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How to Leverage Thought Leadership to Build a Consulting Practice
 

How to Leverage Thought Leadership to Build a Consulting Practice

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MBO Partners & Lane Cooper, present this seminar for technology and business executives who want to build an independent consulting business. Learn how to develop a profitable business focus, ...

MBO Partners & Lane Cooper, present this seminar for technology and business executives who want to build an independent consulting business. Learn how to develop a profitable business focus, cultivate personal brand, select an operating structure, and successfully market consulting services to clients. Watch the video at http://www.mbopartners.com/about/events/pastevents.html

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    How to Leverage Thought Leadership to Build a Consulting Practice How to Leverage Thought Leadership to Build a Consulting Practice Presentation Transcript

    • How to Leverage Thought Leadership to Build a Consulting Practice Lane Cooper Gene Zaino Founder & Principal Director President & CEO Cooper Research Associates MBO Partners Consulting Made Easy © 2009 All Rights Reserved for Cooper Research Associates 1 www.mbopartners.com
    • The full screen icon maximizes the presentation area. The “raise hand” icon lets us know you have a question. We can unmute your line to discuss the question if you are on a phone line or if you have a microphone plugged into VOIP. The chat box allows you to send a text question. Mac users may be limited to listen only mode. Consulting Made Easy 2 www.mbopartners.com
    • “We make it easy for independent consultants and their clients to work together” “If you’re thinking about going out on your own, the MBO way is the way to go; just let them handle everything and it will make it easier for you and your client.” Dawn Alexander, Communications Attorney Consulting Made Easy www.mbopartners.com
    • The Independent Consultant Option Replace: Find employment that is commensurate with talent and experience Reduce: Lower sights, take positions for which you are overqualified Revamp: Launch consulting practice as interim or permanent career strategy Consulting Made Easy © 2009 All Rights Reserved for Cooper Research Associates 4 www.mbopartners.com
    • Common Fears and Barriers Fear 1: Uncertainty of ability to earn Fear 2: Loneliness…Can I go it alone? Fear 3: Lack of infrastructure and institutional support Consulting Made Easy © 2009 All Rights Reserved for Cooper Research Associates 5 www.mbopartners.com
    • Getting Started with Business Focus Assessment Your mission? Why? What issues are you interested in solving? Why do these issues make you passionate? Consulting Made Easy © 2009 All Rights Reserved for Cooper Research Associates 6 www.mbopartners.com
    • Market Challenge Statement Development Issues: What is the problem you seek to address? Consequences: What is the problem costing your potential clients in terms of time, money and human resources ? Validation: Are there proof points/stats that document these problems? Consulting Made Easy © 2009 All Rights Reserved for Cooper Research Associates 7 www.mbopartners.com
    • General Solution Statement Development Your Consultative Approach: How do you propose to help your clients address this challenge? Anticipated Outcomes: What is the specific list of benefits clients get from working with you? Track Record: How have you secured these benefits in the past? Consulting Made Easy © 2009 All Rights Reserved for Cooper Research Associates 8 www.mbopartners.com
    • Target Market Analysis Horizontal – Corporate discipline (Marketing, Operations, Finance, etc.) Level – What is is your entry point? (C- level, VP, Director, Management) Vertical – What industries do you serve? (Gov., Financial Services, Manufacturing, Retail, Energy, etc.) Consulting Made Easy © 2009 All Rights Reserved for Cooper Research Associates 9 www.mbopartners.com
    • Prospect Profile Analysis WHAT DOES YOUR IDEAL PROSPECT LOOK LIKE? Strategic Assessment: What are prospects’ long-term objectives Operational Analysis: Critique of current practices, and alternative options Financial Situation: How does cash position or disposition affect engagement Consulting Made Easy © 2009 All Rights Reserved for Cooper Research Associates 10 www.mbopartners.com
    • Lead Source Assessment WHERE ARE ORGANIZATIONS AND EXECUTIVES THAT MEET YOUR IDEAL PROSPECT PROFILE? Current Rolodex Key groups and associations Social Networks (Linkedin, etc.) Consulting Made Easy © 2009 All Rights Reserved for Cooper Research Associates 11 www.mbopartners.com
    • Business Model Options Analysis HOW CAN CLIENTS ENGAGE WITH YOU TO TACKLE THESE CHALLENGES? Project-based (Value-pricing) Hourly-based (Time and materials) Retainer-based (Use it or lose it) Other/Combo? Consulting Made Easy © 2009 All Rights Reserved for Cooper Research Associates 12 www.mbopartners.com
    • Service Catalog based on Engagement Lifecycle Assessment/Diagnosis General Prescription and Options Roadmap Development Implementation Services and Support Progress and Project Impact Assessment Consulting Made Easy © 2009 All Rights Reserved for Cooper Research Associates 13 www.mbopartners.com
    • Sales & Marketing Strategy Development Tools Web Site Design and Set Up Collegial Calls --Who are people you know and can bounce potential proposals off of? Cold Calls -- Who are people you do not currently know but would like to bounce potential proposals off of? Lead Generation & Follow-up -- How can we generate leads…and what is our follow-up strategy? Consulting Made Easy © 2009 All Rights Reserved for Cooper Research Associates 14 www.mbopartners.com
    • Sales & Marketing Strategy Development Tools Media Marketing: What trade press (print and online) does your target market consume? Are there article development opportunities? Consulting Made Easy © 2009 All Rights Reserved for Cooper Research Associates 15 www.mbopartners.com
    • Collateral Material Options White Papers: Establish your Thought Leadership Position Case Studies: Document best practices Press Releases: Promote your ideas and contributions Consulting Made Easy © 2009 All Rights Reserved for Cooper Research Associates 16 www.mbopartners.com
    • Leveraging Thought Leadership Webcasts/Podcasts: Leverage for Intelligent and joint Exposure Live Event: Thought Leadership Speaking Opportunities Transitioning: Converting public outreach to private sales presentations Consulting Made Easy © 2009 All Rights Reserved for Cooper Research Associates 17 www.mbopartners.com
    • Go-to-Market Campaign Topic: Market: Deliverables: Schedule: Desired Outcomes: Consulting Made Easy © 2009 All Rights Reserved for Cooper Research Associates 18 www.mbopartners.com
    • Blocking and Tackling Accounting/Book Keeping Tax Preparation/CPA Retirement/SEP IRA Insurance Contract Development/Legal Consulting Made Easy © 2009 All Rights Reserved for Cooper Research Associates 19 www.mbopartners.com
    • Business Structure Options Analysis Sole Proprietorship? LLC / Corp / S Corp? Partnership? MBO Partners? Consulting Made Easy © 2009 All Rights Reserved for Cooper Research Associates 20 www.mbopartners.com
    • Our Next Webinar Working in Teams to Amplify Your Consulting Business  June 30th, 12:30-1:30 ET  Build your multi-person business  Register via MBO Partners Events page Consulting Made Easy © 2009 All Rights Reserved for Cooper Research Associates 21 www.mbopartners.com
    • Thanks for joining us! We will send you the replay link. For help with your transition to consulting, contact: Gene Zaino Lane Cooper 1-800-220-0469 415-646-6592 gene@mbopartners.com lane.cooper@cooperresearchassociates.com www.mbopartners.com www.cooperresearchassociates.com Consulting Made Easy © 2009 All Rights Reserved for Cooper Research Associates 22 www.mbopartners.com