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The Reluctant Consultant

Written by: Joan Lefkowitz

Article Overview: The letters, emails, faxes start like this: “Dear Ms, Mrs, Sir (I love that one!), Miss Lefkowitz: I need advice, and I know only you can help me. I have a great idea for a fashion accessory (or whatever) invention. I know it’s good because I told my family and friends, and they think it’s great too. I know this product could make a lot of money. The only problem is I don’t know what to do now, or, I don’t have any money, or, I want someone to take my idea and do whatever it takes to get it out to the public. Can you help me?” Does this sound familiar?

The Reluctant Consultant

The letters, emails, faxes start like this:
“Dear Ms, Mrs, Sir (I love that one!), Miss Lefkowitz:
I need advice, and I know only you can help me. I have a great idea for a fashion accessory
(or whatever) invention. I know it’s good because I told my family and friends, and they think
it’s great too. I know this product could make a lot of money. The only problem is I don’t know
what to do now, or, I don’t have any money, or, I want someone to take my idea and do whatever
it takes to get it out to the public. Can you help me?” Does this sound familiar?
Another type of inquiry looks like this:
“Dear Joan:(what a relief!) I had an idea for a unique cosmetic accessory (or whatever) product.
I handmade a prototype and it functions well. I would like your advice on what steps to take
to get it into the marketplace.” Then there is this sort of query:
“Dear (whomever): I have an original consumer product that I think will do well in the retail market.
I have done patent research and it appears that there has been nothing like it before. I studied the demographics for the product and it is significant in size. I know that there is much more I need to do before it can go to market. Can you guide me?”

These are just snapshots of situations with which the inventions service provider is solicited.
If you guide these people, it means that you are a consultant. Perhaps a ‘reluctant’, unpaid consultant;
but nonetheless, a consultant. By trade, you may be a prototyper, an engineer, a patent attorney, a manufacturer, or like me, an inventions marketer and licensing agent. But you are a consultant as well.

Now that you are a consultant, in addition to whatever regular services you provide, you’ll need to
set up standards by which you are willing to consult. Create conditions that suit your needs.
Below are some possible considerations. Inventors take note; the more fully you prepare for the
consultation, the more benefit available to you from the consultant.

GOAL: To create the greatest amount of value to the inventor, in the most concise period of time.

EVALUATION & CRITERIA: Pre-qualify your prospective consultees. Establish what the person expects to get out of the consultation. Determine whether the person is logical and has realistic expectations. Is he/she serious about moving forward through all the steps to bring the invention to fruition? Sign a Non-Disclosure agreement so that you can preview the invention to determine if you
are interested in consulting on it; and, moreover, can deliver value to the inventor by doing so.

MATERIALS: What materials must the inventor make available in order for you to service them?
Determine if it is a CAD drawing, working prototype, list of features and benefits, patent search results, patent pending or issued, demographic info., market research, costs of molds and production; or whatever
it is that you need from them, in order for you to give them the best advice.

CONSULTING BY FACE OR PHONE, FAX & FEDEX: Determine the best method of communication for both of you. It may be a combination of all these methods.

LENGTH & FREQUENCY OF CONSULTATIONS: Determine the length of time of your initial consultation, (mine are one hour,) and whether you are willing to provide limited or ongoing follow-up sessions; specifying how many, and length of each. Keep in mind how much of your time this takes away
from your ‘core’ business service.

FEES: Evaluate the least amount you can afford to charge, based on time spent away from your core business. (When I figure this fee, I throw in a generosity or ‘X’ factor.) Consulting is an opportunity
for you to give back to the community. Considering the mistreatment that many inventors suffer from ‘Scam’ companies that take tens of thousands of dollars from them, by making promises on which they
do not deliver; you want to provide them with more value than they are paying for.

DISCLAIMERS: Acknowledge that you are not always right and that the advice you provide is based purely on your personal experience and opinion, and not on hard and fast rules.

AUTHENTICITY: Be real for your client. No consultant is an island. If there is an area where your
client would be better served by other experts more experienced in that niche; freely refer the inventor
to experts whom you respect. Everyone will benefit.

I became a consultant with no intention of becoming one. However, what I was doing by freely sharing
my knowledge and experience with inventors, was consulting. You are a consultant when you realize
that this activity is taking X % of your time from your core business, and you declare that you are one.

Now that you are a consultant, delete ‘Reluctant’, and enjoy what consulting provides to both the
inventor, who gains instant access to your years if experience; and to yourself, for the gift of
contributing to people.

Joan Lefkowitz is president of ACCESSORY BRAINSTORMS, NYC, a marketing, licensing
(and yes) a consulting firm. She specializes in fashion and cosmetic accessories, lifestyle and
comfort inventions. She can be reached at 212-379 6363, or on the web at www.accessorybrainstorms.com

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Article Tags: accessory, beauty, career, consultant, consulting, cosmetic, fashion, hair, invent, inventing, invention, inventor, patent, prototype



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