Posted By Ken Urquhart
Bob,
You have already had some good advice, but here are a few more bits and pieces.
Firstly, as others have said don't think yourself Too OLD, (or in Nicks case Too Young).
I must in comedy script terms, be really, really old!
I can exceed you by several years and I am still working, busier than ever, and after a couple of years self employment in Consultancty in the UK after redundancy and corporate re-structure as they call it, out of the blue has come a minimum 2 year contract in Hong Kong, so The World (Subject to dis-investment and business constraint following the recent terror horrors) could be your oyster as it is said.
Look at working for yourself.
Prepare a list of your strengths and the key skills that you can offer a Client.
Identify the Market Rates and set yourself a Fee structure.
Stick to this and don't be forced into discounting, You pay peanuts you get monkeys type syndrome. There are some who will get commissions as safety advisers or trainers who are absolutely hopless but they are cheap.
Use IOSH resources to help you.
As an IOSH Member market your strengths as a professional backed by The leading Safety Institution for Professional Health & Safety Advisors.(I don't mean actually backed but that you have a recognised and credible qualification and you keep up to date, if you are not CPD registered then get going)
Use the IOSH Consultants Standard Form of Contract which sets out the terms and payment conditions to your client and under which you will work.
It is essential to maintain your cashflow that you adhere to the agreement payment terms as some clients, especially in Construction will strecth and stretch the payment period such that you can wait 100 days or more for your fee.
Also very important, get Profesional Indemnity Insurance Cover, again IOSH can help you here. A good accountant also and keep daily records of all your costs, expenses and income, dont put it off, do it daily.
If you have your own car then separate your running cost, businees v personal.
A good way to do this is to have 2 Credit cards, one for the business and one for personal. Make sure that you Insure for Business use as well as Socila, Domestic and Pleasure.
Also talk to your bank, they have Small Business advisers and they can help.
Some of the Business Advisers in the banks network with the local Enterprise Groups and the Chambers of Commerce and Busines Federations so get them to introduce you.
I used to go to a Business Forum in Leamington, it was a Breakfast meeting and you networked, heard about a members business and were given leads or possible contacts of businesses that might need your skills.
In return you brought along some names of your contacts who you knew to be interestd in a good local printer, or small Computer supplier, or an Acountant or Legal practice etc. You were also required to stand up and in about 2 minutes present yourself, your operation and what you had to offer, so good presentation and public speaking skills are useful and pre - prepared preferably memorised script, with a bit of humour if you can.
And then have the Businees Cards and a one sided A4 flyer to distribute, don't let the potential clients go cold.
It worked well, started at 7am and finished at 8.45am without fail and you got breakfast all for a fiver a visit and it got you known and got business. (Self help really).Oh and before you leave on your first visit, get an attendance list so you know who the businesses were or exchange Business cards.
I'd get about 1500 to start with if you are seriously going to go it alone, you will be amazed how quickly they go, and whilst computer generated ones are reasonable get them professionally printed on good stiff quality card and make sure their size is compatible with normally purchasable Business card holders.
Also use the IOSH Branch and District meetings to network. If you have as you say special Training skills for Fork Trucks offer your local Branch a presentaion. Branches are always looking for content and people for their programmes.
Also check out your area Geographically to identify the businesses that might most need your key skills then cold call them.
Don't just post a flyer or phone, turn up in their rception, convince them that they can't afford to let you leave their premises without giving you a commission. When you are in a companies reception look around you, observe things that might be hanging on the wall, Like safety Organisation membership or safety Awards. Use this a an ice breaker, comment upon it and show that ou idntify with the issue or the aards or whatever and then suggext that you could build upon tat achievement if they hired you etc etc, get the drift. Also, whilst I know it is rude to overhear, (I was always brought up that way) but it is truly amazing what information you can gather in a few minutes about an oganisation and it's prsonnel whilst standing or sitting in their reception. If they have a notice board displayed read it. Is their a Safety Policy? a Fire procedure? Firt aider details, all useful intelligence for you to open up your marketing and services presntation with. Also talk to the ecpionist if there i one pesent, ask open enquiring questions, don't giv too much away about you, listen to what the answers are that they are giving you.
Have some simple and concise Business material pre-printed and ready as handouts, a business card and any other simple information that you think might convince a busines WHY they should use YOU!
Be short and sharp and thank them very much. If you leave empty handed set the ground, confirm and get their agreement that you will approach them again in 2 or 3 weeks time, and be sure to.
Don't let them fob you off with not today thankyou. However if that is the case always be positive and thank them for their time. Make sure that they also have your card.
Watch the local media, incidents, mishaps in Industry and Commerce, follow them up, make contact as soon after the event if you have skills related to its betterment and go get the business, you might be the first to turn up on their doorstep.
Also watch for new businesses opening up, companies doing large scale recruitment, (Although in this day and age that too is a bit slow just now, but keep at it).
Once you get a few base clients build them up and listen and watch whilst you are with them.
In these times (of Terror etc, as they say in War, Careless talk costs,) you will be amazed at what you can learn about companies and business partners just from working with and having association with the organisations that they (Your Client) does business with.
Follow up these opportunities.
If you can, get your current client to introduce you or reccommend you.
If thy don't, won't or can't, then cold call them yourself.
If a client you work for is involved in Rotary or the Lions or other similar organisation express interest that you would be pleased to go along to open meetings or business lunches.
There, do your networking and sus out your possible business leads.
Have you thought about approaching the Fork truck manufacturers and distributors. They may have need of Freelance Safety Trainers from time to time, or you could try convincing them that they should have or offer such a service to their machine renting or purchasing clients and that you are their man.
If you intend to work from home, set aside a room and keep it as the Office. Set yourself absolute Hours as well and b in the ofice or out on the road for them, no, Oh I will have social activities today.
And keep the home office as you would if you were at work in an employers premise, no domestic interruptions between specified hours. It may seem hard but it will pay dividends. Also if you can afford it get a second Phone Line for the Busines fax and phon, and a Mobile, and keep your domestic number for the family.
Also don't be temptd to take on too much work.
If you have a steady workload and are offered more, be positive and open if you turn new work down on the basis that you want to give reliable, responsible and profssional srvice and that if you took on that particular job at this ime you would not be able to guaruntee that level and you feel sure that the client will undrstand, but invite tham to come back to you if and when your busy spell dies down. Also if having turned work down you then find that you have capacity again, contact whoever it was that offered you the business that you turned down, enquire has their need ben satsfied. You never know, they may have put it on hold when you said that you couldn't help.
Whatever you do don't sit around waiting for it to come to you because it won't, get out there and sell yourself, and good luck.
Sorry to have rambled and been a bit patronising but like some other respondents I too have been through the experience and it opens your eyes.
There is opportunity to be had, all you have to do is work at it.
Regards.
Ken Urquhart.