From Serf to Surfer: Becoming a Network Consultant 55
| From Serf to Surfer: Becoming a Network Consultant | |
| author | Matthew Strebe |
| pages | 308 |
| publisher | Sybex |
| rating | 7/10 |
| reviewer | Michael Sims |
| ISBN | 0-7821-2661-8 |
| summary | good, well-rounded advice for someone starting a consulting business |
Let's be frank: I didn't expect to like this book. The cover has a picture of a California surfer dude surfing (get it? surfing? get it? ha! ha!) with a laptop. At first glance, it seemed about two steps below a "for Dummies" book, and what I expected (or at least desired) from a book on this topic was serious advice, not some flippant idiot dispensing watered-down aphorisms. I wouldn't have bought this book in a store -- probably wouldn't have looked at it twice.
But hey, I thought, the publisher sent Slashdot a review copy, might as well read it. If nothing else, it might be bad enough to write a really funny review.
It wasn't as bad as I expected. The author is quite intelligible and coherent -- they just need to fire the cover artist.
The author starts with a humorous quiz designed to point out that you have to market yourself to succeed -- and that there may be quite a few non-obvious barriers to marketing yourself. If you have a foot-high purple mohawk, that may be an expression of your uniqueness to you, but it's likely to make it hard for you to get and maintain consulting jobs. He follows with "a day in the life," designed to show that though he makes good money, he works rather hard for it as well -- the job isn't to punch the clock or put in the time, but to solve particular problems, whatever it takes.
Chapter 3 is an overview of a single project from beginning to end. It's pretty informative, and gives you a good idea of what to expect. He then covers work habits and forming a personal network of contacts. His advice for getting work is to dispense business cards liberally and offer finder's fees to people who steer work to him, which is a stunningly good idea that probably isn't obvious to most people. He's also got good advice for bringing a project to a close -- when you're working on a fixed-fee basis (the approach he advocates), you need to come in, do the job, and depart without lingering around, since it only costs you time and money without any extra income.
The next chapter covers tools of the trades: computers and software. I didn't find this chapter of much use, and my guess is most of his target audience won't either. If you're competent enough to consult, you're competent enough to know what you want/need as far as computers and software go.
Chapter 7 covers setting up a business. It doesn't have enough detail to be your sole resource -- I would recommend one of the guides from Nolo Press as another good starting point.
He talks about contracts, which basically boils down to the very simple advice: write it down, all of it.
He has a few strategies for pricing services at whatever the customer is willing to pay. This is probably one of the harder tasks to master, and his advice here is good -- present a tiered proposal, with low, medium and high bids for different amounts of work. If you've estimated the customer properly, the medium bid should be on target, but if you haven't, the low or high bid may be more to their liking and may allow you to get the job anyway.
He covers project management briefly -- very briefly. If you really need to manage a large project, this book alone won't cut it. But for small jobs, sure.
Short sections on dealing with bad clients and other contractors are useful. He finishes with discussions of the law and taxes. These sections are just long enough to warn you of potential pitfalls; if you really want to deal with them, you'll need to hire an accountant or invest in some more Nolo Press books.
Overall, I enjoyed the book. There's enough humor in it to make it read quickly and painlessly, and enough good information that you don't feel like a Dummy when you're done. If you gain only a few pieces of good information from the book, you'll probably recoup the $20 price of the book in short order.
You can purchase this book at Fatbrain.
Covering all the bases (Score:4)
Fortunately, the same trend toward outsourcing that has placed many techies into a shotgun wedding with entrepreneurship has also created a web of resources they can use to cope. For starters, check out Janet Ruhl's Real Rates [realrates.com] website. Also, those seeking a relatively painless (though pricey) back-office solution should check out Professional Association of Contract Employees (P.A.C.E.) [pacepros.com]. And be sure to read the Contract Employees' Handbook [cehandbook.com] by the same guy who runs P.A.C.E.
Re:Recouping costs (Score:1)
If I am reading between the lines correctly, here, and you are suggesting that you save yourself money by not reporting these new boxes as income, isn't this tax evasion ?
