Moving business from single postings to operating a consultancy w multiple customers

[northernladyuk]

Unfortunately this is my area of expertise and the knowledge isn't transferable

So your additional problem is how you contract. OJEU plus additional UK governement / departmental rules make it difficult to sell directly. You may need a framework partner which is not ideal

[MeMeMe1966]

So your additional problem is how you contract. OJEU plus additional UK governement / departmental rules make it difficult to sell directly. You may need a framework partner which is not ideal

Yes I had thought about that and it is a problem. If i can keep the spend per organisation to under 100K than I can avoid OJEU. I need to look at the framework rules again as I'm sure the client I'm at contracted a non-framework service somehow but i'm not sure how they managed it. The NHS £50K consultancy rule might trip me up.

[northernladyuk]

Yes I had thought about that and it is a problem. If i can keep the spend per organisation to under 100K than I can avoid OJEU. I need to look at the framework rules again as I'm sure the client I'm at contracted a non-framework service somehow but i'm not sure how they managed it. The NHS £50K consultancy rule might trip me up.

You can avoid OJEU but it still ain't simple. Have to say I've lost track of this a bit, as am not in UK anymore. Just make sure you understand the rules (do invitations to quote need to be published, do they need 3 or 5 quotes).

I have seen small suppliers get on a catalogue such as http://www.softcat.com/news/softcat-...rcial-service/ and the prime supplier will take a 3 or 4% cut. Again, it may have all changed so DYOR.

[northernladuk]

IMO you are coming at it all wrong. Trying to get around frameworks, looking at your skills etc..

I think you are completely missing the mark by not having a clear product that you can sell. Not just you and your skills. That's a contractor. You need to have a service offering that they want that will bring them tangible benefits and then when you've got to that sell it to them using whatever framework they throw at you.

Trying to steal a bit of adhoc work under the radar is not really the way to start a consultancy, particularly in the PS.

[northernladyuk]

IMO you are coming at it all wrong. Trying to get around frameworks, looking at your skills etc..

I think you are completely missing the mark by not having a clear product that you can sell. Not just you and your skills. That's a contractor. You need to have a service offering that they want that will bring them tangible benefits and then when you've got to that sell it to them using whatever framework they throw at you.

Trying to steal a bit of adhoc work under the radar is not really the way to start a consultancy, particularly in the PS.

Yes it is.

[MeMeMe1966]

IMO you are coming at it all wrong. Trying to get around frameworks, looking at your skills etc..

I think you are completely missing the mark by not having a clear product that you can sell. Not just you and your skills. That's a contractor. You need to have a service offering that they want that will bring them tangible benefits and then when you've got to that sell it to them using whatever framework they throw at you.

Trying to steal a bit of adhoc work under the radar is not really the way to start a consultancy, particularly in the PS.

I do agree with you around the product offerings being very clear and I am currently working on that and won't really try to fly until that part is finalised. It will be something like:

Product A: Given organisation size and current revenue stream can get you between £a and £b additional funding. This has been proven previously in this listing of organisations. These are contacts at those organisations who can confirm. This is roughly how it works. 2 days diagnostics to determine where you fall between £a & £b - not sure yet whether to charge for this. Price £z for upfront work moving to £x on-going fee (if applicable - not all products have on-going costs)

Product B: Same spiel but different mechanism and area of funding to get extra dosh

Product C .....

The bloody frameworks are such a nightmare and I've seen how CFOs and CEOs can get around things when they want to - I'm not inclined to go there if I can at all help it. I do appreciate however that if I get bigger I probably won't have a choice.

[northernladuk]

I do agree with you around the product offerings being very clear and I am currently working on that and won't really try to fly until that part is finalised. It will be something like:

Product A: Given organisation size and current revenue stream can get you between £a and £b additional funding. This has been proven previously in this listing of organisations. These are contacts at those organisations who can confirm. This is roughly how it works. 2 days diagnostics to determine where you fall between £a & £b - not sure yet whether to charge for this. Price £z for upfront work moving to £x on-going fee (if applicable - not all products have on-going costs)

Product B: Same spiel but different mechanism and area of funding to get extra dosh

Product C .....

The bloody frameworks are such a nightmare and I've seen how CFOs and CEOs can get around things when they want to - I'm not inclined to go there if I can at all help it. I do appreciate however that if I get bigger I probably won't have a choice.

Well it appears to me that you aren't selling a service. They have a need, your need services that. It appears to be consultancy, of which would be supplier by you as a single bod so you'd be on a day rate surely?

Or are you trying to just get fixed work thinking you can get them to pay more than the going date rate? Not 100% sure that's going to fly. PS depts are looking for savings, not spending more on the same thing. How would you sell this to a brand new PS client that doesn't know you or what you do? Why would the client want your services and why couldn't he get it from getting a contractor in?

You see what I'm getting at. The commercial/sales/marketing bit which you probably won't be able to do being a techie at the coal face.

Would it not be better to go find a supplier that's already supplying to the PS in a similar area and offer your solution to them and they can sell on as a value add. You are a partner rather than trying to go on your own.

[MeMeMe1966]

Well it appears to me that you aren't selling a service. They have a need, your need services that. It appears to be consultancy, of which would be supplier by you as a single bod so you'd be on a day rate surely?

I was thinking that I can be the brains and not do the stuff other people can replicate (analyst, project manager, accountant, etc.). 10% of what I do is that strategic expert specialist knowledge stuff and 90% is implementing it. The implementing doesn't need me. So theoretically I could expand by ten fold if I had more clients and some staff.

Or are you trying to just get fixed work thinking you can get them to pay more than the going date rate? Not 100% sure that's going to fly. PS depts are looking for savings, not spending more on the same thing. How would you sell this to a brand new PS client that doesn't know you or what you do? Why would the client want your services and why couldn't he get it from getting a contractor in?

Not many contractors could deliver what i could. In fact none. I know that sounds arrogant but this is the feedback I've received. Maybe I will be humbled and its not true but I kind of think it is.

You see what I'm getting at.The commercial/sales/marketing bit which you probably won't be able to do being a techie at the coal face.

YES, this is exactly my problem. Potentially great product but zero commercial sales marketing experience. This is my biggest concern.

Would it not be better to go find a supplier that's already supplying to the PS in a similar area and offer your solution to them and they can sell on as a value add. You are a partner rather than trying to go on your own.

Trouble is I don't reckon Deloitte, KPMG, PwC are looking for partners but only young graduates they can rent at markup?

sorry my reply is within your response. Still working out how the quotes work.

[northernladuk]

sorry my reply is within your response. Still working out how the quotes work.

You need to put [ quote] to open and [ /quote] to close. Then type what you want and then put the next paragraph between them and so on. No spaces in them though.

To be fair it looks like you might have the beginnings of something interesting there. How you progress is pretty dependant on the solution so can't really help much more.