The document discusses tips for successful consultant collaborations. It outlines several benefits of collaboration such as referrals, subcontracting, spreading overhead costs, learning best practices, and jointly penetrating new accounts. Specific tips are provided for referrals, subcontracting, choosing affiliates based on integrity, competence, trust, and complementary capabilities. Overall, the document advocates for consultant collaboration as a way to help businesses, provide financial benefits, and achieve better results through an atmosphere of honesty and mutual trust between affiliates.

1. Tips for Successful Consultant Collaborations
The Institute of Management
Consultants
February 2008
Copyright 2008 The QMP™ Group , Inc. Sound Strategy, Rapid Results, Lasting Impact™

2. Benefits of Collaboration
 Referrals
 Subcontracting
 Affiliations
 Choosing Affiliates
 Spreading Overhead
 Best Practices Learning
 Time Management
 Formulating Joint Account Penetration Strategies
 Brainstorming
 Results of Collaboration
Copyright 2008 The QMP™ Group , Inc. Sound Strategy, Rapid Results, Lasting Impact™

3. Referrals
 5% minimum of face value of first contract
 Do not split contracts to avoid this fee
 Client-recommended split of first contracts should
carry the referral fee forward for the whole
contract (good faith)
 Give and get honest feedback from clients
Copyright 2008 The QMP™ Group , Inc. Sound Strategy, Rapid Results, Lasting Impact™

4. Sub-Contracting
 Never hourly or per-diem unless your primary contract
with client covers hourly rates and per-diems
 Non-disclosure and confidentiality agreements
 IP ownership of “tool extractions” – work-for-hire
 Clear deliverables and deadlines
 Clarity of definition of deadline
 “Pay-when-paid” understanding
Copyright 2008 The QMP™ Group , Inc. Sound Strategy, Rapid Results, Lasting Impact™

5. Sound Strategy, Rapid Results, Lasting Impact™
Affiliations THE QMP GROUP, INC.
Contact Us Directions to QMP
Strong alliances with vetted, high quality providers of complemen-
Home Page
tary services assure complete business solutions for our clients
About QMP
 Website links Intervensys:
RW Associates provides organization development, succession plan-
ning and cultural excellence services in conjunction with QMP proc-
A message to busi-
ness owners and
ess deployments and transformation. executives
Consulting Services
 Virtual capabilities List of all QMP Services
Fin-Econ provides economic valuation services for small
Client Testimonials and large corporations alike. Services include Intellectual
Property, Merger Valuation, Economic Valuation and Fi-
Industries & Projects nancial Strategy.
Take a
 Virtual firm Case Studies
Marketing & Sales
Performance Gap
Self-Assessment
The R. Pay company specializes in helping clients achieve
Associate Bios
operations excellence. Projects include initiatives for im-
provement in inventory turns, supply chain management,
QMP Training Programs operations productivity and near-term operations strategy.
 Listed bios The QMP Process
QMP Workshops DMG consultancy specializes in operations and administrative proc-
ess optimization initiatives for small to mid-size and early-stage
 A serious business image vis-à-vis a Workshop Schedule growth-oriented firms. Typical projects include HR department set-
up and administrative process standardization and documentation.
The QMP Institute
“between-jobs” consultant
Attendee Comments
Workshop Registration
The Steelhead Group provides Executive Recruiting Ser-
vices Nationwide. Steelhead allies with QMP™ Associ-
The QMP Bookstore The Steelhead Group ates, Inc. in searches for Marketing and Sales Execu-
 Openness and honesty about the tives. Free Preliminary
Alliance Partners
Consultation
Articles of Interest
nature of the affiliation to clients News from QMP
Whitsell Computer Services provides office computer
systems support and network design services for small Whitsell Computer Ser-
to mid-size business-to-business firms. vices
QMP FAQ
How to Start Consulting
Where company presidents and chief executives come
together to keep ahead of the fast pace of business
Excell change, to help each other on how best to meet their
Executive Leadership Exchange business challenges and to overcome the isolation of
executive decision making.
Copyright 2008 The QMP™ Group , Inc. Sound Strategy, Rapid Results, Lasting Impact™