Re:Recouping costs (Score:2)
Second outsource the stuff you don't know. It is impossible to know it all. For example I outsource the firewall/VPN stuff as it can get quite complicated.
Re:Marketing is *hard* (Score:1)
Re:The most profitable thing a consiltant can do.. (Score:3)
Re:Marketing is *hard* (Score:2)
Yes, marketing sucks -- especially when it comes down to writing your own contracts.
I've been with a consulting company for almost 6 years now and besides having them get my next contract, it's also get nice benefits like paid LOA, vacation time, pay when there is no work, health and dental benefits and (most importantly) paid training.
It takes a special individual to go in to business for themselves -- and that individual is not me.
--
A one man shop is easier than a 3+ consultancy (Score:2)
As a single individual, if I don't have a client this month, I can sell some stock (well, not these days) and make it through a few months of hard times. With a group, you have to 'make the nut' every month, or draw down your working capital.
The other advantage I've found is that if you are really good in your field, you can usually find a new gig as the current contract is winding down, either by direct referral from the current client, or from friends who are also in the business.
The biggest headaches are handling billing and general accounting issues, and dealing with having too much work- you need to network with small firms and fellow one-man-bands, and be able to bring in additional talent or pass along new prospects, with a gentleman's agreement that they will do the same for you.
Network consulting has been a tight field since this past fall, and shows no sign of getting any better.
Re:Recouping costs (Score:2)
There is a certain amount of productivity that is gained from that fancy-ass $400, 96-way pivoting chair. It's this thing that corporate types base their purchasing decisions on, called ROI (return on investment). It's been shown in studies that if you spend X dollars on a 21" monitor, you gain Y dollars in gained productivity over a year.
To a point, you will gain a certain amount of productivity by a nicer office (and you impress clients, should they visit you). But above and beyond the basic comfort level, you won't gain much.
---
What's a SE critical system? Nasdaq? Etrade? (Score:1)
It's not just the stock "medical life support" and "avionics" systems that are considered "critical software" anymore.
Remember, stuff like etrade, relies on WinNT and IIS. The Nasdaq's main machine crashed twice just last week. Now maybe nobody dies when these machines belly up, but they are still critical to the function of society, and their failure can cost billions of dollars. That alone, might be reason to start measuring competence via licensing.
All you need to be a consultant are... (Score:1)
An expenive suit.
A very expenisive car.
The ability to be able to lie convincingly.
The ability to recommend the product that gives you the most comission, no matter how unsuitable it is for the client's needs.
Complete ignorance of networking.
Most consultants I've met have been like this!
Re:Woah there... (Score:1)
FatBrain (Score:1)
Re:Marketing is *hard* (Score:2)
I have a license from the State of California which says I can do Civil Engineering for hire direct to customers. But I can't. I don't have the marketing skills or the existing customer base to be able to do that. My options right now are to work for a company which does the marketing for me, or change careers. Fortunately, my boss is an excellent marketer as well as a good engineer - he can talk to clients, make them not only feel confident in our abilities to do the job, but make them feel that we're the people they want to do their job. I can do the first part, but not the second. So I work for someone who can.
Contracts and finance aren't beyond most geeks' understanding, though the details are better left to professionals. But marketing is hard to hire a professional to do for you when you're first getting started, unless it's your spouse, your business partner, or someone who's going to be similarly important to your operation. After all, your skill can be hired, so why wouldn't the marketer go out on his/her own and hire you as needed, rather than be hired by you?
Re:What's a SE critical system? Nasdaq? Etrade? (Score:1)
authoring software for mission critical applications is very different from installing/configuring a vendors software/equipment
i can understand a person requiring an engineering designation/license to write software, but to install and configure it? no way.... even given the level of network complexity involved. besides, most of this equipment/software is proprietary anyways---it is not taught in conventional schools. a knowledge of vector calculus isn't required to install a router or web server, but it certianly applies to understanding load distribution---something that a civil engineer cares about
Maybe this is encouraging flames but... (Score:1)
This industry is full of underqualified people already with huge egos and little practical skill.
