scientific consultant

How does one become a consultant?

1) By establishing credibility: You have to become known at least as "an" expert in your field - if not "the" expert. You do this by publishing - and not just in the scientific literature, but in trade journals and the like ("1001 uses of photonics"). You also do this by paying your dues. (Very few people become consultants fresh out of college because they haven't been exposed to the day-to-day problems of the "real world".) You convince someone to be your first client - generally on a relatively small project - and you provide him with service beyond his expectations.

2) By identifying a "nitch": What do you have to offer prospective clients that they can't get elsewhere? Why is it of value to them? Are there enough potential clients available to keep you in business?

3) By working your butt off: Do you know the main reason why consultants charge such big fees? Because they are lucky if they work as much as 50% of the time. One friend of mine that's in the consulting business devotes one day a week to cold-calling potential clients. That's a day he doesn't get paid for, but he has to do it if he does want days that he's paid for. And even though he has a "nitch" like I mentioned above, he has to advertise the fact. Some repeat customers do call him up, but most of his business he has to generate for himself.

By the way - don't waste your time trying to market yourself to academics. They won't have the budget for it, and they can either do it themselves or get a grad student to do it for them.

Rich Lemert