Could you make a successful career of it?
What skills, knowledge & experience are needed? How do I go about it? What kind of ISO 9001 Training is necessary?
Dr John FitzGerald writes
Having worked for 30+ 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.
So I’d like 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.
Previously I've written about becoming an Environmental Management System (EMS) Consultant. Much of what you'll read here is the same - the same personal qualities, extensive relevant experience, relevant expertise, etc. applies.
First we'll consider 'What it Takes' and then outline for you a 'Business start-up plan for the QMS Consultant - a 12-step plan'.
Table of Contents
- What it Takes to become a Quality Management System (QMS) Consultant
- 12-Step Business Plan on How to Become a QMS Consultant
- Identify the market niche best suited to your Knowledge and Experience
- Acquire the Certifications, Licenses and Professional Body Memberships
- Decide Your Short and Long Term Goals
- Choose Your Target Market
- Research Your Target Market and your Competition
- Prepare a Business Plan
- Minimise Your Expenditure
- Build Your Network
- Fix your Fees and the way to Bill Clients
- Arrange Your Marketing and Promotion
- Don’t Hire Permanent Staff
- Proceed with Caution
What it Takes to become a Quality Management System (QMS) Consultant
ISO 9001 Consultants seem to be 'two-a-penny' these days, but few make a good living from it!
For you to be a successful QMS 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 every box, almost.
- suitable and stable private life
- the ability to take disappointment
- prepared to work 16 hours plus per day
- sufficient funds to survive while building a reputation – self-employment puts great strain on relationships. It will take twice as long as you expect, if you are lucky!
- sufficient knowledge of financial accounting to manage and control a small business
- a minimum of 10 years’ relevant experience - as standards become less prescriptive the need for extensive experience expands
- relevant expertise at senior management or technical for the economic sectors which you propose to offer services (you'll be dealing with top management)
- the ability to talk-the-talk (and no BS or foul language)
- keep ahead of current and prospective clients in terms of marketplace activity and Standards development
- extensive auditing experience – internal audits and supplier evaluations
- professional auditing experience working with a certification body (preferably as lead auditor) would be an advantage
- If the opportunity arises, work for an established consultancy – you will learn about what works and what doesn’t work.
Knowledge and Expertise
QMS consulting requires a suitable combination of knowledge and expertise including...
- successful completion of a 30 hr/5 day Lead Implementer Certification Course (knowledge of the Standard plus Auditing Skills) - Lead Auditor and internal auditor certification don't adequately cover Audit Programme Management.
- a relevant third level qualification in a technical subject,
- an in-depth knowledge of relevant local, national and international product/service regulations,
- a thorough knowledge and understanding of:
- knowledge of the ISO 9001 certification and accreditation processes,
- technical knowledge for the specific industries or sectors in which you intend to operate
- knowledge and experience of project management methods, and
- membership of relevant professional bodies.
- personable, without gushing
- patient, but determined
- self-starter, you will have to provide leadership
- gregarious, but not a lush
- confident, but not domineering
- well-spoken without the liberal use of expletives
- principled, and a respecter of confidentiality
- conscientious, and meeting your deadlines
12-Step Business Plan in How to Become a QMS Consultant
Here are eleven steps to setting up and providing QMS consulting services:
Step 1: Identify the market niche best suited to your Knowledge and Experience
Begin by identifying the economic or market or technology niche that matches your skill set.
Step 2: Acquire the Certifications, Licenses and Professional Body Memberships
While usually not a barrier working as a consultant, certification and memberships will help build credibility with prospective clients. Complete an ISO 9001 Lead Implementer Course, if you haven't already done so.
Step 3: Decide Your Short and Long Term Goals
Set goals for your business, and for your private life, looking three months, one year, and 10 years ahead. Discuss and agree these goals with your spouse or partner - the stress and financial pressure of being self-employed can be very destructive of relationships, especially where the other person is naturally risk averse.
Step 4: Choose Your Target Market
Identify organisations and organisation types in your market sector that can benefit from the use of your services for a short period of time.
Focus on sectors experiencing, or about to experience, significant statutory or regulatory change or that have had a recent product recall, environmental disaster, or similar.
Here the disruptive event creates an opportunity for you – people are more likely that usual to listen and to be willing to accept the changes you suggest.
Step 5: Research Your Target Market and your Competition
What needs, problems and opportunities can your target organisations successfully address using your services.
You need to be able tell your clients why they need you:
- Do they require certification ISO 9001 alone?
- Do they to integrate ISO 9001 certification with an existing management system (such as, ISO 14001)?
- Do they need ongoing expert advice on quality management matters?
- Do they need support in carrying out internal audits and in the management of the QMS? Consultants frequently provide internal auditing services on an ongoing basis.
- Do they wish to conduct quality audits of current and prospective suppliers?
- How much do QMS Consultants charge for their services? Are travel, accommodation and other costs included?
- What are the ISO 9001 Certification costs, both implementation (including the consultants costs) and the ongoing cost of maintaining certification?
Step 6: Prepare a Business Plan
The old adage is very true: organizations that fail to plan, plan to fail! No startup business plan has ever matched the outcome, even closely. 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 learning exercise in itself and critically important. 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.
Step 7: Minimise Your Expenditure
When you fail to fully reach your short-term turnover targets, and you will (just ask any self-employed consultant you know), you do not want any regular monthly outgoings that can be avoided.
Work from home, don’t take on any mortgage or borrowings, rent a car month-to-month, buy second hand equipment. You want to be able to survive while you build the business.
But you will need an appropriate car and you will need to be well dressed. If you don’t look as if you’re already successful, you won’t sign up much business.
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 so the business.
Step 8: Build Your Network
If no one knows you and you know no one in your field, you may find yourself in the midst of a disaster soon. It is important to start building your network as soon as you have decided to be a consultant.
A strong contact base ensures that you have many sources from which to find work. A professional network, coupled with a social network, can help you market and advertise your business. References, and personal recommendations, are also important ways to find work in the niche. Rely on your initial contact base to build your network.
Step 9: Fix your Fees and the Way to Bill Clients
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.
Step 10: Arrange your Marketing and Promotion
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 web site with blog/news,
- YouTube business page,
- LinkedIn business page, and
- Google+ business page.
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.
Step 11: Don’t Hire Permanent Staff
You may find it easier to handle all tasks of your business on your own when you start. But after your consulting business 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.
Step 12: Proceed with Caution
Don’t give up the ‘day job’ and start consulting. Wait until all previous 10 steps are essentially completed, seek out a ‘banker’ contract.
For example, get one or more contracts working, say, 4/5 days a year maintaining an organization’s QMS – 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.
Only when you are confident that you can make a living from consulting should you give up the day job. And then ‘go for it’ working harder and longer than you have ever done before.
Best of luck!
Note: Updated September 2020; originally posted August 2016.