The Society of Professional Consultants

Networking, Mentoring, and Education for Consultants and Solo Professionals

SPC Blog

The purpose of this blog is to provide information to help consultants and solo professionals. Please contact us if you're an active SPC member willing to provide content for our blog. 

  • Wednesday, January 31, 2024 12:03 PM | Vanessa Khan

    In November 2020, I attended a virtual conference which featured Earvin “Magic” Johnson as a keynote speaker. Magic began his career as a pivotal force on the basketball court, playing for the Los Angeles Lakers. Upon his retirement from the sport, he traded his jersey for a suit and tie when he embraced becoming a businessman. Presently, Magic is a successful Entrepreneur & Philanthropist, and CEO of Magic Johnson Enterprises. How did he make the successful transition from the basketball court to the boardroom? Over his career, Magic built a professional and recognizable brand as a dedicated and passionate athlete whose influence is still felt on the game. After retiring, he took a risk and applied his recognizable brand to the business world by becoming an Entrepreneur. Here are 3 lessons that Entrepreneurs can learn from Magic Johnson.

    A) Mentorship & Coaching

    Earvin “Magic” Johnson’s multi-faceted career is exemplified by his two passions, basketball and business. Already a prominent force on the court, Magic pondered his career post basketball and accepted opportunities off the court to nurture and expand his knowledge in business leveraging career coaches and mentors. His determination and passion in entrepreneurialism has allowed him to build a successful company known as Magic Johnson Enterprises.

    The value of mentorship and career coaching has been a proven factor for entrepreneurs and corporate employees alike. Similar to a professional coach of a team, a career coach will push their clients to challenge themselves by expanding their comfort zone. Coaches understand the strengths and weaknesses, as well as the potential and value that their clients have to offer. They provide the necessary clarity and focus for their clients on how to achieve their goals. Most importantly, as we tend to be our worst critics, coaches are there to help us refocus and reiterate the power of our potential and presence when we fail.

    B) Understand Your Customer

    A key piece of advice that Magic Johnson shares is to understand your customer. It is this defining characteristic that helped him build an empire. Learning from his own experiences while growing up, he was able to find success by identifying gaps in markets. For example, watching movies was a favourite past time for him and his friends, however the neighbourhood where he grew up did not have a movie theatre. As the owner of Magic Johnson Enterprises, he opened the first movie theater in that community. Following this move, he opened multiple movie theaters in communities where none previously existed. This successful endeavour allowed his theaters to be acquired by AMC theatres.

    With the success of Magic Johnson Theatres, Magic applied a similar strategy of identifying underserved markets and partnered with Starbucks to open additional locations in communities that were previously overlooked. In understanding his customers and key demographic, he also contributed and changed the Starbucks menu to appeal to his customers.

    A successful business venture starts with identifying potential markets and understanding your customer. In meeting your customers’ needs, those same customers become your brand ambassadors.

    C) The Importance of Diversity in Strategy

    Diversity in opinion, experience, and perspectives are key factors of a strategy for any business to thrive. In demonstrating his philosophy of “understanding your customer”, Magic took a risk in opening theatres and partnering with Starbucks to open locations in market demographics that were previously overlooked. Magic challenged businesses to change their definitions of success and embrace a new business model by tapping into underserved communities. Ultimately, in forming partnerships with businesses he was able to provide a voice to communities that did not have one, and in turn allow companies an opportunity to gain market share in overlooked areas. Businesses need to evolve to thrive, and part of that evolution is welcoming fresh perspectives that challenge and disrupt the status quo.

    The success of Earvin “Magic” Johnson off the court has been a captivating journey. His strong brand recognition as a professional athlete is a defining characteristic that allows him to provide a voice for equity and inclusion for undervalued communities. With his powerful brand and strategic market savvy, he generated opportunities for investments into communities that were underserved. Another defining characteristic is his ability to take calculated risks. In partnering with businesses, Magic demonstrated success through risk taking and identifying new opportunities for market expansion that benefitted communities. Thank you, Magic, for challenging and disrupting the status quo.

    Vanessa Khan is Management Consultant with a focus on IT and a Business Advisor to small enterprises. She is passionate about creating and implementing strategic frameworks to solve complex problems. 

