Copyright 2008 The QMP™ Group , Inc. Sound Strategy, Rapid Results, Lasting Impact™

The Institute of Management

Consultants

The Business of Consulting: Creating and Leveraging IP

Copyright 2008 The QMP™ Group , Inc. Sound Strategy, Rapid Results, Lasting Impact™

The Consultant’s Product Evolution Paradigm

Resume

Products (dependent*)

Products (independent)

Tool (s)(IP)

Projects

Increasing economic leverage

“Projects lead to products”

Alan Shannon 1982

* = dependent on personal delivery

Copyright 2008 The QMP™ Group , Inc. Sound Strategy, Rapid Results, Lasting Impact™

Definition of a Good Product

Replicable (yet still may be configurable)

Has a proven economic value proposition (for the client)

Has specific deliverable(s)

Can be captured in a single page “flier”

Has a base price that can be enhanced with other services

Has case studies, testimonials or referrals that validate its

success and effectiveness

Not a dead end: with complementary product/service

alliances, or a development roadmap can enhance the client

value received

Copyright 2008 The QMP™ Group , Inc. Sound Strategy, Rapid Results, Lasting Impact™

Examples

RW & Associates

25+ year resume in org dev / HR

10+ years in consulting

Organizational Development & HR

consulting services

Thought leadership: writer and speaker

Prevue Assessments (licensed)

Products Developed

“Absolute Honesty”, the book

Workshops: “ Straight Talk”

The QMP Group, Inc

25+ year resume in engineering,

manufacturing and sales/marketing

10+ years in consulting

Turnarounds and organizational

transformations

Tought leadership: writer and speaker

No book

Products Developed:

QMP™ Market Strategy workshop

QSP™ Sales Process workshop

PEP™ Performance Excellence Program

Consultancy Navigator™ Program

Accelerating the Adoption of Innovation

Account Portfolio Planning Sys Software

Copyright 2008 The QMP™ Group , Inc. Sound Strategy, Rapid Results, Lasting Impact™

Recommended Consultant’s Time Allocation

50%

20%

12%

10%5% 3%

Execution Bus Dev Thought Leaderhsip Prod Dev Infrastructure Admin

Copyright 2008 The QMP™ Group , Inc. Sound Strategy, Rapid Results, Lasting Impact™

The 7 Rules of Product Development

Capture all tools developed during project execution

Calculate / capture economic value proposition(s)

Create cases studies which show impact

Combine linked tools into product packages

Name it

Register IP (copyright, trademark, patent)

Make a flier