1. On being a consultant John Wilson JMW Mosaic Limited

2. Overview Types of Consultancy Consultancy Skills Employment Options Self-Employment Questions

3. Consultants Defined Client What time is it? Consultant What time do you want it to be? Give me your watch and I’ll tell you

4. Types of consultancy Contractor model ‘Doctor-Patient’ model Process Consultation model

5. Contractor Model Purchase of skills Client knows what is needed but does not have the skill, resources, or desire to provide a solution from within their own organisation

6. Doctor-Patient Model Client knows that there is a problem but needs external expertise to diagnose the problem and provide a ‘cure’ Client may learn how to ‘cure’ the problem if it recurs – self help

7. Process Consultation Model Client is aware of a problem, but not of its precise nature Client does not know what type of help is needed or what is available Client could benefit from being involved in the diagnosis of the problem

8. The Consultancy Continuum Client’s skills and knowledge of the situation Advisor’s skills and knowledge of the situation USE OF KNOWLEDGE AND SKILLS ABOUT THE SITUATION ProcessDoctor- PatientContractor

9. Consultancy Skills Marketing Project Management Relationship Management Technical Skills

10. Specialist or subject skills Information Management Company Information Records Management Industry sector Energy Utilities Government

11. Marketing Establish a presence in the marketplace Seminars and conferences Publish articles Exhibitions Directories and other advertising Identify niches Networking

12. Relationship Management Identifying potential clients Preferred supplier lists ITTs, proposals and bids Contracts and managing expectations What you will and won’t do What the client will and won’t do Follow-up

13. Project Management Resources Skills Capacity Use of ‘Associates’ Time scales Contingency Client dependencies Commercial

14. Employment Options Employee ‘Big’ firm Specialist consultancy Self-employed Sole Trader Partnership Limited Company Associate or Sub-contractor

15. Holidays? Time Management Own boss Insurance Pros and Cons of Self-Employment Working from home IR 35 Cash Flow VAT Independence Illness Training / Skills No Office Politics No support staff Accounts

16. Questions John Wilson JMW Mosaic Limited 68 York Gardens, Walton-on-Thames Surrey KT12 3EW, United Kingdom Tel. +44 (0)1932 881065 Email: info@jmwm.demon.co.uk