Odyssey-The Business of Consulting Executive Briefing

EXECUTIVE BRIEFING

Odyssey :The Business of Consulting™
How to Build, Grow and Transform Your Consulting Business

Your Presenters

Imelda K Butler Dr Shayne Tracy
Chairperson Director
Odyssey Transformational Strategies Odyssey Transformational Strategies

What We Will Achieve Today

1. You will receive “golden nuggets” that will give
your consulting business a kick-start

2. You will change your “paradigm” on how you
view your consulting business

3. You will see the opportunity to build, grow and
transform your consulting business

4. You will have the opportunity to assess the
value Odyssey: The Business of Consulting
will add to YOU and your consulting business.

© 2012 Odyssey Consulting Institute™ 3

The “Business of Consulting”

Consulting has grown at 16.1% per annum over the last 10 years

It is a $120 billion industry and more than 1,000,000 consultants

The big players take $60 billion almost automatically and $60 billion
is divided up between small firms and independent consultants

That averages out at $120,000 charge out fees per consultant
but, the 80-20 rule rules!


Odyssey: The Metaphor

Greek term: a long and adventurous journey

the journey to join the top 10% of Consultants
worldwide in terms of : best practices client
quality, income, professionalism, personal fulfilment.


Our History

Founded in 2005 by John and Imelda Butler in Dublin, Ireland with
a vision to transform and inform “The Business of Consulting”

Over 100 graduates from US, Europe and Canada

Surveys demonstrate significant results for graduates‟ personal
lives and consulting businesses


Mission Statement

We partner with our consultants to create corporate strategic
advantage by embedding innovative thought
work, strategies and systems to help transform cultural,

strategic and human capital.


2 Phase Business Process

Movement Leadership Team

Odyssey: The Business of Consulting

Three Aspects Of Professional Service Firms
Applicable To Consulting

Resource
Base

Organization Professional
Form Identity


Professional Service Firms

Relatively limited physical resources and their value
derives primarily from their professional
staff, specifically the technical knowledge, expertise
and experience which they possess
Resource Base
The management of knowledge and “the knowledge
worker” is, therefore, fundamentally important to them.

The asset is knowledge and expertise



Through the partnership form of
governance, professionals in professional service
firms experience a higher degree of autonomy than
they would typically enjoy in conventional
Organization Form bureaucratic structures

Those professional service firms which have adopted
the corporate structure may still attempt to imitate
elements of the partnership form



Firm members identify themselves as professionals
and are united by a shared understanding of the
concept of professionalism.

Professional Identity
This professional identity is often associated with
the rhetoric of independence and exemplary ethics
but may be redefined within professional service
firms to focus on exceptional commitment to clients
and quality of service


$$$$ and Cash Flow

Flexibility Business Perspective
Time
Purpose

Investor

Business Owner

Self-Employed

Employee

Fixed $
Limited Cash Flow

Distinctiveness of Professional Service Firms

Transactional
Sell Standard Volume
Products Approach
(with services) (via retail or
sales staff)

The Normal Business Enterprise
Vs.
Revenue? The Professional Consulting Firm
Profit?

Personalized
Highly
Delivery through
Customised
Talented
Service Delivery
Professionals
(portfolio of
solutions) (via professional
consultations)


Master Practitioner

Trusted Advisor
Unconscious
Competent Warrior
Competence
Conscious
CONSULTANT Good Soldier
Competence
Conscious
Being
Incompetence
LEARNING Unconscious
Feeling
Incompetence
Thinking Spiritual

RESPONSE Parallel
Doing Process Levels in the Odyssey Journey
Emotional

Intellectual

APPROACH Physical
Soul

Heart
HUMAN
Head

Hand

Consulting Strategies

2 Strategies to:
Increase fees
Attract better clients
Have more free time, quality of life

S1 Business focus
S2 System‟s View


The “Business Chain of Consulting”
“You are only as strong as your weakest link”
John Butler

Finance

Product
People and
Services

Physical
Time Resources

Human
Capital

YOU
Wisdom, Skill, Talent, Competencies, Expertise, IC, SC, Thoughtware

What do you need to learn/change to put
more money in your pocket this year?

1. Value Appreciation

2. Monetizing Metrics

3. Positioning Yourself

4. Value-Fees Strategy

5. Commitment to Change


Value Appreciation vs. Commodities Thinking

Could you have bought it cheaper………..?


Lessons from Classic Mistakes

© 2012 Odyssey Consulting Institute™

Mistakes and Lessons

1. Mistake: Working with the “wrong client”
Lesson: Identify the “ideal” client-fire the wrong ones!

2. Mistake: Selling products/services and undercharging
Lesson: Learn “value appreciation” for self and client

3. Mistake: Poor attraction mechanisms
Lesson: Learn methods and processes and make time

4. Mistake: Underselling yourself-The “Imposter Syndrome”
Lesson: Learn to develop, appreciate and promote your
talent and wisdom with confidence and trust


Critical Factors of Transformation


The Two Critical Factors than can
Transform your Consulting Practice?

