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Ask HN: How do I take my consulting business to the next level?

30 点作者 wildengineer将近 6 年前
About six months ago I started my own one man software consulting company. Now I&#x27;m working for two clients making things and having a blast.<p>The problem is that these are subcontracts where I&#x27;m blocked from cultivating the relationship with these companies. I&#x27;d like to take my company to the next level, work directly with clients and build out my own team of engineers. Is there any playbook to do this? Has anyone here done this before? If so, how?<p>I&#x27;ve thought of networking at local events and possibly tech conferences, but I&#x27;d like a solid game plan before I invest the time and energy. Any advice is appreciated.

8 条评论

CyberFonic将近 6 年前
Tread carefully, very carefully. The next level looks enticing when you are looking at it from the distance. But once you arrive, it can quickly turn into hell.<p>I have been in both sub-contract situations and setup a consulting firm with team of engineers, etc. The &quot;next level&quot; means that you spend a lot of time selling, negotiating, billing, collecting monies, managing your team, etc. Once you get to the level of 5+ engineers you are running a business full-time and won&#x27;t have time to do any technical work.<p>What burnt me out was that clients are slow to pay, demand changes, nit pick, etc and I still had to pay my employees. With a payroll, insurance, biz costs of $120,000+ a month, things went south very fast.<p>If you hire the best staff you can get, then you pay a lot. If you try to hire cheaper staff then you end up having to fix up their mistakes, shortcomings.<p>These days, I sub-contract through companies that I have long-term experience and relationship with - they handle all the biz stuff and I can focus on the technical work. Their markup is worth it in terms of the work-life balance that I enjoy.
luisehk将近 6 年前
I highly recommend reading this: <a href="https:&#x2F;&#x2F;training.kalzumeus.com&#x2F;newsletters&#x2F;archive&#x2F;consulting_1" rel="nofollow">https:&#x2F;&#x2F;training.kalzumeus.com&#x2F;newsletters&#x2F;archive&#x2F;consultin...</a>
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GoldenMonkey将近 6 年前
Consulting is a feast or famine world. Cashflow and savings are key. The 2009 recession killed my consulting shop and friends of mine. Imagine having clients with 300 person companies downsized to 30 overnight. And invoices clients can’t pay, but employees to pay. To scale your revenue, you add employees. Some keys for success are to focus on an industry niche. Become the goto expert in that niche. Offer software and consulting in that niche and charge high rates. A good book on networking - thomas stanley, networking with the affluent. This would be my approach to $1m&#x2F;yr consulting: <a href="https:&#x2F;&#x2F;news.ycombinator.com&#x2F;item?id=5967255" rel="nofollow">https:&#x2F;&#x2F;news.ycombinator.com&#x2F;item?id=5967255</a>
JSeymourATL将近 6 年前
&gt; I&#x27;m blocked from cultivating the relationship with these companies.<p>The obstacle is way.<p>First Action: Get clarity on what your ideal target client looks like. Then reach out to them and start a conversation. See if there&#x27;s a match-up.<p>There&#x27;s an element of Sales Process here. On this subject, Mike Weinberg is brilliant.<p>See Chapter 14: Planning &amp; Executing the Attack. &gt; <a href="https:&#x2F;&#x2F;www.goodreads.com&#x2F;book&#x2F;show&#x2F;15863998-new-sales-simplified" rel="nofollow">https:&#x2F;&#x2F;www.goodreads.com&#x2F;book&#x2F;show&#x2F;15863998-new-sales-simpl...</a>
davismwfl将近 6 年前
I get wanting to have a plan but don&#x27;t overthink it too much either. Get out and meet people and network. That is the only way to grow your network and get more work.<p>Also talk to your primary and ask them for recommendations to clients they turned down for being outside their target demographic. Also make sure you get your primary to provide you a written recommendation as early as you can in these projects. I know this sounds odd but all software projects will have struggles and I always found getting recommendations early meant I got much better ones then when schedule changed etc. Even if we were not at fault the recommendation would be less then I would have liked when I waited too long.<p>Last comment. As for your plan the one key thing to identify is your ideal client type, size etc. It is less about Technology and more about client demographics. This helps you create a target client list and start hammering the ground finding contacts in to them.
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pryelluw将近 6 年前
1. What industry are you after? You have to choose a vertical or you&#x27;ll waste a lot of time being everything to everybody.<p>2. What technology service are you offering?<p>3. Knowing #1 and #2: Network with business people (not tech people) in events. Business people are the stakeholders, not some engineer that works at the company.<p>4. Your sales cycle could very well last over a year. Do you have enough funds to cover that?<p>5. Read this recent thread: <a href="https:&#x2F;&#x2F;news.ycombinator.com&#x2F;item?id=19876825" rel="nofollow">https:&#x2F;&#x2F;news.ycombinator.com&#x2F;item?id=19876825</a>
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dawie将近 6 年前
I would consider productizing and packaging your service...
techslave将近 6 年前
step 1. be careful what you wish for.