  • Tuesday, January 02, 2024 8:26 AM | Erica Holthausen

    None of us have enough time, so we’ve got to make the best use of the time we’ve got. If you want to make more time for your writing, you’ve got to be intentional — both with the time you set aside and how you use it.

    Writing abides by Parkinson’s Law. In a 1955 essay in The Economist, British naval historian Cyril Northcote Parkinson wrote: “It is a commonplace observation that work expands so as to fill the time available for its completion.” He wrote the essay as a criticism of the British Civil Service, but that first line resonated deeply with his audience and became the basis of several articles, a book, and a robust speaking career.

    Parkinson’s Law is well known to writers because we’ve all experienced it. That simple article you’re writing? Well, it will take up as much time as you allow. 

    That’s good news and bad news.

    The bad news is that if you set aside an entire day to write a 1,000-word article, it will take the entire day to write it. The good news is that if you only have an hour, you’ll get the piece written in an hour. So how can we use Parkinson’s Law to our advantage? 

    Five steps to developing a robust and sustainable writing practice.

    One of the best ways to take advantage of Parkinson’s Law is to start a writing practice. Developing a writing practice will get you used to writing quickly, imperfectly, and on a tight deadline. Your writing practice is a practice. It must become part of your routine to be effective. Sticking to your practice is the only way to make it part of your routine. Set yourself up to succeed by following these five steps:  

    1. Start small. If you don’t already have a writing practice, start with something easy — something that fits in with how you work best. Don’t start by promising to write at least an hour a day because you’ll get frustrated with yourself and quit. Instead, start with a 10-minute writing session every day or a 30-minute writing session once a week.

    2. Experiment to figure out your natural writing style. Some writers do best when they have big chunks of time set aside for writing. Others prefer short, intensive sprints scattered throughout their day. Others adopt a hybrid approach. Take the time to discover what works for you and build your writing practice around your writing style.

    3. Honor your schedule. What other responsibilities do you have to make time for? Which are most important? If your writing practice interferes with another commitment, you won’t stick to it. Build a practice that fits into your life, whether you’re writing first thing in the morning, late at night, or on your lunch break.

    4. Keep your commitment. Once you’ve scheduled your writing practice, stick to it. It’s much more important that you show up for yourself and your writing when you say you will than that you produce a certain number of pages. And if you feel a lot of resistance, know that it’s normal. Sit with the resistance and refuse to give up, even if that’s all you do that day.

    5. Forgive yourself when you miss a session. Even the most disciplined writers miss a writing practice. When that happens, forgive yourself and pick up where you left off. You don’t have to make up the missed practice — that can snowball out of control quickly and add unnecessary pressure to your writing practice. Just get back to work and remind yourself why you chose to do this. 

    Give yourself the time and space you need to make your writing practice a part of your routine. As you get comfortable with a short practice, you can build upon it and start adding structure and definition to each writing session.

    Make the most of the time you have.

    To make the most of the time you have available for your writing practice, embrace the shitty first draft. Not only will this make you a faster writer, but it will make you a better writer and a deeper thinker. 

    By writing your first draft as quickly as possible, you get all your ideas out on the page without interrupting yourself and stopping the flow of your thoughts. Once you capture your ideas on the page, you can refine and polish them until they are ready to be shared publicly.

    The key to establishing a writing practice is to be intentional and create a practice that fits your schedule and suits your writing style. The more you write, the easier it will be, and the more you will enjoy the process. 

    To get started, schedule some time on your calendar right now. Commit to writing a shitty first draft of an article, email, or LinkedIn post. And then keep that commitment to yourself and your writing.

    * * *

    Erica Holthausen is the founder of Catchline Communications and a strategic thought partner to consultants who wish to build their authority and increase their visibility by publishing articles in industry trade journals and business magazines like Harvard Business Review, Inc., and Entrepreneur. To learn how to raise your profile, register for Pitched to Published, a free monthly Q+A focused on writing, pitching, and publishing articles.

  • Friday, December 01, 2023 7:56 AM | Erica Holthausen

    If you read the introduction to this series on becoming a more effective self-editor, you know that writing and editing are two distinct processes. While many people edit as they write, you will be a better and faster writer if you separate these two processes. Similarly, editing has two phases. You must focus first on the developmental edit, which improves the structure and organization of a piece. Once the structure is sound, you can focus on the substantive edit. 

