Earn More Consulting Revenue from Expert Networks

Double Your Consulting Income with Expert Networks Speaker: David Teten Teten Advisors, LLC www.Teten.com info @ teten.com New York, NY http://www.flickr.com/photos/roblee/133498854/ © Teten Advisors, LLC 2008 Reserved - Privileged and Confidential © 2008. All Rights

David Teten Biography • Currently: independent investment banker (Teten Advisors, www.Teten.com), specializing in advising private equity and venture capital funds on: accelerating deal flow, portfolio company executive optimization, corporate training, and due diligence • Managing Director, Evalueserve, through September 2008. 2,500-person research 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 M&A, Bear Stearns • Lead author, The Virtual Handshake: Opening Doors and Closing Deals Online (TheVirtualHandshake.com) • Harvard MBA, Yale BA • Contact: info @ teten.com © Teten Advisors, LLC 2008 Reserved - Privileged and Confidential © 2008. All Rights

Expert Network Business Model Corporate Competitor Alumni Supplier New Entrants Management Investor Buyers Government Academics © Teten Advisors, LLC 2008 Reserved - Privileged and Confidential © 2008. All Rights 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 © Teten Advisors, LLC 2008 Reserved - Privileged and Confidential © 2008. All Rights

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 © Teten Advisors, LLC 2008 Reserved - Privileged and Confidential © 2008. All Rights http://flickr.com/photos/foundphotoslj/1134148114/

Engagement Models • Phone calls • Presentations • Surveys • White papers • Longer consulting projects © Teten Advisors, LLC 2008 Reserved - Privileged and Confidential © 2008. All Rights 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 © Teten Advisors, LLC 2008 Reserved - Privileged and Confidential © 2008. All Rights 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 © Teten Advisors, LLC 2008 Reserved - Privileged and Confidential © 2008. All Rights 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 © Teten Advisors, LLC 2008 Reserved - Privileged and Confidential © 2008. All Rights 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) © Teten Advisors, LLC 2008 Reserved - Privileged and Confidential © 2008. All Rights 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 © Teten Advisors, LLC 2008 Reserved - Privileged and Confidential © 2008. All Rights 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 © Teten Advisors, LLC 2008 Reserved - Privileged and Confidential © 2008. All Rights http://www.flickr.com/photos/twodolla/1764565402/

Contact Management • Act.com • EGrabber.com • Cardscan.com • Plaxo.com © Teten Advisors, LLC 2008 Reserved - Privileged and Confidential © 2008. All Rights http://misbridge.mccombs.utexas.edu/knowledge/topics/crm/

Earn More Consulting Revenue from Expert Networks

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