From consulting to productising - follow the money... and the meaning by @matteoc
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http://www.lafabbricadellarealta.com/from-consulting-to-productising-download-pdf/ What do Brad Pitt, Søren Kierkegaard, Confucius and Lester Freamon (from The Wire) have in common? They are all characters that I hired to tell a story that is near and dear to my heart: how to build a consulting business and... how to go from consulting to creating products. I know as usual I am going too fast. 3+ years ago I left an impossibly good job to become a freelance consultant. Now I'm starting the next mutation, by turning what I know into a product that people can enjoy. Now is your chance to know more about this process and to discover my first product (hint: it has to with #presentations). How to run a successful consulting business? How to migrate from consulting to a product based business? Where do products come from? In this presentation I share my story and the key concepts I found along the way with the help of Brad Pitt, Søren Kierkegaard, Confucius and Lester Freamon (The Wire). Hunger was a key motivator for me and it prompted me to go from chasing ideas to following sustainable revenue streams and finally to my own product. Want to find out what that product is? One hint: it has to do with presentations. Here it is: http://www.lafabbricadellarealta.com/presentation-hero/
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From consulting to productising - follow the money... and the meaning by @matteoc
- 1. FROM CONSULTING TO PRODUCTISING Follow the money... and the meaning
- 2. Later I adapted it for Slideshare My name is Matteo Cassese and I prepared this presentation for Berlin’s 4HWW meetup on 23.7.2014
- 3. @matteoc preshero.co I’ve been a consultant for the last 3+ years Today I run a successful consulting business with multiple clients and I make a good living in Berlin.
- 4. Retainer agreement @matteoc preshero.co The most important thing I learned? To have a retainer agreement with my clients. It’s the one consulting life saver!
- 5. @matteoc preshero.co I’m also an entrepreneur Sometimes I encounter extraordinary people or ideas, and I want in.
- 6. Clients ≠ Partners @matteoc preshero.co In this case my potential clients become partners. So I am involved in traditional businesses, and also startups.
- 7. ?If everything is going fine, where is the story in this presentation? @matteoc preshero.co
- 8. My consulting business has not always been successful. “Life can only be understood backwards; but it must be lived forwards” - Benjamin Button @matteoc preshero.co
- 9. “Life can only be understood backwards; but it must be lived forwards” - Benjamin Button Let’s go in the past and discover what happened. @matteoc preshero.co
- 10. “Life can only be understood backwards; but it must be lived forwards” fbbr.co/4hww via @matteoc Share on Twitter! “Life can only be understood backwards; but it must be lived forwards” - Soren Kierkegaard That’s the right attribution by the way... @matteoc preshero.co
- 11. Before we dive into the past... Why don’t you download these slides? Download as pdf @matteoc preshero.co
- 12. Signed the first big client @matteoc preshero.co 95% of time to other projects Once I signed up my first big client I literally thought: consulting is working, now let’s go find some new ideas. I got distracted from my core business.
- 13. ØThis figure comes from my bank account... @matteoc preshero.co
- 14. @matteoc preshero.co Hunger is a great motivator Hunger gave me attention and focus! Hunger is a great motivator: provides attention and focus fbbr.co/4hww via @matteoc Share on Twitter!
- 15. “Follow the money” - Lester Freamon I went back to my main source of income with the objective of winning back my old clients and finding some new ones. @matteoc preshero.co “Follow the money” - Lester Freamon from The Wire fbbr.co/4hww via @matteoc Share on Twitter!
- 16. @matteoc preshero.co Business Model Canvas I started applying the same techniques I use for my clients to my own business. And it was hugely useful.
- 17. @matteoc preshero.co Website Since I had no clients and a lot of time, I used it to build a business website detailing my value proposition and offering.
- 18. La Fabbrica della Realtà is an innovation laboratory centered around people and ideas. @matteoc preshero.co
- 19. La Fabbrica della Realtà is an innovation laboratory centered around people and ideas. @matteoc preshero.co More than 1 year after going to zero I came up with a clear definition of my business and its goals. They are my life goals also...
