My primary role for more than 30 years has been product development, working under contract for major corporations.
When I started my business in 1977 push had come to shove. I had been fired from a Fortune 500 company so the decision to start my own business was finalized quickly.
It’s difficult to get started when you are a contractor. Fortunately, I was able to maintain relationships with some of the companies I had worked with in my last position. Those connections helped to get my first contract. That first relationship, with a major medical products manufacturer, continued for more than 20 years, keeping revenues flowing into my company.
Of course I had to develop other ways to get contracts too. One contract at a time was not enough.
I would recommend that if you are just starting out and have services to sell, start where you know and are known best – and that might be the job you just left!
I know this sounds strange but perhaps your old company will want to hire an outside contractor to do all or part of your former job.
Remember the company you just left would want to save money if possible, so if you can offer to provide them with services that would save them money, they might hire you in your new capacity.
Many entrepreneurs are so eager to get their own companies under way they start looking for work everywhere but where they know best.
I immediately started calling everyone I knew from anywhere to let people know that I was now in my own business – and I was not too proud to say that my company was looking for work. Keep those lines of communication open.
When I had only a few products in my portfolio I had to “sell” decision-makers in these companies on my own qualifications – and you will have to do the same.
Put together your own “company resume,” describing what services you offer and what the benefits to the hiring company would be if they should give you a contract. Stress your own qualifications and strengths.
During a presentation before executives who might be interested in hiring my company, I could say that we could offer a “team of experts” for less than the price of one of their employees. Or, I could say that my company could give their company individual expertise if that’s what they were interested in.
I could offer focus groups as I had a facility built right in my office along with another consultant to run those groups.
I would find out details about what their company was working on so when I got to the meeting I would be prepared to offer them any services my company had available.
You might be the product you have to sell to get your business off the ground. Be prepared!
Article © Copyright 2001 Stanley I. Mason. Syndicated by Paradigm News, Inc.
