#19564
The Art of Selling: Your Sales Techniques Must Fit the Product and the Times
A successful marketing representative shares her secrets on proven ways to sell writing consulting services.
Olive, Jo-Anne. Writer's Block (1996). Careers>Consulting>Marketing
#29739
Avoiding Client/Contractor Nightmares: Best Practices for Contractor Management 
You've secured the budget to produce some badly needed, high visibility deliverables. Part of that budget includes funding for contractors. To help manage and guide the communications between your contractors, your staff, and your management, you want to use your company's best practices. The best practices of the contractor or provider firm you employ should closely match your own company's best practices. Beginning on the "same page" will eliminate headaches and expenses during the lifecycle of the project. A quick comparison of practices and procedures enables you to proceed with the project confident that you are using competent outside resources.
Michaels, Sherry, Maggie Haenel, Ann Backhaus. STC Proceedings (2004). Careers>Project Management>Consulting
#20267
Avoiding the Pitfalls of Independent Contracting
With the decline of employer loyalty to employees and the move to outsource peripheral functions, many technical communicators are exploring the possibility of becoming an independent contractor. Although much emphasis has been given to marketing and negotiation skills, there are pitfalls awaiting the entrepreneur who leaps before looking. Among these pitfalls for former corporate employees are structuring time and dealing with isolation. Success as an independent is measured by how well he/she deals with these intangible issues.
Smith, Gem. STC Proceedings (1997). Careers>Consulting>Contracts
#19550
Becoming Your Own Corporation: Boon or Bust?
Writers today are being advised to stop thinking in terms of building a life-long career with one employer, and instead view themselves as a one-person corporation offering specialized services to whomever is willing to pay the highest price.
Zvalo, Peter. Writer's Block (2000). Careers>Freelance>Consulting
#19556
How to tell your client the truth even when a project isn't working out as planned.
Holland, Anton. Writer's Block (1995). Careers>Freelance>Consulting
#13574
The Business of Writing: How Do I Set My Rates? 
Do you know how much what you do is worth? Very likely a lot more than you think. But how do you figure out how much to charge for a given job?
Knowles, Michael. Write Thinking (2001). Careers>Consulting>Pricing
#31041
It's not about what software you use, or how you organize your document, or how big the document is; but about whether the expectations the client has set, have been met. The question is, then, how do we assure we're meeting all the client's expectations? The answer is client buy-in.
Mink, Don. BA Collective (2007). Careers>Consulting>Business Communication>Collaboration
#13230
The Client Did It: A WWW Whodunit
Why is it that we allow ourselves to be put in a compromising position where the client tells us how to be web designers? Maybe it's because the perception among the wider public is that 'anyone' can make a website. And they're right. Anyone can make a website--but not everyone can make an emotionally engaging interactive experience that will live in the visitor's memory. (Similarly, anyone with access to a photocopier and a stapler can 'make a book,' but good books are scarce.)
Shepherd, Robbie. List Apart, A (2000). Careers>Consulting>Web Design
#20090
This panel brings together three consultants to discuss the link between the client and consultant. Their individual papers provide the background; 'Create Your Consultant Image,' 'SmartStart Guides,' and 'Managing Client Relationships.'
Woods, Joyce F., Nancee E. Master and Karen Steele. STC Proceedings (1997). Careers>Consulting>Communication
#27086
Client-Friendly Atmosphere: The Polish and The Lubricants
During the last few years in projects, I interacted with a lot of clients. All these projects were based offshore, where client interaction was mainly through emails or teleconferences. When you do not work face-to-face with clients, communication is key to win your clients' confidence.
Nafde, Yamini. Indus (2006). Careers>Consulting>Collaboration
#32054
Client’s Needs, Client’s Wants and Finding the Balance
Since a healthy percentage of Reencoded readers deal directly with clents, it’s time we take a closer look at how to deal with them. It’s not uncommon for a client’s wants and a client’s needs to head in completely different directions. Hopefully these tips will help you draw the two back together and provide the client with a product or service that they’re happy with and that suits their requirements.
Praschan, Mark. ReEncoded (2008). Careers>Consulting>Web Design
#13184
Consulting and Independent Contracting
The Consulting and Independent Contracting progression will focus on both beginning and advanced topics relating to independent work. Independent work requires attention to two main areas: maintaining professional standards and practices; and building a successful contracting or consulting business. As the role of contractors and consultants continues to evolve practitioners face issues articulated in the topics below. Individual topics addressed are: choosing between contracting and consulting, marketing a business, and addressing legal issues. For those already established we look at ways to expand the consultant’s personal resource network and issues of incorporation as a growth alternative.
Barker, Thomas. STC Proceedings (2001). Careers>Freelance>Consulting
#31373
Consulting as a Process: Getting to Know Your Client and Using Technology
Much like the strategic planning process used by talented communicators around the globe, consulting too is a process. It is circular because it feeds into itself, and it is strategic because it is grounded in the business and relationships. Each step incorporates multiple sub-steps. For example, “collaborate on the solution” may incorporate brainstorming, best practice benchmarking and collaborative implementation.
