Self-reflect
Before you set out to create your gig, self-reflect on your skills and abilities. What problems can you solve? Are you able to recognize when and where these gaps exist? Are you good at writing, speaking, organizing, mediating disputes, and facilitating meetings?
Begin by better understanding yourself—your skills, talents, abilities, and passions. Also, consider what kind of company would be an ideal fit for you based on your values and those of the organizations you’ll meet with in the future.
A Five-Part Process
The great news is that you can become an absolute pro at this process by practicing this simple, 5 part consultative process.
1. Research: Once you’ve established a foundation and have a few ideas in mind, the next step is to become an industry investigator. The key here is getting appointments with prospective employers and then unearth problems that you are well suited to solve on their behalf. Then, set appointments with prospective employers by explaining your process upfront and suggesting a meeting.
2. Discover: Uncovering needs and challenges respectfully with an organized process of asking prepared questions. Then, if you can assist, book a second meeting and explain what to do next.
3. Present: Return with a 2-page outline or engagement letter of your solution and the required compensation. If asked, provide any references or necessary clarification, make any modifications, and then request a commitment to proceed.
4. Deliver: Start solving your promised problems and ensure you give more than you’re being paid to deliver.
5. Service: Follow up and follow through. Depending on the goal, this is where you can begin discussions regarding full-time employment or your next assignment. Remember always to showcase your willingness to collaborate and serve wherever you can be helpful and, of course, within reason.
From Job Seeker to Problem Solver
Developing the mindset of a consultative problem solver will require you to challenge the status quo and push yourself out of your comfort zone. You’ll need to be willing to discipline yourself to embrace and follow the process laid out here. You will see that there is a beginning, a middle, and an end, and it is repeatable.
Four-Question Homework Assignment
1. What can you do to position yourself as a consultant in the mind of your prospective employer?
2. How does your product or service improve your customer’s financial situation?
3. What one thing are you going to do differently in your sales activities as a result of what you have learned in this lesson?
4. What three things can you do to become more knowledgeable about your customer’s business processes?
* The legendary “What Color is Your Parachute?” is recommended by Richard Bowles. Many consider him the originator of the hidden job market, which is part of the methodology in this blog.
