The High Value Consultant
AIM
To help academics, research students and support staff to begin acting as a consultant to external organisations.
LEARNING OBJECTIVES
- Assess your competitive position
- Evaluate customer needs
- Plan a consulting pitch
- Design and negotiate a proposal
- Plan to manage customer expectations
DURATION
1 day
WORKSHOP CONTENT
Building a compelling proposal
- How to avoid working for free
- Competition and your unique offering
- Points of difference in HE
- Finding clients
Presenting your ideas
- Generating options
- Prioritising needs
- Rules of effective language
- Structuring a pitch
Negotiating the deal
- Prepare, Discuss, Propose, Bargain
- Constructing a negotiable deal
- Bargaining tools and non-cash benefits
- Handling objections
- Closing the deal
Delivering the project
- Common delivery issues
- Planning workload to avoid bottlenecks
- Managing expectations
- Dynamic reporting
© Andrew Corcoran, 2022