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Career Story: Chief Executive Of A Small Consulting Firm

Chief Executive Of A Small Consulting Firm

Job Title: CEO Of Small Business

Type of Company: My company offers consulting, training and coaching in sales, customer service and business process improvement. Our work is focused on driving growth and accelerating performance for our clients.

Education: BA, English

Previous Experience: I started my career in sales as an account manager for a radio station in North Carolina. In one way or another my subsequent jobs have all been in sales, sales management or business management. I have sold radio advertising, print advertising, technical training, online services. I was a partner in a consulting firm specializing in sales and customer service for banks and retailers. I have owned a technical training company and I am currently principal and Managing Director of my own management consulting firm.

Job Tasks: As the Managing Director of a consulting firm I do a little of everything. I sell our services by making presentations about our company to prospective clients. I develop formal proposals for the jobs we hope to win, present those proposals and attempt to close the sale. Once we've gotten a job, I decide which of our consultants is the best fit to work with that particular client based on his knowledge, experience and personality. I then manage the project, insuring the client is happy and realizes the results desired.

I do a great deal of marketing for the company by developing direct mail campaigns and getting articles placed in business publications. Networking is an important part of my job. I represent the company at conventions and trade association meetings in hopes of meeting prospects. I also promote the company by writing articles on sales and customer service and giving speeches to the Chamber of Commerce and similar organizations.

Best and Worst Parts of the Job: I love my work. I especially enjoy the marketing, networking, public speaking and training. I deliver training for corporations in sales, service and business process improvement. I love working with the students. It is such fun to see them learn and practice new skills that will help them improve in their jobs and that will help the company overall improve.

I am not in love with financial management aspects of the job.

Job Tips: Becoming a consultant is the result of many years of working in a particular field so that you can become an expert. Securing an MBA can be helpful but the experience, both successes and failures, are what truly qualify you to be a consultant -- to give business advice to senior level managers.

Additional Thoughts: Good consultants understand what their role is: to give advice, not to tell people what to do. Good consultants also know they've got to sublimate their own egos and that they should not make decisions or give advice based on what makes them feel good but on what is best for the client.

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