Listen to this article
As a long-time sales professional in the information technology (IT) sector, Michael Rustom earned his stripes by closing deals and building an extensive network of prospects, contacts, and clients. Hailing from Toronto in Canada, Michael attended Queen’s University in Kingston, Ontario, before starting his career as an account executive for Sun Microsystems of Canada Inc. where he handled that firm’s relations with BMO Financial Group, one of Canada’s oldest and largest banks.
Beginning in 2005, Michael Rustom migrated from client relations over to sales, accepting a role at Scalar Decisions where he distinguished himself through his outstanding performance, eventually being promoted to Director of Sales for Ontario and Quebec, and then later, Vice President of Sales. During his tenure at Scalar Decisions, Michael extended the company’s client list into sectors it had never operated in before, including mining, financial technology, and regional government.
In 2020, Michael took on the role of Vice President of Business Operations at PCI, a Canadian aviation and aerospace company. Here, he was responsible for the overall operations and results from the front office, including sales, marketing, human resources, engineering, and consulting. But even as he thrived in this role, he began to feel the inexorable pull of his inner entrepreneurial instincts.
Only two years later, Michael founded his own consulting business, Michael Rustom Inc., where he helps his clients deliver successful IT projects and offers experienced counsel on matters pertaining to sales. Since his foray into entrepreneurship, he has hit his stride both professionally and personally, notching a slew of new accounts while building a company on his own terms.
Recently, we caught up with Michael Rustom to ask him a few questions about his transition from high-placed corporate executive to independent consultant and small business owner.
Q: What was the impetus for you to leave your corporate career and start your own consulting business?
Michael Rustom: I had harboured thoughts of creating my own company for quite some time. About two years ago, I just made the decision to try my hand at it. I suppose I figured that I had finally accumulated enough knowledge and experience to break out on my own and affix my name to a brand new business. It was the right moment for me to take control of my career and shape my own path.
Q: How has the transition from a corporate executive to an independent consultant been for you so far?
Michael Rustom: It’s been excellent. Although, if you had asked me that question six months into the process, I might’ve given you a much different answer. In the beginning, there was a steep learning curve. I already knew the both IT and business-to-business sales industries quite well, of course, but when it came to the administrative aspects of running things, I was a bit of a neophyte. I had to learn a lot about how the tax code applies to small businesses, as it’s quite unlike the way it applies to individuals. Also, in stark contrast to a corporate environment, there was no one around me to rely on for assistance. As the founder and proprietor of Michael Rustom Inc., I’m responsible for everything. Once I grasped that fact and embraced it, things became a lot easier.
Q: What has been the most fulfilling aspect of running Michael Rustom Inc.?
Michael Rustom: The part I enjoy the most is the feeling I get when I successfully complete a project for a new client. Seeing their satisfaction and knowing that my work has made a significant impact on their business is incredibly rewarding. It’s gratifying to know that my efforts are directly contributing to their success and growth. Beyond that, it usually means I’ve established a strong relationship and earned a repeat client.
But to answer the question as it was asked, I think the most fulfilling aspect of running my company is the sense of total autonomy and self-direction I get from being the master of my own destiny. I love the fact that I’m not working to advance anyone else’s interests or agenda but my own. That’s the upside of being responsible for everything, and what a fantastic upside it is!
Q: What skills from your corporate career have been most valuable in your consulting business?
Michael Rustom: In short, all of them. The training and experience I received throughout my corporate career in client relations, strategic planning, and sales leadership has been invaluable in this new chapter of my life. All the knowledge I accrued about information tech has also served me well. I’m grateful to my former employers for that.
Q: For all of our readers who daydream about leaving the corporate rat race in favour of forming their own business, what do you enjoy the most about being your own boss?
Michael Rustom: It isn’t the care-free lifestyle that you might imagine. At least, it isn’t for me, yet. I suppose it might be one day, but for now, I spend my days working very hard to finish projects for my current clients, win over new accounts, and establish the reputation of Michael Rustom Inc. Doing all that requires a little more effort than simply filling a pre-defined corporate executive role. But the freedom to make my own decisions and the ability to shape my business according to my vision and values more than makes up for any extra work I have to perform.
Activate Social Media:
