Tips for Starting a Software Consulting Firm?

An Anonymous pre-Consultant asks: "I'm considering starting my own software consulting firm and was wondering if people would be interested in sharing their own experiences in trying such a thing. I've wanted to do this since 1995, and have read numerous books (Bernard Kamoroff's _Small Time Operator_, etc.). I'm fairly young, in my 20's, but have a good track record, and strong oral and written communications skills. I feel like I can make it happen but am a bit lost as to whether or not there are any specific resources for those who wish to consult as software engineers, and what strategies should be used to construct a client base. I'm not sure that my contacts are as diverse as they should be."

"My key selling points include the ability to construct complex systems relatively quickly, an iterative approach to creating the end product by means of continuous interaction with the client as milestones are reached, since I realize clients don't always know what they want until some test code has been constructed. Honesty, fixed bids, and ability to create more than just software (graphics, documentation, hardware, etc.) are also characteristics I feel makes me unique.

I have done some 'web programming' consulting as a moonlighter, but I don't really want to do just web projects. I'm not interested in trying to get rich quick, just interested in making enough to live comfortably on, without the politics and problems of the corporate America workplace. Thanks for any advice or tips!"

Comments

Tips

[Ratbert42]

• Don't try to undercut the competition. Don't compete on price. Compete on quality.
• Realize that a lot of potential clients have no idea what they want or need. Or worse, what it will cost.
• Don't grow too big or too fast. Every person you hire is a huge expense that is hard to cut.
• Network like crazy. Use competitors and people in unrelated areas. If someone calls you to sell your company insurance, send them a pile of cards and offer them a comission on sales.
• Give everyone 2 or more business cards so they have spares to give away.
• Build a good collection of samples. Nothing's more impressive than to be able to see actual work product.
• When times are lean or you're just starting, it's easy to find free and low-paying work to pad a portfolio. Call a church, school, or even small companies.