Turn consulting projects into implementation engagements

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GrowthSource Coaching | Business Coaching & Advisory Service

The field of consulting is crowded and getting more so each day. The way to win consulting assignments with companies you want to work with is by focusing on them and their needs, not yours. Here are 7 steps to winning and keeping consulting projects.

Business

Consulting Engagement
Getting the Green Light
Implementing Your Recommendations
Your Success Matters

Consulting Industry
Trends
Your Success Matters

Consulting Industry Trends
82% of US companies plan to continue
hiring consultants.
42% plan to increase hiring.
Your Success Matters

Consulting Industry Trends
Management consulting
expected to grow 8%.
Hot specialties- marketing/ sales,
operations, IT.
Your Success Matters

Consulting Industry Trends
Strategy consulting has declined as a
share of the industry
>20% today vs. 60% 30 years ago.
Your Success Matters

Consulting Industry Trends
Fee schedules shifting towards value based
fees vs. per diem fees.
Your Success Matters

Consulting Industry Trends
While large consultancy firms are
consolidating,
the independent consultant segment is
exploding.
Your Success Matters

Your Success Matters
Why do
companies hire
consultants?

Top Reasons Why Companies
Your Success Matters
Hire Consultants
 Objective review
 Problem / crisis resolution
 Gaps in knowledge/expertise
 Training staff
 Access to Resources

Top Reasons Why Companies
DON’T Hire Consultants
 Too costly
 Hard to find the right one
 Don’t understand the culture
 Concern over trade secrets
 Not attentive enough
Your Success Matters

Critical steps to achieving consulting engagement
Your Success Matters

Engagement Step #1:
Do your research prior to discussing the
project opportunity
Your Success Matters
Do you know why this
company wants a
consultant?

Engagement Step #2:
Focus on the right things during the
interview/ negotiation
Your Success Matters
Do you know what
they really want as an
outcome?

Engagement Step #3:
Demonstrate your unquestionable
expertise by asking the right questions
Your Success Matters
Forward pacing the
conversation focuses
on the implications of
the outcome you
reach?

Engagement Step #4:
Use references and/or case studied of
similar work to convey fitment
Your Success Matters
Make it clear that your
experience and
background is a
perfect match

Engagement Step #5:
Present a ‘value added’ fee structure
Your Success Matters
Create an agreement
that compels them to
keep you on to
implement the solution

Engagement Step #6:
Get your finger on the pulse of the
culture
Your Success Matters
build inside alliances
for eventual
implementation

Engagement Step #7:
Make sure you can handle the scope
of the work required
Your Success Matters
The decision makers
need to see the same
person on the project
that sold them the
project

How to handle a rejection, no answer or a
cancelation mid stream
Be persistent but professional with follow-up
Insure you have other connections that can feed
you intelligence prior to initial agreement
Keep the discussion on future needs and results
Your Success Matters

Practice makes permanent!
Steve Smith
President
GrowthSource Coaching
949-951-9163

Suzanne Myers, VP, Talent Acquisition, RealPage Shelly Patman, Sr. Manager, Corporate Recruiting, RealPage Denielle Waite, Sr. Manager, Technical Recruiting, RealPage Have you ever wondered why it can be frustrating to work with a manager who views recruitment as a drive-thru window? You can probably hear it now: “I’ll take 6 engineers and 2 QA analysts please.” A hiring leader expects the perfect candidate to be delivered at warp speed, while a hiring manager and a recruiter simply have different viewpoints of the process to hire talent. Managers ask for talent and expect that we - recruiters - will deliver this talent quickly and on demand. What managers don’t usually know is all that happens as part of planning and executing a search strategy. How do we expect them to believe anything else if we’ve not provided transparency into the process? Join this session to learn how to gain credibility and strengthen your partnership with hiring managers, and how to organize and lead the selection process in a way that impresses them and positions you as a talent advisor. Check out the best of Talent Connect: http://bit.ly/1MBqz6m

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Turn consulting projects into implementation engagements

1. Turn Consulting Projects Into Implementation Engagements Institute of Management Consultants: Orange County, CA Grow Your Business, Enjoy Your Life!

2. Consulting Engagement Getting the Green Light Implementing Your Recommendations Your Success Matters

3. Consulting Industry Trends Your Success Matters

4. Consulting Industry Trends 82% of US companies plan to continue hiring consultants. 42% plan to increase hiring. Your Success Matters

5. Consulting Industry Trends Management consulting expected to grow 8%. Hot specialties- marketing/ sales, operations, IT. Your Success Matters

6. Consulting Industry Trends Strategy consulting has declined as a share of the industry >20% today vs. 60% 30 years ago. Your Success Matters

7. Consulting Industry Trends Fee schedules shifting towards value based fees vs. per diem fees. Your Success Matters

8. Consulting Industry Trends While large consultancy firms are consolidating, the independent consultant segment is exploding. Your Success Matters

9. Your Success Matters Why do companies hire consultants?

10. Top Reasons Why Companies Your Success Matters Hire Consultants  Objective review  Problem / crisis resolution  Gaps in knowledge/expertise  Training staff  Access to Resources

11. Top Reasons Why Companies DON’T Hire Consultants  Too costly  Hard to find the right one  Don’t understand the culture  Concern over trade secrets  Not attentive enough Your Success Matters

12. Critical steps to achieving consulting engagement Your Success Matters

13. Engagement Step #1: Do your research prior to discussing the project opportunity Your Success Matters Do you know why this company wants a consultant?

14. Engagement Step #2: Focus on the right things during the interview/ negotiation Your Success Matters Do you know what they really want as an outcome?

15. Engagement Step #3: Demonstrate your unquestionable expertise by asking the right questions Your Success Matters Forward pacing the conversation focuses on the implications of the outcome you reach?

16. Engagement Step #4: Use references and/or case studied of similar work to convey fitment Your Success Matters Make it clear that your experience and background is a perfect match

17. Engagement Step #5: Present a ‘value added’ fee structure Your Success Matters Create an agreement that compels them to keep you on to implement the solution

18. Engagement Step #6: Get your finger on the pulse of the culture Your Success Matters build inside alliances for eventual implementation

19. Engagement Step #7: Make sure you can handle the scope of the work required Your Success Matters The decision makers need to see the same person on the project that sold them the project

20. How to handle a rejection, no answer or a cancelation mid stream Be persistent but professional with follow-up Insure you have other connections that can feed you intelligence prior to initial agreement Keep the discussion on future needs and results Your Success Matters

21. Practice makes permanent! Steve Smith President GrowthSource Coaching 949-951-9163

Turn consulting projects into implementation engagements

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