OT(ish) - Starting a new buiness - seeking thoughts and advice.

Disclaimer: This isn't about photography specifically, but there are so many similarities that I think you could interchange "photographer" and "civil engineer designer/drafter" for the vast majority of the issues and questions and it would all be the same. I know many people here are very level-headed when it comes to this stuff, so here I am.

Background: I do civil engineering design and drafting for a living. I am not licensed, but I am very good at what I do. Unfortunately, after 20+ years with the same firm, I am a victim of the California economy and have been unemployed for a couple months.

The Idea: With my experience and knowledge and capabilities, I'm thinking I'd like to start my own design and drafting service. Basically, I'd sub-contract to local engineers and companies and/or take in work as a service. Most people work as employees, but this is not at all uncommon in this industry.

Concerns: I have faith in my ability to do the work. My primary concern is marketing. This, I know, is a HUGE part of the process. I am not a natural born salesman. I don't mean to imply that I cannot do it... I actually think I can... just that it is not natural to me. It will take some effort, I know that.

The Question: In seeing that a photographer would be in a similar situation... i.e. generally self-employed, needing to organize, needing to market oneself, needing to maintain focus, needing to make money (obviously), and so on... what kind of advice would you be willing to give to a person with a new start-up business like this?

Thanks.

I would suggest the book "Guerrilla Marketing" by Jay Conrad Levinson. It sounds like this book is aimed directly at your question and concern. If you've got the basic skills, a successful business comes down to marketing. We've all seen mediocre photographers build a highly successful business while brilliant photographers starve.....this is mainly due to good marketing and superior people skills. Build up a network and always provide outstanding customer service. Provide good follow up and always keep in touch with current/past clients.
Read the book, you won't regret it

I've been self-employed for the last 20 years, by choice. Marketing comes down to personal contacts. Start with the people you know: previous employers, co-workers, contacts (clients) from your job, etc. They are the best source of business. If they can't put work your way directly, ask them for referrals. Get letters of reference from them.

Join business associations, breakfast clubs, associations of the self-employed. Put your name on government bidding lists. Contact other professionals/firms in your sector and offer to sub-contract for them.

Prepare a one- or two-page leaflet with your CV, past experience, past achievements, plus a list of the services you now offer. Draw up a list of potential clients and send the leaflet to them - by e-mail if possible, so that it goes directly to your target person and isn't tossed away by the mail clerk. Don't include prices in the leaflet, but know what you're going to charge, so you can answer queries immediately. Don't underprice or overprice; you're going to be stuck with whatever tariff you decide on, so make sure it's a fair one, for you and your customer.

Follow up on your leaflet mailings, by phone or e-mail.

Don't go anywhere without your business cards. Get yourself a website. Find someone else like you, who's also self-employed in the same field or in a complementary field, so that you can tender jointly for bigger contracts, or contracts involving more than one skill set.

Get liability insurance, and get any licences, accreditations, certifications or whatever that you might need.

Get yourself a mentor: someone in your field that you can talk to, or who can offer advice - e.g. someone who's retired, or who heads a successful business, or who's already doing what you want to do but in a different geographical area. Meet regularly (a few times a year) to discuss what you're doing, bounce your ideas off them and get suggestions. Your local university might be a good place to start to find someone if you don't have anyone in mind. Go to the business/entrepreneurs​hip department and ask them to help you identify the right person.

Contact any local organization you can think of that may offer grants/free advice/services/classe​s for the self-employed.

That's all I can think of for now - hope it helps. Good luck!