Training Provider to universities

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, 2015

Blueberry TraininG