advertising

This is a page from my book, “A Survival Guide for New Consultants”

Networking

“Grasshopper, know yourself, and never fear thus
to be naked to the eyes of others.
Yet know that man so often masks himself.”

From the Kung Fu tv series

I’m a technical person. I was trained as an Aerospace Engineer, and taught myself to be a computer programmer and systems architect. I don’t really like small talk. I’m an introvert, not a networker. I don’t like networking at all. I don’t even like the word “networking.”

This is a page from my book, “A Survival Guide for New Consultants”

What’s your brand?

“My legacy, what will it be?
Flowers in the spring,
the cuckoo in the summer,
and the crimson maples of autumn.”

Ryokan

When you own a business, you’ll eventually think about the question, “What is my brand?” That is, when people think of your business, what do you want them to think?

The brand at every software consulting company I’ve run is this:

This is a page from my book, “A Survival Guide for New Consultants”

Your second-best form of advertising

“When you meet a master swordsman, show him your sword. 
When you meet a man who is not a poet, do not show him your poem.”

Lin-Chi

If you believe what I believe — that if people know you, they’ll hire you — the next obvious thing is to give new people a chance to get to know you. So the question becomes, how can you people get to know you?

Full books have been written about how to find good prospects, but here’s a short list of my favorite techniques: