odyssey-the business of consulting executive briefing

EXECUTIVE BRIEFING

Odyssey :The Business of Consulting™

How to Build, Grow and Transform Your Consulting Business

Your Presenters

Imelda K Butler

Chairperson

Odyssey Transformational Strategies

Dr Shayne Tracy

Director

Odyssey Transformational Strategies

What We Will Achieve Today

1. You will receive “golden nuggets” that will give

your consulting business a kick-start

2. You will change your “paradigm” on how you

view your consulting business

3. You will see the opportunity to build, grow and

transform your consulting business

4. You will have the opportunity to assess the

value Odyssey: The Business of Consulting

will add to YOU and your consulting business.

© 2012 Odyssey Consulting Institute™ 3

The “Business of Consulting”


Consulting has grown at 16.1% per annum over the last 10 years

It is a $120 billion industry and more than 1,000,000 consultants

The big players take $60 billion almost automatically and $60 billion

is divided up between small firms and independent consultants

That averages out at $120,000 charge out fees per consultant but,

the 80-20 rule rules!

Odyssey: The Metaphor

Greek term: a long and adventurous journey

the journey to join the top 10% of Consultants

worldwide in terms of : best practices client quality,

income, professionalism, personal fulfilment.


Our History

Founded in 2005 by John and Imelda Butler in Dublin, Ireland with

a vision to transform and inform “The Business of Consulting”

Over 100 graduates from US, Europe and Canada

Surveys demonstrate significant results for graduates’ personal

lives and consulting businesses


Mission Statement

We partner with our consultants to create corporate strategic

advantage by embedding innovative thought work, strategies

and systems to help transform cultural,

strategic and human capital.


Transformational Masterclass

Trusted Advisor

Competent ConsultantOCCOTA

OTM

LEVEL 2

LEVEL 3

LEVEL 4

LEVEL 1

OMMovement

OLTLeadership Team

Odyssey: The Business of ConsultingGlobal Corporate Transformation

2 Phase Business Process

Three Aspects Of Professional Service Firms

Applicable To Consulting


Resource Base

Organization Form

Professional Identity

Professional Service Firms

Resource Base

Relatively limited physical resources and their value

derives primarily from their professional staff,

specifically the technical knowledge, expertise and

experience which they possess

The management of knowledge and “the knowledge

worker” is, therefore, fundamentally important to them.

The asset is knowledge and expertise



Through the partnership form of governance,

professionals in professional service firms

experience a higher degree of autonomy than they

would typically enjoy in conventional bureaucratic

structures

Those professional service firms which have adopted

the corporate structure may still attempt to imitate

elements of the partnership form


Organization Form


Firm members identify themselves as professionals

and are united by a shared understanding of the

concept of professionalism.

This professional identity is often associated with

the rhetoric of independence and exemplary ethics

but may be redefined within professional service

firms to focus on exceptional commitment to clients

and quality of service


Professional Identity

$$$$ and Cash Flow

Investor

Business Owner

Self-Employed

Employee

Business Perspective

Fixed $Limited Cash Flow

FlexibilityTime

Purpose

Vs.

The Professional Consulting Firm

Sell Standard Products

(with services)

Transactional Volume

Approach(via retail or sales staff)

Highly Customised

Service Delivery(portfolio of solutions)

Personalized Delivery through

Talented Professionals

(via professional consultations)

The Normal Business Enterprise

Distinctiveness of Professional Service Firms

Revenue? Profit?


Physical

LEVEL 1

Hand

Doing

UnconsciousIncompetence

Good Soldier

LEARNING

RESPONSE

CONSULTANT

APPROACH

HUMAN

Intellectual

LEVEL 2

Thinking

Conscious Incompetence

Competent Warrior

Emotional

LEVEL 3

Feeling

Conscious Competence

Trusted Advisor

Spiritual

LEVEL 4

Being

UnconsciousCompetence

Master Practitioner

Head

Soul

Heart

Parallel Process Levels in the Odyssey Journey

Consulting Strategies

2 Strategies to: Increase fees

Attract better clients

Have more free time, quality of life

S1 Business focus

S2 System’s View


“You are only as strong as your weakest link”John Butler

The “Business Chain of Consulting”


YOUWisdom, Skill, Talent, Competencies, Expertise, IC, SC, Thoughtware

Finance

Product and

Services

Physical Resources

People

Time

Human Capital

What do you need to learn/change to put

more money in your pocket this year?

1. Value Appreciation

2. Monetizing Metrics

3. Positioning Yourself

4. Value-Fees Strategy

5. Commitment to Change


Value Appreciation vs. Commodities Thinking

Could you have bought it cheaper………..?


Lessons from Classic Mistakes

© 2012 Odyssey Consulting Institute™

Mistakes and Lessons

1. Mistake: Working with the “wrong client”

Lesson: Identify the “ideal” client-fire the wrong ones!