    Three steps to completing a substantive edit.

    The substantive edit is a line-by-line edit intended to make your writing clear and compelling. If your writing is confusing, complicated, or wordy, your reader will abandon it. To complete your substantive edit, follow these three steps:  

    1. Trim the fat. Look for opportunities to tighten up your writing. Read your article aloud. If you run out of breath, your sentence is too long. If you have to reread it because you're not sure what you were trying to say, you might be making that sentence work too hard. Try to eliminate 10% of the words on the page. Clear and concise writing is compelling. Writing bogged down with redundancies, multiple adjectives, weak verbs, and filler words is a slog to read. 

    2. Strengthen the language. Strive to be clear, not clever. Minimize jargon, eliminate clichés, and use hyperbole sparingly. Use the passive voice when you wish to emphasize the action or when the actor is unknown, irrelevant, or obvious. While the active voice (where the individual or entity taking action is the subject of the sentence) is often more direct and compelling, it can result in a tortured sentence structure. 

    3. Sweat the details. Start each item in a list with the same form or a verb, and ensure numbered lists are presented in the proper sequence. Read the article backward to catch spelling errors. Pay close attention to homonyms so you write right. 

    The more time you can allow to elapse between the writing phase, developmental edit, and substantive edit, the easier it will be for you to identify and correct your mistakes. Every writer relies on crutch words or phrases. These are particularly difficult to recognize when you're evaluating your own writing. 

    Self-editing is hard, but it is also a skill you can improve. Download and use The Substantive Edit Checklist the next time you need to edit your writing. The better you become at editing your work, the more compelling and authoritative your writing will be.

    * * *

    Erica Holthausen is the founder of Catchline Communications and a strategic thought partner to consultants who wish to build their authority and increase their visibility by publishing articles in industry trade journals and business magazines like Harvard Business Review, Inc., and Entrepreneur. To learn how to raise your profile, register for Pitched to Published, a free monthly Q+A focused on writing, pitching, and publishing articles.

  • Wednesday, November 01, 2023 12:30 PM | Erica Holthausen

    As discussed in the introduction to this series on becoming a more effective self-editor, writing and editing are two distinct processes. You will be a better and faster writer if you treat them as such. Similarly, editing has two phases: the developmental edit and the substantive edit. ​

    The developmental edit improves the structure and organization of a piece of writing. It focuses on the audience, clarifies the purpose of the piece, and makes sure it has a consistent tone and perspective. Before turning your attention to the substantive edit, make sure the structure is sound.

    Use the CORD Framework™ to enhance the editorial quality of your article.

    The CORD Framework serves as the foundation for much of the developmental edit and ensures the editorial quality of your work. Take a break after you finish writing to gain some perspective, and then read your article and ask yourself the following questions:

    • Is it cogent? Does it present a compelling case in support of a specific position or viewpoint? Is it useful to the intended reader? Does it provide enough context for the reader to understand its importance? Could the reader share the most important information with another person?
    • Is it original? Does it present a strong voice and clear point of view? Does it add to the conversation by focusing on insights, not simply information? Does it build upon the writer's experience and position them as an authority? Do analogies and anecdotes help the reader understand complex concepts?
    • Is it researched? Are the writer's insights based on evidence? Are their assertions grounded in fact? Is the data accurate? Is it essential? Can it be simplified? Are cited sources trustworthy? Is the research cited appropriately and presented with sufficient context? Where the ideas get complex, does the writer slow the pace?
    • Is it deep? Is the piece well written? Does it leave a lasting impression? Does it dive below the surface and offer insights not found elsewhere? Is it relevant? Does the writer discern fact from opinion?

    Review and improve the structure and organization of your article.

    Once you've ensured the editorial quality of your article, it's time to improve its structure and organization. Read the article aloud to identify places where the rhythm, flow, or voice doesn't quite work. Mark the areas that need adjustment and then reread it, asking yourself the following questions:

    • Is it striking? Is the headline strong? Does it grab your attention? Does the deck support the headline and make the reader want to learn more? Does the first paragraph get right to the point, or is the lede buried a few paragraphs down?
    • Is it focused? Does the article maintain its focus, or does the writing stray from its purpose? Does the writer make their point clearly and succinctly, or do they say the same thing in slightly different ways? Does each section of the article support the main point? Are there any darlings to murder?
    • Is it authoritative? Where does the article present opportunities for the writer to increase authority by adding detail, examples, or further evidence?
    • Is it skimmable? Do you get the general idea of the article simply by reading the heading, deck, and subheads? Are there any long sentences or paragraphs that can be broken down? Does the writer use bullet points and lists where appropriate?
    • Is it targeted? Is the intended audience clear throughout the piece? Does the tone of voice shift or stay consistent? Are such shifts intentional and easy for the reader to follow?

