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Building Your Consultancy - for Consulting Firms / Units

Outcomes for a 1-2 day program: 

• Adopt the consultancy process to model, monitor and improve service delivery

• Build client and user ownership of your initiatives and solutions

• Develop relationships with your clients leading to increased utilisation of your services and acceptance of your contributions

• Implement practical and tested advice on how to manage the issues of building support for consultancies, managing resistance, delivering ‘bad news’ and in the management of change programs.

• Move up your client's value chain by using consulting methodology as opposed to pair of hands engagement

• Become more influential in your organisation

• Receive templates for consulting tools and recommendations as to when and how to use them

• Receive an extensive manual for post workshop reference.

Target Group

Consulting firms that wish to deepen their understanding of how a consulting business differs from other service businesses

Groups of individuals who are planning to establish a consulting firm

Program contents:  Building Your Consultancy - for Consulting Firms / Units

Part 1: Consulting & Contracting Context

• Consulting, freelancing and contracting service provision

• The consulting process

•  Specialisation: defining and developing your service

•  How to position your firm

•  How to create client awareness and interest in what you offer

Part 2: Introduction to Marketing for consultants

• How consultants market

• Relationship marketing

• Direct marketing

• Essential aspects of marketing services

• Template marketing plan

• 25 ways to promote

Part 3: Strategy: managing the business

• Components of a business plan

• Avoiding the major pitfalls

• How to grow your client base

• Leveraging and strategic alliances

• Managing the specialist / generalist issue

• Tips for success

Part 4: Pricing and finance

• Set-up costs, running costs

• How to calculate your fee rates

• What consultants are currently earning

• How to cost and price a job

• Negotiating price

• Moving from "free" to "fee”

• Case studies

Part 5: Legal, tax and other aspects

• Office location issues

• Setup

• Business structures

• Insurances

• Professional liability

• Context statements

• Copyright

• Decision criteria for business and domain names

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