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Pat E. Goodwin Pat Goodwin Associates pat@patgoodwinassociates.com
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You were paid for that service—just not separately billed. You already have an area of expertise. You have functioned often as an internal consultant.
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An outside independent Bill for the service No responsibility for execution
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Self-employment-Autonomy Life Long Learning-You know more than you think you know Good earning potential Satisfying work-Challenging Networking opportunity
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Self-employed Solo operator but seek others expertise Working out of home or low-overhead office Working for a consulting firm
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Uncertainty of income 3+ months of income saved Prospecting Selling Hassles of self- employment
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Do I have the ‘right stuff’? Opportunity to learn Get help- Other Consultants-Experts What if I get over my depth?
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Functional or technical area(s) Industry / industries Geographic areas A “matrixed” specialty? Collaborate with support group of specialists
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I. The consulting process II. Managing your practice III. Building your practice IV. Assessing your personal ‘fit’
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The “How”
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Giving (selling) advice professionally. The Independent Consultant: A personal service business based on trust.
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‘Brain on legs’
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CONSULTING Independent professional Autonomy is critical Deliverable is knowledge CONTRACTING Employee without benefits Part of the team Deliverable is a work product
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CONTENT Functional area Technical expertise Single intervention Contract opportunity Linear project Boundary issues not key PROCESS Broad applicability Team dynamics Often expands Contract will compromise role Cyclical involvement Boundary issues are critical
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Can slip easily from consultant to contractor Can slip easily from content to process consulting Watch where you step!
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1. Meet and qualify the client / issue 2. Define the agreement 3. Collect, analyze data -purpose, process, people, personal 4. Provide recommendations, possibly re-contract 5. Implementation phase 6. Close-out / follow-up
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Presenting problem Background Stakeholders and prime mover Attempts to solve Duration Resources Expectations
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Services Resources Deliverables Timetable Compensation Rights Acceptance
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Start with stated problem: What they think they want may not be what they need Get to all key stakeholders-Buy in Get to important information sources Peel the onion Pinpoint the core issue Define a practical solution: Purpose, Process, People, Personal Why doesn’t the client do it
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What’s really important? To whom? Follow the work flow (through silos?) Anything working right? Where? Why? Where’s resistance coming from? Why?
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To all stakeholders Start with stated problem Trace the research Reframe the problem- Purpose, Process, People, Personal Get all reactions Sum up acceptance / resistance Get closure—or re-contract
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Not the consultant’s role! Danger! Can advise as consultant Can refer a resource to implement Can serve as overseer for implementation
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May complete the consult On-going advice may be sought Probability of follow-on work Retained for audit / follow-up References: Ask permission to use work as an example for other projects
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Flawless Consulting by Peter Block Process Consulting by Edgar Schein The Business of Consulting by Elaine Beich Other recent books by Elaine Beich
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‘A Day in the Life...’
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Content area? Specific services? Geographic market? Market need trends? Prospects? Biz objectives? Form of business? Risks/constraints?
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What’s the market rate? What’s my expertise worth? What’s my income objective?
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In Texas today: Day? Hour? Other approaches: Project Service trade Pro bono
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SALARY-BASED Your annual compensation Divide by 2,000 (hours) Your accustomed rate per hour CONSULTING Multiply by 3 for parity Multiply by 4 for uplift
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$100,000 per year is… Month:$ 8,500 Day:$ 850 Hour:$ 100 $150,000 per year is… Month:$ 12,500 Day:$ 1,250 Hour:$ 175
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START-UP Month total:31 Weekends: -7 Administrative:-3 Professional:-3 Selling:-8 BILLABLE: 10 MATURE Month total:31 Weekends:-7 Administrative:-3 Professional:-2 Selling:-6 BILLABLE: 13
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Office... ? Technology Administrative Marketing / Branding Professional Self-employment taxes & benefits Travel Costs Insurance / Legal Fees
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How Do I Get Clients?
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You’re not at ground zero! Check your resources: Vendors, Customers Check all contacts! Sort as: - prospects (platinum!!) - advocates (gold!) - talkers (silver)
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1:1: New networking Old networking Groups: Speaking / Teaching Lecturing Publishing
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Brochures Direct mail “Broadside” flyers Advertising Yellow pages (Save your money)
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Personal familiarity Trusted referral Quiet research Validating your credentials Trial contact Bio Data Sheet, Business Cards
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Checklist item Doesn’t “sell” Validates your practice Gives you global reach
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Identity Credentials Photo/Bio Charter / niche Services Professional Groups Testimonials Examples Fee guidelines Availability Topics E-mail link LinkedIn
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Tells your unique story Validates prospect’s choice Makes ‘yes’ easy: comfort zone Can be interactive Easy to keep fresh
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Display your knowledge, expertise Professional visibility in the right places Show your unique style Frequently add value
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Is It Right for You?
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Autonomy Variety Low cost of entry Low overhead High earning potential Great satisfaction, if a fit
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No structure No support system Income uncertainty Need to invest in self with uncertain return Work-life integration issues
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No structure? Self-promotion? Closing a sale? Comfort zone? Personal situation? Money drive?
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Strong drive to make money Runs a BUSINESS! Works a niche Strong belief in self Focused, Disciplined, Motivated Comfort with selling ‘Expert power’ drive
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‘Expert power’ drive versus Money drive
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Built-in structure Rewards of managing Satisfaction of getting results Accepted expertise
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Tricky to ‘try it for a while’ Tough to toggle with job search Contracting is viable option Consulting can lead to employment
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PERSONAL FIT Expertise Interest Risks SITUATIONAL FIT Financial Spouse, family Circumstances
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