3 Ways To Find Consulting Work
October 28, 2009 6 Figure Opportunities, Consulting / Contracting, Marketing Yourself, Recession & Downturn 3 CommentsWhilst there may be fewer job vacancies in the market compared to, say two years ago, there are actually more problems for organisations and businesses to contend with.
Organisations are stretched – they’re operating with fewer people whilst trying to maintain market share, grow revenues and deal with increased regulatory controls.
So with the continued pressure on costs and a shaky path to economic recovery, the safe bet is to hire contractors/interim managers and consultants who can help take the pressure off – yet not be a cost burden if there is another dip in the market. Individuals who can provide solutions to specific problems in an efficient and flexible manner. Which in turn creates opportunities for consultants and interim managers.
But how do you find such opportunities? Based on personal experience, here are what I consider to be the 3 most effective strategies to secure consultancy work or interim management / freelance opportunities in a tight job market.
1. Networking
Having strong relationships with decision-makers who have problems which you can fix is the fastest way to find consultancy work. That’s how I found my first interim project after leaving my job in 2003 – and in fact how I’ve found pretty much every consultancy/freelance/contract role in the last 6 years – through a contact or referral.
I’m a guest author for several online publications - which are helpful for marketing purposes and establishing credibility in the eyes of potential clients. Again, all these opportunities came via introductions from contacts. I have a regular slot on national radio as a career expert. Surprise surprise – this again came via a referral.
Am I lucky? Not really. I’ve just focused on building and maintaining genuine long-term relationships, tried to be clear about what I want and ensured the people around me have been aware of that.
How about you? How much time are you investing in cultivating a strong network? Are you networking effectively in the new world of social media and face to face interactions or is your networking one dimensional? How clearly can you articulate the problems you can solve, the value you can offer and the types of people and opportunities you want to attract?
2. Writing
I’m constantly amazed at how people from all corners of the world read my articles on blogs such as this one. Yet the vast majority of readers have never met me or had even heard of me prior to reading the articles. Some are kind enough to link back or forward on articles to others and so effectively become my unpaid marketing team.
That’s the power of writing and openly sharing your ideas and intellectual property in the modern economy. When you do it consistently and in a way that adds value to readers, you position yourself as an expert and thought leader. It helps you stand out from the crowd, build trust with your target audience and increase your earnings potential. All of which ensures that consultancy opportunities come to you rather require you to go looking for them.
So tell me, what’s your expertise? What are the problems that you are adept at fixing? What’s the value you deliver?
Now what’s stopping you writing/sharing your ideas and opinions in a white paper, on a blog or even in a one-off article? Which publications or events can you submit your articles to in order to generate some free publicity for you?
Don’t tell me “I can’t write”. You don’t need an English degree to write. If you can talk – you can write. If you have ideas and opinions that are of value to others then start sharing them.
3. Speaking
Like writing, speaking allows you to position yourself as an expert and thought leader and so attract opportunities. But it also allows you to create a personal connection with people and so enhance relationships and trust.
So if you’re out of work, offer yourself as a guest speaker to people in your network. It doesn’t have to be a key-note speech at a major conference – a simple talk at a team meeting, an off-site event or a professional association meeting is fine.
It’s an opportunity to share your ideas and insights, offer incredible value whilst putting yourself in the spotlight with a bunch of people who could use your services. And all in an environment with zero competition. You don’t have to be a world class public speaker - just competent and engaging. The polish, stories and humour can come later as you do more speaking.
Also,think beyond geographical barriers by creating a pod cast and publishing it on your site/blog or that of others. Run a teleclass or webinar on a topic you consider yourself an expert on from the comfort of your home.
So if I were to ask you to give a talk on a topic, what subjects are you confident speaking about? Who are the key people in your network that would benefit from such a talk? What’s the next step to setting up that talk…?
When you focus on networking, writing and speaking consistently, all 3 activities feed off each other. Your networking generates more readers of your content. The writing creates speaking opportunities. Your audience become avid readers of your articles and start sharing them with others and so on. In time you start building a critical mass. A following which creates more and more opportunities for you.
Is all this easy? No, but it’s effective in getting you results if you want to find consulting or interim freelance work.
And here’s the bonus: In addition to helping you find your next consultancy project or interim opportunity, these 3 strategies will strengthen your personal brand and significantly enhance your long term career prospects. All of which make you immune to future downturns.