Im in australia and we seem to be slowly passing the 'i have an MCSE that daddy paid for so im more L337 than you' phase and experience and skills are becoming important again.
There was a time when 5 years solid experience as a Network Admin or Server Specialist didnt count for as much as the loser who had 3 months experience but a nice shiny MSCE he paid cash for.
What do you think ? does the world need more under qualified consultants with paper quals and no real experience ?
BTW i could tell you some horror stories, like the kid with a 4 year honors degree in InfoTech who claimed to have experience in MS networks and an MCP in Win95 whon upon being told he would be working on an NT Domain Rebuild Project asked 'Whats a domain ?' (i AM serious - he didnt know and he PROVED it)
Comments - come on what do we say ?
Bookpool has the book for cheap: (Score:2)
All clear, wail the sirens!
Re:all you slashdot fucks don't know anything abou (Score:1)
Does your momma know you use language like that ?
Now run on back to your chat session and tell all the L337 HaX0rz you know how you azzraped us all with your lightning fast wit.
one thing. Next time have the guts to use a name when you post this sort of unmitigated shit.
Economy (Score:3)
Am wondering because I'm trying to get into that field but haven't marketed myself much yet. I do have one customer but am waiting for him to get me some graphics before I can continue, and he's too busy to get them too me (which could probably be seen as a good thing!).
---
Well... (Score:2)
Also, the current functioning of government/military/public spending is based on taxation. If this were not the case, we would have some other system, like taxation through inflation, or some other equally twisted system.
Which would you rather have?
Re:Grudging agreement (Score:1)
Just what it says in the review above: you try to guess what they're willing to pay and build a package around this. Then lighten that up and call it the low end. Then pile more features on the original and call it the high end.
It's not rocket science, and I'm sure most people could come up with such a strategy on their own, but I'm never offered services in this way (not custom services, anyhow) and I wish that I was.
Perhaps more importantly, it allows you to price:
a) Aggressively,
b) Defensively, and
c) Honestly
All at the same time.
Re:All proverbs aside-judge by cover (Score:2)
Uhh, if it's an O'Reilly book, damn-near everyone in the industry will know it's worth buying regardless of what's [goatse.cx] on the cover.
--
Re:That loud sound you're hearing (Score:1)
Cisco certification is indeed very hard. Cisco controls it completely, moreso than MS and Novell do. From what I understand, the highest level of Cisco cert -- Certified Cisco Network Engineer -- requires you to go out, physically, to Cisco's corp. headquarters, spend half a day taking an exam, and the second half of the day essentially rebuilding a router.
I may be wrong (IANACCNE?) and anyone who has actually taken this certification I gladly welcome to correct me!
---
Chief Technician, Helpdesk at the End of the World
Re:That loud sound you're hearing (Score:1)
Novell's CNE is hard too.
Re:That loud sound you're hearing (Score:1)
People who bash certification usually have none of their own, and little understanding of the knowledge behind them. These are people equate someone's years of hard work and effort to nothing. Sometimes they may even take someone's resume who has been working in the field for a few years, and throw it out, simply because they see the MCSE and think that they are therefore worthless.
What is amusing is the wide range of opinions concerning certification vs. college. Some of the same people who hate certification (and the certified) love college boys -- yet the reasons they cite for hating the certs (no *real* exp.) are oftentimes equally valid for fresh college degrees.
I think that many forget what exactly a certification is. It is the vendor's way of stating that the holder has demonstrated their profeciency and knowledge of a specific skill or product. They may have done this by temporarily memorizing test questions or reading material, or *gasp* they may have gone to a training center and received hands-on training about the subject.
The truth is, a certified engineer who has taken their education seriously is quite well-versed in the product or skill, and sometimes may know more about the total power and ability of a product than someone who has been doing only low-level administration.
Of course, the above doesn't apply for MCSE's. Those guys don't know jack. :-)
kidding...
Essential Consulting Resources (Score:4)
Re:Recouping costs (Score:5)
If you are even thinking about $20 then going the contracting route probably won't work out.