- 20. Why didn’t I do this at the beginning? @matteoc preshero.co
- 21. @matteoc preshero.co “If I do, I understand” - Confucius First I needed the “doing”. “If I do, I understand” - Confucius fbbr.co/4hww via @matteoc The “understanding” came right after. Share on Twitter!
- 22. From consulting to productising @matteoc preshero.co
- 23. Consulting is not scalable. @matteoc preshero.co
- 24. Consulting is not scalable. You can increase your rate. @matteoc preshero.co
- 25. Consulting is not scalable. Only until you run out of time. You can increase your rate. @matteoc preshero.co
- 26. time vs money I used to be an employee trading time for money. @matteoc preshero.co
- 27. time vs money @matteoc preshero.co Here I was a consultant, still trading time for money.
- 28. time d e c o u p l e money @matteoc preshero.co
- 29. Products are the key to decoupling time and money fbbr.co/4hww via @matteoc Share on Twitter! time p r o d u c t s money Products are the key to decoupling time and money. But how do you go about finding products? @matteoc preshero.co
- 30. 3 keys to product discovery @matteoc preshero.co
- 31. expertise @matteoc preshero.co You have to start from the areas where your expertise is close to 100%. If you stray away from your domain of knowledge, your chances of success diminish.
- 32. ease @matteoc preshero.co Your product needs to come from something that easy, effortless to you. If it’s hard for you then it’s not the right path!
- 33. passion @matteoc preshero.co You need to have fun dealing with the product, you need to love the customer base of the product and be passionate about what your customers will do with it.
- 34. PRESENTATION HERO Saving the world... from bad presentations @matteoc preshero.co I found my product. It’s a presentation training course called Presentation Hero!
- 35. PRESENTATION HERO Saving the world... from bad presentations Check it out! You click here now! @matteoc preshero.co
- 36. Terrific resources I found along the way @matteoc preshero.co
- 37. @matteoc preshero.co Patrick McKenzie (patio11) The bootstrapped software as a service business expert.
- 38. @matteoc preshero.co MicroConf (Prague 10.2014) Watch the videos if you can’t afford the conference.
- 39. @matteoc preshero.co Nathan Barry (Authority) Master product builder and product launch evangelist.
- 40. @matteoc preshero.co Noah Kagan (OkDork) Practical, tactical marketing tips that work.
- 41. @matteoc preshero.co Brian Dean (Backlinko) The missing manual to pearly white hat SEO.
- 43. If you’re a consultant you must have your clients on a retainer agreement fbbr.co/4hww via @matteoc Share on Twitter! Retainer Agreement @matteoc preshero.co
- 44. expertise ease passion The 3 keys to product discovery are expertise, ease and passion fbbr.co/ 4hww via @matteoc Share on Twitter! @matteoc preshero.co
- 45. You @matteoc preshero.co I can’t tell you the future of PRESENTATION HERO just yet. Only you can decide how this presentation ends.
- 46. @matteoc preshero.co Share these ideas with others? Apply these ideas to your business?
- 47. Save this presentation! Download as pdf @matteoc preshero.co
- 48. It’s all up to you! Share this presentation fbbr.co/4hww Photo Credits: Matteo Cassese by Stefano Corso, Brad Pitt, The Curious Case of Benjamin Button, copyright Warner Bros. Pictures, The Wire copyright by HBO, Noah Kagan copyright by Noah Kagan, Brian Dean copyright by Brian Dean, Se Faccio Capisco by Fab Lab Reggio Emilia, Pasta with finocchiona by Luca Nebuloni Some rights reserved Icons: Public Domain, Relax designed by Arturo Arce from the Noun Project Creative Commons – Attribution (CC BY 3.0) From consulting to productising, following the money and the meaning fbbr.co/4hww via @matteoc Share on Twitter! @matteoc preshero.co