ConsultingUniversity
The 10-Step Program
Marc takes aspiring and existing consultants through a 10 step course to build and/or reinvigorate a consulting practice regardless of the industry.
1) Developing a Business Plan
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Mission
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Target market
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Marketing Strategy and Tactics
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Sales Strategy
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Revenue Streams
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Competitive Analysis
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Client Retention
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Financial Forecast
4) Revenue Steams
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Books
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Consulting
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Referral fees
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Seminars
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Speaking
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Teaching
7) Building the Pipeline
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Blogs
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Columns
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E-mail marketing
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Networking events
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Speaking
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Teaching
10) Collecting fees
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Billing
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Collection e-mails
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Follow up phone calls
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Hiring a collection service
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Litigating to collect your fees
2) Marketing Plan
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Market positioning
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Target Buyer
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Target Influencer
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Geographic Target
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Demographic Target
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Determining best tactics
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Use of tactics
5) Financial Projections
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List of revenue sources with funnel and integration model.
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List of expense
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Sample spread sheet that users can manipulate
8) Sales
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Developing a substantive proposal
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Elements in the proposal
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Upfront fees
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Retainers
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Warranties
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Closing the sale
3) Sales Plan
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Sales approach
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Cold calls
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Identifying and developing in person referrals
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Identifying and developing online referrals
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Sample e-mails to prospects
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Sample e-mails to referral sources
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E-mails to prospects
6) Evaluating Competition
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Developing a profile of competitors
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Developing an analysis of competitors strengths and weaknesses
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Developing competitive differentiators to overcome competitor’s strengths
9) Client Retention
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Advisory board
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Books
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E-newsletters
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Meals
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Surveys
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Tickets
