Getting New Business - Make Sure Your Skill Set is Relevant to The Company’s Needs

If you are a consultant in between assignments, you need to interview well to create opportunities for yourself. While a good resume is important to get a meeting with the decision maker, you need to use the face time to establish the relationship.

A face to face meeting with the decision make will help you decide if in fact you can (or want to work for the company). While a good hourly rate entices us to take the job, you must consider a few things to make sure there is relevancy between your skill set and the potential client.

While maintaining a positive attitude, you will need to find out the following items.

Make sure your skill set match the company’s needs - Is the client looking for Java Developers while you specialize in Visual Basic.NET? The last thing you want is to take an assignment (even though temporary) that will cost you more time to complete because you have to learn a new skill set.

While there is nothing wrong in learning a new skill set, you need to consider the cost in billable hours while learning the new skill. You will also need to communicate your understanding of the company’s requirements. Paraphrasing is best so you can get a verbal confirmation of the assignment.

Establish the amount of hours you will be working, the hourly rate, the duration of the assignment and if you need to work exclusively for the company during the assignment. Getting as much information as possible is important that of course affects your lifestyle, budget and creating opportunity for more work. Get an expectation of how many hours per week the company budgeted for your services.

Also, if you are working from home, find out how often you will need to meet with the client. While you may have the mindset that the company has the upper hand in hiring you, there is no need in taking an assignment that isn’t going to work for you.

Expectation of payment - find out what format the company wants your invoice, how to communicate your hours worked and when you should expect to receive payment. Make sure you have a contract with the company (if they want to move forward with you).
Many consultants don’t come prepared for the meeting. Most don’t think about what they will be asked. Plus they don’t have any questions to show the interviewer that they are interested in the company or assignment. It is important to be personable and show the decision maker that you are a positive and responsible person.