2. Mistake: Selling products/services and undercharging

Lesson: Learn “value appreciation” for self and client

3. Mistake: Poor attraction mechanisms

Lesson: Learn methods and processes and make time

4. Mistake: Underselling yourself-The “Imposter Syndrome”

Lesson: Learn to develop, appreciate and promote your talent and wisdom with confidence and trust


Critical Factors of Transformation


The Two Critical Factors than can

Transform your Consulting Practice?

1.What is your point of preeminence?

2. What is your unique factor?

CONFIDENCE

COMPETENCE


Why Say ‘Yes’ to the Odyssey Process?

Invest in yourself and the ‘Business of Consulting”

Learn the Odyssey system, proven methodologies and processes

“Learn more, earn more!”*

Work less, make more money and have more flexible, free time

It’s your time to learn a system and to change your consulting

paradigm and your life……..and

To achieve your Purpose!

*Brian Tracy


Case Studies

1. Two weeks after Odyssey we signed up a $50,000 per month deal for 15 months.

We were charging a lot less to the same client before Odyssey. Before taking

Odyssey we could be characterized as an “everything to everyone” type business.

In fact, Odyssey has fundamentally changed the way we do business

2. The relentless application of the Odyssey methodologies has resulted in me

quadrupling my consulting revenue in two years, from about $250K to over $1

Million per year and having greater impact on the success of my ideal clients.

Odyssey was the critical missing factor.

3. When I signed up for Odyssey my consulting business was in a rut at $100-150K

per year. Before I was a third of the way through Module 3, I had recouped my

investment and doubled the contract revenue for the same client using what I

learned. The client didn’t blink! Should have done this program 3 years earlier!


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What You Must Do For Success

Leadership not competitorship!

Learn the model and methods for

attaining and retaining quality clients


Key Attributes of the World’s Top 15%

Realism: What is the “truth” about your “Business” of Consulting?

Responsibility: Do you have the courage and conviction to respond to the

“business at hand”

Boldness: Are you prepared to act despite the “fear”

Purpose : What is your life/work purpose


Odyssey Turbo Strategies

TurboStrategy 1 TurboStrategy 2

TurboStrategy 3

TurboStrategy 4 TurboStrategy 5

Leverage Your Expertise

and Experience

Do Executive Briefings

Value Appreciation

Value Delivered

Then Fees

What is the Picture In

Your Head?

Your Client’s Head?


What Business

Are You In?

Reflection and Action Steps

1. Most important emerging point ?

2. Second most important emerging point?

3. Third most important emerging point?

“All true learning comes from Behavioral Change”


Transformational MasterClass

Trusted Advisor

Competent ConsultantOCCOTA

OTM

LEVEL 2

LEVEL 3

LEVEL 4

LEVEL 1

OMMovement

OLTLeadership Team

Odyssey: The Business of ConsultingGlobal Corporate Transformation

2 Phase Business Process

Odyssey Competent Consultant™ Outline


Odyssey Trusted Advisor™ Outline


Odyssey Transformational MasterClass™ (OTM)


Odyssey Graduates Speak

I want you to know that even though my billings do not reflect $1M, I am grateful every day that I now

have a better way to run my consulting business, I am not the fastest - I am the most consistent.

I learn by doing and I will continue to practice what I have learned on a daily basis and continue to

sharpen my saw. I am moving forward because of YOU and this program. Thank you

Odyssey has paid for itself and only now is germinating into the sizeable ROI that it can deliver.

The biggest result, thus far, is the shift in my mindset and business model. It is starting to pay dividends

and I believe I will really see results in 2013

Odyssey showed me how to monetize my solutions w/a client/potential client, how to think BIGGER

about fees and solutions offering, how to pen sell, the difference between level 1 and level 4 consulting

and where I was operating…. and where I wanted to operate…..and how to be better at the "business

of consulting" BMR process and getting out of my own way!


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Odyssey Alumni Benefits


Odyssey Follow-up

Certification (OCC)

Membership in the Odyssey Movement™ Alumni

Part of the Odyssey Consulting Network

Odyssey: The Business of Consulting™

Teaches You ...


How to advance from a Competent Consultant to

‘Respected Level 4 Master Practitioner’ in your chosen profession

Business, marketing and financial strategies for consulting business

you can apply immediately

Maximize your ROI and fulfill your true purpose and potential

while serving your clients to achieve strategic results

How to develop a consulting business model that works for you and your clients

The comrade-ship of being part of a non-competitive

community of like-minded professionals.

Global Corporate Transformation™


THANK YOU!

Odyssey :The Business of Consulting™

How to Build, Grow and Transform Your Consulting Business

International:

Imelda K ButlerChairperson

Phone: 353 1 4595950

email:[email protected]

[email protected]

LinkedIn: www.linkedin.com/in/imeldabutler

Skype: imeldabutler

CONTACT DETAILS

North America:

Dr Shayne TracyDirector

Phone: 001 416 7370407

email: [email protected]

[email protected]

[email protected]

LinkedIn: www.linkedin.com/in/drshaynetracy

Skype: Shayne.Tracy

www.OdysseyTransform.com

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