    It's not just about grammar and spelling.

    Editing is about so much more than grammar and spelling. To be a good editor, you must start by looking at the big picture. You have to put yourself in the reader's shoes and make sure that it is clear and easy to follow. Only after the structure is sound can you focus on the details.

    In the next installment of this series, we'll dive into the substantive edit. This line-by-line edit looks at grammar, punctuation, and spelling. It seeks out confusing, complicated, and wordy sentences and makes them clear and compelling. I'll give you a checklist you can use to make the process easier so you can become a better writer, a deeper thinker, and a clearer communicator. 

    * * *

    Erica Holthausen is the founder of Catchline Communications and a strategic thought partner to consultants who wish to build their authority and increase their visibility by publishing articles in industry trade journals and business magazines like Harvard Business Review, Inc., and Entrepreneur. To learn how to raise your profile, register for Pitched to Published, a free monthly Q+A focused on writing, pitching, and publishing articles.

  • Monday, October 02, 2023 9:03 AM | Erica Holthausen

    Good writing is the product of good editing. Working with a good editor is incredibly satisfying. A good editor takes your words and turns them into vehicles that convey your thoughts and ideas. A good editor takes what is clear to you and makes it clear and compelling to the reader. Here’s how you can capture some of that magic and become a better self-editor.

    Writing and editing are two distinct processes.

    Editing is not writing.

    Writing captures fresh thoughts, ideas, and expressions on the page. It is a process that results in several drafts. The first draft is written quickly and without referencing your notes. Its purpose is to get the ideas on the page so you have something to work with.

    It’s a lot like a jigsaw puzzle.

    You’ve got to get all the pieces on the table and right-side-up before you can find the edges and start putting together the picture.

    Once the first draft is done, you start the rewriting process. You are no longer writing for yourself — now you’re writing for the reader.

    This is when you clarify your ideas, add structure to the piece, and incorporate details from your research.

    This is when your piece starts to take shape.

    You may rewrite, rework, and refine your piece a few times before you feel like you’ve captured everything you want to share with the reader. Only after you complete that process are you ready to start editing your work.

    Editing takes everything you’ve captured on the page and makes it clear and compelling to the reader.

    But you can’t switch from writing to editing immediately.

    Give your work room to breathe.

    The more work you’ve put into a piece of writing, the more time you need to allow the piece to sit before you start editing.

    When possible, let the piece sit overnight so you can come back to it with fresh eyes. If that isn’t possible, print the piece, close out of your word processing program, and take yourself for a walk. At the very least, make yourself a cup of tea and putter around for a bit.

    Then you can come back to your work with a bit more perspective.

    Embrace a systematic approach to editing.

    There are two phases of the editing process: the developmental edit and the substantive edit.

    The developmental edit improves the structure and organization of a piece of writing. It focuses on the audience, clarifies the purpose of the piece, and makes sure it has a consistent tone and perspective.

    Once the structure is sound, you can focus on the nitty-gritty details during the substantive edit. This is the line-by-line edit that most people think of when we talk about editing. It includes grammar, punctuation, and spelling but goes deeper. It identifies and eliminates confusing, complicated, and wordy sentences that cause readers to tune out and move on to the next thing on their list.

    Becoming a better editor helps you become a better writer. That, in turn, enables you to become a deeper thinker. In the next installment of this series, we’ll dive into the developmental edit, and I’ll give you a list of questions to ask that will strengthen the foundation of your work. In the final installment, we'll look a bit more closely at the substantive edit, and I'll give you a checklist to help you tighten up each sentence.

    * * *

    Erica Holthausen is the founder of Catchline Communications and a strategic thought partner to consultants who wish to build their authority and increase their visibility by publishing articles in industry trade journals and business magazines like Harvard Business Review, Inc., and Entrepreneur. To learn how to raise your profile, register for Pitched to Published, a free monthly Q+A focused on writing, pitching, and publishing articles.

