People from all walks of life can be technically brilliant and do a great job if someone would “just give them the project.” Many consultants become consultants because they believe they can provide a better product or service and make more money than if they stayed working for a company. It’s great to dream big and recognize your aspirations; however, business development skills are crucial to bring your brilliant technical skills to market.
Many service professionals or consultants start out with a contract or set projects to complete. They’re so proud to say they are self-employed or they are the president of a company. Fast forward six months – that initial contract has ended and they’re wondering what’s next. Some have been lucky enough to secure another project from the same company so they are happy. Others were told “thanks for the great job but the project is complete, therefore your contract is over.” Reality strikes and the excitement of being a technically brilliant consultant starts to wane because they don’t know how to go about finding new clients that might need their services.
The concept of being your own boss is a great one and being technically brilliant at your craft is a good thing. However, not recognizing you’re in sales is a struggle for many people who decide to become consultants.
If you’re interested in understanding why you struggle as a consultant, take 30 seconds to answer the following questions:
- Are you “technically brilliant?”
- Has your current contract expired and you wonder what’s next?
- Are you afraid of calling companies to find out if they need your technical expertise?
- Do you rely on word-of-mouth for your next project?
- Is your family wondering when you’re going back to a full-time job?
- Do you still think that being your own boss is where you want to be?
- Have you realized that business development is your number one priority?
If you answered yes to any of the questions, then here are a few suggestions:
- Acknowledge that business development is paramount to other job roles.
- Establish and set goals.
- Build a plan for achieving those goals.
- Implement that plan daily, weekly and monthly.
- Check your behavior to ensure that you’re holding yourself accountable for achieving your goals.
- Work on your attitude.
- Refine your techniques.
Embrace your business development role. Often acknowledging and accepting the truth about oneself is the first step in achieving your goals.
Image courtesy of David Castillo irconicusso / FreeDigitalPhotos.net
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