The Business of Consulting

Managing a professional services practice is both easier and more difficult that managing another type of business.  If you are an independent consultant, the product you are selling is your time and expertise.  The challenge is to find the time to sell while you are doing the work.  If you are managing a practice in a traditional consulting firm, you are selling services provided by other people -- and people are notoriously unpredictable.  The challenges are different.

If you own the consulting firm, you have all of the administative challenges of independent consulting, including proposals, contracts and billing, plus the added tasks of recruiting, payroll and managing people.

Consulting Stance's Business of Consulting training modules address all of these issues, providing our participants with insight into the pros and cons of each type of consulting role AND giving practical advice about how to manage each challenge.  Professional services is a rewarding and growing field, and your success depends on how quickly you get over the learning curve. 

All of these modules are offered as web-based training sessions with limited class size to encourage interaction.  Each class includes time allotted for Q&A so that the instructors can be sure to address the concerns of each participant directly.

Introduction to Professional Services

This session describes the various types of consulting organizations and the roles within each organization.  It provides a foundation for future sessions.  We discuss the day-to-day responsibilities and activities associated with working in different types of consulting roles and provide tools to help participants decide which role appeals to them.  Topics include:

• What is Consulting?
• Traditional consulting organizations
• "Boutique" consulting firms
• Staffing agencies
• Independent consultants
• Plotting your own Career Plan

Prerequisite: None
Time: 1 hour
Takeaways:  Presentation Handout, Employment Decision Worksheet

Setting Up Your Consulting Business

For those who have decided to work as independent consultants or start a consulting firm and hire others to provide professional services, this session provides a practical discussion of the steps required to set up your business.  We cover everything from how to structure your business and client contracts to when it is appropriate to rent office space.  This session covers every aspect of managing a consulting practice except hiring consultants and selling services.  Topics include:

• Business Structures
• Standard Consulting Contracts and Pitfalls
• Running Your Business
• Administrative Concerns
• Where To Find Help

Prerequisite: Introduction to Professional Services
Time: 2 hour
Takeaways: Presentation Handout, Sample Contract Packet, Additional Resources List

Selling Professional Services

This session covers the entire sales cycle, from networking and find clients to signing the contract and starting work.  We will discuss various types of marketing that are used by professional service organizations and independent consultants, and tactics for moving the sales process from one stage to the next.  Regardless of whether you are selling your own services as an independent consultant or working as a billable consultant in a larger firm, this class will provide valuable insight into the process and give you tools you can use to be more successful.  Topics include:

• Marketing
• Networking
• The Sales Cycle
• The Sales Pitch
• Anatomy of a Proposal
• Negotiating Rates and Fee
• Managing Your Pipeline

Prerequisite: Introduction to Professional Services
Time: 2 hour
Takeaways: Presentation Handout, Sample Proposal Packet

Sales Pitch Workshop

This session is primarily intended for professionals who are new to consulting and need help with how to describe their services clearly and effectively to begin the sales process.  Each participant will work through the Sales Pitch Development worksheet to create a compelling sales pitch.  A few volunteers will practice their pitch for the class and receive feedback, but this is not required for every participant.

Workshop tasks include:

• What do you do?
• What have you done?
• What makes you special?
• Write your pitch.
• Practice and Feedback

Prerequisite: Selling Professional Services
Time: 1 hour
Takeaways: A compelling 15-second introduction and a polished 2-minute sales pitch

Recruiting and Managing Consultants

Hiring consultants and placing them on billable projects is the only way for a consulting firm to grow, but the fear of a hiring mistake can hold you back.  In this session, we discuss some valuable tools and strategies for finding and recruiting candidates, interviewing tactics and the challenges of managing consultants who are often working at remote sites.  Topics include:

• Locating Candidates
• Interviewing and Selection Strategies
• Negotiating Rates and Salaries
• Employment Contracts and Non-Compete Agreements
• Managing Consultants
• Separation Agreements

Prerequisites: Introduction to Consulting
Time: 2 hours
Takeaways: Presentation Handout, Effective Interview Questions, Sample Employment Contract Packet