PICA Member Spotlights
Q&A with independent consultants who successfully “made the leap” and created the consulting career of their dreams
Q: What is your consulting area of expertise?
I work with clients during major transitions, primarily mergers and acquisitions and organization effectiveness, and in the last few years, I’ve become passionate about future of work topics like hybrid and remote work, and alternative work schedules. I like to say I help companies bring their strategy to life through their people.
Q: What prompted you to make the leap to independent consulting?
A: This was my second time working independently. I had just left a role that wasn't a fit for me and I was trying to figure out my next step. At the time I was open to both contract and full-time opportunities, so I took a project as an independent consultant and realized I prefer working in a project-based model. However, I wanted work in a way where I had more control and discretion over the work I was doing. So, I decided to formally pursue more work as an independent consultant rather than look for a new job.
Q: Once you made the decision, how did you get your next client?
A: My business development pipeline has all been through connections, either direct or indirect. I've had maybe 5% of my projects to come through some cold inquiry, but the majority are through referrals. I can't emphasize enough how having a strong network has played into my success as a consultant.
Q: You’re celebrating ten years this month. Looking back, what has been your biggest challenge?
A: It's always been trying to strike the balance between running the business – all of the back office work to keep the business running such as marketing and finance – and then actually doing the work. Sometimes, when I’m especially busy on a project or with multiple clients, I have to carve out time to keep the lights on and keep the pipeline full.
Q: What's one thing that you know now that you wish you had known about five years ago?
A: I think I'll go back a little bit further, to the very beginning. I wish I had known to have comfort and confidence to ride out the “white space” between projects and not let it get to you. If you're always out there networking projects will come through the pipeline; you need the patience to ride it out and really be selective about the projects that are a good fit. I've definitely had times where I've spoken with a potential client and gotten a “spidey sense” that it might not be the right fit. I’ve learned to listen to that feeling. Sometimes it’s better to walk away than to take the project just because you have time available.
Q: Tell me a bit more about your spidey sense. What triggers it?
A: Typically, it's something about ways of working. If it seems like we either have different values or different ways that we operate, it's probably going to be more challenging. I really believe in having a partnership with the client. If you're not on the same page, it's probably best for both of you to find other matches that are a better fit.
Q: What was one of your best client experiences and why?
A: I had a client that I worked with for almost 18 months. They came to me through a referral and I think what made it such a great project was my main contact - we were in it together. She was a senior executive at the company but we met very regularly. We had a constant flow of communication and we were very aligned on what we were trying to accomplish. Even if we came at things from a different perspective, we were each willing to hear one another out and even try new things in the name of making the project successful. It was just a delight to work with her, as well as with the team she had focused on the project. I really felt like we had each other's back so it truly was a partnership in every sense of the word.
Q: You've helped PICA with some special events, particularly around working remotely. What is one of your key learnings about developing relationships, trust, and/or credibility in this virtual environment?
A: If you're trying to establish a relationship over a virtual platform like Zoom, you must take the time to do those things that you would have done in person. Whether it's scheduling some time to get to know each other like you would over coffee or just having chit chat on the way to a meeting, you need to work on building the relationship like you would have done in person but be more conscious about it. You may not be able to walk over to that person's desk and you may not be able to have lunch together, but try to find a way to build a connection and get to know each other even if you can't do things in the way you would typically do them if you were face-to-face. And don’t place remote over all—be strategic about how and when to engage in person—there is definitely a time and place when it’s more effective to be in person.
Q: Shifting gears a bit, I know since the California Law AB5 went into effect in 2020, you've been an ardent supporter of having that law repealed or changed. Can you tell us a little bit about your progress and/or what's next?
A: Absolutely! It's one thing to be frustrated with a situation, but I'm a big believer in trying to be a part of the solution. Early on, I found a Facebook group called Freelancers Against AB5, with over 18,000 members representing over 600 occupations. Through that I've made new connections, and we've not only been very vocal on social media and trying to make sure our voices are heard by people who can do something, but many of us have also reached out to various legislators. I've met with representatives from my state assemblymember’s office, my state senator, and I also reached out to the bill's author to specifically advocate for changes that would benefit consultants like the ones in the PICA community. We saw some changes happen through the cleanup bill AB 2257 but there's more work to be done for those of us who work as consultants. The fight over California law is being waged in the courts at the moment and we’ll have to see how that plays out.
Currently, there’s another concern about what may happen at the Federal level, with appointments to positions that can influence labor law. Several freelancers testified in multiple congressional hearings about the importance of BOTH classifying employees properly, without harming true self-employed business owners. Many are watching what will happen with the Labor Secretary nomination as well as changes being pushed by the Department of Labor.
Q: If somebody is interested in joining you in your advocacy efforts, what’s the next step?
A: I would say the first thing is to join the Fight for Freelancers Facebook group. There's always a lively conversation in there as the conversation around self-employment is continually evolving.
I would also encourage everyone to reach out to their local representatives’ offices (senator and congress member) regardless of where you reside. It was something I had never done before and it was a little intimidating at first, but they're people just like you and me, and I found that they're genuinely willing to listen. I think it's just like making a pitch to a client; you need to have a good business case. If someone wants to talk through how to make that happen and some of the talking points I've used about consulting, please feel free to reach out to me and I’m happy to help.
Q: What's next for Razor Sharp Consulting?
A: I spent the last year pursuing my certification in executive and organizational coaching from Columbia University and have expanded my service offerings. Coaching has been a natural extension of the work I do as a consultant, and I will have even more ways to help my clients grow and succeed.
Q: If somebody wants to get in touch with you or find out more about Razor Sharp Consulting, what’s the best way to do that?
A: PICA members can reach out to me through LinkedIn and my website is www.getrazorsharp.com.
~ ~ ~
Related Resources:
Webinar: Virtual Engagement Success with Briana Sharp and Donald Nagle: Access the recorded session here.
* PICA Member Roundtable: Social Interaction on Virtual Projects with Dr. Joe Hopkins: watch the private recording.
* PICA members only