  • Tuesday, September 05, 2023 2:24 PM | Rick Pollak (Administrator)

    Have you ever tried to give an engaging presentation on a boring topic? No, it’s not impossible. In fact, it’s easy to do with a small shift in your perspective. This article will show you how to apply proven techniques to capture and keep the attention of your audience, even if your topic is mundane.

    Boring is in the Eye of the Beholder

    If you’re an expert in your field, you’re passionate about what you do. Your audience probably doesn’t share your passion or care about what your business does. Talking about what you do from your perspective can quickly put your audience to sleep.

    If you want to engage your audience, present your topic from their point of view instead of yours. Giving them a reason to care is an effective way to get your audience to show interest in your topic. When they can see your product or service helping them solve a problem, they’ll no longer be bored. If you explain how you can solve problems for people like them, you’ll capture their attention.

    Pick the Target, Find the Trigger, Lose the Bullets

    I’ve been giving presentations on technical topics for over 40 years. The biggest mistake I used to make was not understanding who was in my target audience. My early presentations had slides with bullet points listing every feature my product had. My engineering colleagues paid attention, but my non-technical customers were bored to tears. My talks were so dull, I even had one person start snoring in the middle of my presentation!

    When I planned my presentations for a non-technical target profile, my talks transformed from boring to engaging. Losing the boring bullets made sure the audience listened attentively to benefits and results instead of dozing off during features and specifications slides.

    The right trigger words will help you attract interest in your topic. Let’s say you’re an accountant giving a talk about recent changes in the tax code. If your target audience consists of small business owners in Maine, they’re going to be bored if you focus on the details of the new tax laws. If your trigger phrase is something they care about, you’ll have an excellent chance of grabbing their attention and interest. A trigger like “Three things you can do today to save on your business taxes” will resonate with your audience will keep them intrigued throughout your presentation.

    Since we’re talking about targets and triggers, here’s a word of advice about using bullets. DON’T! A barrage of boring bullet points will transform your audience from wakefulness to sleep. People remember stories and forget bullet points. A story about how a local business owner saved money on her taxes is more memorable than slides full of bullet points explaining the tax code.

    Understand, Care, and Remember

    I help TEDx speakers make their “idea worth spreading” exciting and memorable. Here are three techniques that work for both TEDx talks and business presentations. They’ll help you transform boring into engaging.

    1. Make sure your content is easy to understand. Distill your content into a “big idea” and “call to action” (CTA). If your information doesn’t support your big idea, leave it out of your presentations. A confused audience will quickly lose interest and become bored.
    2. Give the audience a reason to care. Show them why they should care about your big idea and let them know what’s in it for them. Stories are more effective than bullet points in getting an audience to care about your big idea.
    3. Make your CTA easy to remember. What do you want them to do when you’re finished with your presentation? Don’t give them so much information that they can’t remember your CTA.

    The Cure for Boring Presentations

    Answering the questions on my planning worksheet will help you structure an engaging presentation that will keep audience interested in your topicThe PDF worksheet can be filled out and saved on your computer if you have a current version of the free Adobe Acrobat Reader. You can also print out the worksheet and write in your answers by hand. You can download the planner at no charge at

    Rick Pollak is president of the Society of Professional Consultants. He’s also the founder of Presentation Medic, a consulting company specializing in curing boring presentations. He coaches speakers for investor pitches, product presentations, and TEDx talks. To learn more about delivering engaging presentations, follow Rick on LinkedIn.

  • Friday, September 01, 2023 3:13 PM | Erica Holthausen

    To write for high-visibility publications, you must consistently identify, develop, and share insightful ideas with the publication’s readers. For many, the process of presenting new ideas month after month after month feels daunting. As someone steeped in your work, you understand the challenges and solutions within your area of expertise. That clarity and depth of understanding might lead you to underestimate the value of your knowledge, experience, and insights.

    But you are not your audience.

    While information is widely available in our digital age, practical insights born of knowledge and experience are rare. But how do you discover and develop ideas that you can turn into shareable content?

    Five steps to developing and sharing impactful ideas.

