Standing at the Craps Table

I was talking with a dear friend the other day who shared her slight agitation with a couple of people she had recently come across who were experiencing great success in their careers - both monetary and in being satisfied and fulfilled.  

She reasoned she had gotten her education, held professional jobs, and was now a leader in her organization - having the title, staff and salary to go along with it.  Yet, how was it that these other people seemed to be happier, more fulfilled and richer than her? And, adding to that agitation, was the fact that these people were 10+ years younger.

I immediately thought of a conversation I had with Kim Snider over a year ago.  A financial expert, and one of the speakers at last year's Get RADICAL Women's Conference. What she said forever changed my perspective on what it means to live in a capitalistic society.  

Kim explained that the capitalistic system is built to reward people for taking risk.  A capitalistic financial system doesn't reward equally - and sometimes it doesn't reward at all.  The people my friend was referring to had taken great risks. And while they had some ups and downs, they were experiencing a tremendous payoff for those risks.

Now, that may not seem fair to some people, but that doesn't make it less true.  And that analogy can also be true beyond financial success - it can be true in business, relationships, your career, finding peace and creating balance in your life.  To gain any of those things to the extent that you want them, it will require risk on your part. That leads to the obvious question:

What risk are you willing to take to get what you want?

When I posed this question to my friend, she paused. Risk - taking a gamble - letting it all ride. Those were concepts that made her very uncomfortable.  She related it to gambling - and not only had she never been one to roll the dice, pull on the one armed bandit, or double down on blackjack, she wouldn't even step foot in the casino. That's when I explained that risk should be calculated.

Standing at the craps table and rolling the dice puts you at risk to lose big or win big - but in life, you want to put yourself in a position where the risk is calculated.  A loss may be possible, but the payoff could change the trajectory of your life.

Risk, just like doing something RADICAL, is relative. It has a different definition for each person.  Risk for someone could be finally changing their hairstyle, ordering something they've never eaten at a restaurant they've never tried, outlining why they deserve a raise and then go and negotiate for it, or joining a professional or social group filled with people they want to get to know.

Risk could also be separating yourself from some people in your life that don’t align with your beliefs, values or goals and focusing on developing more nourishing relationships. It could be tapping into your savings to start a business - or stopping the financial drain by closing a business.  

Whatever area in your life you are feeling a little restless with, a little dissatisfied with, a little disappointed with - think about the risk you may have to take to change it. Then decide if you want to stand at the table and roll the dice.

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 RADICAL Success Coach Doreen Rainey helps her clients take charge of their professional and personal life. She is the founder of the Get RADICAL Women's Conference with Jillian Michaels and Niecy Nash taking place on March 26th in Washington, DC. For more information about the 2011 conference, visit the website. Registration is now open!

Sitting Next to Donald Trump

Doreen & Carolyn While I haven't had the pleasure of sitting next to the Trumpster and getting business tips (yet), I did have the honor of the next best thing. I got some great business strategies and life advice from the woman who did sit next to Donald Trump - Caroyln Kepcher. Carolyn is the former COO for The Trump Organization and she is also the woman who sat at his side for 5 seasons on The Apprentice.  I met Carolyn at theNorthern Virginia Women's Business Conference.  There, she shared insightful tips on what it takes to succeed while being true to yourself and being there for your family. Her book, Carolyn 101: Business Lessons from The Apprentice Straight Shooter, also offers some valuable lessons on how to get ahead in the business world. I wanted to share some of my take-a-ways from her with you. You're the one in charge of your learning curve. In this day and age, we don't always have the luxury of having someone walk us through something step by step - holding our hand every step of the way.  You may get the basics, but the rest is up to you.  Take responsibility for your own education, training, and learning.  Be proactive within your organization, in your industry, and with your career. When someone hands you an opportunity, don't be afraid to take it. At 25, Carolyn had never run a golf club - or even knew much about golf, but when the opportunity presented itself, she jumped on it and suggested to Trump that he give her the job of General Manager for the Blair Hall Country Club. He said yes. Balancing work and home life is not a moral issue.  No one but you has any right to say whether what you are doing is good or bad.  You have got to decide what will work best for you and your family. And always talk with your boss about what that is.  Don't expect people to read your mind about what you need to live a "balanced" life.   More of Carolyn's insights, as well as how she managed to rise through the ranks of the Trump Organization at such a young age, can be found in her book.

