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Winter Weather“I can give you subway instructions in Manhattan and the Bay area, I can give you freeway instructions in the Chicagoland and the Southland” – Me

Oh the stories I could tell, the things I have seen. Self-employed or otherwise, there’s not a seasoned consultant I know who can’t do the same. I’ve seen people have heart attacks on the plane with the classic “is there a doctor on-board?” to watching a self-important businessman hauled off the plane for shushing, waving off the flight attendant who’d repeatedly told him the doors were shut, we were getting ready to depart while he held his phone to his ear. He STFU real quick when the marshals came on board and hauled him off the plane. The whole plane cheered.

I’ve seen a gate attendant BEAT.. THE… CRAP out of a guy who was rude enough to hop up by his leveraged arms on a 5′ counter at LaGuardia and spit in her face. We went within a split second from the “Oh no you di’nt” look on her face to her being around the counter, having him on his back and whaling on his face screaming “Don’t… you… ever… put… your… hands… on… me…” between well-placed punches to his head. Most everyone at the gate watched in shock and horror. I was a dog hanging out the truck window with my tongue hanging out of my head. It was oresome, he had it coming. And I wrote a letter for her afterwards saying she didn’t start it, but she certainly finished it.

Ahhhh… good times. Except for the time the rental car shuttle driver at O’Hare mistakenly punched me in the face thinking I was the dude who was ragging on him non-stop for taking so long to pick us up. Mistaken identity aside, suffice to say I had, exercised my own “Oh no you di’nt!” moment. My fellow shuttle passengers later explained at length to local law enforcement that I didn’t start it, but yeah, I finished it.

Sooo many ATC, mechanical and force majeure delays over the years. Sooo many, many, MANY stories. At the airport, on the plane, in hotels from coast to coast. I speak in TLA airport codes and mass transit acronyms, being fond of, partial to the MTA, the MBTA, MARTA and the BART. The METRO, not so much.

But I digress. This series is supposed to be instructional, so here goes:

jfk-636

  1. On air fares, weekly in and out or otherwise, get in three week advance mode as quick as you can. If it’s an extended gig you settle on one, maybe two carriers for the duration (hubs and non-stops are key, two or more legs shoot your day coming and going) with the goal to get to some status level as quickly as possible if you don’t already have it. Primary reason being cost, secondary reason being for when things go wrong. Miss a connection, have a weather delay, you’re talking to the premium support desk on your phone while you’re walking to the customer service counter and getting in line. This is, will always be about whoever solves the problem first, gets you to where you need to go. Sometimes, however, your pooch is gonna get screwed no matter what anyway. Back to the Zen part. I’ve chatted up celebrities and politicians both during many a thunderstorm’s extended delay. Dick Gephardt would have made a good president IMHO.
  2. Same thing with hotel chains. Back in the day it was Expedia, later it was Orbitz. These days it’s Hotwire if you know how to play the game and, of course, the chains’ individual web sites. I myself, once knowing the physical site’s location, wander around on Google Maps a lot, then pick up the phone and call property, sales managers of hotels directly and cut a deal. I’ve stayed in downtown ATL in a very nice hotel for $75/nite for half a year and for two years in the Chicagoland at a Candlewood Suites for $25/nite. Those two deals I’m quite proud of, remember the hotel staff fondly. Then again, I’m no stranger to Super 8 from one end of the country to the other. Clean, quiet and cheap, that’s all I care about.
  3. Rental cars. Do you really need one? With most large airports in most large metropolitan areas having a light rail spur connecting to the local mass transit it’s something to consider, evaluate from both a time and cost perspective. Back in the summer of 2003 I flew one Wednesday afternoon from ORD to CAK, was picked up at the curb by the dealership guy I bought the car from on eBay, drove back to the dealership, handed him a cashier’s check, did the title work, drove the car that evening back to Chi-cah-guh-go. The batmobile was subsequently driven cross-country multiple times and did time in ORD, LGA, MSP, ALB, ATL, BDL, DFW and AUS long term parking lots all. Don’t forget the bus either. The 30x Bradley Flyer from BDL to downtown Hartford and the 85x Antoine in HOU are cheap, convenient and provide good reading time and decompression time both.

So what’s the moral of your story Mr. Peabody?

