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May11, 2010 Bounce Back St. Louis


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Selling Your Skills as a Service

Selling Your Skills as a Service

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  • WELCOME First Time Attendees Missouri Career Source, Frank Alaniz Ken Totten, OCI Ben Binder, Relay Technologies Sharon Reus, Sharon Reus Coaching Julia Koelsch, Daughtery Systems David Strom Frank Danzo
  • 1. Job stability can remain very high for contractors 2. Exposure to a wider array of technologies and business processes 3. Contract experience is viewed favorably by prospective employers—contract experience is one of the first things often mentioned in client meetings 4. Often a much faster interview process compared to permanent employment 5. Earn income while you continue to seek employment options 6. Has anybody here ever worked overtime in a permanent role??? You are paid hourly as a contractor and thus will get paid for all of the hours you work
  • 1. Be sure to include itemized projects in resume 2. Conduct your own market research on rate 3. Consult a tax professional to better understand the nuances of w2 vs. 1099 arrangements 4. Understand benefits scenarios: explore new laws on COBRA and make sure you are taking advantage of your rights, go to and apply for multiple plans if needed.
  • 1. Work with multiple staffing firms as each recruiting agency may have additional opportunities 2. Establish ground rules-don’t allow your resume to be submitted without your permission. This can result in double submission to a client company and overexposure in the marketplace. 3. Recruiting agencies are typically paid by their clients; think twice before paying anybody a fee to market your credentials 4. Ask qualifying questions for right-to-higher opportunities, e.g. what is the timeframe for conversion to permanent, what will be the permanent salary, how many people in the xyz department were hired through RTH 5. Don’t forget to invest in training—it pays for itself in terms of future rate
  • Ben Binder Relay Technology 314.259.1840 direct 314.630.2011 mobile 866.460.4251 toll free 314.256.2912 fax                [email_address]
  • Transcript

