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How To promote myself as quality consultant

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  • #34125

    muhannad al nabulsi
    Participant

    Dear All
       I need a real good advice in regard to “how to promote myself as a quality consultant?”.I’m facing difficulties based on competition and lack of awareness (to raise  consciousness of quality).Lots of business leaders are seeking “free” advices,focusing on their “ignorant”managers to do the job (in the wrong way with long time demand).What approach or manner you suggest to deal with such people?
        I should gratly appreciate any hint or advice,kind regards.
         My name is “Muhannad”,but feel free to communicate with me without any “complications”,thanks in-advance

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    #93675

    Velasquez
    Participant

    Muhannad,
    By far the best way to promote yourself is to build a reputation; there are far too many so called Consultants out there who beleive they know it all because they have read a book.
    From previous (bitter) experience, I will never hire any consultants who don’t have a verifiable track record, or arn’t willing to accept a “no results no fee” agreement.

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    #93676

    muhannad al nabulsi
    Participant

    Thank You ,Martin for your great advice.Do you have another suggestions? kind regards,    Muhannad

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    #93688

    John J. McDonough
    Participant

    Muhannad
    I have a few thoughts …

    Run a DFSS to define your market opportunity and design the service.
    Identify a market niche.  If you can serve a tight community, word will spread
    Charge a lot.  People will think that if you can demand obscene rates you must be good
    I should add, I have no data to support the hypothesis that any of these actually work.
    –McD
     

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    #93689

    Statman
    Member

    John,
    You forgot one. 
    Write a book and get published.
    Statman

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    #93693

    PB
    Participant

    Muhannad,
    Do you want to be a Quality Consultant external to your company or do you want to be a spokesperson for quality internally? How did you come up with the information that lots of business leaders are asking for ‘free’ advice? Are you in this business already that these business leaders are calling on you? If so, stop giving free advice.
    How would you know whether these business leaders will have their ‘ignorant’ managers do the job (based on the free advice they received from you)? Have you run into such experience?
    In order to be a consultant in today’s quality world, anyone can be a consultant – business cards, experience, education, training (seminars, Six Sigma BB, etc.), web sites, promotions, etc. But a successful consultant is allround individual (experience with manufacturing areas, quality, etc.), outgoing people person, analytical, result oriented, lots of contact in the field (develops practice by word of mouth), so on.
    Hopefully you are the dynamic kind of individual to make a successful consultant. (If you have read some of the posts in this forum, you will see that Mike Carnell, Statman, John McD, Stan, Gabriel, etc. stand out. Not because they have lots of posts, but they back it up with strong analysis and clear thinking.)
    Wish you luck.
    PB

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    #93717

    Anna O’C
    Participant

    Hi Muhannad –
    If you can lay hands on it, I highly recommend the book “The Secrets of Consulting” by Gerald Wienberg (I think – not absolutely sure on spelling or name) which is written someowhat humorously, but is spot-on in it’s advice.  The first thing you should tell those prospective clients is that “Free advice is worth what you pay for it.”  Then you should find ways to convince those potential clients to pay you  some fraction of what your advice turns out to be worth. 
    Good ways to promote yourself might include doing business on a contingency basis with some of those “want advice for free” businessmen.  That means you offer to develop a plan to get better quality / higher profitability for them in detail, and they don’t have to pay unless you save them at least X for the first year after implementation.  Usually X should be at least 10 times larger than your proposed fee.  They DO have to pay you an hourly rate if, at the point where you have the path laid out and they need to implement, they don’t commit (in writing) to actually doing it.  Make that hourly rate pretty low, and make that point pretty early in the relationship (2-5 days of your time on-site)  to prevent being taken great advantage of.
    Another way to promote yourself is to join ASQ or some other technical society and making presentations abbout your work / volunteering to train other members.
    Write papers and make presentations at conferences targeting the industry or industries where you have experience or where you are trying to market your services.  If you’re an expert on measurement systems, for example, try to get into an ISA or a Test and Measurement World conference session as a presenter.  The conferences sponsored by professional societies typically are free for presenters.  Many of the ones sponsored by publications require you to buy a booth at the expo to get a spot on the presentation track(s).
    Offer your services to a local high-profile non-profit organization that might need quality services but not be in a position to pay a lot for the best.  I’m thinking a hospital, blood bank, or a school.  Do a project for and with them, then get THEIR public relations office to ask the news media for coverage of your contribution.  Make sure you have a 15-second “sound bite” about how Technique X can have huge positive impact for any organization that does Task Y.
    Put together a small (<10) set of good stories about how you've helped various sorts of organizations improve.  Get at least one graphic to go with each "story".  Get as many hard numbers on savings or improvements as the client will let you use.  Prepare these as 1 page "add ins" to go with a cover letter in a presentation folder for soliciting business.  Write a great cover letter.  Send each prospect the 2-3 "stories" that come closest to matching their business.  If you are a typical engineer / techie  – hire a writer/advertizing specialist  to help with developing this packet.  Use color, and good quality paper, but don't make huge quantities, because next year you'll have better and different "stories" to tell about.  Mail or take these to 10 – 25 prospects per week until you get too busy.  Then do just 5-10 a week.  No matter how busy you are, contact at least 5 potential new clients each week. 
    The last thing you should remember is that history shows that the very hardest thing for mercenary soldiers to do is to get paid once they’ve “won”.  It is good for a mercenary of any sort to remember that when writing their contracts and planning their budgets.
    Good luck
    Anna O’C.

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    #93727

    muhannad al nabulsi
    Participant

    Thank You Anna for your “comprehensive” fruitful advice.I will make an action plan  following your suggestions and will send you some progress reports,its part of my appreciation toward your honest recommendations.Kind Regards,                     Muhannad

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    #93809

    muhannad al nabulsi
    Participant

    Anna
        Thank You.I would like to ask you some professional advices in regard to “quality consulting”and to the most suitable “BB”certification process.Also to exchange some “fruitful”recommendations.I f you agree to email you,please write me at my email:
        [email protected]
                                                       kind regards,  Muhannad 

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    #93844

    Mohammed Khammash
    Participant

    Hello Mr. Muhannad,
    What field are you in, transactional, design or manufacturing? Where do you reside, Jordan, Kuwait, Saudi Arabia, UAE…or are you in USA? Do you mind if I contact you via the e-mail address you posted last?
    khammashco

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    #93863

    muhannad al nabulsi
    Participant

    Dear Mohammed
       I don’t mind at all,you are welcome.I’m residing in Jordan.regards,
                                                                           Muhannad

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