What skills, knowledge, and experience are needed? How do I acquire them? What ISO 14001 Training is necessary?
Dr John FitzGerald writes:
Having worked for 28 years as a management system consultant, I've learned a lesson or two (including some bitter ones) on setting up and running a successful consultancy business. I want to share my experience with you in this article. Of course, you must use the information and suggestions here at your own peril; ultimately, it is you who must decide whether this life is for you. And if you don't find the prospect of working as a consultant exciting, don't do it. If you do, read on.
First, we'll consider "What it Takes," and then we'll outline a "Business Start-up Plan for EMS Consulting in 12 steps."
ISO 14001 sets out the Environmental Management System (E S) requirements. To be a successful ISO 14001 or EMS Consultant, you will need capabilities and competencies under five headings: fortitude, finance, experience, knowledge & expertise, and personal attributes. You will need to be able to tick almost every box.
Here are eleven steps to setting up your EMS Consultancy:
Begin by identifying the economic or market niche that matches your skillset.
While usually not a barrier to working as a consultant, certification and memberships will help build credibility with prospective clients.
Consider getting an ISO 14001 Consultant & Lead Auditor Diploma.
Set goals for your business and your private life, looking at three months, one year, and ten years. Discuss and agree on these goals with your spouse or partner. The stress and financial pressure of being self-employed can be very destructive to relationships, especially if the other person is naturally risk-averse.
Identify organizations and organization types in your market sector that can benefit from using your services for a short period.
Focus on sectors experiencing or about to experience significant statutory or regulatory change or that have recently experienced an environmental disaster.
Here, the disruptive event creates an opportunity for you – people are more likely than usual to listen and be willing to accept the changes you suggest.
What needs, problems, and opportunities can your target organizations successfully address using your services?
You need to be able to tell your clients why they need you:
The old adage is very true: organizations that fail to plan plan to fail! No start-up business plan has ever closely matched the outcome.
But if you can't make it work on paper, you won't be able to make it work. Preparing a business plan yourself is a huge and critically important learning exercise.
Except perhaps for financial projections, you cannot/must not outsource this aspect of starting your consultancy. Like marketing and sales for a new business, you must do it yourself.
When you fail to fully reach your short-term turnover targets, and you will (ask any self-employed consultant you know), you do not want any regular monthly outgoings that can be avoided.
Work from home, avoid taking out any mortgages or loans, rent a car month-to-month, and buy second-hand equipment. You want to be able to survive while you build the business.
But you will need an appropriate car and be well dressed. You won't sign up much business if you don't look successful. Prospects will judge you on appearances – do you look and sound professional – they have little else to judge you on. You must look the business to do the business.
If no one knows you or you know no one in your field, you may find yourself amid a disaster. It is important to start building your network as soon as you decide to become a consultant.
A strong contact base ensures you have the resources to find work. A professional network and a social network can help you market and advertise your business.
References are also important ways to find work. Rely on your initial contact base to build your network.
As a beginner, you may not receive high fees as a consultant. Your charges increase as you become known as a consultant. Keep in mind your credentials and experience, as well as market conditions, your target group, and your competitors when you fix your fees.
Also, decide how you will bill clients. Most management system consultants charge by the day or half-day and invoice at the end of the month (or on completion if before month-end). Payment within 7 days is usually requested.
Forget about advertising, whether traditional or online. It is expensive and unlikely to produce results quickly. Instead, take the time to build a social media presence, including:
A prospective customer can use these media to judge your capabilities. Without them, a prospect will ask themselves why do you not have an online presence.
When you start your consulting business, you may find it easier to handle all its tasks on your own. However, after it is up and running, you may need the help of others, and you may decide to employ people.
Check both legal and tax details before you do this. You may also outsource some tasks that do not require your immediate attention. Make sure that the tasks are not connected to your consulting business.
For example, you can outsource website maintenance for a consulting business, but not when it is your niche.
Don't give up your day job to start consulting. Wait until all the previous 11 steps are completed and seek out a 'banker' contract. For example, get one or more contracts to maintain an organization's EMS for, say, 4/5 days a year. Use your network of contacts to seek out such opportunities.
Many consultants also have ongoing relationships with Certification Bodies, where they act as lead auditors and team auditors – an intermittent arrangement that suits both parties.
You should give up your 'day job' only when you are confident you can make a living from consulting. Then, go for it, working harder and longer than you have ever done before.
Do you have what it takes? If so, you should seriously consider becoming an EMS consultant. Talk to people before you commit - family, friends, and those who are already Management System Consultants.
You'll find that all successful EMS consultants get joy out of their work—the pleasure of helping others and the freedom of being your own boss!
Best of luck!
We have chosen ISO 21001 certification because, unlike IRCA and Exemplar badges (which, in our opinion, are commercially compromised), it is based on independent third-party assessments. It is a 'university grade' standard used globally by schools, colleges, and universities to demonstrate their competence.
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