“Stepping Out On Your Own”by

Dr. Gary L. BlankThe Consultants’ Consultant

•Electrical/Electronic Engineering Consultant•Director, Engineering Update Institute

Home-Study Review Courses for preparation for the FE and PE Exams

•Past Vice President, Member Activities, IEEE-USA•Past Chair, AICN (Alliance of IEEE Consultants Networks)

g.l.blank@ieee.org - 847-464-4007 - http://drblank.com/co.htm

Sunday, September 2, 2007 IEEE-USA Annual Meeting 2007

Outline

Introduction/Background

“Stepping Out Seminar”1. Session 1 – How to Get Started

2. Session 2 – How to Set Your Fees

3. Session 3 – How to Win the Contract

4. Session 4 – How to Find Clients

Conclusion

INTRODUCTION/BACKGROUND

•Academic and Industry•Consulting-Electronics, Controls, Power•Engineering Update Institute –Home- Study Video Courses for FE/PE Exams •Seminars on Consulting (Consultants’ Consultant)•Start-Up Networks

EDUCATIONAL BACKGROUND

All degrees in Electrical Engineering Minors in Mathematics B.S. Illinois Institute of Technology M.S. University of Idaho Ph.D. University of Wisconsin

INDUSTRY

AS AN EMPLOYEE

Ingersoll Milling Machine Co.

Chicago Aerial Industries (Recon Optical)

Honeywell (Florida)

Litton Guidance & Control

Burroughs Corp.

Industry Consulting(1) part

•L-3 Communications

•Oshkosh Truck

•Danfoss Drives

•Allied Healthcare Products, Inc.

•MPC Products Corp

•Andrew Corporation

•Recon Optical Inc

•Barber-Colman Co

•Rockwell-Collins

•Lucent Technologies

•Woodward Governor Co.

•Sundstrand Aerospace

•Ansco Photo Optical

•Data Specialties Inc.

Industry Consulting(part 2)

Honeywell Northrop

Electromechanical TRE Electromask System Technika Pertec Corp Micropolis Corp. Xerox Corp. EMM Sesco

•Terminal Data Corp.•Hughes Aircraft•Litton Guidance

& Control•Litton Data systems•Unisys Corp.•Teledyne Systems•General Motors•A.O. Smith Co

Definition of ConsultantClasses of Consultants

6-hour Seminar Outline

Session 1- How to Get started Without Leaving Your Present Job, Keeping Records, & TAXES

1. INTRODUCTION to modern consulting and the consulting marketplace.

2. MYTHS about consulting. Some are true, some are false.3. REASONS to become a consultant. How do these reasons influence

your success as a consultant?4. Critical details and important concerns about GETTING STARTED.

What are the steps?5. The RECORD-KEEPING procedures used by many consultants

FOR TAXES are simple.

CONSULTING CLIMATE

•Downsizing•Layoffs•Re-Engineering•Early Retirements•Creates: - Openings•Consultants’ Networks•Come Into Existence•History

MYTHS ABOUT CONSULTING ENGINEERS

E-Mail Website Telephone Interesting

Assignments Challenging

Assignments $ A Lot

Few Hours Politics/Management Boss Self-Employed Tax Benefits Work At Home

REASONS TO BECOME A CONSULTING ENGINEER

Challenge Satisfaction Variety Independence Income Provide Income While Changing

Areas Of Interest

DETAILS AND CONCERNS ABOUT GETTING STARTED

Office? Work Where? Advertise Security Clearance Telephone/Answering

Service Fictitious Name Taxes Business Card License

Registration Liability Insurance Stationery Brochures/Resumes Computer E-Mail Website Incorporate

TAX ADVANTAGES AND RECORD-KEEPING

Automobile Business Income Business Gifts Business Meals and Entertainments Demos, Samples, and Promotional Tools Depreciation Home Entertainment Home Office Inventory Record-Keeping Telephone Travel

Session 2

HOW TO SET YOUR FEES . . . A FORMULA for fee-setting; Ethical Considerations; Experience Necessary

Ethical Considerations & Diversity Awareness. Common Question: Do you have the

EXPERIENCE to be a consultant? How do you determine what the FEE is for an

assignment? You will be shown a simple FORMULA for calculating the fee to charge a client

ETHICS OF CONSULTING

Simple - Use Common Sense Confidentiality Do Not Disclose Avoid Conflicting Interests Do Not Compromise Avoid “Politics” Go The Extra Mile

????????????

$$$ HOW MUCH TO CHARGE?

WHAT FACTORS DO YOU TAKE INTO CONSIDERATION?

SESSION 3 HOW TO WIN THE CONTRACT

Step-By-Step What To Say What To Do

Preparing for Success.

Preparing Technically, Mentally, Physically. Giving yourself the Winning Edge.

How do you WIN a contract? Follow the steps involved from the first contact, through the interview, the preparation of the proposal, and obtaining the purchase ord.

SELF-PREPARATION FOR SUCCESSFUL CONSULTING

Prepare the “Music”

(i) Physical Appearance

Dress, Grooming, Professional, Exercise, Handshake & Smile

(ii) Mental Attitude

Towards Self

Positive – Goals – “No’s” – Setbacks – Point of View

Towards Others Tactful – Service – Do Not Complain – Do Not

Criticize Watch the Mouth – Avoid Conflict

PREPARE “TECHNICALLY”

1. Why Would an Engineer Not Be Technically Ready?

2. The Degree Program

3. Job Pressure/Requirements

4. Theory VS Practice

5. Lose & Regain Edge

6. What Does a Client Expect

ON THE JOB

Good Oral Skills Good Written Skills

Invisible Outstanding Listening Skills

WINNING THE CONTRACT

Contact Proposal Interview Purchase Order

HOW TO FIND CLIENTS

How do you FIND CLIENTS?

You will be shown OVER TWENTY UNIQUE AND PROVEN METHODS OF FINDING CLIENTS, without cold calling or mass mailing.

HOW TO FIND CLIENTS

Inefficient Marketplace No Opportunity to Meet “Strangers in the Night” NO: Flyers, Business Cards, Mail

Resumes, Ad in Paper, Ad in Magazine, Yellow Pages, Personnel Department.

“HOW TO” LIST

How to use want Ads How to use Alumni Newsletters How to use the FBO/CBD How to use Local Business News How to use Magazines and Journals How to use Newspaper Articles How to use & find the Manager How to use Attorneys, Banks How to use Meetings and Dinners How to use Shows & Conferences How to use Religious Affiliations How to Use Community Activities

“HOW TO” LIST, continued

How to use University Faculty & Administrators How to use Fraternities, Sororities, Social Clubs How to use Former Employers How to use Former Employee Associates How to use teaching (Degree? Pay??) How to use Speaking Engagements How to use Society Membership How to use Consultant Networks How to use the Internet Other Methods

6. WHAT IS AICN & WHAT DOES IT DO?

•Coordinates Activities•2 Workshops A Year•Committee Meetings•Website/Database Directory (Search)•Newsletter•Sample Consulting Agreement•Business & Consulting Resources for Members

•Surveys•Focal Point For All Networks•Referrals•Increases IEEE Membership•Works With Staff•Speakers and Advisors

CONCLUSION•How To Start and Expand A Successful Consulting Practice (contact speaker)

•How To Start A Local Consultants’ Network (contact speaker)http://www.ieeeusa.org/business/startnetworkguide.asp

•How To Form An Affinity Group (contact speaker)http://www.ieee.org/organizations/rab/scs/forms_petitions/affinity_pet.html

QUESTIONS AND ANSWERS