Branding. Confidence. Networking. Reflection.

When it comes to success in the boardroom (or in life):

• What does your personal brand say about you?
• How would you rate your confidence level?
• Are you maximizing the power of networking?
• Do you understand the impact of reflection?

These are the questions Marshawn Evans, author of SKIRTS in the Boardroom, addressed when I interviewed her for her upcoming appearance at the Get RADICAL Women's Conference.

Check out the 10 minute  interview I did with Marshawn as she shares a little about herself, strategies to consider when you are ready to grow your career or your business. And the one thing you should continually do to keep you on the path to success.

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Doreen Rainey is a Life Coach and Speaker who helps her clients Get RADICAL! For a FREE 30 day membership to the RADICAL Lifestyle Women's Network or to subscribe to her bi-weekly newsletter, visit her website. Join Doreen in the Washington, DC area for the 2010 Get RADICAL Women's Conference featuring Jillian Michaels, Fitness Trainer from The Biggest Loser and Rhonda Britten, Emmy Winner Life Coach from Starting Over and Celebrity Fit Club.

Becoming a Champion

At some point in our lives, we've all witnessed it. For some of us, we have experienced it. It is the thrill of being a champion. Being THE winner. Being #1. Hearing the applause of those around you as they celebrate your accomplishment.

It's in those moments that we look back on all the hard work, blood, sweat, and tears it took to get there and admit that it was worth it.

But if you haven't had those moments lately, it could be because you have strayed away from doing the hard work. To me, being a champion is the easy part. It's BECOMING a champion where the road gets tough.

Becoming a champion means that you're in training...and training requires two things: Commitment and Discipline. If you've been lacking in one, or both, of these areas lately, I would venture to guess that you haven't stood in the winner's circle in quite a while.

What championship are you working towards? Is it a college degree? Getting in shape? Eliminating your credit card debt? Starting your own business? Perhaps it's getting a new job, going after a promotion, or saving for a house. Whatever it is you are going for - now is the time to do an honest gut check on your commitment and your discipline.

Ask yourself: What does it really take to get what I want?

Do you need to get up early? Stay up late? Turn off the TV? Cut up the credit cards? Skip dessert? Go to the gym daily? Take on an new project at work? Do more professional networking?

My challenge to you is to choose one area where you're going for the gold. Pick one goal that you've let a lack of commitment and lack of discipline get you off track. Now, decide to recommit yourself and to have daily discipline towards reaching that goal.

Grab a pen and paper right now and write down exactly what you will do to move toward your goal - then read it every day to remind you of what action you must take . By doing so, it won't be long before you'll once again feel the thrill of victory!

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Doreen Rainey is a Life Coach and Speaker who helps her clients Get RADICAL! For a FREE 30 day membership to the RADICAL Lifestyle Women's Network or to subscribe to her bi-weekly newsletter, visit her website. Join Doreen in the Washington, DC area for the 2010 Get RADICAL Women's Conference featuring Jillian Michaels, Fitness Trainer from The Biggest Loser and Rhonda Britten, Emmy Winner Life Coach from Starting Over and Celebrity Fit Club.

Don't Be Afraid to B.R.A.G. in 2010

I've heard many people say they don't make New Year's resolutions.  I've even heard some say that resolutions don't mean anything - that it's a waste of energy, effort and time. 

Well, I think the majority of the people that make these type of comments are people who haven't been able to stick to their resolutions!  And even though I have been one to fail to reach a resolution or two over the years, I still think it's a great motivator to get you moving towards your goals.

Now, I do agree that you can decide to make a change at any time in your life.  The moment you make a decision is the moment you have the power to be, do and have something different.  It is true that you don't have to wait for January 1st, however, there is something inspiring about a brand new year.  There's something exciting about feeling like you have a clean slate.  There's something very motivating about the chance to "start over" and do something bigger and better than you have ever done before. 

Last week, I conducted a teleseminar called:  Jumpstart Your 2010 - RADICAL Goalsetting.  This call was designed to help the participants get a headstart on thinking about where they are now and where they want to be at the end of next year.  One way to do that is to B.R.A.G.

Whenever I start working with a new client - I always make them B.R.A.G.  That simply means to set a Big Radical Audacious Goal.  This is the one goal that blows all your other goals out the water.  This is the one goal where even your most supportive friend or family member would have their doubts.  This is the goal that scares the crap out of you  - yet excites you at the same time.