    Like any worthy endeavor, developing and sharing impactful ideas is a skill you can learn, develop, and practice. And the more you develop and practice that skill, the easier and more enjoyable it becomes. Here are three steps to developing and sharing impactful ideas:

    1. Follow your curiosity.

    When something attracts your attention, pay attention. Dig into it. Allow yourself time to play and explore. And then, ask yourself what sparked your curiosity. Explore that too.

    2. Capture your ideas.

    ​Write down your ideas, and synthesize new ideas constantly. Note anything that captures your attention. Whether you’re reading, listening, watching, or experiencing something new, do it actively. Don’t just capture the facts. Capture your ideas about those facts. A simple yes, andyes, but, or no, because will help you capture insights. And the value lies in your insights.

    One way to capture your insights is to use a research journal that allows you to note the source of the idea, capture quotes, and add your insights. Download a research journal template here.

    ​3. Carve out time to think.

    ​You can’t think deeply about an idea when you’re interrupted every few minutes. You have to concentrate and turn the idea over and over again, examining it from all sides. You have to identify and question your assumptions. Commit to deep work. Let your mind wander a bit — make associations, draw connections, and surprise yourself. Be open to the magic.

    4. Share your ideas.

    Once you’ve developed your idea, you have to put it in a format that allows you to share it with others. You might share your idea in a blog post, article, newsletter, podcast, short video, or LinkedIn post. Sharing your ideas allows you to test them, see how others respond to them, and identify gaps in your thinking.

    5. Refine your ideas.

    Even the most narrow idea has deep, interconnected roots. The more you explore a single idea, the more nuanced your understanding will become, and the more easily you’ll be able to identify related ideas. Capture and develop these as well, and you’ll find you have an inexhaustible well of ideas.

    ​There is something almost magical about ideas. If you hold on too tightly, they slip right through your fingers, and you lose them. You have to dance with your ideas; otherwise, they might not stick around.

    Ideas are woven into the fabric of the universe. It’s as if they are waiting for us to give them form and substance. Our job, then, is not to create ideas but to recognize them when we see them. The best ideas don’t exist in a vacuum. They dance with one another and with other people. The more you share and refine your ideas, the more impactful those ideas become, and the more new ideas invite you to dance.

    * * *

    Erica Holthausen is the founder of Catchline Communications and a strategic thought partner to consultants who wish to build their authority and increase their visibility by publishing articles in industry trade journals and business magazines like Harvard Business Review, Inc., and Entrepreneur. To learn how to raise your profile, register for Pitched to Published, a free monthly Q+A focused on writing, pitching, and publishing articles.

  • Tuesday, August 01, 2023 9:42 AM | Erica Holthausen

    Responding to a trending story can be satisfying, especially when the issue at hand is important to you. But it can also backfire. Those who disagree with you may push back on what you have to say or question your authority, credibility, and integrity. Others may simply stop paying attention to you because they no longer believe your values align with theirs. That can be a good thing, so long as your response to the trending story is thoughtful and deliberate. Before you respond to a trending story, ask yourself these seven questions:

    1. Is my commentary on this issue related to my experience or area of expertise? If the issue is not directly related to your experience or expertise, you may want to respond as a private individual instead of a professional. If it is related to your area of expertise, consider bringing the weight of your professional experience to bear on your response.

    2. Why should other people care about what I have to say about it? Everyone has opinions. Why should the reader care what you have to say about the issue at hand? What makes you qualified to have an opinion on this matter?

    3. Am I adding something of value to the conversation? What does your commentary add to the conversation? What gaps does it fill?

    4. Why do I want to share my opinion on this issue? What purpose will sharing your opinion on this issue serve?

    5. Is this the best way to achieve my purpose? How can you achieve that purpose? Is this the best way to do so? Or is another tactic better suited to your purpose?

    6. Is my purpose clear to the reader? What other purpose might a reader attribute to your commentary? How can you ensure that the reader understands your underlying purpose?

    7. Does my commentary include anything I do not know to be true? Typically, a trending story is still developing. Some facts and circumstances are not yet known. If you respond to a trending story, clearly indicate where you are getting your information and make it clear to the reader when you’re speculating. You want to be able to stand behind your opinion even if new facts and circumstances come to light.

