Turn consulting projects into implementation engagements

Grow Your Business, Enjoy Your Life!

Turn Consulting ProjectsInto Implementation Engagements

Institute of Management Consultants: Orange County, CA

Your Success Matters

Getting the Green Light

Implementing Your Recommendations

Consulting Engagement


Consulting IndustryTrends


82% of US companies plan to continue hiring consultants.

42% plan to increase hiring.

Consulting Industry Trends


Management consulting expected to grow 8%.

Hot specialties- marketing/ sales, operations, IT.



Strategy consulting has declined as a share of the industry

>20% today vs. 60% 30 years ago.



Fee schedules shifting towards value based

fees vs. per diem fees.




While large consultancy firms are consolidating,

the independent consultant segment is exploding.


Why do companies hire

consultants?


Top Reasons Why CompaniesHire Consultants

Objective review Problem / crisis resolution Gaps in knowledge/expertise Training staff Access to Resources


Top Reasons Why Companies DON’T Hire

Consultants Too costly Hard to find the right one Don’t understand the culture Concern over trade secrets Not attentive enough


Critical steps to achieving consulting engagement


Engagement Step #1:

Do your research prior to discussing the project opportunity

Do you know why this company

wants a consultant?


Engagement Step #2:

Focus on the right things during the interview/ negotiation

Do you know what they really want as

an outcome?


Engagement Step #3:

Demonstrate your unquestionable expertise by asking the right questions

Forward pacing the conversation

focuses on the implications of the

outcome you reach?


Engagement Step #4:

Use references and/or case studied of similar work to convey fitment

Make it clear that your experience

and background is a perfect match


Engagement Step #5:

Present a ‘value added’ fee structure

Create an agreement that compels them to keep you on to implement the

solution


Engagement Step #6:

Get your finger on the pulse of the culture

build inside alliances for

eventual implementation


Engagement Step #7:

Make sure you can handle the scope of the work required

The decision makers need to see the same person on

the project that sold them the

project


How to handle a rejection, no answer or a cancelation mid stream

Be persistent but professional with follow-up

Insure you have other connections that can feed you intelligence prior to initial agreement

Keep the discussion on future needs and results

Steve SmithPresidentGrowthSource Coaching

949-951-9163

Practice makes permanent!