By Ken Katafono
We are going through extraordinary times.
It hasn’t been lost on me that we’ve been fortunate during this time to continue to work and have a demand for our skills and experience.
So, I thought I’d share some of my journey so far in the consulting world in the hope that it may help someone else in the Pacific gather the courage to boldly pursue the same path.
There are really only two ways to get into consulting in the Pacific:
You find an opportunity, take it, and learn as you go.
You get introduced into it as part of a broader team and hopefully have a mentor along the way.
It’s not easy to get either.
But once you get an opportunity, do good work, and show reliability then people will know you exist in that world and may remember you for future opportunities.
Here are some tips with examples from my journey that may help you land a consulting gig in the Pacific.
Master your craft
Despite everyone thinking that I fix computers (or printers or mobile phones or Internet connections or any computing device) for a living, I actually studied Computing Science and Information Systems and chose to be a software developer. Over the years I learnt about all the other associated areas related to ICT from policy, organisational and people management, network design and operation, server and hardware maintenance, procurement, to cybersecurity.
More importantly, I think, is understanding how your technical skills translates to the real world and how you can apply it in areas outside of what you’re comfortable with.
At 32 with only 7 years of full-time work experience behind me I led the IT team of a regional agency, FFA. I was the youngest person on our 8 member team and probably the youngest IT manager of a regional organisation in the Pacific.
This wouldn’t have been possible if I hadn’t extended myself and mastered my craft.
If people don’t know you, they can’t hire you
Mastering your craft and being renowned for your technical skills doesn’t automatically grant you entry into consulting.
You need to learn to market yourself and be in the right circles of influence, and connected to the right people, where you can hear about opportunities. At least at the start when you’re trying to break through into consulting.
Once you do a few consulting jobs people will know you and remember you and are more likely to get in touch with you at some point in the future with an opportunity. Most of my consulting jobs have been because people knew me from previous work or I was referred to them by someone who knew of me and my work.
Networking with others, especially outside of your field of work, is very important. Look for opportunities.
Communication is important
To network effectively you need to develop your communication skills. This is also important when you need to communicate with your consulting team or the people paying you.
If you are a techie in a field like IT this means that you need to know how to speak to non-technical people. People’s eyes glaze over when you start spitting out words like “hierarchical tree structure”, “heuristic algorithm”, “in the cloud”, or acronyms like API, HTML, JSON, etc.
Many times I’ve seen our fellow Pacific Islanders look searchingly at the sky when someone in IT mentions that something is in “the cloud” or “cloud storage”.
You also need to know how to communicate effectively with people depending on the situation, their level of experience, knowledge of the subject matter, their seniority, and the organisations they represent.
Writing is an essential skill
I’ve deliberately separated this from communication because, sad to say this, you need to learn how to write effectively. Not eloquently, but effectively.
I’m yet to come across a consulting job that didn’t involve any kind of writing – but I will continue to search for one in the hope that it exists!
Writing, like any other skill, can be developed over time with a lot of practice and patience.
To get started, learn to read a lot and widely. News articles, studies, technical reports, etc, will all help you to be a better writer. And then practice your writing – volunteer for writing assignments in your work or team, start up a blog, contribute on technical forums online, etc. There are many ways to develop this skill.
This is something I still struggle with today as I often have to feel inspired to write but I still try to learn how to get better at it through reading, learning from others, and practice.
Managing your time
As a consultant, you need to meet deliverable deadlines.
You have to track your time because you often estimate a total number of hours that you think you’ll work on a job which is tied into how much you bill for that work. If you underestimate your time, you’ll essentially be working for free to meet deliverables. If you overestimate your time, you run the risk of making your client feel like they aren’t getting value for money.
At the start you’re likely to be putting in more hours than you bill but as you become more experienced this will get better and you’ll have a good idea how much time it really takes to complete tasks.
On a consulting job, I track my time with a simple spreadsheet as accurately as possible including any communication (email, in person, etc) relating to the assignment. This takes discipline and helps you to build an accurate estimate of time on certain types of jobs which is useful for future opportunities.
Figuring out what to charge
This is a tricky one.
It’s difficult to estimate your work’s worth at the beginning and you may need to charge less just to get a consulting job. Once you’ve established yourself then you’ll be in a position to demand a certain fee.
Some considerations when you are figuring out your fees:
- Is it a local or regional/international assignment – depending on who you are working for you may charge differently because they will have different abilities to pay, for e.g. you may charge a local business less than you would charge a regional/international organisation.
- Who is paying – the Australians, Kiwis, Americans, and Europeans all pay differently and typically have standard consulting rates that are tiered based on experience.
- Is it for a specific project – there may be different considerations for a short-term, project-based, assignment versus an assignment that might lead to developing a longer relationship with your client.
- Have you previously done work for the client – if you have a relationship with them then you may have some leeway to negotiate better terms. If not and you want to build a relationship, then you may choose to take what they are offering you.
- Do you have a unique skill/experience – if you are an expert in a certain field then you’ll be able to demand a fee and not take what is offered.
- Is it interesting or will it help build your profile – some opportunities will pay less at the start but are of personal or professional interest to you or will be good for your profile and might lead to future work.
I’ve known consultants in the Pacific (and not from the Pacific) paid up to US$1,500 a day in fees and often consultants will have multiple jobs running concurrently with different organisations.
Look for collaborations
Often you’ll find that consultants who know each other will pool their expertise into consortiums on bigger assignments or when they need additional help or certain skills on projects.
This is also one of the 2 ways you can get started in consulting by working as part of a team and then building your experience from there. It is a good way to gain experience from more seasoned consultants and to grow your network.
At Traseable, we’ve been fortunate to collaborate with experienced Pacific consultants Marita, Matt, and the Talanoa Consulting team on a lot of assignments recently from things as varied as agri-logistics to gender equality and social inclusion (GESI) work. It has been refreshing working with the very professional Talanoa Consulting team and to see them helping develop other local consultants.
Look for efficiencies in how you operate
While you could do all the administrative work yourself, it helps to get others to do it for you, especially your finances and record-keeping.
It will give you peace of mind especially when it comes to your tax obligations and remaining compliant with all the regulations. Being a sole-trader consultant I’ve often struggled with this but am in the process of outsourcing these functions to others which should ease my burden a bit.
I learnt the hard way at the start with huge tax bills but over time I’ve learnt to optimise how I handle my consulting work.
The gist of this is that as a Pacific Islander you can get consulting jobs that are well paid and rewarding but it may not be so easy to get a start.
If you don’t try, you will never know.
When you do get that opportunity, make the most of it.
And good luck!
Ken Katafono is the co-founder of Traseable Solutions, and runs a sole-trader consulting business, Katafono Consulting. This is an edited version of a blog that appears on his website https://kennethkatafono.com/. A second instalment on his site gives further valuable advice.