6. Sound Strategy, Rapid Resul ts, Lasting Impact™
THE QMP GROUP: ASSOCIATE BIOS
Choosing Affiliates Find your
specific
business
challenge
Contact Us
QMP associates bring a world-class combination of real-world experience and
Directions to QMP
effective project management to client assignments ...
Home Page
Jerry Vieira Bob Phillips Joe Laughlin Diane Gibson Rick Pay
About QMP
Jerry Vieira
Intervensys: Turnarounds
(mark et strategy, business development, sales, facilitation and turnarounds)
Jerry Vieira is president and founder of The QMP Group. Specializing in m arket strategy
Consulting Services and business developm ent, Jerry is considered an insight ful, creative and energizing force
 Integrity and ethics in accelerating business growth and motivating organizations.
List of all QMP Services
In addition to guiding turnarounds and transformations for clients, Jerry frequently
publishes articles and delivers lectures and workshops on his innovative techniques and
Client Testimonials
insights. He has lectured in both the US and Europe, energizing business owners.
Industries & Projects Jerry earned an MBA from the University of Rhode Island, and holds two Bachelor of
Science degrees in engineering and music. In his earlier career, he held engineering,
 Competence - by track record Case Studies manufacturing and m arketing and sales management positions at Texas Instruments,
Baxter Int ernational and Planar Systems through its IPO. He can be reached at
Associate Bios
jgv@qm passociates.com.
QMP Training Programs Bob Phillips
(organizational development, process deployment and int ernational)
 Trust
The QMP Process
Bob has 25+ years of experience in high technology and commercial business in the area
QMP Workshops
of human resource, performanc e management and organizational developm ent with such
leading companies as Intel, Sequent Computers, Tektronix and Digital Equipment.
Workshop Schedule His approach is process oriented and in his consulting assignm ents have included
Cultural Development, Workforce Planning, Recruiting Process Developm ent, Sales Force
Attendee Comments
Com pens ation, Organizational E ffectiveness, Perform ance M anagem ent, and
 Complementary capabilities
Managem ent Training and Developm ent.
Workshop Registration He is co-aut hor of “A bsolute Honesty” a book about the benefits of organizational integrity
and open communic ation. Bob holds a BS in Finance from Arizona State University.
The QMP Bookstore
Diane Gibson
Alliance Partners (business process improvement, organizational developm ent, training and curriculum
development, project planning & management, operations & administration)
 Beneficial economic value Articles of Interest
News from QMP
Diane Gibson brings an objective, focused and energizing influence to her client
assignments. Through her unique combination of people and professional skills she has
built an impressive track-record of helping organizations diagnose, prioritize and improve
proposition for clients
performance.
QMP FAQ
Her t wenty-plus years as a business leader spans a wide range of functional and industry
experience including aviation, manufacturing, health care, insurance, education, small
How to Start Consulting
business and non-profit organiz ations.
Diane is a member of Institute of Management Consultants (IMC), Consulting
Professionals Network (CP N), American Society of Quality (ASQ), National Association of
Women Business Owners (NAWBO) and the Greater Spokane Incorporated and Greater
 Similar work/communication styles Sandpoint Cham bers of Comm erce. Diane has a strong passion for education, and puts it
to work as an adjunct faculty member at Spokane Comm unity College. She has an
undergraduate degree in Business from the University of Phoenix and an MBA from the
University of Denver.
Rick Pay
(operations perform ance im provement, invent ory optimization, supply chain managem ent)
 Mutually beneficial economics for Through 19 years as a consultant and seven years as Vice President, Operations for a
manufacturing company. Rick has a strong background in productivity and proc ess
improvement He has the demonstrated ability to quickly assess the situation, isolate
problems, identify solutions and realize quick results.
affiliates Rick track record includes breakthrough results in operations, materials and inventory
managem ent, accounting, and administrative functions. As VP, Operations, Rick was
responsible for the entire manufacturing and procurement operation, and helped lead the
company through a world class transformation achieving dramatic results. His experience
includes dealing in the Far-East through developm ent of a sales and manufacturing joint
venture in China.
 Ability to work with people Rick earned a B.S. in business administration from Colorado State University and an
M.B.A. with a focus on business systems from the University of Montana. He attended the
Stanford Business School Executive Program for Product Development and
Manufacturing Strategy.
Joe Laughlin
 Win-win-win! (corporate strategy, financial strategy and CEO coaching)
Joe joined forces with QMP in 2004 after a successful 30+ year career with Tektronix and
a successful seven year venture as the CEO / Owner of Laughlin-Wilt Group - a contract
New Photo electronics manufacturing business which he form ed and grew to over $100M before
Soon selling it in 2000.
In addition to other activities, Joe provides CEO-level coaching and consulting support in
the areas of CEO guidance, asset managem ent, financial managem ent, corporate
strategy and overall business planning. His a member of the board of several companies.
Joe has a degree in Engineering from Portland State University and an MBA from the
University of Portland.
Copyright 2008 The QMP™ Group , Inc. Sound Strategy, Rapid Results, Lasting Impact™

7. Spreading Overhead and Expense Sharing
 Office rental
 Projectors (and bulbs)
 Joint promotions (i-Contact)
 GoToMeeting
 GoToMyPC
 Website pages
 Conference rooms
 Joint sponsored and delivered webinars ( complementary
capabilities)
Copyright 2008 The QMP™ Group , Inc. Sound Strategy, Rapid Results, Lasting Impact™

8. Sharing “Best Practices” for Managing Your Practice
 Techniques
 Forms
 Disciplines
 Joint new-product offerings
 Software selection
 Hardware selection
 Vocabulary and wording
 Service providers (website, promotion, photographers)
Copyright 2008 The QMP™ Group , Inc. Sound Strategy, Rapid Results, Lasting Impact™

9. Time Management
 Techniques
 Forms
 Disciplines
 Joint new-product offerings
 Joint networks
 Not just “ coffee to catch up”
 Agendas and objectives
 The “keep me honest” buddy system
Copyright 2008 The QMP™ Group , Inc. Sound Strategy, Rapid Results, Lasting Impact™

10. Joint Account Penetration (sharing)
 Sharing organization structure
 Sharing perspectives on client needs
 Triangulating on opinions and observations
 Building the economic benefit model
 Setting the account penetration sales strategy
 Sharing the action items
Copyright 2008 The QMP™ Group , Inc. Sound Strategy, Rapid Results, Lasting Impact™

11. Realized Benefits (18 months)
 Six figures+ contracted from affiliate referrals
 Employed 5 sub-contractor affiliates (projects, publishing as thought
leader, iContact promotions, networking and IT)
 Referred three consultants to my clients
 IMC presentations (4)
 1 teleseminar; 1 podcast = royalties
 Best business practices sharing (given and received)
 CMC certification achieved with support from group
 Awarded three sub-contract engagements
 Expanded virtual capabilities to include HR, OD, Ops, Recruiting, IT
Copyright 2008 The QMP™ Group , Inc. Sound Strategy, Rapid Results, Lasting Impact™

12. Consultant Collaboration Conclusions
 It helps
 It pays
 Absolute Honesty
 Mutual trust and respect
 capabilities, track record, economics
 It must be focused: client or
opportunity-specific
Copyright 2008 The QMP™ Group , Inc. Sound Strategy, Rapid Results, Lasting Impact™