Become a consulting professional. Get valuable, insider tips on being a successful consultant.
Overview
Syllabus
Introduction
- Welcome
- Differentiating your consulting business
- Staying connected with clients
- Scaling up from individual to team
- Pricing matters
- Sell the services, not the person
- Document discipline
- Staying on top of current trends
- See every interaction as an opportunity
- Pick partners carefully
- Take time off
- Use partnership agreements
- Join loyalty programs
- The power of blogging
- Picking a salesperson
- Writing a book or white paper
- Selling to big companies when you're new
- Overcoming new vendor requirements
- Getting to the decision maker
- Set up a tax reserve account
- Sales tip: Hey, I'm in the neighborhood
- How to set pricing for hourly work
- Serving a past employer as an SME
- Create a standard proposal
- Respecting copyrights
- Compensating salespeople
- Work product vs. intellectual property
- Be a Connector
- Build referral relationships
- Roll back to different relationships
- Make time for sales
- Maintaining your brand
- Protect client confidentiality
- Find mentors and advisors
- Poaching client employees or customers
- How to set pricing for a project
- Attending networking events
- Stay away from buzzwords
- Use a standard services agreement
- Beware of RFPs
- Keeping control of a meeting
- Know when a project is about to end
- The challenge of working from home
- Expanding opportunities versus zero-sum
- Manage your calendar rigorously
- Let clients have good ideas
- Challenge your team
- Don't be a coworking jerk
- Get paid for scope changes
- To join or not join professional groups
- Saving for your future in the USA
- Will you do implementation?
- A lifestyle vs. a legacy
Taught by
Mike Figliuolo
