One Consultant's Journey
© Dr. Terry J. van der Werff, CMC

On July 9th, 1998, the Pacific Northwest Chapter of the Institute of Management Consultants held a panel discussion at their regular dinner meeting entitled "Winning Strategies to Move Beyond Merely Making a Living."  I was privileged to be one of the four seasoned consultants sharing something of their journey professionally and personally as management consultants.  This is mine.

I am in my third distinct career.  Trained as an engineer and scientist at M.I.T. and Oxford, my first two careers were in biomedical engineering and academic administration.  Then, seven years ago in 1991, I decided to launch a new career as a management consultant and professional speaker.

I chose the niche of strategy after answering the question question my wife asked. "Why do your colleagues come to you now for advice?"  I had the fortitude (read: stubbornness) to stick with this choice and was determined to become known for it, turning away considerable work in the formative years of van der Werff Global, Ltd. because it did not fit my niche.

Initially, my target markets were high technology, health care, and higher education - the three strands that had woven themselves through my earlier careers.  Soon, however, I learned to follow the market demands and have advised leaders in at least fifteen industries, both in the United States and overseas.

In common with many other small business owners, it took about three years to convince myself that I could make a living at this new profession, so filled with learning and satisfaction.  Making it a life came with a breakthrough project, which was due to a referral from another consultant.  Yes, indeed, what goes around does come around.  There was nothing magic in obtaining that project.  I had done nothing special: I had simply done more or less the right things in more or less the right order for long enough.

Referrals have built my business and hence are the implicit focus of my marketing.  About 80% of my consulting projects and speaking engagements come from referrals - present or former clients, those who have heard me speak, and those who have been referred to me by someone who heard me speak.

Excellence in performance is the singular key for long-term success and growth as a consultant.  My current clients are the most important ones I will ever have.  I try to treat each of my clients with this attitude, and they respond in kind.  It is also far easier to say this than to do this!

For the newer consultant I have several suggestions:

Be hungry (sometimes this is not an option!!), but never show it, and never compromise the value of your work by lowering your fees because of it.

Be the outside expert.  Learn all you can about your client, but don't become so enmeshed with them that you lose your objectivity (your prime asset) or consider yourself indispensable to their future success, for they know you are not.

Keep good records and have systems for all aspects of your workflow.

Listen to your clients, to your colleagues, your family, and your markets.