ROANOKE TIMES
Copyright (c) 1996, Roanoke Times
DATE: Sunday, March 24, 1996 TAG: 9603220030
SECTION: BUSINESS PAGE: G-4 EDITION: METRO
COLUMN: WORKING IT OUT
SOURCE: CAMILLE WRIGHT MILLER
Q: I'd like to be a consultant and have more control over what I do. I have a family and need a steady income. Also, I'm not sure what areas of consulting I'd like. Suggestions?
A: Maureen Poplstein, president and founder of Training Unlimited, says that "people say they want more control over their lives. You don't get that in consulting. You have control over saying 'yes' or 'no.' Clients control you." And, when building a business and in need of money, you can seldom say no.
Poplstein suggests you begin your decision-making by reviewing your values. What "do you value most. Money? Family?" List what's important in your life and lifestyle. How would consulting affect your life and what you value?
Be clear on "your areas of expertise." If you aren't sure exactly what you do, don't expect clients to accept you as knowledgeable.
Next, identify office needs. Poplstein notes that offices must be fitted with "computers, color printers and other electronic gear." Poplstein recommends "having a one-year cash reserve for living and business expenses." And remember, while it "often takes two or three months for a prospect to become a client," not all prospects become clients.
She also recommends developing "a good marketing plan. Sit down and map out your target market. Know how much time to give to each area of marketing and how much time will be spent consulting." Poplstein underscores the importance of having "to balance both."
Poplstein also says you must remain "flexible and open-minded. You can start in one direction and clients will lead you in a new direction." The control in direction comes from those who pay you.
Finally, "understand how much behind-the-scenes time consultants spend. It's a misconception that it's fast, easy money. There's a lot involved in production time before the actual presentation."
Poplstein, author of "Bringing Out the Best in Yourself," recommends researching before starting. Talk with working consultants. Read several books on the subject. Consulting is more than a job change, it's a lifestyle change.
Q: I work for a family-owned company. I'm angered by the stupid decisions the "heirs-to-the-throne" make. I can't believe the parents don't see the problems.
A: Varying levels of competence exist in all organizations. And, all employees make mistakes. Focusing on ineptitude as a "family matter" diverts attention and minimizes effectiveness.
Your role in the organization is to perform to the best of your ability and to help create a good working environment. Noting every job misperformance prevents either from happening.
Without getting involved in family politics (a definite no-win situation), let your work and work habits make it clear you're a top performer and want to be supportive.
When a mistake happens, take the "that's too bad. What can I do to help fix the problem" attitude. Nonjudgmental, problem-solving approaches are characteristic of valued employees. Accept that many in the organization are related; it's a situation that won't change. Concentrate on changing what you contribute to the working environment.
Q: I wanted to work for a large company. Instead, I'm in a small company with little opportunity for growth or travel. I want to make the leap to big business, but feel trapped where I'm at.
A: Small organizations provide opportunities to learn and comprehend every aspect of a business. These insights and skills can be translated into understanding bigger corporations. Recognize your opportunity to become educated.
Diagram the operations required to run the organization. Note relationships among the operations and write job descriptions for each position. Establish a timeframe for familiarizing yourself with operations and jobs you haven't mastered.
What can you learn from those who excel in their jobs? Who can help you understand the work they do? What experiences can you gain because you work for a small company? Ask for additional experience opportunities.
Gaining knowledge through cross-training can help you move into a larger company. On the other hand, you may find that expanding experiences in a small company leads you to staying in that arena, but with higher goals - such as owning and operating a business.
Career building includes looking for what we can learn where we're at before moving on rather than looking to move before we've learned.
Camille Wright Miller, an organizational behavior sociologist who works in Lexington, answers questions from our readers about workplace issues. Please send them to her in care of The Roanoke Times, Business News Department, P.O. Box 2491, Roanoke 24010.
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