The High Value Consultant
Duration: 1 day (9.30-4.00)
Maximum number of participants: 50
Cost: $375
This workshop suits academic and support staff with little or no
commercial consultancy experience looking to acquire new skills or
intermediates looking to improve. The workshop is highly practical in
nature and leaves participants with a set of skills they can immediately
use to consult more effectively. The nature of our workshops means that
we can train people with a wide range of abilities in mixed groups.
CONTENT
The day is divided into five sections with regular breaks for
drinks, refreshments and lunch.
Promoting your offering
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How to avoid working for free
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The offering (including features and benefits)
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Competition and your unique offering
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Communicating key messages (elevator pitch, case studies, press
releases)
Finding potential clients
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Breaking into and getting to know
potential clients (identify, contact, meet)
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Building rapport
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Intellectual property issues in consultancy
Developing the proposal
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Evaluating and prioritising needs with related benefits
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In scope and out of scope
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Focus on objective measures
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Constructing a negotiable deal
Negotiating the deal
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Prepare, Discuss, Propose, Bargain
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Ideal, realistic and fallback positions
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Dealing with dirty tricks
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Recognising buying signals
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Closing the deal
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Handling price objections
Delivering the project
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Managing expectations
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Accountable, Responsible, Consult, Inform
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Risk and contingency
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Progress tracking and reporting
Click here to book a place on this course
Reading List:
Click here for the reading list