    • 1. Bounce Back in IT: Selling Your Skills As A Service May 11th, 2010
    • 2. Agenda
      • Welcome & Introductions
      • Becoming a Contractor or Consultant
      • Becoming Self-Employed
      • Testimonies
      • Wrap-up, Networking & Breakout
    • 3. Consultant, Contractor or Self-employed
      • Small firms – 52% of sales
      • 50% of private sector output
      • Small business exports 96% of all US goods
      • Small business receives 35% of all federal contracts
      • In 2007 there were an estimated 21.7 million self-employed
      Department of Labor & US Census
    • 4. Sheila’s Story
      • Develop a Plan
      • Identify a Service
      • Develop a Pricing Model
      • Communication & Marketing
      • Networking
      • Delivery & Support
      • Adjust and Evaluate
    • 5. Resources
    • 6. Ken Totten General Manager Object Computing, Inc. and Advantage Consulting, Inc.
    • 7. Ken Totten My Background
      • U.S. Coast Guard , Governors Island, NY
      • Provided real time Decision Support Systems for Search and Rescue Operations around the globe.
      • MCI Telecommunications Corporation – Rye Brook, NY
      • Manager, NE Operations Systems
      • NASDAQ – Trumbull, CT
      • Assistant Director, Network Services
      • Consultant @ Anheuser-Busch, St. Louis, MO
      • Consultant to MSG department and later moved into Business Development and Operations
      • 3 St. Louis IT Consulting Firms spanning 20 years
      • Past 12 years at Object Computing, Inc. (OCI)
      • General Manager
      • OCI is a Software Engineering company that provides consulting, open source middleware solutions, and training services.
      • Started Advantage Consulting, Inc. 6 years ago
      • General Manager
      • Advantage is an IT staffing solutions company.
    • 8. How and why I became a consultant
      • In the beginning it was not a goal or ambition, it just happened to be the nature of the opportunity.
      • I considered five factors:
        • What I would be doing?
        • Was it a good fit?
        • What opportunities might follow?
        • The duration of the assignment
        • Compensation and benefits
    • 9. My Perspective on the difference of being an employee verses a contractor
      • When I first became an IT management consultant it felt temporary, less secure, and I learned the differences between being a consultant and a contractor.
      • For example, is this “staff augmentation” or a “statement of work” based consulting engagement?
      • Both are fine but they can be vastly different.
      • Generalizations
      • Contract Labor = Staff Augmentation
      • Consulting = Statement of Work
      • Bill and Pay Rates vary by model
    • 10. My Perspective on the difference of being an employee verses a contractor
      • I came to know and understand several perspectives.
        • I was a consultant and a contractor.
        • I moved into a role where I hired and managed staff who would be consultants/contractors and learned the business concerns and rationale as an employer.
        • Earlier in my career I was a corporate manager and engaged and managed contract services.
      • There are many career contractors in the workforce today.
      • The decision to be an employee or a contractor is personal and should be based on a number of considerations.
      • If you are starting out in your career, recognize the importance of acting now and throughout your career to prepare for retirement.
    • 11. Should you move into consulting and what should you consider? Do you have the skills and experience to be a consultant? Hard Skills, Soft Skills, Personality, Education, Certifications Interpersonal Skills – getting along with difficult personalities Assertiveness towards work and getting the job done Ability to pick up things quickly , to adapt, integrate and deliver results What stage are you at in your career? If you are in the last quarter of your work life and have the financial means or have a working spouse, then 1099 independent consulting may be ideal if you have a strong professional network.
    • 12. Consulting Considerations
      • Will you work for a Professional Services Organization or a Staffing Firm?
      • Will you be a Direct Employee or an Independent Consultant?
      • Contracts, Agreements, Insurance
      • Employment and Self-Employment models:
      • W-2 Salaried with Benefits
      • W-2 Hourly with or without Benefits
      • Independent Consultant – Direct with Client
      • Independent Consultant – 1099 to PSO or Staffing Firm
      • Employee Agreement
        • Ownership of Work, Confidentiality and Proprietary Information,
        • Non-Enticement, Non-Solicitation, Non-Compete
      • 1099 Agreement
      • 1099 Insurance Requirements
      • - General and Comprehensive Liability
      • - Professional Liability
      • Engagement Outline
      • Statement of Work (SOW)
      • Service Level Agreements
    • 13. Where to start? Do your research first. There are many consulting companies in the St. Louis market. Learn of their reputation, what they do best, who their clients are, and what their “value proposition” is for employees. In the St. Louis IT consulting market there is a lot of competition for the same opportunities. Be careful and don’t allow multiple companies to represent you at the same time. Pick one or two companies that you would like to work for – approach them and measure their response. Consider the firms ability to remarket you after the first project. For example, ask the recruiter how much PM work they do for clients and what companies they support. If your expertise represents a small percentage of their overall staff demographic, then they may not be the best company to represent you.
    • 14. Where to start? St. Louis Business Journal Book of Lists – identify openings and potential employers – cross reference your results with your professional network on linkedin and examine as far as your 2 nd and 3 rd level contacts to see who works at the companies/opportunities you’ve identified. Mentors – consider who you know that has made the transition you are contemplating. Lastly, be true to and with yourself. Know where your joy comes from and think about what comes naturally for you, then align your efforts accordingly. As a recruiter/employer, our job is to learn your strengths and to “make good associations” between candidates and opportunities/positions. Do your part to represent yourself well through your resume and during the interview process.
    • 15. Ben Binder Relay Technology
    • 16. A few thoughts on becoming a contractor…
    • 17. Benefits of Contracting
    • 18. Doing Your Homework
    • 19. Important Considerations
    • 20. Julia Koelsch Daugherty Business Solutions
    • 21. Sharon Reus Sharon Reus Coaching
    • 22. Turning skills into services David Strom [email_address] BounceBack STL 5/11/2010
    • 23. My own skills inventory
      • Being able to break something usually in the first 5 minutes of use
    • 24. Skills (con’t)
      • Testing and research about IT products
      • Public speaking
      • Writing and sharing what I’ve learned
    • 25. Services
      • Email newsletter “Web Informant”
    • 26. Books
    • 27. Other pubs I write for
    • 28. Podcasts and videos
    • 29. Social networks
    • 30. Frank Danzo Experience On Demand
    • 31. Q & A
      • What do you want to know?
    • 32. Wrap Up
      • THANK YOU to our panel!
      • Upcoming Sessions
        • May 19 th , 9-11 BB into Administrative Services
        • May 19 th , 9-11 Networking with Frank Danzo
        • May 20 th , 8:30-1:30 Scientific Talent Open House
        • June 3 rd, 9-11 Networking with Frank Danzo
        • June 8 th , 6-8:30 BB in IT: Understanding Company Culture
      • Continue to NETWORK and meet with our speakers!
    • 33. Resources
      • Bounce Back St. Louis:
      • MERIC (MO Economic Research and Information Center):
      • Bureau of Labor Statistics:
    • 34. Ken Totten
      • Ken Totten is the General Manager of two St. Louis consulting firms: Object Computing, Inc. (OCI) and Advantage Consulting, Inc.  
      • OCI is a 17 year old Software Engineering company and Advantage is a 6 year old IT Staffing Solutions company.  Ken has partnered with St. Louis business leaders for the past 20 years to fulfill their consulting, training and IT staffing needs
    • 35. Ben Binder, Relay Technology
      • Ben Binder has several years of experience in permanent, contract, and right-to-hire staffing.  He tries to distinguish himself in a competitive marketplace by working tirelessly to truly understand what drives his candidates and how his clients' business needs can be met through talent acquisition.  Ben has experience in both recruiting of candidates and client relationship management.  He has helped many talented IT professionals who are in career transition as well as those who are employed and looking for a better opportunity.  Ben works for Relay Technology, Inc., a growing, St. Louis-based provider of Information Technology staffing solutions.
    • 36. Julia Koelsch, Daugherty Business Solutions
      • Julia has over 10 years experience in IT. Originally from Wichita, KS, she moved to St. Louis to attend Washington University in St. Louis. She graduated with a degree in English, and shortly after started working for Mosby (now Elsevier) as an editorial assistant.
      • Shortly after starting her job, Mosby was purchased by another company. Faced with the possibility of being laid off, she took advantage of the employer paid college tuition reimbursement and took classes at Webster University in Computer Science.
      • Once she made the leap into IT, Julia has worked for several companies in the St. Louis area as a software developer and analyst. She has been employed as a full-time employee, a contractor, and a consultant. She currently works for Daugherty Business Solutions as a Software Engineer, and has been engaged on projects at Charter, Edward Jones, Express Scripts, and Anheuser-Busch InBev.
      • You can find Julia at:
    • 37. Sharon Reus
      • Sharon Reus has published her own magazine, been a producer for two syndicated talk shows (one was Jerry Springer!), created an audio tour for the St. Louis Holocaust Museum, interviewed the New York Knicks for ESPN, and produced several national sales conventions for Anheuser-Busch. Her varied career spans more than 25 years, and for more than half that time she’s been self-employed, contract or a small business owner. Today she is a business coach and consultant, helping business owners create and sustain profitable businesses and fulfilling lives. She’s the moderator of the LinkedIn group “Self-Employed St. Louis” and is a firm believer that she is her toughest boss.