This is a valid concern. Consultants routinely earn so much money that they can't stop to count it all without having their head explode. But that's a rookie mistake, after you've been consulting for a while you're far more likely to die from accidently inhaling a $1,000 bill or having the solid gold brakes on your car melt as you're taking a turn. The key is that it's important to understand what you're getting yourself into before you start down the consulting route, being mega-rich isn't easy.
Re:All proverbs aside-judge by cover (Score:2)
Cover art is big business and book publishers know that bad cover art can doom a good book. What beats me is why so many publishers still put ugly modern art or insulting pictures on covers. (Yeah, like surfing on a laptop I haven't seen about 50 times now, ho ho)
FWIW I really like the cover art on O'Reilly books, at least those which look like woodcuts or engravings. Very classy.
-- .sig are belong to us!
All your
"The auther is quite intelligible and coherent" (Score:1)
The "Hackers" effect (Score:1)
Reading isn't going to make you successful. On the other hand, a book outlining some business sense for techies is something worthwhile, seeing as many (most) techies lack business skills where they have powerful techincal skills.
Marketing is *hard* (Score:4)
Face it, most "geeks" are as unfamiliar with marketing, selling, cold calling, and negotiating and closing a sale as they are skilled with installations, networking, administration, coding,
Look at many small consulting shops - several techs, usually with kick-ass skills, and a business manager/sales/marketing person to take care of the essential tasks the techs can't do well enough themselves.
I speak with some experience - I know my limitations and being effective as my own sales person is outside my core strengths. My wife has had her own marketing business for years and is very successful - she could sell snow in a blizzard (if I ever decided to go independent, I'd hire her to sell me). My brother is a freelance photographer and multimedia designer/producer, and while he is excellent technically (awards, kudos, the whole bit), he HATES doing the sales part and as a result, he struggles.
Could be a good read (Score:2)
Seriously, consulting is tough but can be a lot of fun when done correctly. If this book is as good as the review says it is, which I will have to trust until I look at it, then I would have to recommend new consultants to read it. I have met too many wannabes who had no idea what they were getting into- as you can guess they no longer work here.
Re:Recouping costs (Score:1)
I would never suggest anyone evade taxes in a public forum.
Yes, much better to evade taxes in the privacy of your own home.
It's worth a look. (Score:1)
Re:All proverbs aside-judge by cover (Score:1)
-- .sig are belong to us!
All your
Re:That loud sound you're hearing (Score:2)
Those in the second group were the former consultants who had found they couldn't compete in the hard reality of a world where companies actually need productive employees, and the dot-commies who found zero demand for their former positions - "business relationship facilitator, "web audience analyst", etcetra, one listed their former job as simply "synergist" - and who thought a quick course in how to pass a certification test would get them $100K/yr again.
BTW this didn't seem to apply to the few who had Cisco certifications, for whatever that's worth. Maybe you actually have to think for those, I don't know.
Re:Recouping costs (Score:1)
Re:Recouping costs (Score:2)
I would never suggest anyone evade taxes in a public forum.
--
Poliglut [poliglut.com]
Re:Recouping costs (Score:2)
Failing to claim either one on your income tax forms, however, IS tax evasion.
It doesn't matter if you barter or not; the taxman will look at the value of the goods in question. You cannot buy a house from your uncle for $1. Well, you can, but if that house is worth $250,000, then that's what you're gonna get taxed on.
Stock options... you exercise options at $1 and get 3000 shares of a stock valued at $21... you pay tax on *income* of $20*3000 = $60,000, because that's what it was worth.
IANATA either, but if it wasn't this way, nobody would pay tax, we'd just barter for everything and avoid cash altogether.
Re:Marketing is *hard* (Score:2)
It was this get a stack of business cards then find salesmen in your area who do not have any conflict of interests with what you are doing, take them out to lunch give them some cards and mention that you pay %10 commision on any jobs.
While I know that I don't have the marketing skills to make a go of it full time using this hint from this book has given me a pretty fun and profitable part time job. All in all it is a pretty good book.
