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his article is reprinted from the No-ember 2008 issue of the Journal2008;108:1827-1828).

he world of consulting offers a va-riety of opportunities for food andnutrition professionals who are in-

erested in being their own bosses andegularly seeking out new challenges.onsulting with individuals and fami-

ies, providing expert feedback to gro-ery store chains, and assisting foodanufacturers in achieving regulatory

ompliance are just a few of the possi-ilities open to those interested in en-ering consulting. For those who wanto explore the field, several registeredietitians (RDs) offer their opinions onow to achieve success.

HY CONSIDER CONSULTING?or some RDs, consulting fills a de-ire for a different atmosphere thanight be found in clinical work. “Ianted to work with people in well-ess and was much more interested

n education and disease risk reduc-ion,” says Liz Marr, MS, RD, an in-ependent consultant and cofounderf Marr Barr, a Colorado-based foodnd nutrition communications com-any. “I knew I didn’t want to work inhospital.”Karen C. Duester, MS, RD, presi-

This article was written byJennifer Mathieu, a freelancewriter in Houston, TX. Mathieu isa former editorial assistant forthe Journal and her writing hasappeared in The WashingtonPost, Houston Chronicle, MiamiHerald, The Kansas City Star,and several other publications.She has received awards from theAssociation of AlternativeNewsweeklies, the Dallas PressClub, the State Bar of Texas, andthe Gay & Lesbian AllianceAgainst Defamation for herwriting.

tdoi: 10.1016/j.jada.2009.03.034

22 Supplement to the Journal of the AMERICAN DI

ent of Food Consulting Company, aalifornia-based company that pro-ides food companies with nutritionnalysis, food label development, andood and Drug Administration regu-

atory support services, was attractedy the ever-changing workload andexibility. In addition to being able toxpress her creativity through herwn company, because she owns herwn business, there is no ceiling oner income.“I reached the top of my pay scale at

ge 25, after working in a clinical envi-onment for just 2 years,” says Duester.I absolutely loved the work, but I cameo understand that to increase myarning power, I had to increase myalue and probably be working in a for-rofit environment.” Duester foundeder company in 1993.For Margaret Roche-Dudek, MS,D, FADA, a partner in Illinois-basedoche Dietitians, founded in 1986,

he excitement of the business worlderved as a factor in her decision toecome a consultant.“I wanted to combine my passion for

ietetics with an interest in business,”ays Roche-Dudek, whose company has0 RDs on staff who provide services tovariety of companies, including foodanufacturers, hospitals, and assisted

iving facilities. Having her own busi-ess also allows Roche-Dudek freedomrom the bureaucracy that can some-imes accompany working for a largeealth care facility. “There are zero pol-

tics,” she says.

ERSONALITY PLAYS A PARTll those interviewed for this articletressed the importance of honestly eval-ating personal strengths and weak-esses before venturing into consulting.aving a strong work ethic, great inter-ersonal skills, and an adaptable person-lity that enjoys change are key.“My dietitians have to navigatehuge metropolitan area, figure out

here to park the car, where to meethe client, and that’s before they have

o acclimate to the client’s work envi- M

ETETIC ASSOCIATION © 2009

onment,” says Roche-Dudek. “They’reeeting new people everyday, and

here may not be a predictable sched-le.” Those who like a 9-to-5 scheduleay not be well-suited, she adds.“One day you may be in jeans and

lodhoppers with an agricultural cli-nt and the next day you’re sitting in

corporate boardroom,” says Amyarr, MS, MEd, RD, cofounder ofarr Barr.Adds Duester, “It is not for peopleho are not self-driven, who need a lotf direction.” And if owning your ownonsulting company is your plan, it islso not for those who are uncomfort-ble with risk. If security is a premiumor someone, says Duester, he or sheay want to reconsider independent

onsulting. Duester also adds thathose who enjoy working with lots ofeople may not enjoy the potentialoneliness that sometimes occurs whenorking for yourself or with a few othereople. Working from home may alsorovide challenges for the work–lifealance. “I have an office in my home,nd when I am done working, I have tourn off the light and shut the door anday, ‘The office is closed,’ ” she laughs.

Barr says being willing to stay cur-ent on trends and changes in nutri-ion is essential. Those who seek aomfort zone in their work may havedifficult time succeeding in consult-

ng. “Your client can quit tomorrow oret taken away,” says Barr. “You, too,re a brand. You cannot rely on one orwo clients.”