I encouraged the people on the call to do this - and I'm encouraging you as well.

*  Declare your B.R.A.G.
*  Write it down. 
*  Break it down. 
*  And then go for it.

And, if you want some tips on how to set and achieve your B.R.A.G., feel free to take a listen to the teleseminar from last week. 

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Doreen Rainey is a Life Coach and Speaker who helps her clients Get RADICAL! For a FREE 30 day membership to the RADICAL Lifestyle Women's Network or to subscribe to her bi-weekly newsletter, visit her website. Join Doreen in the Washington, DC area for the 2010 Get RADICAL Women's Conference featuring Jillian Michaels, Fitness Trainer from The Biggest Loser and Rhonda Britten, Emmy Winner Life Coach from Starting Over and Celebrity Fit Club.

Looking For the Easy Way Out

It's Called Work for a Reason

I love this book by Larry Winget. It highlights the best approach people should take to achieve any goal they have set for themselves - WORK. But sadly, in our world of instant gratification, getting by, or getting over, the concept of work has gotten lost.

Dictionary.com defines work as “exertion or effort directed to produce or accomplish something; labor; toil.” But through my years as an HR Director, a college professor, and life coach, I've come to realize one very important, but disappointing, fact:

Most people don’t want to exert, give effort, labor or toil. They just want results. And they begin to spend more time trying to figure out how to get the results they want with the least amount of effort, instead of putting in the "sweat equity" to produce the desired outcome.

People want to go back to school to finish or advance their education. But then they fail to commit the time necessary to study and learn. Instead, they want to do “just enough” to get by. School is not about getting a piece of paper, it’s about learning and challenging your mind. If you’re in it for the piece of paper, you probably aren’t working that hard.

People want to advance on their job – be rewarded for their efforts through position and salary. Yet, they are looking to do just enough to meet the minimum requirements – all the while waiting for that big promotion to come through. What would it be like if you showed up on time, gave 100%, became a real team player, shared ideas, paid attention to details, refused to let a customer go unsatisfied, or never allowed your reports, presentations, or any product to leave your desk without your full confidence that it was the absolute best you could do?

People want to lose weight – so they take pills, drink teas, get shots, or try to get through 7 days of the latest celebrity diet. They are looking for that quick fix without exerting, giving effort, laboring or toiling. They don’t want to consistently exercise. They don’t want to focus on nutrition and balanced meals in the correct portion size. They don’t want to do the work.

Finally, people want a successful business. They have big dreams of doing what they enjoy and getting paid for it. They have visions of providing for their family, taking grand vacations and giving to others. They talk to anyone who will listen about their big ideas. Yet, they only give minimum effort to writing their business plan, sticking to a daily work schedule, networking, managing their money, giving good customer service and following up on potential leads.

So, if you are wondering why you aren’t getting the results you really want, maybe you should check you level of exertion, effort, labor and toil.

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Doreen Rainey is a Life Coach and Speaker who helps her clients Get RADICAL! For a FREE 30 day membership to the RADICAL Lifestyle Women's Network or to subscribe to her bi-weekly newsletter, visit her website. Join Doreen in the Washington, DC area for the 2010 Get RADICAL Women's Conference featuring Jillian Michaels, Fitness Trainer from The Biggest Loser and Rhonda Britten, Emmy Winner Life Coach from Starting Over and Celebrity Fit Club.

Innovation Trumps Recession

No one would argue that our economy tanked and people have been severely affected - both in their personal lives and in their business. But some companies have worked hard to recreate, redesign, refocus and review their current business practices and products to maintain cash flow, keep themselves competitive, and yes - even increase revenues and profits.

If you're an entrepreneur - or an aspiring entrepreneur - the number one rule of business still applies: Find a need and fill it. Here are some stories of innovative thinkers who did just that and are beating the odds by being open to changing directions. I found these inspiring stories in one of my favorite magazines: Fortune Small Business.

Johnny Dela Valdene & Travis Hollman
Founders of ViB in Dallas

The Problem: In 2008, Valdene and Hollman were running a toy company that sold $6 million in marshmallow shooters every year. At a trade fair in New York City they saw an attendee collapsing from what looked like a heart attack. Paramedics later told them that the man had in fact suffered an anxiety attack -- brought on by too many caffeinated energy drinks.

