More Related Content More from MBO Partners (20) How to Leverage Thought Leadership to Build a Consulting Practice1. How to Leverage Thought Leadership
to Build a Consulting Practice
Lane Cooper Gene Zaino
Founder & Principal Director President & CEO
Cooper Research Associates MBO Partners
Consulting Made Easy © 2009 All Rights Reserved for Cooper Research Associates 1
www.mbopartners.com
2. The full screen icon
maximizes the
presentation area.
The “raise hand” icon
lets us know you have
a question. We can unmute
your line to discuss the
question if you are on a phone
line or if you have a
microphone plugged into
VOIP.
The chat box allows
you to send a text
question.
Mac users may be limited
to listen only mode.
Consulting Made Easy 2
www.mbopartners.com
3. “We make it easy for independent consultants and
their clients to work together”
“If you’re thinking about going out on your
own, the MBO way is the way to go; just let
them handle everything and it will make it
easier for you and your client.”
Dawn Alexander, Communications Attorney
Consulting Made Easy
www.mbopartners.com
4. The Independent
Consultant Option
Replace: Find employment
that is commensurate with
talent and experience
Reduce: Lower sights, take
positions for which you are
overqualified
Revamp: Launch consulting
practice as interim or
permanent career strategy
Consulting Made Easy © 2009 All Rights Reserved for Cooper Research Associates 4
www.mbopartners.com
5. Common Fears and Barriers
Fear 1:
Uncertainty of ability to earn
Fear 2:
Loneliness…Can I go it alone?
Fear 3:
Lack of infrastructure and
institutional support
Consulting Made Easy © 2009 All Rights Reserved for Cooper Research Associates 5
www.mbopartners.com
6. Getting Started with
Business Focus Assessment
Your mission?
Why?
What issues are you interested
in solving?
Why do these issues make you
passionate?
Consulting Made Easy © 2009 All Rights Reserved for Cooper Research Associates 6
www.mbopartners.com
7. Market Challenge
Statement Development
Issues: What is the problem you
seek to address?
Consequences: What is the
problem costing your potential
clients in terms of time, money and
human resources ?
Validation: Are there proof
points/stats that document these
problems?
Consulting Made Easy © 2009 All Rights Reserved for Cooper Research Associates 7
www.mbopartners.com
8. General Solution
Statement Development
Your Consultative Approach:
How do you propose to help your
clients address this challenge?
Anticipated Outcomes: What is
the specific list of benefits clients
get from working with you?
Track Record: How have you
secured these benefits in the past?
Consulting Made Easy © 2009 All Rights Reserved for Cooper Research Associates 8
www.mbopartners.com
9. Target Market Analysis
Horizontal – Corporate discipline
(Marketing, Operations, Finance, etc.)
Level – What is is your entry point? (C-
level, VP, Director, Management)
Vertical – What industries do you serve? (Gov., Financial
Services, Manufacturing, Retail, Energy, etc.)
Consulting Made Easy © 2009 All Rights Reserved for Cooper Research Associates 9
www.mbopartners.com
10. Prospect Profile Analysis
WHAT DOES YOUR IDEAL PROSPECT
LOOK LIKE?
Strategic Assessment: What are
prospects’ long-term objectives
Operational Analysis: Critique of
current practices, and alternative options
Financial Situation: How does cash
position or disposition affect engagement
Consulting Made Easy © 2009 All Rights Reserved for Cooper Research Associates 10
www.mbopartners.com
11. Lead Source Assessment
WHERE ARE ORGANIZATIONS AND
EXECUTIVES THAT MEET YOUR IDEAL
PROSPECT PROFILE?
Current Rolodex
Key groups and associations
Social Networks (Linkedin, etc.)
Consulting Made Easy © 2009 All Rights Reserved for Cooper Research Associates 11
www.mbopartners.com
12. Business Model
Options Analysis
HOW CAN CLIENTS ENGAGE WITH YOU
TO TACKLE THESE CHALLENGES?
Project-based (Value-pricing)
Hourly-based (Time and materials)
Retainer-based (Use it or lose it)
Other/Combo?
Consulting Made Easy © 2009 All Rights Reserved for Cooper Research Associates 12
www.mbopartners.com
13. Service Catalog based on
Engagement Lifecycle
Assessment/Diagnosis
General Prescription and Options
Roadmap Development
Implementation Services and
Support
Progress and Project Impact
Assessment
Consulting Made Easy © 2009 All Rights Reserved for Cooper Research Associates 13
www.mbopartners.com
14. Sales & Marketing
Strategy Development Tools
Web Site Design and Set Up
Collegial Calls --Who are people you
know and can bounce potential
proposals off of?
Cold Calls -- Who are people you do
not currently know but would like to
bounce potential proposals off of?
Lead Generation & Follow-up -- How
can we generate leads…and what is our
follow-up strategy?
Consulting Made Easy © 2009 All Rights Reserved for Cooper Research Associates 14
www.mbopartners.com
15. Sales & Marketing
Strategy Development Tools
Media Marketing:
What trade press (print
and online) does your
target market consume?
Are there article
development
opportunities?
Consulting Made Easy © 2009 All Rights Reserved for Cooper Research Associates 15
www.mbopartners.com
16. Collateral Material Options
White Papers: Establish your
Thought Leadership Position
Case Studies: Document best
practices
Press Releases: Promote
your ideas and contributions
Consulting Made Easy © 2009 All Rights Reserved for Cooper Research Associates 16
www.mbopartners.com
17. Leveraging Thought Leadership
Webcasts/Podcasts:
Leverage for Intelligent and
joint Exposure
Live Event: Thought
Leadership Speaking
Opportunities
Transitioning: Converting
public outreach to private
sales presentations
Consulting Made Easy © 2009 All Rights Reserved for Cooper Research Associates 17
www.mbopartners.com
18. Go-to-Market Campaign
Topic:
Market:
Deliverables:
Schedule:
Desired Outcomes:
Consulting Made Easy © 2009 All Rights Reserved for Cooper Research Associates 18
www.mbopartners.com
19. Blocking and Tackling
Accounting/Book Keeping
Tax Preparation/CPA
Retirement/SEP IRA
Insurance
Contract Development/Legal
Consulting Made Easy © 2009 All Rights Reserved for Cooper Research Associates 19
www.mbopartners.com
20. Business Structure
Options Analysis
Sole Proprietorship?
LLC / Corp / S Corp?
Partnership?
MBO Partners?
Consulting Made Easy © 2009 All Rights Reserved for Cooper Research Associates 20
www.mbopartners.com
21. Our Next Webinar
Working in Teams to Amplify Your
Consulting Business
June 30th, 12:30-1:30 ET
Build your multi-person business
Register via MBO Partners Events page
Consulting Made Easy © 2009 All Rights Reserved for Cooper Research Associates
21
www.mbopartners.com
22. Thanks for joining us!
We will send you the replay link.
For help with your transition to consulting, contact:
Gene Zaino Lane Cooper
1-800-220-0469 415-646-6592
gene@mbopartners.com lane.cooper@cooperresearchassociates.com
www.mbopartners.com www.cooperresearchassociates.com
Consulting Made Easy © 2009 All Rights Reserved for Cooper Research Associates 22
www.mbopartners.com