Earn More Consulting Revenue from Expert Networks

Double Your Consulting Income with Expert Networks David Teten Partner, ff Venture Capital ffventure.com blog: teten.com @dteten New York, NY info@teten.com http://www.flickr.com/photos/roblee/133498854/© 2011© 2008. All Rights Reserved - Privileged and Confidential David Teten. More at ffventure.com and teten.com

David Teten Biography (teten.com) • Partner, ff Venture Capital, early-stage technology venture capital fund • Founder and Chairman, Harvard Business School Angels of New York • Founder and Chairman, Navon Partners, startup focused on sourcing deals for private equity funds • Managing Director, Evalueserve, through September 2008. 2,500-person finance-focused research and analytics firm. • Founder and CEO, Circle of Experts (investment research firm), sold to Evalueserve • Founder and CEO, Teten Executive Recruiting, sold to Accolo, #42 on 2007 Inc. 500 • Founder and CEO, GoldNames, domain name investment bank, based in Israel • Technology/Defense Investment Banking, Bear Stearns (#1 group at Bear investment banking by revenues) • Lead author, The Virtual Handshake: Opening Doors and Closing Deals Online (TheVirtualHandshake.com) • Harvard MBA 1998, Yale BA, both with honors. • Contact: info@teten.com© 2011© 2008. All Rights Reserved - Privileged and Confidential David Teten. More at ffventure.com and teten.com

Expert Network Business Model Corporate Competitor Alumni Supplier New Entrants Management Investor Buyers Government Academics© 2011© 2008. All Rights Reserved - Privileged and Confidential David Teten. More at ffventure.com and teten.com based on Competitive Strategy: Techniques for Analyzing Industries and Competitors, Michael Porter.

Major Expert Networks • Multi-Sector • Specialty/Other Players • Gerson Lehrman Group • Intota • Coleman Research Group • Kingfish Group • DeMatteo Monness • Primary Global Research • Guidepoint Global (Vista) • Primary Insight • Round Table Group • Medical • Large Parent Companies • MEDACorp (Leerink Swaan) • Evalueserve Circle of Experts • Sermo • Goldman Sachs Vantage Marketplace • Reuters Insight© 2011© 2008. All Rights Reserved - Privileged and Confidential David Teten. More at ffventure.com and teten.com

Benefits To Expert • Interact with professional investors and corporations • Strategic, thought-provoking projects • Competitive compensation • Receive referral fees to introduce colleagues The big NO’s • No membership cost • No marketing cost • No time spent on negotiating or chasing payment© 2011© 2008. All Rights Reserved - Privileged and Confidential David Teten. More at ffventure.com and teten.com http://flickr.com/photos/foundphotoslj/1134148114/

Engagement Models • Phone calls • Presentations • Surveys • White papers • Longer consulting projects© 2011© 2008. All Rights Reserved - Privileged and Confidential David Teten. More at ffventure.com and teten.com http://farm2.static.flickr.com/1318/1134149284_85feb293d3.jpg?v=0

How Expert Networks Operate • Accept/Reject request within 48 hours • Consultation strictly between you and client • No fixed obligation© 2011© 2008. All Rights Reserved - Privileged and Confidential David Teten. More at ffventure.com and teten.com http://farm4.static.flickr.com/3274/2866399803 8c9493b42f o.jpg

Criteria for Consultation • Experience • Industry Recognition • Academic credentials • Access to unique knowledge • Affiliations • Communication skills • Irrelevant for expert networks: social skills, management skills© 2011© 2008. All Rights Reserved - Privileged and Confidential David Teten. More at ffventure.com and teten.com http://www.flickr.com/photos/kanzeon_zen_center/183801709/

Filling Out Your Profile • Update your availability and bio • Quantify achievements • Explain how you acquired your expertise • Insert specific keywords • Identify firms you touched • Focus on industry-specific knowledge© 2011© 2008. All Rights Reserved - Privileged and Confidential David Teten. More at ffventure.com and teten.com http://farm4.static.flickr.com/3132/2881601969_35d014247e.jpg?v=0

How to Win More Consultations • Ask • Mail your liaison when you have insight into a hot topic • Apply for open projects • Go on-call • Contribute to Expert Network news service (e.g., GLG News)© 2011© 2008. All Rights Reserved - Privileged and Confidential David Teten. More at ffventure.com and teten.com http://www.flickr.com/photos/sarahquinn/124454341/

How to Prepare for Consult • Observe compliance restrictions • Review current news • Ask questions to understand the client’s hot buttons • Make sure to answer client’s key questions • Acknowledge your limits • Offer referrals© 2011© 2008. All Rights Reserved - Privileged and Confidential David Teten. More at ffventure.com and teten.com http://upload.wikimedia.org/wikipedia/commons/3/3b/Old_key_on_table.jpg

Next Steps • Register at expert network and interim executive web sites (and LinkedIn, job boards, etc.) • Biography • Hourly billing rate • Resume • Consider becoming a public expert: PRNewsWire ProfNet, HelpaReporter.com© 2011© 2008. All Rights Reserved - Privileged and Confidential David Teten. More at ffventure.com and teten.com http://www.flickr.com/photos/twodolla/1764565402/

Contact Management • Act.com • EGrabber.com • Cardscan.com • Plaxo.com© 2011© 2008. All Rights Reserved - Privileged and Confidential David Teten. More at ffventure.com and teten.com http://misbridge.mccombs.utexas.edu/knowledge/topics/crm/

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Earn More Consulting Revenue from Expert Networks

by David Teten on Sep 21, 2009

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