in the area of marketing as well. Laura Pelenhach's article "Success! Finding Freedom, Confidence, and Career Growth Through Self-Employment" discusses the importance of people skills for laboratory consultants.
Most of the careers of the laboratory consultants interviewed were launched by the Clinical Laboratory Improvement Amendments of 1988 (CLIA '88). The Amendments created the position of "technical consultant." Many bench technicians found that their expertise was needed in the field, particularly by physician office laboratories (POLs), and formed their own consulting businesses. Now, as an increasing number of physicians are closing their laboratories to cut costs and anticipated changes in CLIA '88 may bring a further reduction in laboratory inspections, some technical consultants are seeking new avenues to market their services.
All six consultants interviewed stress the need to heighten visibility as a means to maintain profitability. This visibility usually takes the form of speaking engagements, workshops, and seminars to promote their businesses. One consultant suggests joining Toastmasters International to enhance speaking skills. Another consultant writes books and articles that she markets at her seminars. Group speaking engagements should be targeted to prospective clients who are most likely to use the consultant's services.
Another strategy is continuous exposure to the client. The more exposure to the client, the more the consultant is able to assess the client's needs. Although none of the consultants interviewed downplays the need for technical knowledge of a particular field, clearly more is needed. The successful consultant must combine people skills with technical expertise.
Pelenhach, L. (1996, November). Success! Finding freedom, confidence, and career growth through self-employment. Laboratory Medicine, pp. 743-750.
With the use of personal computers, health care executiv...