  • Excluding corporate travel policies and per diem limits, corporate grunts don’t care about most of this. They park in short-term parking or have valet parking at SNA, they whoop it it up at conferences. You do care. Travel expense and cost cutting are a key ingredient of your bottom line.
  • You would do well to keep enough points with two carriers and two hotel chains that you can find your way home, spend an unanticipated night stranded on the road when things go arse over teacups. After that, the rest is gravy and you can dream about what your doing to do with all those points later.
  • Laptops, notebooks, tablets and smartphones, you’ll do a lot of work – some of your best maybe even – at the gate, on the plane, in the train.
  • Always stay fully charged when in motion, particularly and especially your phone.
  • Don’t forget to eat right and exercise. Even if it’s just $5 Subway and sit-ups, push-ups in your hotel room.
  • Once you have status, remember you were a prole once yourself. Don’t be a plick.
  • Don’t mess with the dudes with the M16s.
  • To the people who do this on a global, regular basis – and I know several – I bow in humble deference.
  • If you go to, are in the boonies, you’re on your own.

I have a dream. My dream is a gate attendant turning away a self-entitled schmuck with some degree of status bum-rushing the gate too early and the gate attendant saying “Sit your ass down, you now get to go last.” I’d give that person a Benjamin and a big smooch on the cheek both.

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handshakeThe following is true whether it’s just you, yourself and you or you’ve grown to something beyond just you, regardless of size.

It used to be that when an offer was made, a verbal agreement struck, it was a done deal. A fit has been made, party A would forward an agreement to party B, there may be some haggling, but it would be resolved, a start date for the engagement agreed upon and you were good to go. No more.

For my own part it used to be that I wouldn’t start talking about contracts, agreements and expectations until that offer was made, saving myself, our counsel the time, effort and expense until I knew that engagement was going to occur. No more.

As regards this chronology I’ve always had a canned piece of verbiage about “whoever signs on the dotted line first” and for years that was actually just the verbal offer, the agreeing to agree. Alas, this also is no more.

The trend as of late has been, for an unhealthy percentage of the time, an agreement has been made verbally and then people go dark, just wither away. Worse, parties renege on a signed contract. And it isn’t just me, us. I’ve asked around, talked to other small consultancies and independents both. It’s been happening a lot as of late. The most recent example being a large SI making the offer, initial paperwork is exchanged, then went dark. After a few pings the short answer was “rate’s too high.” WHAT?! That’s one of the first things discussed and brought up coming out of the gate. You couldn’t have brought that up sooner if it were a concern, much less provide the courtesy of a reply, ESPECIALLY given the fact that YOU made the offer??! Lesson learned. Resources held in reserve now need to be directed elsewhere.

Consequently, the m.o. has now changed to continue all discussions with all potential partners, clients until such time as there is a real agreement that’s been signed, then go back to any other opportunities in flight (subject to resources) and bow out, albeit now not only at the eleventh hour, but maybe even a minute before the clock strikes twelve. I really hate that. Really.

So what’s the moral of your story Mr. Peabody?

  1. There has to be a fit not only on the resources side, but on the business side. As you get closer and closer to an engagement be very cognizant of that and the signs that all may not be right. None of this works if that part doesn’t.
  2. Could be just me, could be I’m naive even after all these years, but I always thought (still do) you’re only as good as your word.
  3. If it doesn’t “feel” right follow your gut.

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SP3 Rig“Sometimes you have to spend money to save money.” – Mad Max

The first goal was to just be mobile. It came at the price of a pretty penny, over $3K for a stout little brick of a Toshiba Satellite Pro T300CS from CDW. Remember when you clipped the trackball mouse into the side of the laptop and rolled it around with your thumb? That little guy finally went to Staples recycling a couple of years ago in a big box with a lot of other electronics. Yeah, I horde computers, electronics and gadgets.

The goal segued quickly into being able to transition back and forth easily between the office and the road, and whilst everyone at home base had a mid-sized tower, tube monitor (remember Cornerstones and the big ImageAccel graphic cards?), cabled keyboard and mouse, I had a Dell Latitude with docking station that our network admin installed for me as I wandered around between DEN, LGA, RDU, MIA and BGI at the time. Had a stretch there where new hires were showing up whilst I was on the road and I didn’t get the chance to welcome them in person until several weeks after coming on-board.

