Workshop Report

Planning for a Successful Consulting Experience

By Anne Louiselle

	Christopher Juillet provides consulting tips to participants of The Consultant's Toolkit seminar.
	Photo by Anne Louiselle

If you have ever thought about independent consulting, consider the advice of Christopher Juillet, a self-employed consultant and presenter of "The Consultant's Toolkit, A Guide for the Successful Consultant," a daylong seminar sponsored by the Boston Chapter of STC on October 20, 2001. Juillet's 22 years of experience as a computer hardware and software technical writer and 17 years of experience as a self-employed consultant provide a wealth of material. He has worked as a technical writer since 1979 and as a full-time independent consultant since 1984. He is also an attorney.

Building a consulting practice takes more than hard work and dedication. Juillet proposes that individuals considering the idea ask themselves if consulting is a viable option. "Unfortunately, there is no easy answer to this question. If you would like to make a difference, provide a service, and help people, consider consulting," says Juillet. However, there are many factors to address.

Choose a Legal Business Form

Sole proprietorships, general partnerships, limited partnerships, limited liability companies, and corporations are legal business forms. Juillet stresses the importance of this step because, "unless you've set up another form, you are considered to be the sole proprietor. Before you make your decision, consult an attorney and an accountant to determine the business risks and tax ramifications for each form."

Choose a Business Team Carefully

The consultant does not work alone. "A consultant will need to work with accountants, insurance providers, bankers, legal counsel, colleagues, and associates. Choose wisely." Juillet urges consultants to be organized. "Record all details. Keep track of everything," he said. "Keep time logs, telephone logs, business expenses, automobile mileage, correspondence, project files and archives, and product information. Plan ahead for tax obligations."

Prepare a Business Plan

Juillet urges consultants to ask these questions: What specific service do you provide? What value do you bring? What is your market? What is your budget? Draft a solid contract or proposal and establish a rate structure. Juillet suggests that consultants plan rate structure carefully. "You need to know what to charge for your services in order to project revenue and establish business goals. Be sure to select the proper method to come up with a reasonable rate."

Consulting in the Current Economy

	Christopher Juillet explains some of the considerations that go into a successful consulting experience.
	Photo by Anne Louiselle

Juillet provided this insight: "My experience has generally been that when the economy is good, opportunities for independent consultants are good as well, and that when the economy is soft, opportunities for consultants are tremendous. Despite staffing reductions, there is still work that must be done, and remaining staff can only do so much in a day (or a weekend). I've never been at all comfortable with the idea of benefiting from the misfortune of others, having been rightsized myself a time or two. This time, though, I believe that everything is different, that there is no good model for what I foresee as an extended downturn. The work just may not be there, or at least may not be 'absolutely essential' for the next year or so. The tragedy of September 11 has had and will continue to have broad ramifications for the economy, including the ranks of independent consultants, although they pale in comparison to the ramifications for the victims of September 11 and their friends and families."

Christopher Juillet is the author of more than 280 technical publications and articles, and he is the founding manager of the STC's Consulting and Independent Contracting Special Interest Group. Juillet speaks at STC chapter meetings, conferences, and the STC annual conference. For more information on his seminars, visit Juillet's Web site, at http://www.cjuillet.com.

Anne Louiselle is a technical writer and former Central New York STC officer who recently relocated from Syracuse, NY. Anne can be reached at alouiselle@mediaone.net.