Wilson, Stacy. Communication World Bulletin (2005). Careers>Consulting>Technology
#24706
Consultants, like Life Savers®, come in flavors. Some are sweet and cloying, some area little too tart, some are bitter, some are too hot and spicy, and some like baby bear’s porridge taste just right. Clients may put up with the flavor of the month, but will he or she recommend or select it the next time around. Since referrals and repeat business are the life-blood of consulting, maintaining an excellent working relationship with a client is critical. Learning how to work with a client is the key to consulting with panache and knowing the rules helps open the door.
Burrer, Donna J., Faye Lepp and Curtis C. Stokes. STC Proceedings (1994). Careers>Consulting
#14602
Consulting: Keeping Up in a Down Economy
Barker explains how consultants can prepare for survival and long-term growth in the technical communication business, even in the midst of an economic downturn.
Barker, Thomas. Intercom (2003). Careers>Consulting
#19871
In the 90’s, contingency staffing (also called temporary staffing) has become a way of life for businesses that have had to streamline operations and reduce fixed costs in order to compete. Consequently, contract employment and independent contracting have become a way of life for many technical communicators who can’t — or prefer not to — find a full-time job.
Cheirrett, Peg A. STC Proceedings (1995). Careers>Freelance>Consulting
#30312
Contracting as a Career Alternative
The technical contracting industry provides a unique career opportunity for experienced professionals in most technical communications disciplines. It also provides a possible alternative to unemployment in view of the continuing 'down-sizing' and restructuring activity going on in today's marketplace.
Randolph, Brett W.F. Boston Broadside (1991). Careers>Consulting>Freelance
#13527
Contracting Versus Consulting: Making an Informed, Conscious Decision 
As independent or freelance technical communicators, we typically call ourselves contractors. Our clients and potential clients, however, might consider some of us contractors and others consultants, with different expectations applied to each. The differences in perception vary from one individual to the next, but you might generalize them as differences in the level of abstraction of the technical communication product with which each type of worker is engaged.
Ames, Andrea L. Technical Communication Online (2002). Careers>Consulting
#19872
Contracts that Don’t Bite: Contracting for Technical Writing Services in the Real World
The presenters examine all aspects of contracting from the viewpoint of both the contractor and the employer/client. The focus will be on the contract itself which provides a clear starting point for maneuvering through the critical issues, including what constitutes a legal contract and topics a contract should cover. The ensuing discussion will cover the different ways that writers work and are paid, managing the inevitable changes to a project, and a closer look at the pros and cons of working on an hourly or term contract compared to fixed price contracts, or contracts with an upset limit.
Forsyth, Diane and Duncan A. Kent. STC Proceedings (1995). Careers>Freelance>Consulting
#20091
Managing relationships with a client is an important part of the business cycle, ensuring successful projects and setting the stage for additional business.
#19565
Creating the Right Image Doesn't End with the Signing of a Contract
Helpful hints on how writers can create a positive first impression with clients.
Holland, Anton. Writer's Block (1996). Careers>Consulting>Communication
#22032
Dealing With Staffing and Consulting Firms
If you welcome and appreciate the freedom of a consulting or contract position be prepared to d the homework. You’ll need to have current information about the job market, rates, staffing firms, benefits, and all the thing that are a part of living that independent life. As you are working an assignment you’ll want to be preparing for the next one, monitor the jobs out there, basically look for the next assignment.
#13530
In the past, companies hired independent contractors to perform special projects. Now, while still used for these purposes, ICs are also used in strategic positions throughout many organizations. The use of ICs in strategic roles is especially beneficial to small and medium-sized businesses that cannot afford the cost of permanently employing individuals for specialized functions. For instance, an experienced technical communicator specializing in project management could be hired by a small business as an independent contractor to provide project management services.
Clements, Rhonda. Technical Communication Online (2002). Careers>Consulting
#24989
Contracting for Fun and Profit
Because I am working at this job through a contract, rather than as a regular employee, there are some situations unique to my position. In the technical writing industry, many writers work on a contract basis through an agency. This type of employment is called contracting, although you may also hear it called consulting. I prefer the term contracting because I associate consultants with people whose job is to advise a company on one issue or another. That may or may not describe a particular technical writing assignment.
Hewitt, John. Writer's Resource Center (2004). Careers>Writing>Consulting>Technical Writing
#31398
Eight Things You Can't Neglect
Almost every independent consultant knows the drill. You're asked what you do professionally and you reply that you own your own business. Perhaps you give the 30-second elevator speech, or just the 10-second party version. Either way, what happens next is all too predictable—the person greets the news with a mixture of envy and admiration and starts peppering you with questions about the solo life.
Steigman, Daria. Communication World Bulletin (2005). Careers>Consulting
