp. •Hughes Aircraft •Litton Guidance & Control •Litton Data systems •Unisys Corp. •Teledyne Systems •General Motors •A.O. Smith Co
Slide 9: Definition of Consultant Classes of Consultants 6-hour Seminar Outline Session 1- How to Get started Without Leaving Your Present 3. 4. 5. 6. 7. Job, Keeping Records, & TAXES INTRODUCTION to modern consulting and the consulting marketplace. MYTHS about consulting. Some are true, some are false. REASONS to become a consultant. How do these reasons influence your success as a consultant? Critical details and important concerns about GETTING STARTED. What are the steps? The RECORD-KEEPING procedures used by many consultants FOR TAXES are simple.
Slide 10: CONSULTING CLIMATE •Downsizing •Layoffs •Re-Engineering •Early Retirements •Creates: - Openings •Consultants’ Networks •Come Into Existence •History
Slide 11: MYTHS ABOUT CONSULTING ENGINEERS       E-Mail Website Telephone Interesting Assignments Challenging Assignments $ A Lot       Few Hours Politics/Management Boss Self-Employed Tax Benefits Work At Home
Slide 12: REASONS TO BECOME A CONSULTING ENGINEER       Challenge Satisfaction Variety Independence Income Provide Income While Changing Areas Of Interest
Slide 13: DETAILS AND CONCERNS ABOUT GETTING STARTED         Office? Work Where? Advertise Security Clearance Telephone/Answering Service Fictitious Name Taxes Business Card License         Registration Liability Insurance Stationery Brochures/Resumes Computer E-Mail Website Incorporate
Slide 14: TAX ADVANTAGES AND RECORDKEEPING             Automobile Business Income Business Gifts Business Meals and Entertainments Demos, Samples, and Promotional Tools Depreciation Home Entertainment Home Office Inventory Record-Keeping Telephone Travel
Slide 15: Session 2 HOW TO SET YOUR FEES . . . A FORMULA for feesetting; Ethical Considerations; Experience Necessary  Ethical Considerations & Diversity Awareness.  Common Question: Do you have the EXPERIENCE to be a consultant?  How do you determine what the FEE is for an assignment? You will be shown a simple FORMULA for calculating the fee to charge a client
Slide 16: ETHICS OF CONSULTING        Simple - Use Common Sense Confidentiality Do Not Disclose Avoid Conflicting Interests Do Not Compromise Avoid “Politics” Go The Extra Mile
Slide 17: ???????????? $$$ HOW MUCH TO CHARGE? WHAT FACTORS DO YOU TAKE INTO CONSIDERATION?
Slide 18: SESSION 3 HOW TO WIN THE CONTRACT    Step-By-Step What To Say What To Do Preparing for Success. Preparing Technically, Mentally, Physically. Giving yourself the Winning Edge. How do you WIN a contract? Follow the steps involved from the first contact, through the interview, the preparation of the proposal, and obtaining the purchase ord.
Slide 19: SELF-PREPARATION FOR SUCCESSFUL CONSULTING Prepare the “Music” (i) Physical Appearance Dress, Grooming, Professional, Exercise, Handshake & Smile (ii) Mental Attitude Towards Self Positive – Goals – “No’s” – Setbacks – Point of View Towards Others Tactful – Service – Do Not Complain – Do Not Criticize Watch the Mouth – Avoid Conflict
Slide 20: PREPARE “TECHNICALLY” 1. 2. 3. 4. 5. 6. Why Would an Engineer Not Be Technically Ready? The Degree Program Job Pressure/Requirements Theory VS Practice Lose & Regain Edge What Does a Client Expect
Slide 21: ON THE JOB Good Oral Skills  Good Written Skills  Invisible Outstanding Listening Skills  
Slide 22: WINNING THE CONTRACT Contact Proposal Interview Purchase Order    
Slide 23: HOW TO FIND CLIENTS How do you FIND CLIENTS? You will be shown OVER TWENTY UNIQUE AND PROVEN METHODS OF FINDING CLIENTS, without cold calling or mass mailing.
Slide 24: HOW TO FIND CLIENTS     Inefficient Marketplace No Opportunity to Meet “Strangers in the Night” NO: Flyers, Business Cards, Mail Resumes, Ad in Paper, Ad in Magazine, Yellow Pages, Personnel Department.
Slide 25: “HOW TO” LIST             How How How How How How How How How How How How to use want Ads to use Alumni Newsletters to use the FBO/CBD to use Local Business News to use Magazines and Journals to use Newspaper Articles to use & find the Manager to use Attorneys, Banks to use Meetings and Dinners to use Shows & Conferences to use Religious Affiliations to Use Community Activities
Slide 26: “HOW TO” LIST, continued           How to use University Faculty & Administrators How to use Fraternities, Sororities, Social Clubs How to use Former Employers How to use Former Employee Associates How to use teaching (Degree? Pay??) How to use Speaking Engagements How to use Society Membership How to use Consultant Networks How to use the Internet Other Methods
Slide 27: 6. WHAT IS AICN & WHAT DOES IT DO? •Coordinates Activities •2 Workshops A Year •Committee Meetings •Website/Database Directory (Search) •Newsletter •Sample Consulting Agreement •Business & Consulting Resources for Members •Surveys •Focal Point For All Networks •Referrals •Increases IEEE Membership •Works With Staff •Speakers and Advisors
Slide 28: CONCLUSION •How To Start and Expand A Successful Consulting Practice (contact speaker) •How To Start A Local Consultants’ Network (contact speaker) http://www.ieeeusa.org/business/startnetworkguide.asp •How To Form An Affinity Group (contact speaker) http://www.ieee.org/organizations/rab/scs/forms_petitions/affinity_pet.html QUESTIONS AND ANSWERS