1.What is your point of preeminence?
2. What is your unique factor?
C
O
N
F
I
D
E
N
C
E

COMPETENCE


Why Say „Yes‟ to the Odyssey Process?

Invest in yourself and the „Business of Consulting”
Learn the Odyssey system, proven methodologies and processes
“Learn more, earn more!”*

Work less, make more money and have more flexible, free time
It‟s your time to learn a system and to change your consulting
paradigm and your life……..and

To achieve your Purpose!

*Brian Tracy


Case Studies

1. “ Two weeks after Odyssey we signed up a $50,000 per month deal for 15 months.
We were charging a lot less to the same client before Odyssey. Before taking
Odyssey we could be characterized as an “everything to everyone” type business.
In fact, Odyssey has fundamentally changed the way we do business
”
2. “ The relentless application of the Odyssey methodologies has resulted in me
quadrupling my consulting revenue in two years, from about $250K to over $1
Million per year and having greater impact on the success of my ideal clients.
Odyssey was the critical missing factor.
”
3. “ When I signed up for Odyssey my consulting business was in a rut at $100-150K
per year. Before I was a third of the way through Module 3, I had recouped my
investment and doubled the contract revenue for the same client using what I
learned. The client didn‟t blink! Should have done this program 3 years earlier!
”

What You Must Do For Success

Leadership not competitorship!

Learn the model and methods for
attaining and retaining quality clients


Key Attributes of the World’s Top 15%

Realism: What is the “truth” about your “Business” of Consulting?

Responsibility: Do you have the courage and conviction to respond to the

“business at hand”

Boldness: Are you prepared to act despite the “fear”

Purpose : What is your life/work purpose


Odyssey Turbo Strategies

TurboStrategy 1 TurboStrategy 2
What Business Leverage Your Expertise
Are You In? and Experience

TurboStrategy 3

Do Executive Briefings

TurboStrategy 4 TurboStrategy 5
Value Appreciation What is the Picture In
Value Delivered Your Head?
Then Fees Your Client‟s Head?


Reflection and Action Steps

1. Most important emerging point ?

2. Second most important emerging point?

3. Third most important emerging point?

“All true learning comes from Behavioral Change”


Odyssey Competent Consultant™ Outline


Odyssey Trusted Advisor™ Outline


Odyssey Transformational MasterClass™ (OTM)


Odyssey Graduates Speak

“ I want you to know that even though my billings do not reflect $1M, I am grateful every day that I now
have a better way to run my consulting business, I am not the fastest - I am the most consistent.
I learn by doing and I will continue to practice what I have learned on a daily basis and continue to
sharpen my saw. I am moving forward because of YOU and this program. Thank you
”
“ Odyssey has paid for itself and only now is germinating into the sizeable ROI that it can deliver.
The biggest result, thus far, is the shift in my mindset and business model. It is starting to pay dividends
and I believe I will really see results in 2013
”
“ Odyssey showed me how to monetize my solutions w/a client/potential client, how to think BIGGER
about fees and solutions offering, how to pen sell, the difference between level 1 and level 4 consulting
and where I was operating…. and where I wanted to operate…..and how to be better at the "business of
consulting" BMR process and getting out of my own way!
”

Odyssey Alumni Benefits

Odyssey Follow-up

Certification (OCC)

Membership in the Odyssey Movement™ Alumni

Part of the Odyssey Consulting Network


Odyssey: The Business of Consulting™
Teaches You ...

How to advance from a Competent Consultant to

„Respected Level 4 Master Practitioner’ in your chosen profession

Business, marketing and financial strategies for consulting business

you can apply immediately

Maximize your ROI and fulfill your true purpose and potential

while serving your clients to achieve strategic results

How to develop a consulting business model that works for you and your clients

The comrade-ship of being part of a non-competitive

community of like-minded professionals.


Global Corporate Transformation™

THANK YOU!

Odyssey :The Business of Consulting™
How to Build, Grow and Transform Your Consulting Business


www.OdysseyTransform.com

CONTACT DETAILS

International: North America:
Imelda K Butler Dr Shayne Tracy
Chairperson Director

Phone: 353 1 4595950 Phone: 001 416 7370407

email: imeldabutler@OdysseyTransform.com email: Drtracy@rogers.com
imeldabutler@OdysseyConsultingInstitute.com Drtracy@OdysseyTransform.com

drtracy@OdysseyConsultingInstitute.c
LinkedIn: www.linkedin.com/in/imeldabutler om

Skype: imeldabutler LinkedIn:
www.linkedin.com/in/drshaynetracy

Skype: Shayne.Tracy

Odyssey-The Business of Consulting Executive Briefing

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