With a career spanning over two decades in the information technology (IT) sector, Michael Rustom made his name in sales, securing deals and building a vast network of prospects, clients, and industry connections. Hailing from Toronto, Canada, Michael attended Queen’s University in Kingston before beginning his professional journey as an account executive for Sun Microsystems of Canada Inc., managing key relationships with major clients like BMO Financial Group, one of Canada’s oldest and largest banks.

In 2005, Michael Rustom Toronto shifted from client relations to sales, joining Scalar Decisions, where he quickly made a mark with outstanding performance. His success earned him promotions, first to Director of Sales for Ontario and Quebec, and later to Vice President of Sales. During his time at Scalar, Michael helped the company expand into new industries, including mining, financial technology, and government sectors.

In 2020, Michael transitioned to the role of Vice President of Business Operations at PCI, a Canadian aerospace and aviation company, overseeing operations across sales, marketing, human resources, engineering, and consulting. Despite his success in the corporate world, Michael felt an increasing pull toward entrepreneurship. Just two years later, he founded his own consulting business, Michael Rustom Inc., focusing on helping clients deliver successful IT projects and providing expert advice on sales strategy. Since launching his business, Michael has thrived both professionally and personally, gaining new accounts and building a company on his own terms.

We sat down with Michael to discuss his transition from a corporate executive to an independent consultant and small business owner.

Q: What prompted you to leave your corporate career and start your own consulting business?

Michael Rustom: I’d been thinking about starting my own business for a while. About two years ago, I decided it was time. I had built up enough knowledge and experience to go out on my own and create a brand that reflected my vision. It felt like the right time to take control of my career and carve my own path forward.

Q: How has the transition from corporate executive to independent consultant been for you?

Michael Rustom: It’s been great, but if you had asked me that six months in, my answer would’ve been different. The beginning was a steep learning curve. While I was well-versed in IT and business-to-business sales, I had to learn a lot about the administrative side of running a business, especially tax codes, which are quite different for small businesses compared to individuals. Also, in a corporate setting, I had support from colleagues. As the founder of Michael Rustom Inc., I’m responsible for everything. Once I embraced that reality, things became much easier.

Q: What’s the most fulfilling part of running Michael Rustom Inc.?

Michael Rustom: The most fulfilling part is successfully completing a project for a new client. Seeing their satisfaction and knowing that my work has had a meaningful impact on their business is incredibly rewarding. It’s gratifying to know that I’ve made a difference and helped them grow. Beyond that, it usually means I’ve built a solid relationship and earned a repeat client.

But to answer your question more broadly, the greatest satisfaction comes from the autonomy and self-direction I enjoy. I love that I’m not working to advance someone else’s agenda but my own. Being responsible for everything has its challenges, but it’s also incredibly liberating.

Q: Which skills from your corporate career have been most valuable in your consulting business?

Michael Rustom Toronto Honestly, all of them. The client relations, strategic planning, and sales leadership experience I gained throughout my corporate career has been invaluable. My knowledge of the IT industry has also been crucial. I’m incredibly grateful to my previous employers for helping me develop these skills.

Q: For those readers who dream of leaving the corporate world to start their own business, what do you enjoy most about being your own boss?

Michael Rustom: It’s not the carefree lifestyle people often imagine. At least, not for me yet. I spend my days working hard to deliver projects for my clients, win new accounts, and build the reputation of Michael Rustom Inc. That takes more effort than filling a pre-defined corporate role. But the freedom to make my own decisions and shape my business according to my values and vision is worth every bit of extra work.

Q: What’s the biggest challenge you’ve faced as a business owner, and how did you overcome it?

Michael Rustom: The biggest challenge has been navigating the initial stages of running a business. There’s a lot of behind-the-scenes work—managing finances, understanding tax implications, and taking on every responsibility yourself. It was overwhelming at first, but embracing the learning process and focusing on long-term goals made it much easier. Building a solid support network also helped me stay grounded and focused.

Q: What advice would you give to someone looking to make the leap from a corporate role to an entrepreneurial venture?

Michael Rustom: Be prepared for the learning curve. The skills you need to succeed as an entrepreneur are different from those in a corporate environment. Don’t be afraid to step outside your comfort zone and learn as you go. And remember, you’re responsible for everything—your successes and your setbacks. But if you’re driven and passionate about your vision, it will be worth it.

Q: What’s the best $100 you’ve spent recently?

Michael Rustom: I recently bought a LEGO set celebrating Ayrton Senna and his McLaren F1 car. Building it with my daughter was a great bonding experience. It’s a reminder that spending time with loved ones is one of the best investments you can make.

Q: If you could share one piece of business advice, what would it be?

Michael Rustom: Always consider things from the perspective of the sales professional when developing policies and programs. Whether you’re creating incentives or designing a sales strategy, it’s crucial to ensure that everything you implement is designed to attract and retain the best talent. That’s been my key takeaway from years in the industry.

Q: What’s your favorite book or podcast?

Michael Rustom: An Astronaut’s Guide to Life on Earth by Chris Hadfield. His insights on leadership and life lessons from his time as an astronaut are both inspiring and practical. It’s a great read for anyone looking to improve their approach to challenges.

Q: What’s a movie or show you’ve recently enjoyed?

Michael Rustom: Drops of God—a series about a competition to inherit a legendary wine collection. It’s suspenseful and beautifully shot, set in Japan, Italy, and France. You don’t need to be a wine enthusiast to enjoy it. The story and the exploration of human ambition are captivating.

Michael Rustom’s journey from a high-powered corporate executive to a successful independent consultant is a testament to the value of self-direction, hard work, and a deep-seated commitment to both personal and professional growth. His diverse background and multidisciplinary approach continue to shape his success as an entrepreneur.