Returning to the on-going laptop upgrade saga, soon the goal became 15″ UXGA LCDs and 1600×1200. That was satisfied in the form of a Dell Inspiron 5000 w/DVD player. Watching movies on the flight back from EWR every week I was a big frog. Briefly enamored with Dell for a few years there I fell out of “like” after an Inspiron 5150’s HDD imploded on a bumpy mid-summer flight and their support was less than accommodating. You never know how dead in the water you truly are ’til you lose your machine on the road. At the same time, the UXGA goal morphed into “15-inch UXGA LCD, 2GB RAM, 100GB hard drive (or higher) and under 5#” during the height of my road-warrioring.

Of course some clients saddled me with a second laptop and I would immediately P2V them with VMware Workstation, running their unit on mine as a VM because I really hate unbagging and bagging two machines at airport security. Hey, it’s still “their” machine, has their security and software on it. I nuke ’em when done, NAT be cool, Citrix Metaframe, Cisco VPN, Juniper and MSTSC be cooler.

cocoonEven more evolution entailed being DR-enabled on the road (.ISOs and bootable CDs, DVDS, bootable jump drives later), data duplicated to external enclosures (the cloud now of course) and connected on site with WWAN and EVDO cards. Thus began a long phase of ThinkPads, rapidly moving through the succession of an A31P > T42P > X300 > T61P > W500 > W510 > W520 > X1 > T430s and, of course, I had docking stations and port replicators, travel adapter kits, monitor stands and a host of other “doo-dad’s.” Concurrently coming to pay finer attention to warranties, the differences between “depot” ones, on-site ones and “next day” ones, their duration and attendant cost.

In between, interspersed throughout, I’ve dabbled with Sager, a 17″ Compaq NX9420, a Gigabyte P34G-CF1 gaming rig (great power in a light package, but throttles on battery) and an HP EliteBook 840 G1, having come to appreciate and love IPS panels later in life. At least twenty-six machines in twenty-one years as I run through them in my head, some held on to as briefly as only three months as I’ve continuously quested along. I’ve literally spent tens of thousands of dollars on this, sometimes not as wisely as I should as I’ve pursued the grail.

All along there’s been the sought after increases in processor speed, memory and storage which always, invariably triggered the jump from one machine to the next. Most of this transacted on eBay (still no shilling, they drive me nuts sometimes, particularly of late, may finally swear off) for me and mine both, selling an old unit to offset the cost of a new one, but still, usually, doing about .40 to .60 on the dollar versus retail. Sometimes doing very well in that regard, sometimes getting plundered. Hardware devalues QUICK. As of late has been the migration from Sandy Bridge to Ivy Bridge to Haswell to Broadwell and, soon, Skylake.

Bigger hard drives, solid-state hard drives, memory sticks and even LCDs (geez what a pain), I’ve upgraded and swapped out all many, MANY times, learning that it’s far cheaper to buy stock and upgrade after the fact on your own, my tools (toys) of trade having become Easeus Partition Manager, Macrium Reflect and 1GB crossover Ethernet cables. Yaaay PCs! Macs suck. Disk geometry on Western Digital Scorpio Black HDDs suck too.

Most recently, after many years of hauling around twenty-plus pounds of hardware I’ve trended down on weight and now, even screen size as I go lighter and still maintain power, memory and storage as much as I can. The current, and most likely penultimate machine, Microsquish Surface Pro 3 pretty much gives me what I had three machines back in a package half as light and, as a two-in-one, I’ve also lost the Android tablet. I’ve dropped from 22# on my back to 9.5# on my shoulder in less than two years. And hoo-dawg do I like rumbling through airports like this; don’t even unbag it at security.

So what’s the moral of your story Mr. Peabody?

  • Whether you know it or know, pursue it as relentlessly as I and some others do, you’re only good as your mobile infra. Invest and protect accordingly based upon your own needs and what you want to accomplish.
  • Someday I’ll give up the raft of laptop backpacks, satchels and bags I’ve accumulated too. Wonder what all the ones from conferences are worth.
  • Smartphones’ and tablets’ screen sizes are all over the board and their power, like everything else, is continually improving, but until they can do touch holographics and 100% voice recognition accuracy laptops aren’t going away. You heard it here first.

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new-york1First day working on site I get invited to go out for “pie” at lunch. Not thinking, naivete or both I thought “Sure, I’m up for a piece of apple pie at lunch.” On the curb in the gloom as we’re walking to the pizza parlor a transient confronts me gruffly and says (demands?) “Give me some money!” Immediate, instinctive response I snarl right back “Get the f^ck away from me!”

“You can’t do that.” Me – “why?” “You don’t know if he has a gun or a knife or something.” Me – “I don’t give a shit, f^ck him.” “Oh yeah, you’ll be fine here.” Two months later I’m on the phone crying to my wife “Why are these people so f^cking meeean?!” Four months later my wife’s gasping in horror back home in Colorado at King Soopers (Kroeger, Smiths, Ralphs for those across the rest of the country) as I go off on a guy in the fast checkout lane with 11 items. “He wouldn’t get away with that !@#$ shit at Gristedes!”

I have lots of originals – axioms, sayings, platitudes – but Manhattan is where I coined “Pay my rate I’ll serve food in the cafeteria, I’ll sweep the halls.” Or install IDM Desktop for that matter. [shrug] I also coined some real good verbiage about what Manhattan smells like. Ask me sometime. Then the first time you ever go there and think about it you’ll go “he’s right.” In any event, my first slog to the Big Apple is where I met “Zippy.” The query posed, standing outside my cubicle was “Have you met Zippy yet?” Who? “Zippy is [name’s] evil alter-ego. If you have a closed door session with Zippy it won’t go well.”

Suffice to say, yes, “Zippy” was a pretty sinister character. My encounter was, after my first six months on the road solo ever and per my contract term, I wanted to go home, see the wife and kids. Zippy wanted none of that and threatened to bad-mouth me with the vendor and in the FileNet community, assuring me I’d never get a gig again. I believed him. I was dumb.

Zippy’s lashing of his minions and his minions’ awareness of the outside world as learned from another consultant and I resulted in a span of a couple of months there where we all went to Pinkie’s on the upper east-side at 76th and 1st every other Friday to bid adieu to another minion expatriating to the outside world and heading off on their own. Such that, within six months, the only ones left were the consultants. I still know where all those guys are and talk to them from time to time on LinkedIn as we get news about somebody from the original “crew” across the country. My deepest, heartfelt condolences on the latest news this past summer.

So what’s the moral of your story Mr. Peabody?

  • I’ve been a LOT of places over the years. I’ve spent three and a half years in the tri-state area alone spanning five engagements over the decades. I like New Yawk City better than I do Los Angeles. Sure, they may be a little gruff, but at least you know they’re there. In La-La Land many are self-absorbed space cadets and you have to snap your fingers in their face going “Hello, McFly.”
  • When I did get home I took my United Airlines Mileage Plus miles and koopuns and took the wife to Maui. And I gave her a flawless 1 carat diamond solitaire from the diamond district. My first vacation ever. I’ve had one since. Two in twenty years. Pretty good for me.
  • This site is one of several over the years where I’ve had a subsequent, repeat performance. When I went back the second time five years later I inquired about “Zippy” and learned he’d died of a heart attack.
  • My next encounter with a dastardly fellow I was up for none of it and by the third encounter at another site I got a “We thought [name] was the blood on the walls guy. Little did we know it was you.” from a director of IT at that site. It’s important to play nice. We’ll talk about that more later.
  • Few things in this life give me more pleasure than sitting on a bench outside the temple on the upper east side at 79th & 2nd talking brisket with little old Jewish ladies. They’re great.
  • They don’t do it anymore since 911, but flying up the East River into LaGuardia at night with the Manhattan skyline out your plane seat window on your left, it was spectacular.
  • That which does not kill you leaves a mark.

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“You see this guy, he’s going to be a millionaire.” – This from the VP of development for a Beltway integrator upon first meeting at breakfast in a Marriott Hotel restaurant far from home.

I don’t even recall the initial contact, but they came after me for WorkFlo Power Libraries (PowerBuilder) and I was the road warrior newbie. No “Silky J,” no gigantic org picking up my travel tab, just me, myself and me bootstrapping. And they were desperate. So desperate (as was I) and accommodating that every Friday evening before I flew back out I’d e-mail them an invoice for that week’s work and every Saturday morning the next day I’d have an overnight FedEx of a check in my hand. Never since have I had such an arrangement.

amex-premier-rewards-goldIn turn, because they wouldn’t touch me otherwise, I made weekly payments to American Express running a positive balance on the card, paying them to let me use their card to access my own money until such time as I became credit-worthy in their eyes. Needless to say, this engagement and the next, six months later I had a gold American Express and was handing them out to my employees, but I digress. (Sidebar: take the time to read that ginormous terms of service agreement on an American Express card. Any corporate grunt who has a corporate issued one that their company reimburses their travel expenses will tell you the fine print says you’re personally guaranteeing the charges. It’s why everybody hustles to get their travel expense reports in and paid. More on that later).

