A Consultant’s Dilemma

by William P. Ringo

The ConsultSIG meeting in New Orleans this past June pointed out some major differences between “us” (as consultants) and “them” (non-consultant industrial hygienists—industry, academic, government, student, retired). The differences are not obvious. “We” in the IH profession share a body of scientific and technical knowledge and are somewhat interchangeable with “them” at a professional level. But we diverge significantly on some issues.

It seems that most IH consulting companies are small—fewer than 50 people. All other IHs are members of large organizations. This is neither bad nor good necessarily, but at the business level the world looks different to a small organization. Here are some things “we” worry about constantly that “they” don’t:

Insurance

All health insurance solutions for small companies are bad, or at least expensive. Disability and business continuation insurance are almost unheard of in small companies. Errors and omissions insurance is a rare bright spot thanks to some pioneering IH consultants who worked with the AIHA national office to find an adequate, affordable solution. Some companies still “run bare,” expecting to use the empty pocket defense if terror looms at the door. Most of us little guys spend way too much time ditzing around about insurance.

Bill Collection

Don’t ask, don’t tell.

Contracts

Our little IH business averages seven to eight billable engagements a week in any of 23 states. All have slightly different business codes. Who can accept a liability waiver? Who can offer one? What is one? Numerous members of the ConsultSIG SUG (show-up group—consultants who actually come to the annual SIG meeting) think it is time for some technical assistance with the whole matter of standard contracting, similar to what the American Institute of Architects has done for architects.

New Business and the Role of Professional Societies

The lifeblood of consulting companies is new work. We survive on our old friend, year-in and year-out clients. However, growth, success and the kids’ tuition depend on new opportunities. We seek these out in a number of ways. We join Rotary. We take business cards to wine tastings and church services. We chat with fellow passengers. We are always friendly. We join professional societies out of our own pockets and there begins the rub. At $150–$300 per society per year (counting local sections, highlighted postings in directories, etc.) we must choose the right two or three learned groups that best meet our needs. These needs include spotlighting us in our full professional glory.

My mentor belongs to AIHA only. She politely states, regarding the CSP, that she doesn’t want to have to know the colors of sprinkler actuators. I also belong to AIHA—why else write to The Synergist?—and to ASSE and HPS. That amounts to the thirteenth month car payment for a very nice car. I look at these societies and I have to ask, from a small business perspective, “What’s in it for me?”

There is no question that for a CIH consultant AIHA makes the most sense. Conference discounts, publications that come with membership and availability of E&O insurance make it worthwhile. Add to that a listing in the directory and referrals from the staff of inquiries from our geographic area, and I find good business justification for continued participation.

But mostly what I do is safety. Ergo, I belong to ASSE for a very readable monthly magazine, sub-journal quality but mostly on point for the day-to-day practitioner. Also, the local section is a bit more active than AIHA (maybe because they’re all national members). So I’m listed along with millions of others in their directory, though I’m not aware of ever having gotten a lead from them.

I recently rejoined the Health Physics Society because I enjoy the odd occasional ionizing and nonionizing radiation projects and have been able to set a few clients’ feet on the right path in these arcane areas. Here I need some touchstones with how the profession does certain doable deeds. I hope I never get a referral from their directory. Many of my consulting colleagues can substitute this paragraph with the name of whatever they send their money to for QEP, ROH or CHHM.

Now comes a fax from the “Registered Industrial Hygiene Society” which I can join as a CIH for $35 and get in their book. This upstart bunch is not highly regarded by CIHs. We have our own club. But, how much effort will RIHS expend in publicity and notoriety in getting their book in front of my future clients? Will they protect RIH, or whatever, in states from which I extract a living as a CIH? Do I plop down $35 for a registry entry?

These notes from consultant land were prompted by the fax inviting me to join yet another society and by my thoughts about how “we” consultants evaluate business decisions differently from “them”—the normal IHs.

Ringo is with DMR & Associates Inc., Louisville, Ky.