1. Business Consulting Services Agenda Discussion: Initial Client Meeting Discussion: Statement of Work Upcoming Events Review Questions

2. Business Consulting Services Project Issues Progress Reports Time Sheets Non-Disclosure Agreement Initial Entry/Contracting Meeting Client Survey Engagement Proposal

3. Business Consulting Services Progress Reports  Must be submitted each week at a time TBD.  Progress Report Progress Report  Purpose: Helps me address the needs of you and your client.  Client Weekly Update Client Weekly Update  Purpose: Helps keep your client in the loop.

4. Business Consulting Services Time Sheets  Kept daily  Purpose: Teaches you to monitor your time (attorneys, consultants, accountants do it).  Submitted Weekly via email.  Weekly Time Sheet Weekly Time Sheet

5. Business Consulting Services Non-Disclosure Agreement Purpose: Gives the client some assurance of Confidentiality and gives you better information Present to Client at First Meeting Return to me after signing Non-Disclosure Agreement

6. Business Consulting Services Entry/Contracting Meeting Objectives: 1.Establish Rapport 2.Get your Client’s Commitment 3.Set the Tone of your Relationship 4.Understand your Client’s Business 5.Establish Preliminary Problem Definition 6.Establish Preliminary Objectives

7. Business Consulting Services What Will it be Like for your Client? YOUR CLIENT WILL: Be nervous Feel uncomfortable Feel uncertain COMPENSATE BY: Talking a lot Not talking enough You should take control of the conversation by asking open-ended questions. Probing the client’s answers.

8. Business Consulting Services What Will it be Like for You? YOU WILL: be nervous feel uncomfortable feel uncertain COMPENSATE BY: Dress professionally Know your objectives Develop a discussion outline Practice Do industry & environment research Remember-your client wants you to succeed

9. Business Consulting Services Client Survey/Fact Finding Take the time to explain what the purpose of the survey is. Edit the survey to eliminate unnecessary items. Probe…listen…probe…listen If you don’t understand, say so. Don’t assume! Initial Client Survey

10. Business Consulting Services Fact Finding Report Purpose: Part of the Engagement Letter Confirms your knowledge of the Client and the Client’s Industry Ultimately, forms the initial part of the Final Report

11. Business Consulting Services Statement of Work Preliminary Problem Definition Stating of Objectives Data & Resources you will need Your Role Client’s Role Define your Deliverable Time Schedule Bio or resume for all team members Engagement Proposal Synopsis

12. Business Consulting Services Statement of Work Objectives Scope Assumptions and Constraints Work Products and Final Deliverables Deadlines and Milestones Status Report Cycle Reviews and Sign-offs Fees and Expenses

13. Business Consulting Services Statement of Work Scope: Define exactly what aspects are included. Define exactly what aspects are NOT included. This avoids unmet expectations of the client and protects you from “Scope Creep”

14. Business Consulting Services Engagement Letter Assumptions and Constraints “We assume XYZ will be able to scale up production.” “To stay within budget constraints we will not conduct interviews.” Do the assumptions and constraints prevent you from achieving the objectives? What then?

15. Business Consulting Services Statement of Work Work Products & Final Deliverables: Tell your client exactly what they will receive as a result of your work. For example: “Oral and written reports that discuss the feasibility of your new product by analyzing the target market size, the price points and your production capabilities.”

16. Business Consulting Services Engagement Letter Deadlines and Milestones: The final report will be delivered on “X, 2007” Project milestones include: Initial market report on “X + 15, 2007” Results of survey on price points “X + 22, 2007”

17. Business Consulting Services Engagement Letter Status Report Cycle: An agreed upon period for updates to your client An agreed upon format for those updates This depends to a large degree on your client’s wishes

18. Business Consulting Services Statement of Work Fees and Expenses: Detail what the client will pay for.  Mileage, printing, research, etc. Detail how the client will be billed.  Expense list presented prior to final report. Detail when the client pays you.  At the oral presentation or before

19. Business Consulting Services Upcoming Events Review Client Presentations to class next Tuesday. Arrange first client meeting ASAP after client selection. Fact Finding Report due: February 19th Executed Non-Disclosure Agreement due immediately after 1 st Client meeting. Statement of Work due: February 24th

20. Business Consulting Services Questions?