1. “ Are You Cut Out For Consulting?” Paul N. Jacobs, PMP May 19 th , 2009 Presentation to the Chattanooga PMI Chapter May Monthly Meeting

6. Fundamental and Content Skills Strategic Sourcing Pricing and Proposal Preparation Vendor Management Intellectual Capital Development Customer Experience/Analysis and Proposition Development IT Financial Analysis Program / Project Management Market Sizing and Segmentation Analysis Technology Implementation Management Relationship & Business Development Industry, Competition, Comparative Analysis, Value Chain & Trend Analysis Strategic Enterprise Architecture Client / Engagement Mgmt Quantitative/Statistical Analysis Management of IT Operations Analysis & Problem Solving Financial Statement Analysis Management of IT Written Communication Financial Modeling Infrastructure Architecture Oral Communication Operations Analysis and Business Design Application Architecture Teamwork / Leadership Business Plan Technology Content Fundamental Business Content

21. Pre-Sales or Post-Sales Roles Project Management – You would rather focus on delivery. Client Interaction – You focus on client needs on-site and ensuring project success. Technology – You understand both the business and technology needs and have a technical background. Solution – Develop a solution and set direction for others to meet the high-level requirements. People – You would rather lead others and demonstrate your skills in project lifecycle/ methodology. Sales – You would rather be in front of the client and you have developed superior ‘soft-skills’. Contracts – You can prepare a sales proposal that meets contract requirements and sell it. Presentations – You can stand in front of executives and perform. Closing Ability – You are highly self-motivated and can adeptly ‘close’ a sale. Motivation – You have a ‘hunter’ mentality and can generate leads in casual conversations. Post-Sales: Pre-Sales:

26. Questions?