PICA Member Spotlights

Q&A with independent consultants who successfully “made the leap” and created the consulting career of their dreams

 

Q: What is the name of your company and your area of expertise?

A: The name of my company is Ariel Analytics. We specialize in data analytics consulting for operations functions including finance, HR, and sales. We focus on departments like these because while they are critical to an organization, they’re not as high profile and are more likely to have outdated systems. They also typically don't have the time to devote to increasing the analytics skills and knowledge of their staff, so they get left behind when it comes to data and analytics.

Q: How did you get into this line of work?

A: I've been in operations and analytics roles for most of my career. I started in the insurance industry before moving into transportation and consulting and eventually into data science. I saw the same challenges around data and analytics come up across industries and sectors. I founded Ariel Analytics to guide companies struggling with these issues.

Q: You mentioned that you were in consulting before you went independent. What was your prior consulting experience?

A: I consulted in the transportation industry after completing a master’s degree in transportation at MIT. I worked for an engineering firm and we consulted for public transportation agencies. We focused on operations issues and financial planning for new transportation projects.

Q: Why did you decide to go into independent consulting?

A: Going independent gave me the opportunity to be a subject matter expert at a high level without the management and administrative responsibilities that come with senior level management roles. It also gave me the autonomy and freedom to set my own schedule, choose the types of projects I wanted to work on, and creative direction over my company.

Q: You said what you really love is figuring out what's wrong and how to fix it. That tells me that at your core, you are a consultant.

A: I'm always looking for ways to improve things. When you're inside a company, people don't always like that; but when a company brings in a consultant it's because they want something different, they want change.

Q: How did you end up making the leap? How did you get your first client?

A: When I decided to start my own company, I attended classes offered by the New York City Small Business Services Center which are great when you're first starting out because most people don't know anything about starting a business. I also connected with a business counselor through SCORE, who really helped me strategize and whom I continued to meet with a few times a year for the first few years. I got my first client through a friend a few months after starting my company and my second client found me several months later through LinkedIn.

Q: Tell me about that interim period. You decided, "Hey, I'm going to start my own consulting business," but then there were several months before that first client. What did that feel like, and what were some of your thoughts in that time?

A: The first several months are exciting getting things started, but then the pressure of finding clients really sets in and so does the self-doubt. There were many moments of "this is never going to work” and “why did I think this was a good idea”. However, as I stuck with it more of the pieces started to fall into place overcoming the doubt.

Q: So now that you're six years independent, how do you feel about it?

A: I’m much more confident and am happier in my career now than I ever was before. I think people feel like they have more security working for a company, but then that company downsizes, new management takes over, there’s workplace drama or poor management and suddenly that job isn’t as safe. As a consultant, you build up a reputation and a practice over time. In the short term, consulting is riskier, but in the long run being independent can be less risky because you’re in control of your own fate and you have multiple clients and project opportunities.

Q: What's been one of the biggest things you've had to figure out as you've gone down the independent path?

A: Everything. How do you start a business? It’s very easy to create an LLC, but then everything after that is a challenge. How do you market a business? How do you find clients? When is it worth spending (your limited) money? It’s hard to prioritize at the beginning because everything is urgent. If you don't have a website, you can't market. If you don't network, people don't know you're out there. Once you have clients, how do you balance the client work with the work necessary to maintain and build your business?

Q: So if everything was urgent when you were just starting out, and I'm sure a lot of people feel that way, what would be your advice to people in that situation?

A: Keep working through it, keep going. I read a lot about entrepreneurs who have created successful businesses, and the common thread is that they don’t give up, no matter what. They just keep going. If they need to change how they're doing something, they change it. If they have to get a part-time job, they get a part-time job. Just being adaptive and not giving up. In addition, don’t isolate, especially if you’re more introverted. If you’re feeling stuck or losing your edge, get out there and meet and talk to people you don’t already know. Go to networking events on topics that interest you. Go alone and talk to strangers. I’ve found that people you don’t know can be surprisingly good cheerleaders and will often ask questions that make you think about how you’re positioning your business. Practice different pitches and see how they land. Sometimes these new people can connect you with business partners, mentors and clients or even become friends.

Q: You've been a member of PICA for several years. In what ways has PICA helped you?

A: I've jumped on several of the Ask the Advocate Office Hours coaching sessions, it’s always helpful to get another perspective from Liz and the others on the call. I joined one of the mastermind groups a couple of years ago, it’s great to hear other people's point of view and to support each other through common business challenges. I've also attended several workshops and various PICA events, and these have provided great information on branding, marketing and other consulting issues. It was especially helpful the first few years of my business, but even now that I’m more established, I still find helpful information in the blog posts and other PICA information.

Q: What's next for you and/or Ariel Analytics?

A: I’ve been very focused on client work this last year, and haven’t been as focused on my blog, website or LinkedIn presence, so that’s an area where I want to pay a little more attention going into next year. I’ve also been applying for additional state and federal certifications as a Women Owned Business. Ariel Analytics is currently certified as a Women Owned Business in New York State and New York City, as well as a DBE through Port Authority of New York and New Jersey, and the Massachusetts Department of Transportation. This opens up federal, state, and local subcontracting opportunities.

Q: If somebody is interested in subcontracting or wants to learn more about Ariel Analytics, what’s the best way? 

A: They can go to my website, www.arielanalytics.com or my blog, www.datawilderness.com. There’s also a contact form on my website, or they can contact me directly at stacey@arielanalytics.com. And of course if they’re a member of PICA they can connect through the LinkedIn group. 

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