Post on 11-Aug-2014
description
preshero.co@matteoc
FROM CONSULTINGTO PRODUCTISING
Follow the money... and the meaning
preshero.co@matteoc
My name is Matteo and I prepared this presentation for Berlin’s 4HWW meetup on
23.7.2014
preshero.co@matteoc
My name is Matteo and I prepared this presentation for Berlin’s 4HWW meetup on
23.7.2014
Later I adapted it for Slideshare
preshero.co@matteoc
I’ve been a consultant for
the last 3+ years
preshero.co@matteoc
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.
preshero.co@matteoc
Retainer agreement
preshero.co@matteoc
Retainer agreementThe most important thing I
learned? To have a retainer agreement with my clients. It’s the one consulting life saver!
preshero.co@matteoc
I’m also an entrepreneur
preshero.co@matteoc
I’m also an entrepreneur
Sometimes I encounter
extraordinary people or ideas,
and I want in.
preshero.co@matteoc
Clients ≠ Partners
preshero.co@matteoc
Clients ≠ PartnersIn this case my potential clients become partners.
So I am involved in traditional businesses,
and also startups.
preshero.co@matteoc
?
preshero.co@matteoc
?If everything is going fine, where is the story in this
presentation?
preshero.co@matteoc
“Life can only be understood backwards; but it must be lived
forwards”- Benjamin Button
preshero.co@matteoc
“Life can only be understood backwards; but it must be lived
forwards”- Benjamin Button
My consulting business has not always been successful.
preshero.co@matteoc
“Life can only be understood backwards; but it must be lived
forwards”- Benjamin Button
My consulting business has not always been successful.
Let’s go in the past and discover what happened.
preshero.co@matteoc
“Life can only be understood backwards; but it must be lived
forwards”- Soren Kierkegaard
preshero.co@matteoc
“Life can only be understood backwards; but it must be lived
forwards”- Soren Kierkegaard
That’s the right attribution by the way...
preshero.co@matteoc
Signed the first big client
preshero.co@matteoc
Signed the first big client
95% of time to other projects
preshero.co@matteoc
Signed the first big client
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.
preshero.co@matteoc
ØThis figure comes from my bank account...
preshero.co@matteoc
Hunger is a great
motivator
preshero.co@matteoc
Hunger is a great
motivator
Hunger gave me attention and focus!
preshero.co@matteoc
“Follow the money”- Lester Freeman
preshero.co@matteoc
“Follow the money”- Lester Freeman
I went back to my main source of income with the objective of winning back my old clients and finding
some new ones.
preshero.co@matteoc
Business Model Canvas
preshero.co@matteoc
Business Model Canvas
I started applying the same techniques I use for
my clients to my own business. And it was
hugely useful.
preshero.co@matteoc
Website
preshero.co@matteoc
WebsiteSince I had no clients and a lot of time, I used it to build a business website
detailing my value proposition and offering.
preshero.co@matteoc
La Fabbrica della Realtà is an innovation laboratory centered around people and
ideas.
preshero.co@matteoc
La Fabbrica della Realtà is an innovation laboratory centered around people and
ideas.
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...
preshero.co@matteoc
Why didn’t I do this at the beginning?
preshero.co@matteoc
“If I do, I understand”- Confucius
preshero.co@matteoc
“If I do, I understand”- Confucius
First I needed the “doing”.The “understanding” came right after.
preshero.co@matteoc
From consulting to productising
preshero.co@matteoc
preshero.co@matteoc
Consulting is not scalable.
preshero.co@matteoc
Consulting is not scalable.
You can increase your rate.
preshero.co@matteoc
Consulting is not scalable.
You can increase your rate.
Only until you run out of time.
preshero.co@matteoc
time vs money
preshero.co@matteoc
time vs moneyI used to be an employee trading time for money.
preshero.co@matteoc
time vs moneyI used to be an employee trading time for money.
Here I was a consultant, still trading time for
money.
preshero.co@matteoc
time moneydecouple
preshero.co@matteoc
time moneyproducts
preshero.co@matteoc
time moneyproducts Products are the key to decoupling time and money. But how do you go
about finding products?
preshero.co@matteoc
3 principles of product discovery
preshero.co@matteoc
expertise
preshero.co@matteoc
expertise
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.
preshero.co@matteoc
ease
preshero.co@matteoc
ease
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!
preshero.co@matteoc
passion
preshero.co@matteoc
passion
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.
preshero.co@matteoc
PRESENTATION HERO
from bad presentationsSaving the world...
preshero.co@matteoc
PRESENTATION HERO
from bad presentationsSaving the world...
I found my product. It’s a presentation training course
called Presentation Hero!
preshero.co@matteoc
PRESENTATION HERO
from bad presentationsSaving the world...
I found my product. It’s a presentation training course
called Presentation Hero!
Check it out! You can click here!
preshero.co@matteoc
Terrific resources I found along the way
preshero.co@matteoc
Patrick McKenzie(patio11)
preshero.co@matteoc
The bootstrapped software as a service
business expert.
preshero.co@matteoc
MicroConf(Prague 10.2014)
preshero.co@matteoc
Watch the videos if you can’t afford the
conference.
preshero.co@matteoc
Nathan Barry(Authority)
preshero.co@matteoc
Master product builder and product launch
evangelist.
preshero.co@matteoc
Noah Kagan(OkDork)
preshero.co@matteoc
Practical, tactical marketing tips that work.
preshero.co@matteoc
Brian Dean(Backlinko)
preshero.co@matteoc
The missing manual to pearly white hat SEO.
preshero.co@matteoc
Takeaways
preshero.co@matteoc
Retainer Agreement
preshero.co@matteoc
expertise
preshero.co@matteoc
ease passion
preshero.co@matteoc
YouI can’t tell you the future of
PRESENTATION HERO just yet. Only you can decide how this
presentation ends.
preshero.co@matteoc preshero.co@matteoc
Apply these ideas to your
business?
preshero.co@matteoc
Share these ideas with
others?
preshero.co@matteoc
Apply these ideas to your
business?
preshero.co@matteoc preshero.co@matteoc
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)
It’s all up to you!