    ​Before you share your opinion, especially if you're fired up about it, make sure that how you share it doesn't damage your reputation. Reach out to a trusted friend or colleague and share your backstory, goals, and commentary. Ask them to help you identify your blind spots, and listen closely. Your reputation is your single most valuable asset — it takes time to establish but can be destroyed in a matter of seconds.

    * * *

    Erica Holthausen is the founder of Catchline Communications and a strategic thought partner to consultants who wish to build their authority and increase their visibility by publishing articles in industry trade journals and business magazines like Harvard Business Review, Inc., and Entrepreneur. To learn how to raise your profile, register for Pitched to Published, a free monthly Q+A focused on writing, pitching, and publishing articles.

  • Monday, July 03, 2023 2:22 PM | Erica Holthausen

    When a story starts trending, a video goes viral, or an event takes over the news cycle, sharing your thoughts on the matter can be tempting. In some cases, speaking up in support or opposition to an issue that is important to you is part of how you stay in alignment with your core values. In other instances, you may speak up to increase your visibility and demonstrate your expertise.

    Three tactics you can use to respond to a trending story.

    ​When a trending story strikes a chord with you, you must decide if you want to respond to the story and, if so, whether you want to respond as a private individual or as a professional. Responding as a professional means that you are lending the weight of your business experience and expertise to your response. If you are responding as a professional, there are three tactics you can use to respond to a trending story:

    1. Engage in newsjacking.

    The term “newsjacking” was coined by David Meerman Scott, the well-known marketing strategist and author. According to Scott, newsjacking is “the art and science of injecting your ideas into a breaking news story so you and your ideas get noticed.” The definition has expanded to include any trending story, whether newsworthy or not. Newsjacking can take several forms, including a tweet, meme, blog, or video. It can poke fun at the trending story or offer a clever counterpoint.

    For example, when gas prices surged in April 2022, Krispy Kreme ran a multi-week promotion where the average price of gas dictated the price of a dozen doughnuts. The company shared the news through a press release and its social media accounts. Dozens of media outlets wrote about the Krispy Kreme gas pricing, creating a lot of buzz for the doughnut purveyor.

    2. Write a hot take.

    According to Merriam-Webster, a hot take is “a quickly produced, strongly worded, and often deliberately provocative or sensational opinion or reaction (as in response to current news).”

    A hot take is a type of newsjacking. In some circles, the term “hot take” is derogatory, and there are several memes about the hot take’s questionable value. Social media has made it easy for people to share their opinion about everything, regardless of whether they know much about the subject. But the derogatory connotation of the term “hot take” also stems from the fact that this type of commentary is often provocative — and that doesn’t always sit well.

    3. Write an opinion piece.

    An opinion piece expresses someone’s beliefs or views. In traditional newspapers, these articles typically appear on the op-ed page, the page opposite the editorial page.

    Like a hot take, the writer must quickly produce an opinion piece in response to a trending story. But opinion pieces are generally not as provocative or sensational. Instead, they are persuasive.

    When done well, responding to a trending story can increase your visibility and position you as an expert in your field. But when done poorly, it can damage your reputation. Before responding to a trending story, think carefully about whether your response elevates the conversation or simply adds to the noise. Once you've decided to respond, think about which of the tactics above will help you reach your goals.

    * * *

    Erica Holthausen is the founder of Catchline Communications and a strategic thought partner to consultants who wish to build their authority and increase their visibility by publishing articles in industry trade journals and business magazines like Inc., Entrepreneur, and Fast Company. To learn how to raise your profile, register for Pitched to Published, a free monthly Q+A focused on writing, pitching, and publishing articles.

  • Thursday, June 08, 2023 11:25 AM | Laura Burford

    During a networking event on the best ways to network, I heard comments such as…

    “My biggest problem when it comes to networking is following up after the event.” Consultant A

    ​“My biggest problem is remaining in touch. I follow-up right after the event but don’t remain-in-touch even when I know I should.” Consultant B

    ​“I have a stay-in-touch approach but I was told by one person, I stay-in-touch too much and don’t provide the right value. I’m not sure what that means.” Consultant C


    What is interesting is that this event was only open to consultants and freelancers and over half the people commented on the same challenges. However, the challenges weren’t really about networking. The challenges were about the best ways to remain in touch.