The upside to the uncertainty? “I’mever bored,” says Barr.If after assessing your background

nd personality type you feel you lacknecessary skill, such as being able to

evelop a budget or working with theatest technology, Marr suggests tak-ng a class to get caught up or team-ng up with a business partner whoan complement your skill set.Perhaps the most critical personality

rait is confidence. “You’ve really got toelieve in yourself to succeed,” says

arr.

by the American Dietetic Association

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BUSINESS OF DIETETICS

E BUSINESS SAVVYtaying current on trends both in nu-rition and business is a must for anyreat consultant, say those intervie-ed for this article. Constant learningakes you a more marketable and de-

irable choice for clients. Recently,oche-Dudek had to advise a longtime

lient on a diabetic dessert product.“They’d met the sugar-free goal, but

he carbohydrate profile was not thereet,” says Roche-Dudek, who was know-edgeable about current trends in dia-etic meals because of her regular re-earch and reading. “We saved them a lotf trouble in the end. If we hadn’t keptp, we wouldn’t have been able to dohat.”

“I read Advertising Age, PRWeek,nd The Wall Street Journal,” addsarr. “I have to be well-rounded andell-read to keep up with my clients.”Those interviewed say consult-

nts need to remember that theirlients are primarily concerned withhe bottom line. “You have to under-tand corporate culture,” says Roche-udek. “Even if nutritionally youave ideas for a product, it ultimatelyas to make money for your client.”If you’re running your own busi-

ess, you may want to take account-ng or business courses if you believeou need to strengthen your skills,ay those interviewed for this article.uester invests in a business coach

he found through the Internationaloach Federation. She speaks wither coach regularly and calls it “theest money I’ve ever spent.”Despite the steady flow of clients,uester also never stops marketinger business. “We have a monthlyewsletter that goes out, no matterhat,” she says. “Emergencies, busy

imes, fires in southern California, itoes out. There have been many timeshen it would have been easier not too it, but it’s an important part of ourarketing strategy. Clients come and

o, and there is no guarantee.”Marr believes that being a success-

ul consultant also means being atrong personal financial manager.When you work for a company, younow what your paycheck is going toe,” she says. “When you’re workingor yourself, you have to plan for theood times to put that money awayor when times aren’t so good. Whenhose come, you can go out and look

or new business instead of stressing e

ut.” In addition to managing fina-ces, consultants who work for them-elves need to be able to handle theirwn taxes, retirement, and benefits.f they hire employees, they have toake on added responsibilities.

“That is a lot to put on your shoul-ers, to generate enough income toay for your employees,” says Marr.We have always been very carefulbout when is the right time to hire.”

IND YOUR NICHEn addition to being business savvy,t’s also important to know what as-ect of consulting you want to focusn. Often, the most successful con-ultants are the ones who clearlytate their specialty and market ittrategically, say those interviewedor this article. “You have to decideour expertise and specialty,” saysarr.

Knowing how tonetwork is key forevery industry, and

consulting is nodifferent.

Adds Duester, “You must defineour niche. I see some dietitians whoon’t want to limit themselves. Butou may end up as a jack of all tradesnd a master of none. You have to bepecific and clear to your clients.”uester adds that referring clientsho don’t fit your specialty to other

onsultants who can help them isgreat way of building business

hrough referrals. “If you refer to oth-rs, then you yourself will start get-ing referrals,” she says.

It may take some research andoul-searching to discover what youant to focus on. When first begin-ing her career, Marr spent time in-erviewing RDs and doing research toest decide in which aspect of the fieldhe would be most interested. Shenew that combining nutrition andommunication would be a perfectatch.

ETWORKING IS KEYnowing how to network is key for

very industry, and consulting is no

May 2009 ● Supplement to the Journa

ifferent. All those interviewed forhis article are members of variousietetic practice groups, includingonsultant Dietitians in Healthcareacilities, Dietitians in Business andommunications, and Nutrition En-

repreneurs. All have also been in-olved in local dietetic associations.“You want to volunteer strategi-

ally,” says Marr, who is currentlyhair-elect of the Food & Culinaryrofessionals dietetic practice group.Don’t fritter away your time. Tieour volunteering to your goals. Youan learn about teamwork, group de-ision making, and small businessanagement.”In addition to picking up tips, vol-

nteering builds reputation. “If youo good work, others will notice,” addsarr. “Your reputation is your best

elling point.”Marr also advises that consultants

etwork in the right direction. “Putourself in front of the gatekeepers,”he says. “If you’re interested in con-ulting individuals or doing outpa-ient work, you need to connect withoctors, clinics, and hospitals. If youant to be in private practice, youay at least look for part-time work

rst in the industry you’re interestedn. Pay your dues to make those per-onal connections.”“Networking is everything,” says

arr. “In nutrition, it’s not six degreesf separation—it’s three.” Barr alsouggests getting involved outside theood arena, including joining the localhamber of commerce or anotherusiness group.Consulting can be a rewarding ca-

eer for those food and nutrition pro-essionals who choose to pursue it.erhaps the best aspect of consulting,ay those interviewed, is the unlim-ted opportunity for growth.

“The most important thing is not toell yourself short,” says Duester. “Gos far as you can see, and when youet there, you can see a little further.ew doors will open up. New vistasill open up.”

l of the AMERICAN DIETETIC ASSOCIATION S23