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Updated: August 31, 2021 Ask ACE

Ask ACE: Can an organization manager become an entrepreneur?

By Jim Milliken, management consultant

Q: I’ve been a manager in a typical organization for 20 years. Is it possible for me to become an independent operator in a different field?

ACE advises: Sure, you can go from conventional employment to entrepreneurship, but not overnight. Some of your experience can be useful, but the real challenge is developing the attitude and outlook.

At the age of 50, after 27 years in news organizations, I became a freelance trainer and consultant. It worked, but not without periodic uncertainty. Once you learn what it means that it’s all up to you, you’re on your way.

Step One is learning the field and seeing what it will take to operate independently in it. You have to assume you will have to adapt to demands you’ve never experienced before. Engaging them cold turkey is certain disaster.

So you should do homework through research and interviews. If the process reinforces your original interest and intent, you’re ready to roll up your sleeves and get into it.

My main early career move was to connect — briefly — with an established entrepreneur and set up arrangements of periodic contract assignments with established clients. The “gig” approach has continued over the intervening years.

A very important factor is that of professional relationships. In Maine, in recent years it has been for me the Association for Consulting Expertise. The ACE members are almost universally independent consultants.

However, the most vital skill set is personal selling. To do that right, you must perfect your listening, interviewing and situation management. Your success in this department determines how everything comes out.

While you make all the rules, your clients make the ultimate decisions.

Jim Milliken, a Portland consultant, can be reached at millikenproject@gmail.com.

About ACE

The Association for Consulting Expertise (ACE) is a nonprofit association of independent consultants who value “Success through Collaboration.” The public is welcome to attend its regular meetings to share best practices and engage with industry experts. For more information go to www.consultexpertise.com.

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