The Moment: They decided that the world needed the opposite of an energy drink: a relaxation drink made from soothing, natural ingredients. With the help of a food scientist they created a drink with theanine, an amino acid found in green tea; B vitamins; and L-threonine, a natural antidepressant. They enlisted six grad students to test the drink.

The Payoff: Three months later Valdene (now 42) and Hollman (40) launched ViB (pronounced Vibe). Today ViB sells through 68 West Coast distributors. Sales are expected to hit $5 million this year.

Innovation Tip: Don't hang on to your vision too tightly. Hollman planned to name the drink "Vacation in a Bottle." After being that told it wouldn't be legal to hand out glass bottle samples in most public places, they switched to cans. Then 7-Eleven told them they didn't want the drink in a can because it looked too much like an energy drink, so ViB adopted aluminum bottles.
"You have to be flexible," says Hollman. "You know what your outcome is. It's all the little things along the way that can change." -Jennifer Alsever

Joanna Van Vleck
Founder of Trunk Club in Oregon

The Problem: Van Vleck knew that many guys hated shopping for clothes in retail stores, so she decided to create a line of personal shopping outlets. She recruited investors to open retail storefronts across the country where men could go for personal shopping sessions. But when the market crashed in late 2008, her funding disappeared.

The Moment: When a potential investor in San Francisco asked Van Vleck to meet with him via Webcam, she initially balked at the idea. "I don't do Webcams," says Van Vleck, 25. But a lot of men she knew seemed to feel more comfortable talking on them, which suggested the Webcam as an ideal forum for personal shopping with men. Her consultants could select and mail clothes to a client based on his lifestyle, budget or career and then talk him through the garments as he modeled them on the Webcam. No retail stores or investors needed.

The Payoff: Van Vleck's 21 style consultants now work with 2,500 customers across the country. The company, Trunk Club, expects $2 million in sales this year.

Innovation Tip: Sometimes inexperience drives innovation. If Van Vleck had ever worked in the retail world, she would have known that merchandise is typically ordered in bulk up to six months in advance. By contrast, her business model is based on ordering small lots of clothing from wholesalers each week. "I didn't fall into the trap of 'We can't do that,'" she says. "We broke all the rules." -Jennifer Alsever

Mark Konjevod
Founder of WIN Products in New York City

The Problem: In 2000, Konjevod was running marathons and working as the business development director at Cox Enterprises. He noticed that his moisture-wicking running clothes were stinking up the house even after he washed them. No matter what the detergent or how much he used, a sweaty odor lingered.

The Moment: Konjevod started asking athlete friends if they had the same problem. The answer: an overwhelming yes. He used his connections to find an experienced chemist who mixed up a special concoction to fight lingering bacteria that get caught inside the high-tech fibers used in performance sporting apparel. In 2005, Konjevod sent the detergent to friends at the Olympic training center in Colorado Springs. The athletes loved it.

The Payoff: Konjevod's business, Win Products, posted $5 million in sales last year. Win detergent earned endorsements from the U.S. Olympic Training Centers and Nike, which now recommends the soap to callers on its toll-free consumer phone line. The detergent will be sold in 20,000 grocery stores this year.

Innovation Tip: Just because big companies dominate a market doesn't mean there isn't room for a niche product or service. Konjevod, 39, had no background in detergents or chemistry, but he decided he could compete with Procter & Gamble by selling through gyms and athletic stores and catering to the $15 billion performance fabrics market. -Jennifer Alsever

David and Stuart Pikoff
Games2U - Austin, TX

They want to see your kids spending more time outdoors... playing Halo, Guitar Hero 3 and laser tag. The brothers' two-year-old Austin company, Games2U, brings truck-mounted video game theaters and laser tag gear to birthday parties. Last year Games2U started selling franchises; the Pikoffs project revenues of $15 million to $20 million this year.

Games2U has signed up 38 franchisees to handle 113 territories in 16 states. New franchisees pay the Pikoffs a $35,000 fee up front and a 6% royalty on sales. For each territory, a franchisee must also buy a branded Games2U trailer or vehicle from the Pikoffs, bringing the startup cost to between $89,000 and $200,000. Each Games2U unit is outfitted with screens and video-game consoles that allow 12 to 24 gamers to compete at once. Clients typically pay a flat fee of $300 to $350 for a two-hour party appearance.

