A highly informative, interactive and flexible course which covers the essentials of operating a consultancy business. Topics include – marketing, selling, doing (delivery), business building, setting-up and kicking-on. Topic content will be flexed according to the backgrounds and needs of the participants. ‘Tips & tricks’ (of the trade) will be sprinkled throughout.

Course Content

Marketing

• Defining consultancy
• Marketing objectives
• Assessing market opportunities
• Definitions
• Service offer / Client positioning
• Marketing techniques

Selling

• Consultancy sales process
• Specific sales transaction
• Proposals
• Pricing

Doing (Delivery)

• Project planning
• Managing the project
• Practical operating tips
• Presenting ideas
• Reporting
• Project quality and success

Business Building

• Collaborations and Co-operations
• Co-operations
• Managing client relationships
• Running a sales pipeline
• Direct marketing – post
• Intellectual property
• Knowledge management
• WWW research sources (selection)
• Action plan for business development

Setting Up

• Set-up checklist
• Start-up essentials
• Preparing a business plan
• Selecting business and professional advisers
• Structuring and naming the business
• Legal considerations
• Insurances
• 'Plan B'

Kicking-On

• Professional conduct
• Advanced consulting skills
• Buying consultants
• The "trusted adviser"
• Business rules
• Where’s the next piece of work?
• FAQs

Course Outcomes

At the end of this course participants should be able to:

1. Identify what they need to do to implement those fundamental actions and stand out
2. Define consultancy in terms of their organisation
3. Demonstrate understanding in the essentials of operating a consultancy business including marking, selling, delivery, business building, setting up and continual development