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Becoming a Successful Consultant
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11/9/2010 to 12/14/2010
When: Every Tuesday from November 9, 2010 through December 14, 2010
From 12:00 until 1:30 PM EST
Where: IMC USA Academy Webinar
Contact: Sarah Rodda

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Becoming a Successful Consultant
By Alan Landers

$399 for Members -- $699 for Non-Members for all six sessions
This course contributes 3 credits to the requirements for
CMC certification with the
Core Competency focus area of
Practice Management, CMC Prep Course Curriculum Level

The number of consultants is increasing worldwide every year. Manta, a website that tracks information on small businesses, reports that they have 76,769 company profiles for business management companies in the United States. The US government reported that there were over 700,000 consultants in 2008.
Accenture, the largest consulting firm in the world has over 176,000 employees.

How can you compete?

This course provides specific and practical advice that teaches you how to strategically position yourself and your consulting firm to standout from the competition. It helps experienced consultants grow their business and revenue as well as providing guidance for those just entering into the profession. It’s based on over 20 years of consulting experience working in a variety of businesses from Fortune 100s to medium and small companies.

Essential Consulting Competencies Covered in the Course:

  • Keys to building a successful practice – set up your consultancy as a business enterprise
  • Adding products and product lines – create products and generate additional revenue
  • Leveraging strategic partners – how to increase the scope and capabilities of your firm
  • Strategic Marketing and Positioning – setting yourself apart from the competition
  • Generating Customer Value – how to exceed client expectations
  • 7-Phase Consulting Model – covers the essentials from initial research through closure
  • Pricing and Contracting – how to price your services and an contract template
  • Negotiation for Consultants – how to establish win-win consulting contracts
You will learn how to:

How to Establish a Successful Practice
1. Ten keys to setting up your consultancy as a business enterprise
2. Twenty actions to take to prepare yourself to be a consultant
3. The personal traits and characteristics of a successful consultant
4. Increasing the scope and capabilities of your firm
5. Product development strategies to build residual income  

How to Work Effectively with Clients
1. Ten ways to generate value for your clients
2. Planning and implementing a consulting intervention
3. Generating client engagement and buy in
4. Five primary assessment strategies
5. Core consulting competencies
6. Twenty-two consulting maxims  

How to Market Your Firm
1. Thirteen low-cost, no-cost ways to market your consultancy
2. Setting yourself apart from the competition through strategic positioning
3. Identifying your competitive advantage
4. Writing an "elevator speech”
5. Conducting a competitor analysis  

How to Price Your Services and Negotiate Contracts
1. Using a "magic formula” to establish fees (includes spreadsheet)
2. Comparing project pricing, daily pricing, and hourly pricing fee structures
3. Qualifying clients
4. Using an Agreement of Services template as a guide for writing contracts
5. Twelve negotiation tactics and strategies for consultants
6. 115 Words that help you sell your consulting services  

Alan Landers, President of FirstStep Talent Management Consulting, is a senior OD, HR, L&D consultant with over 20 years experience.  His clients include Fortune 500 companies such as: General Motors, AT&T, Microsoft, Hewlett-Packard, Dun & Bradstreet, Texas Instruments, and HJ Heinz.  He has consulted internationally in Taiwan, Hong Kong, and China.  His highly rated, executive-level seminars have been presented at Southern Methodist, Auburn, Washington State, Michigan State, Texas A&M, SDSU, and USD universities.

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