"I wouldn't be so bold as to say we're recession-proof," says David Pikoff, 42. "But franchisees are hearing that while people aren't purchasing big houses or cars, they won't cheat their kids out of a childhood memory for a few hundred bucks."

So, what needs have you noticed that people have? With passion, dedication, and focus, you can design an innovative business that gives you success - even in a recession.

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Doreen Rainey is a Life Coach and Speaker who helps her clients Get RADICAL! For a FREE 30 day membership to RadicalLifestyle.com or to subscribe to her bi-weekly newsletter, visit her website. Join Doreen in the Washington, DC area for the 2010 Get RADICAL Women's Conference featuring Jillian Michaels, Fitness Trainer from The Biggest Loser and Rhonda Britten, Emmy Winner Life Coach from Starting Over and Celebrity Fit Club.

How To Ask For a Raise

One of the greatest skills you can obtain is the skill of negotiation. Understanding how to present your position and persuading others to your way of thinking serves you well in both your professional and personal life.

Working in HR, I was always surprised when candidates for a job accepted our first offer. I was also surprised when we promoted someone and they didn't negotiate a higher salary. I have also been surprised when companies would say "no raises this year" and employees wouldn't question their own pay. But the greatest surprise of all? When people would ask for a raise in a way that demonstrated they had no idea how to position themselves to get the answer they wanted.

Now, this is not to say that you will always get a higher starting salary, more money when you get promoted, an increase when the company says there's no money, and a raise when you ask. But, I do believe you must always ASK. And more importantly, you must ask RIGHT.

I was talking to a friend last week and she shared that she was told that she was up for a promotion. My response? "Great, with a heads up, it gives you time to prepare your salary negotiation." You would have thought I grew wings. She had no idea that promotions were "negotiable." Well, I'm here to tell you - everything is negotiable.

So, here are my tips for asking for a raise:

1. Make Sure You Deserve One.
Tenure is not a reason for getting a raise. Doing your job well is not a reason for getting a raise (you already get something for that - it's called a paycheck). Take the time to write out, specifically, what you have done that deserves an increase. What additional projects have you taken on? Have you taken over duties from someone who is no longer there? Has your job expanded beyond its current responsibilities? Are you now managing more people? If you can't articulate why you deserve a raise, then maybe you don't.

2. Know the Market.
What is your job worth? Notice, I didn't say what are YOU worth. Just because you are the best receptionist the company has ever had doesn't mean they will pay you $100k to answer their phones.

Research salary surveys and find out what the market is paying for your job. There are industry surveys, non-profit surveys, and surveys by location. You can even hire someone to do a market study on your position - this is especially helpful when your job is Director, VP or C-level. Once you have the survey data, you can add to that number based on your past performance and future contribution. By doing this, when you give them your number, you'll be able to back it up.

3. Timing is Everything
Patience is definitely a virtue in business. You have to know the "vibe" of your boss to know when to talk money. Make sure that you'll have uninterrupted time to discuss it. Nothing is worse that making your pitch and having your boss distracted by email, phone calls, or having to go to another meeting.

4. Be Professional and Methodical
Lay all of your cards on the table. Be bold, courageous, professional and methodical. This is not the time to let emotions get the best of you.

I like to open with something like "I'm her to talk to you about a raise." Then, begin with why you deserve one (refer to #1) and be specific. Then, move to your research. You could start with "Based on market data for this industry and location, salaries for my position are...). You can even suggest ways the budget could cover your raise (reducing spending in certain areas). Finally, end with what you want (5%, 10%, $10,000, $15,000).

Then, SHUT UP!

Wait for a response. No matter how long it takes, do not say another word. Let the next words that fill the air belong to your boss. It might just be "okay".

4. Don't Leave Unless You Have an Answer Other Than No.
If you don't get an "okay", don't take "no" for an answer. The reality is, very few bosses can make that decision on the spot (and even if they can, they won't). Ask for a time frame for an answer. Ask what the process is for getting an answer. Then, thank them and reiterate your commitment to the organization.

When the times comes for your boss to get back to you and if you don't hear anything, don't get mad, take the initiative to ask for another meeting. Be ready - you may have to negotiate again.
Possible outcomes:

• You get what you want! (Yea!)
• You get less than you want, but more than if you had never asked. (Not bad!)
• You get a delayed yes - you agree to revisit it in 30, 60, 90 days. (Follow up)
• You get a "no" - which means you are no worse off than you were before you asked. (Revisit at review time)

5. Continue to Be a Star
No matter what the answer, no matter how long the process takes, work hard and continue to give your best. Don't let your pay dictate your contribution. You can stay at your job, you can look for another, but you should never do less than your best.