    Not following up after an event and not remaining in touch with people you want to build a relationship with are common mistakes. Remaining in touch requires work. It takes time. Remaining in touch requires developing a remain-in-touch strategy.

    I’ll be the first to admit that I’ve fallen down on following up after an event and struggled to remain in touch with people I wanted to build a relationship with more than I can count. It happens.

    Don’t beat yourself up over it.

    I remember when I first started out on my own as a consultant, I would attend networking events hoping I would meet people who were interested in what I had to offer.

    As I spoke with people, I would grab their business cards and jot copious notes on the back. In the left pocket of my jacket or sweater, I stashed the cards of people with whom I wanted to follow up. In the right pocket, I hate to say it, the “ignore unless I had time” cards were squirreled away.

    I would rush back to my office and key the information into the CRM system I was using at the time. The follow-up person was added to my email list. I immediately wrote a personalized email message saying it was great to meet you.


    Boy, did I waste a lot of time? Maybe the person sent an email back saying it was great to meet and we should remain in touch, but for the most part, the only thing I heard was crickets.

    Let’s be realistic.

    No matter what event you attend there is a good chance you don’t want to connect and build a relationship with everyone you met. However, once you do decide to build a relationship with someone, you need to remain in touch. That requires creating a remain-in-touch strategy. That requires finding the right balance of reaching out and remaining in touch because you don’t want to be seen as a nuisance and you want to provide value.

    This is where the 80–20 rule comes into play.

    80% of your remain-in-touch strategy should provide some type of value while the other 20% of your remain-in-touch strategy can include shameless plugs about how you can help someone or reveal something about you.


    The 80%

    As a consultant or freelancer, people turn to you because they trust you. People trust your advice and they look to you when they need to bounce ideas off of someone. You are looked at as a reliable source of information and wisdom.

    So how do you show value?


    There are two ways to give value. One way is by you creating value and the other by you curating it.

    If you’re creating value, you share your own original thoughts and content. If you are curating value, you share somebody else’s thoughts and content.

    There are differences of opinion as to how much content should be your own original thoughts versus the sharing of thoughts of other people.

    Here is my opinion.

    It is not always easy to create your own content but it is always easy to provide relevant information to people who you are trying to help AND it is always possible to express an opinion. It is also possible to combine creating value and curating value into one remain-in-touch action.

    One of the easiest ways to curate value is to share an article, video, or podcast with others. You create value when you add your own thoughts and opinion to the article, video, or podcast that you are sharing. How much you add depends on you but often two or three sentences as to why you are sharing the content or why you agree or disagree with the content is adequate.

    But don’t just add your thoughts, personalize the message including personalizing why you are sharing the content. If you want to start a conversation, ask the other person their opinion.

    “During the networking event, we discussed setting up your own video studio. You mentioned you were looking for videos to help you. Here are links to a few videos by experts whose opinions I respect. I have found expert A’s advice the most helpful for me because I have a very small space and limited dollars.

    What do you think of the experts?”

    (If you don’t know how to create a Personalized Message, check out this YouTube video.)

    As a consultant or freelancer, you want, no need, to be able to articulate your own ideas and share by giving value.

    Here are a few other ways to provide value — whether you are sharing your own thoughts and content or you are curating the work of others.

    • Quick tips
    • “How to” documents and videos
    • Books
    • Conference document
    • Interview with an important influential person
    • Free educational webinar
    • Social media post with a like, comment, and share
    The 20%

    People want to know about you so that they can decide how to relate to you. Coming across as a “real person” helps people relate to you. People also want to know how you might be able to help them.

    But too much of you or too much of how you might be able to help them is just that — TOO MUCH. You don’t want you or your offers to dominate the conversation because people will tune you out. Relationships are as much about them as about you.



    It takes time to build relationships and if you don’t remain in touch, a relationship can easily disappear.

    Remember the saying, “out of touch, out of mind.”

    Remain in touch with the right balance of messages and the 80–20 Rule is a helpful starting point.

    My question for you!

    Do You Have a Remain in Touch Strategy? If so, do you follow the 80–20 Rule? 


    Laura Burford helps solo-consultants and smaller consulting businesses build sustainable consulting businesses. She is the founder of Laura’s Consulting Guide, publishes Consulting Insights on YouTube, and is known for her Consulting Mastery: A Path to a Sustainable Business program.  

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