how to leverage thought leadership to build a consulting practice

Consulting Made Easy

www.mbopartners.com

How to Leverage Thought Leadership to Build a Consulting Practice

1© 2009 All Rights Reserved for Cooper Research Associates

Gene ZainoPresident & CEO

MBO Partners

Lane CooperFounder & Principal DirectorCooper Research Associates


www.mbopartners.com

2

The full screen iconmaximizes thepresentation area.

The “raise hand” iconlets us know you havea question. We can unmute your line to discuss the question if you are on a phone line or if you have a microphone plugged into VOIP.

The chat box allows you to send a text question.

Mac users may be limited to listen only mode.


www.mbopartners.com

“We make it easy for independent consultants and

their clients to work together”

“If you’re thinking about going out on your own, the MBO way is the way to go; just let them handle everything and it will make it easier for you and your client.”

Dawn Alexander, Communications Attorney


www.mbopartners.com

The Independent Consultant Option

Replace: Find employment that is commensurate with talent and

experience

Reduce: Lower sights, take positions for which you are overqualified

Revamp: Launch consulting practice as interim or permanent career

strategy



www.mbopartners.com

Common Fears and Barriers

Fear 1: Uncertainty of ability to earn

Fear 2: Loneliness…Can I go it alone?

Fear 3:Lack of infrastructure and institutional

support



www.mbopartners.com

Getting Started with Business Focus Assessment

6

Your mission?

Why?

What issues are you interested in solving?

Why do these issues make you passionate?

© 2009 All Rights Reserved for Cooper Research Associates


www.mbopartners.com

Market Challenge Statement Development

7

Issues: What is the problem you seek to address?

Consequences: What is the problem costing your potential

clients in terms of time, money and human resources ?

Validation: Are there proof points/stats that document these

problems?



www.mbopartners.com

General Solution Statement Development

8

Your Consultative Approach: How do you propose to help your

clients address this challenge?

Anticipated Outcomes: What is the specific list of benefits clients

get from working with you?

Track Record: How have you secured these benefits in the past?



www.mbopartners.com

Target Market Analysis

9

Horizontal – Corporate discipline (Marketing, Operations, Finance, etc.)

Level – What is is your entry point? (C-level, VP, Director, Management)

Vertical – What industries do you serve? (Gov., Financial Services,

Manufacturing, Retail, Energy, etc.)



www.mbopartners.com

Prospect Profile Analysis

10

WHAT DOES YOUR IDEAL PROSPECT LOOK LIKE?

Strategic Assessment: What are prospects’ long-term objectives

Operational Analysis: Critique of current practices, and alternative

options

Financial Situation: How does cash position or disposition affect

engagement



www.mbopartners.com

Lead Source Assessment

11

WHERE ARE ORGANIZATIONS AND EXECUTIVES THAT MEET YOUR IDEAL

PROSPECT PROFILE?

Current Rolodex

Key groups and associations

Social Networks (Linkedin, etc.)



www.mbopartners.com

Business Model Options Analysis

12

HOW CAN CLIENTS ENGAGE WITH YOU TO TACKLE THESE CHALLENGES?

Project-based (Value-pricing)

Hourly-based (Time and materials)

Retainer-based (Use it or lose it)

Other/Combo?



www.mbopartners.com

Service Catalog based on Engagement Lifecycle

13

Assessment/Diagnosis

General Prescription and Options

Roadmap Development

Implementation Services and Support

Progress and Project Impact Assessment



www.mbopartners.com

Sales & Marketing Strategy Development Tools

14

Web Site Design and Set Up

Collegial Calls --Who are people you know and can bounce potential

proposals off of?

Cold Calls -- Who are people you do not currently know but would like to bounce potential proposals off of?

Lead Generation & Follow-up -- How can we generate leads…and

what is our follow-up strategy?



www.mbopartners.com

Sales & Marketing Strategy Development Tools

15

Media Marketing: What trade press (print and online) does your

target market consume?

Are there article development opportunities?



www.mbopartners.com

Collateral Material Options

16

White Papers: Establish your Thought Leadership Position

Case Studies: Document best practices

Press Releases: Promote your ideas and contributions



www.mbopartners.com

Leveraging Thought Leadership

17

Webcasts/Podcasts: Leverage for Intelligent and joint Exposure

Live Event: Thought Leadership Speaking Opportunities

Transitioning: Converting public outreach to private sales

presentations



www.mbopartners.com

Go-to-Market Campaign

18

Topic:

Market:

Deliverables:

Schedule:

Desired Outcomes:



www.mbopartners.com

Blocking and Tackling

19

Accounting/Book Keeping

Tax Preparation/CPA

Retirement/SEP IRA

Insurance

Contract Development/Legal



www.mbopartners.com

Business Structure Options Analysis

20

Sole Proprietorship?

LLC / Corp / S Corp?

Partnership?

MBO Partners?



www.mbopartners.com

Our Next Webinar

Working in Teams to Amplify Your Consulting Business June 30th, 12:30-1:30 ET Build your multi-person business Register via MBO Partners Events page



www.mbopartners.com

Thanks for joining us!

Gene [email protected]

Lane Cooper415-646-6592lane.cooper@cooperresearchassociates.comwww.cooperresearchassociates.com


We will send you the replay link.For help with your transition to consulting, contact:

how to leverage thought leadership to build a consulting practice

Business

sales amp

rights reserved

based

make

question

mbopartners

level

people