The macro on this engagement is that it was a classic case of hugely underestimating the task at hand – how long, how hard. The micro was, because I was only supposed to be there a few weeks and already had a gig lined up beyond this one with a start date, that they were so desperate they paid for a couple of colleagues, including Cujo, to fly down one weekend and assist. I showed Cujo and the kid my code, explained the API, instructed them to emulate my code and ask questions if they had any, then we did as much damage as we could. Long days, long nights eating and drinking with my newly created posse; I would hire Cujo and the kid both within a matter of weeks of this little adventure. Horrible, long flights back in the very back row of the plane in the middle seat, but I was young, tough and determined.

I moved on shortly as scheduled, they were still banging away and we left poor little Sveta on her own. I’m sure she persevered through and they got a solution in, but equally sure nowhere as quick and easy as they had thought or supposed. It really should have been three or four developers versed in the API for at least three or four months. I’m still connected on LinkedIn to the project manager and correspond from time-to-time twenty years later. He actually later moved to Denver, has moved around a fair bit himself. Good guy. Got a couple of recommendations from the VP of development guy too over the years.

In retrospect, I should have stayed and seen it through, bowed out of the NYC opportunity because it was there that I met “Zippy,” he tore me a new one and I learned more (not all of it good) besides.

So what’s the moral of your story Mr. Peabody?

  • Life is strange and wonderful both.
  • I have many stories accrued over the years, good and bad both. Regaling has usually only happened over beers, chips and salsa with the crew, but I can be pretty entertaining when storytelling over barley pops with others, right @piewords, right @bduhon, right @JimSinur? I can be “the life of the party.” I only need just the one beer, I’m an aminal. 🙂
  • I can also be fierce. I am fierce. “Zippy,” multiple others and life have ordained it.

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CujoWho is this guy? He keeps coming in here asking questions about FileNet all the time, how to do stuff. He’s annoying.

That… would be “Cujo.” Not everyone gets one and it’s always spontaneous if they do, but if you hang around me long enough you get a nickname. I’ll just be sitting there looking at you, talking with you and it’ll pop into my head, your “nickname.” Sometimes they’re nice, sometimes they’re not. Depends on if you’re a dick or not – Zippie (I didn’t give him that one), Winnie the Pooh (also dubbed by someone else), Chicken-Shit guy, Asshole guy, lump of coal up her butt lady – but in Cujo’s case it came from the fact of, later, whenever he rounded the corner into my office to discuss some subject as my office was on one side of the suite and everybody else was out on the floor, in the stalls, in the cubes on the opposite side of our suite at the time. So when he did, without looking up from my screen or desk I would intone “Cujo?” and it stuck.

When we first met, Cujo worked for a gigantic org who’d just recently spun up a FileNet practice within their integration arm and he was on-site at the same place I was, albeit working on a different project than the one I was on. The questions, learning, tutelage were our introduction. I subsequently accepted an offer and went to work for that gigantic org and lasted all of eight months as a corporate grunt, being an office mate of Cujo’s, dying on the corporate bureaucracy vine and heading back out the door, but that also is a tale of woe and wonder for another time.

When I did head back out on my own, within four months I hired Cujo as my first hire ever. Subsequently, over time, he was my #2 running the crew out on the floor, sub-contracted for me as a 1099 after the great implosion and now, over twenty years later, my business partner, our respective repertoires having expanded greatly beyond just FileNet and Documentum back in the day. We’re still here.

So what’s the moral of your story Mr. Peabody?

  • There’s been some good ones in the nickname department over the years too and, fortunately, they’re in the large majority – Boss Lady, Boss Guy, The Bull, etc.
  • Funny thing about that gigantic org. The ECM arm of their SI group withered on the vine and the two individuals Cujo and I worked for there went to work for FileNet themselves within a year of my departure. They’re both still there with Big Blue even now and from time-to-time I cross paths with them on this project or that. Small world. There’s another, real interesting story about that brief eight months’ tenure that yields a large lesson on business and integrity that reinforces the Joysee karma mode I always espouse. I’ll need to tell that one too some time.
  • Ya just never know.

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red-dice-psd

Again with the preface that this is still talking about when it’s just you, yourself and you. Later on when you have employees and when you start going direct, both things will substantially change this aspect as well. As a soloist though the likelihood is high that early on, and maybe indefinitely dependent upon which route you decide to go, there’s probably some entity between you and the end-client – a broker, a partner or systems integrator, a vendor’s professional services group. Each has their pro’s and con’s, but I’ll come back to that. The overall “pro” is that somebody else, an additional resource, is out scouring and finding opportunities for you and, of course, there’s a cost associated with that.

Historically in the technical world the place to find gigs for the independent consultant was DICE (notice I didn’t make that a hyperlink because I’m not schilling here). You’d create an account, edit your profile, upload your CV, establish the bounds of how you want to be contacted (hint: don’t put your contact phone # on your CV), set up some search agents and let the board do its thing. Implicit within this model, as with the other two listed above, is that someone’s going to get a ride on your back so beyond acknowledging the fact you have to decide how much of a ride as that “markup” – and which broker you choose to go with – may make the difference between your getting a gig or not you also have to be cognizant of the relationships. You and the broker, the broker and the end-client, you and the end-client. Brokers, partners, SIs and professional services groups don’t like to tell you that because oftentimes that markup’s a pretty egregious number, but it’s something to consider and examine after the fact if you don’t win a contract that you felt you were highly qualified for and had a really good interview.

Contact mechanism – DICE, LinkedIn, Indeed, Twitter – aside, the chronology is usually thus:

  1. The intermediary sees your profile, CV, thinks you’re a fit, reaches out to you and inquires as to your availability and interest. With brokers this is read in italics as carpet bomb the world for any keyword hit you find in a CV that matches your criteria. The relevance of that is that you may get multiple inquiries for the same req. Choose a single broker and go to the dance with just that one, don’t allow multiple submittals of your CV into an opportunity through multiple brokers. This becomes more pronounced the longer you’re around, the more you’ve done, the more stuff you put in your CV. Tip: keep your CV to less than 6 or 7 pages, but DO actually put what you’ve done on this job or that engagement to show who and what you are.
  2. Initial contact the first question after establishing interest, particularly with the off-shore brokers as they’re now 80-90% of this model, is “Is that your best rate? Can you lower it?” This is a cultural thing, even the white boyz on-shore do it now, nothing personal, just business. I liken it to haggling in a stall at the bazaar in Tijuana, sometimes I like to have fun with it. Tip: Decide your rate for a given req up front and stick to that number. Short answer to the preceding question is “no.” Now, sometimes they may come back and say the best I can do is ‘x’ and then you have decide if you want to come down or not, but be apprised ‘x’ has really come down in this space, in this model the past couple of years courtesy of the big off-shores driving down overall rates in the market across the board.
  3. Your CV is submitted to the gatekeeper, who in turn decides to submit it to the end-client who decides if they want to interview you. This is the inflection point. If you can get to an interview (and sometimes there’s more than one, but usually one business, one technical) then you’re to the point where you can actually influence whether you get the gig or not.

If all goes well an offer is made, rate has previously been agreed upon and now it’s contract time. All of the preceding, logistics, client-site preparation for your arrival (network ID, machine, etc) usually means a 4-6 week timeframe from beginning to look, initial contact to walking in the door on-site so budget accordingly as you’re transitioning out of one gig and moving on to the next. Shorter answer longer still is if you’re willing to get on a plane and can work within this model – which is the lowest tier – you always have a gig. The goal is to move beyond it.

So what’s the moral of your story Mr. Peabody?

  1. Network and look everywhere – on DICE, Monster, Indeed and other boards, on Twitter, LinkedIn and other social sites, with clients, with partners, with vendors.
  2. Your rate is your rate, decide how much flexibility you do or don’t want to have with that and don’t waiver. It’s like chum in the water with any intermediary, broker, partner, SI or otherwise. Know what you’re worth.
  3. Direct be good. Shoot for, aim for that.

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