Re:Woah there... (Score:3)
Of course, neophyte programmers would have to work their way through some years as apprentices and journeymen before they would qualify in a realistic licensing system.
online resource (Score:1)
Re:All you need to be a consultant are... (Score:1)
Woah there... (Score:2)
*whine* *whine*
"Press any key to begin."
Re:That loud sound you're hearing (Score:1)
Ah, thanks for the information! =)
And, yes, Novell CNE is very hard. The 5.1 upgrade exam is particularly rough. I understand the MCSE upgrade to Win2K is also extraordinarilly brutal.
I'm glad I decided to get out of this gig. =)
---
Chief Technician, Helpdesk at the End of the World
Re:Grudging agreement (Score:1)
Sounds interesting....
That loud sound you're hearing (Score:5)
All proverbs aside (Score:1)
Does anyone need to bring up the old adage "don't judge a book by it's cover?
If only I'd known... (Score:2)
I bought this book (online, from Chapters, cuz it was on-sale) when I was finishing up my course on Network Administration because despite all the people saysing "oh you'll have no trouble getting a job when you finish" I hadn't a single job offer to go with the dozens of resumes that I sent out. What people didn't know was that no one will even look at you for a networking position until you've got 2 or 3 years experience.
I thought the book was well written, thought out and informative with some real-world examples in a world full of publishers trying to peddle their cookie-cutter text-book format guides. Despite the lame cover art, the author gives you lots of pointers and advice on what to watch for as a network consultant and shows a typical "day i the life of" account of one of his projects.
Not every dot-bomber can make it as a network consultant since it takes more than "yeah I helped the admin guy at my last job hook up some cables one time" to be successful.
I'm currently working as a software tester with some networking responsiilities. Still a long way from a full Network Consultant but I'm getting there.
Recouping costs (Score:3)
If you are even thinking about $20 then going the contracting route probably won't work out.
I'm not saying that the key to successful business is throwing money away [fuckedcompany.com], but just that if you remain focused on $20 then that's all your likely to see.
Specifically, taxes, incorporating, contract law and such should not be done on the basis of a book, even a good one. Spend a couple thousand a year on a good accountant/lawyer (and if you can find a lawyer who is a CPA like mine, then I highly recommend keeping all your business with him).
The other single salient suggestion I have is do as much as you can on barter. If you need a couple boxen for your new lab and your client is a PC shop that needs some wiring hung and a T1 installed then why bother with the cash and associated accounting.
--
Poliglut [poliglut.com]
Re:All proverbs aside-judge by cover (Score:1)
I agree about the sample reading. Some of the things I look for in the computer books that I buy are lots of code samples and good index. Naturally, cover art doesn't matter SO much with computer books as with other books... it would make sense that any coffee table type book damn well BETTER have a good cover.
Might I also suggest... (Score:2)
With the dark power of these two books combined, you'll be sitting on your booty, abusing customers, and generally overcharging everyone in earshot for "work completed" before the next big market crash!
PS, just kidding. You can make a lot of money as a good consultant [iamdrunk.com].
Re:Marketing is *hard* (Score:1)
Mmmm.... having one's own wife as a pimp would probably be rather nice.
Grudging agreement (Score:3)
I leafed through this book in the bookstore and came away with a negative impression. The cover alone makes it a definite "on-line only" purchase. The writing seemed to be of that mix of "salesman-consultant-motivational speaker" that makes your skin crawl.
I must admit, in retrospect, that much of my opinion my have hinged on my negative reaction to the cover. I recall that I did spend quite a bit of time leafing though it, for reasons other than to laugh at it. And I recently just pulled that "high-middle-low" trick, and now I remember where I got it.
In sum, if the title interests you, leaf through this in some secluded corner of the bookstore where no one can see you and check it out. It is not as bereft of usefulness as it appears.
Re:Marketing is *hard* (Score:1)
Don't you mean: :)
"...could sell a ketchup popsicle to a woman in white gloves." - If you don't get the movie reference, please ignore this humorous post.
The most profitable thing a consiltant can do... (Score:3)
--