Peter Block, best-selling author of Flawless Consulting and owner of Designed Learning, offers advice and insight to those looking to better structure the way we sell and contract, and how to have influence when you have little control. Peter covers such topics as: - How good contracting practices help foster better sales processes - The core elements and values of contracting and selling - A novel way to determine your bill rate - When to say no - How to deal with resistance and recover when projects take a bad turn Find more great resources for solopreneurs at www2.mbopartners.com/ic-resources

1. Authentic Ways to Build a
Consulting Practice
Peter Block
September 10, 2015
© Peter Block

2. Moderator
Sara Conde
Director, Consultant Services
MBO Partners
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3. About MBO Partners
We make it easy for self-employed professionals
and their clients to work together
#1 back-office solution for
independent consultants

4. Webinar Controls
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6. Presenter
Peter Block
Best-selling author
Owner of Designed Learning
Consultant for over 40 years
Recipient of multiple national
awards for training and
development
© Peter Block

7. Consulting = influence without
direct control
How do I get my expertise used?
© Peter Block

8. Outcomes
• Understand that each of us is in a consulting role
• Increase requests for help both in number and
complexity
• Deal with resistance and difficult people
• Get at the root cause of issues and lead to
improved and sustainable solutions
• Being more confident in navigating the emotional
parts of project management
© Peter Block

9. Requirements
• Behave authentically
• Exchange wants
• Name resistance
• Give support
© Peter Block

10. Contracting is Decisive
More critical than any model or
diagnostic skill.
© Peter Block

11. Contracting Keys
• Knowing that the presenting problem is not
the real issue
• What you want from the client is the essence
• Obstacles from the client have nothing to do
with you
• Hold the possibility of No
• Gifts more powerful than needs and
deficiencies
© Peter Block

12. Resistance Is Essential to Creating
Commitment
• Empathy outweighs reason
• There is nothing to argue about
• Resistance is the normal reluctance to yield
control
• What they want to control is their story about
the situation
• In the end, do you want to be right or work
something out?
© Peter Block

13. Partner not Parent
• You are not there to judge or be right
• Fundamental question: What is that
person's contribution to the problem?
• Don't rationalize your irritation by
"speaking truth to power"
© Peter Block

14. Steps
• Notice what is occurring
• Seek the underlying concern
• Name the what you see happening
• Silence and eye contact
• Support the expression of the concern
© Peter Block

15. The Relationship Is the Point
• We magnify the power of high level people
• Upper middle management is where the
action is
• There are difficult people, but we make them
important
• A connected group of peers triumphs over
power
• Needs analysis is overrated. Focus on what is
working.
© Peter Block

16. Peter Block
866-770-2227/513-524-2227
info@designedlearning.com www.designedlearning.com
© Peter Block