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Grow Your Business, Enjoy Your Life!
Turn Consulting ProjectsInto Implementation Engagements
Institute of Management Consultants: Orange County, CA
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Your Success Matters
Getting the Green Light
Implementing Your Recommendations
Consulting Engagement
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Your Success Matters
Consulting IndustryTrends
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Your Success Matters
82% of US companies plan to continue hiring consultants.
42% plan to increase hiring.
Consulting Industry Trends
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Your Success Matters
Management consulting expected to grow 8%.
Hot specialties- marketing/ sales, operations, IT.
Consulting Industry Trends
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Your Success Matters
Strategy consulting has declined as a share of the industry
>20% today vs. 60% 30 years ago.
Consulting Industry Trends
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Your Success Matters
Fee schedules shifting towards value based
fees vs. per diem fees.
Consulting Industry Trends
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Your Success Matters
Consulting Industry Trends
While large consultancy firms are consolidating,
the independent consultant segment is exploding.
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Your Success Matters
Why do companies hire
consultants?
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Your Success Matters
Top Reasons Why CompaniesHire Consultants
Objective review Problem / crisis resolution Gaps in knowledge/expertise Training staff Access to Resources
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Your Success Matters
Top Reasons Why Companies DON’T Hire
Consultants Too costly Hard to find the right one Don’t understand the culture Concern over trade secrets Not attentive enough
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Your Success Matters
Critical steps to achieving consulting engagement
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Your Success Matters
Engagement Step #1:
Do your research prior to discussing the project opportunity
Do you know why this company
wants a consultant?
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Your Success Matters
Engagement Step #2:
Focus on the right things during the interview/ negotiation
Do you know what they really want as
an outcome?
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Your Success Matters
Engagement Step #3:
Demonstrate your unquestionable expertise by asking the right questions
Forward pacing the conversation
focuses on the implications of the
outcome you reach?
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Your Success Matters
Engagement Step #4:
Use references and/or case studied of similar work to convey fitment
Make it clear that your experience
and background is a perfect match
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Your Success Matters
Engagement Step #5:
Present a ‘value added’ fee structure
Create an agreement that compels them to keep you on to implement the
solution
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Your Success Matters
Engagement Step #6:
Get your finger on the pulse of the culture
build inside alliances for
eventual implementation
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Your Success Matters
Engagement Step #7:
Make sure you can handle the scope of the work required
The decision makers need to see the same person on
the project that sold them the
project
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Your Success Matters
How to handle a rejection, no answer or a cancelation mid stream
Be persistent but professional with follow-up
Insure you have other connections that can feed you intelligence prior to initial agreement
Keep the discussion on future needs and results
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Steve SmithPresidentGrowthSource Coaching
949-951-9163
Practice makes permanent!