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Doreen Rainey is a Life Coach and Speaker who helps her clients Get RADICAL!
For a FREE 30 day membership to RadicalLifestyle.com or to subscribe to her bi-weekly newsletter, visit her website.
Join Doreen in the Washington, DC area for the 2010 Get RADICAL Women's Conference featuring Jillian Michaels, Fitness Trainer from The Biggest Loser.

2nd Annual Get RADICAL Women's Conference

It's that time of year and I'm so excited!

Registration is now open for the 2010 Get RADICAL Women's Conference taking place on Saturday, March 27, 2010 at the Westfields Marriott in Chantilly, VA - just outside of Washington, DC.

Last year's conference was incredible! There was so much energy in the room as each speaker shared their strategies for getting ahead - and staying ahead - at work and in life. Women came from all over the country to learn, grow, network and get RADICAL!

I met women from California, Florida, Boston, Colorado, Pennsylvania, New Jersey, and Chicago - just to name a few. And of course, the Washington, DC area was well represented. As a matter of fact, we have already outgrown the hotel we used!

We are planning an awesome conference this year and would love for you to join us. Some of our speakers are returning with fresh insights and strategies that will build upon what they shared last year - including Jillian Michaels, Fitness Trainer and Life Coach from NBC's hit TV show, The Biggest Loser.
However, we also have some new speakers that will be joining us as well. They will be announced in the coming months so stay tuned!

If you came last year, I would LOVE to see you again. If this will be your first year joining us, I look forward to meeting you. With the caliber of speakers we have, this will be a career enhancing, life enriching experience that will impact your professional and personal life.

Early registration, which gives a discount off the regular registration fee, is now open for both general registration and VIP registration. A VIP registration gets you up close and personal with Jillian in our exclusive VIP luncheon. There's also front section seating and a few other great perks. These special registrations are limited so don't delay! There's even a 2 payment option.

Why "Get RADICAL"?

“Get Radical” is a Call!
A call for women to become bold and courageous enough to depart from the usual, expected or ordinary in order to take charge of their professional and personal life. A call for women to live with purpose and passion in all that they do. A call for women to experience fulfillment and contentment in their family life and in the business world. A call for women to enjoy the fruits of their hard work and reward themselves with fun!

“Get Radical” is a Challenge!
A challenge for women to step out of their comfort zone and explore new possibilities. A challenge for women to get the skills, education, and information they need to make smart choices when going after their goals. A challenge for women to set aside fear and replace it with faith and courage. A challenge for women to step out of doubt, uncertainty and hesitation and onto the path to success!

“Get Radical” is a Lifestyle!
A lifestyle dedicated to continuous improvement in finances, career, relationships, health and wellness, and fun! A lifestyle that understand the importance of investing in one’s self to continually learn and grow. A lifestyle that embraces the philosophy of selflessness – being willing to share with others by giving back!

In planning this day for you, we focused on gathering women who are experts in their field and have overcome challenges, difficulties, and adversities to achieve amazing success.

They'll share entertaining, informative, and poignant stories about the lessons they've learned, all the while inspiring you to take your goals and dreams and put them into action.

Don't miss this opportunity to laugh, learn, grow, connect with others, enhance your career and change your life.

See what a couple of our attendees said about last year's conference:

"This conference was an amazing, life changing experience. I would recommend it to anyone who is eager to learn, grow and take their life to another level of consciousness. It was a truly inspirational event."

"I ventured out of this comfort zone and traveled 7 hours to this conference on my own! Never have done(or would have done)something like that before...so glad I did. Left feeling empowered, and ready to create my dream life!"

Tips for Starting a Consulting Practice

I can't take credit for the following information. I came across it on the consultant's discussion forum on SHRM. I think it's great advice for anyone looking to start their own consulting practice (or coaching, training, etc).

This was written by D. Kevin Berchelmann, President, CEO and principal consultant at Triangle Performance (with a little help from other posters). A highly acclaimed strategist and thought leader in executive and organization performance, he focuses on executive teambuilding, strategy development and compensation, individualized coaching, performance improvement, and retention.

Let me know if you agree, disagree, or have more to add.

Tips for Starting a Consulting Business

1. Clients first. Nothing else matters until you've got revenue. Hold off on spending any money on anything else until you have ONE paying client. The rest of this advice is for AFTER that client is on board.

2. Web presence. Ditch the local Internet provider, AOL, or Yahoo as your e-mail address and get your own domain. Purchase and hosting will cost less than a month on AOL. Besides, you can't sell professionalism from "consultant@yahoo.com." You just can't. Start with a simple web page or two, then build over time, as expertise, comfort and business builds.

3. Paper. Buy the BEST business cards and letterhead you can afford. Scrimp somewhere else, not here. It matters. Don't print them on your computer, and don't design them yourself. Hire a designer and have them professionally printed. Trust me, it does matter.

4. Network. Contact everyone you know -- even slightly -- and tell them what you are doing. No need to sell THEM, they now know; ask them for help, to refer someone they know who might need your services. And when you go talk to that person, ask them the same question. Networking is dynamic and iterative. You have to stay on it incessantly.

5. Be prepared to tell people "what you do." I'm not a believer in this "elevator speech" business, but you do need to be able to explain to someone who asks what you do, without taking 10 minutes to do it. Say your piece as quickly as possible, then ask about THEM, with lots of follow-up questions, since...

6. ...Remember, "it ain't about you." No one really cares about your background, credentials, prior VP jobs, or Mensa membership. They care about WHAT YOU CAN DO FOR THEM. That's it. The rest may -- later -- help with credibility when selling big dollars, but it won't get you in the dance to begin with.

7. Invest in technology. Laptops, smartphones/blackberry, good cellphones/service, reliable ISPs, etc. If you look and act cheap, you will be cheap. Can't separate the two; and you’ll need the additional help that effective technology provides independent consultants.

8. Write. Articles, books, white papers, surveys. Do it all the time; always have one or more in the works. Research (learn and use Google constantly), interviews, and put YOUR OWN STUFF in there so potential clients can get a feel for "who you are." A reality -- you cannot be all things to all people, so don't even try. Make it clear who you are and why you're different. Be a contrarian, over-principled, contra-culture, whatever... just take real stands on things that matter to potential markets.

9. Meet other consultants, and help them freely whenever possible.

10. Self assess constantly. Consulting is hard work, but potentially lucrative financially, personally, and professionally. But it's not for everyone, and you need to make sure it's "for you." No shame if not, but considering the diverse effort it takes to be successful, it would be folly to try if you weren't having fun.

11. Remember that consulting is the means to an end. You are a unique individual who consults, not a consultant who has other interests. Make sure that consulting is not your "whole life."

12. Too many consultants work too hard and charge too little. Don't be afraid to raise your fees. You're delivering a service that hopefully has far-reaching value for the client. It's important to help them see it. Besides, it's not good to be known as the "cheap alternative to xxx."

13. Work with clients that are interesting and challenging. Don't take on a difficult client because you need the cash. It's a recipe for disaster.

14. Another note on networking...speak to every community group that will have you. Rotary, Lions, Kiwanis, etc. all have weekly or monthly meetings and are scratching to fill speaker slots.

15. SWOT yourself every year. Assess the environmental factors to figure out what you should be doing that you're not doing and what you need to stop doing. Another step in the self-development path.

16. Don't be afraid to take risks. The worst that can happen is you might lose some money and have a little embarrassment. So what? Risk-taking is what will propel you to the next level of success.

17. Have an informal board of advisers or some other entity or group of individuals that you can call on for advice, whether as a group or individually. Sometimes when you're in the thick of something, it's hard to see all the angles and make sound decisions.

18. Be gracious, generous and full of gratitude. Allow other people to make soft landings when they err. Be generous in praise for others. Give generously to your favorite charities, both with time and money. Express gratitude to those who have helped you become successful and who have been supportive of your endeavors.

19. And you can't say this enough.... Have fun, do good things, and make money. Done correctly – and successfully -- consulting is a great way of life.

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Doreen Rainey is a Professional Life Coach and Speaker who helps her clients Get RADICAL! To subscribe to her bi-weekly newsletter and receive 7 RADICAL Tips, visit her website. For a FREE 30-day membership to her RadicalLifestyle.com coaching program, click here.