Consulting maxim:
You must give the customer The Warm Fuzzy Feeling™
“Trust” is your best job security
Working by yourself requires substantial time-management discipline.
You have no job security, even if you think you do
A financially-struggling consultant does not give a customer The Warm Fuzzy Feeling™
You are primarily in the customer service business, not the technical business
The best way to appreciate the value of a good spec is to do a project without one
Customers hate unhappy surprises much more than timely bad news
Churning by dishonest consultants is the single worst thing that has ever happened to honest consultants
Ongoing business is much more important than maximizing every billable hour
It’s better to give away some time than to throw away your reputation
Detail is comforting to a customer
If the customer doesn’t know you did work off the clock, you don’t get credit for it
Your best advertisement is publishing original, technical content
It’s a huge asset to communicate well – cultivate this skill vigorously
Your references are your reputation in the consulting world
Your customers cannot wonder where your interests are
Customers are comforted by consultants who don’t act entitled to their engagements
The customer is NOT always right
The internet never forgets: don’t provide dirt for your future
If you’re booked up solid, your rates are too low
Your long-term customers are your best customers
The best way to make a lot of money is to make your customers a lot of money
As long as you’re sleeping, you still have inventory
The fear of an empty pipeline is with most consultants constantly, even if they’re consistently very busy
You must know how to read your customer
Your customers are buying your judgment, not just your time
Being known for your integrity is the Holy Grail of consulting
An open customer relationship cultivates The Warm Fuzzy Feeling™
If you have a reputation for stealing customers, you’ll never be trusted by other professionals
Your references and your experience are far more important than your certifications
“Education” is one of the best investments a consultant can make
Don’t quit your day job solely based on what you read here
——Tue 11 Apr 2006——
