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On being a consultant
John Wilson
JMW Mosaic Limited
Overview
Types of Consultancy
Consultancy Skills
Employment Options
Self-Employment
Questions
Consultants Defined
Client
What time is it?
Consultant
What time do you want it to be?
Give me your watch and I’ll tell you
Types of consultancy
Contractor model
‘Doctor-Patient’ model
Process Consultation model
Contractor Model
Purchase of skills
Client knows what is needed but does not have the skill, resources, or desire to provide a solution from within their own organisation
Doctor-Patient Model
Client knows that there is a problem but needs external expertise to diagnose the problem and provide a ‘cure’
Client may learn how to ‘cure’ the problem if it recurs – self help
Process Consultation Model
Client is aware of a problem, but not of its precise nature
Client does not know what type of help is needed or what is available
Client could benefit from being involved in the diagnosis of the problem
The Consultancy Continuum
Client’s skills and knowledge of thesituation
Advisor’s skills and knowledge of the situation
USE OF KNOWLEDGE AND SKILLS ABOUT THE SITUATION
Process Doctor- Patient Contractor
Consultancy Skills
Marketing
Project Management
Relationship
Management
Technical Skills
Technical Skills
Specialist or subject skills Information ManagementCompany InformationRecords Management
Industry sectorEnergyUtilitiesGovernment
Marketing
Establish a presence in the marketplaceSeminars and conferencesPublish articlesExhibitionsDirectories and other advertising
Identify niches
Networking
Relationship Management
Identifying potential clientsPreferred supplier lists
ITTs, proposals and bids
Contracts and managing expectationsWhat you will and won’t doWhat the client will and won’t do
Follow-up
Project Management
ResourcesSkillsCapacityUse of ‘Associates’
Time scalesContingencyClient dependencies
Commercial
Employment Options
Employee ‘Big’ firmSpecialist consultancy
Self-employedSole TraderPartnershipLimited Company
Associate or Sub-contractor
Holidays?
TimeManagement
Own boss Insurance
Pros and Cons ofSelf-Employment
Working from home
IR 35
Cash FlowVAT
Independence
Illness
Training /Skills
No OfficePolitics No support
staff
Accounts
Questions
John Wilson
JMW Mosaic Limited68 York Gardens, Walton-on-Thames
Surrey KT12 3EW, United Kingdom
Tel. +44 (0)1932 881065
Email: [email protected]
