As you listen to a prospective client’s need, you shake your head up and down because you are sure you know exactly what they need. You craft a proposal and forward it to the economic buyer. Two days later you call to set-up a time to talk about your offer only to hear – REJECTED.
Engaging with a prospective client is far more than crafting a proposal. It starts with discussing the opportunity and ensuring you capture all the right information. It moves to crafting an approach, pricing it properly, and then discussing it with the prospective client obtaining agreement before taking pen to paper writing a proposal.
ENGAGE With Your Client starts by discussing one of the most important meetings a consultant has with a client-the Discovery Meeting. The course continues with a discussion about crafting an appropriate Approach and determining the right Price. It concludes with the final act-providing a Proposal that leads to a Signed Contract. It discusses not only you, the consultant, but also your interaction with the prospective client.
Over 40 videos walk you through the discovery meeting process, creation of an approach and pricing, and finally the legal and business aspects of a consulting contract.
Workbooks with exercises plus over 20 templates including proposal and statement of work templates, examples, and supporting documents and articles to help you accelerate your progress.
5 weekly group discussions (schedule under curriculum overview) enable you to ask questions, obtain advice, and receive feedback from me and members of the group so that you get better results, faster. PLUS a 6th week to recap and review.
A group discussion area for posting questions and providing comments. This is a great way to ask other members of the team their opinions and advice so that you can continually advance. Promise I'll get back to you as quickly as possible.
Life-time access to the course material provided enabling you to periodically refresh your knowledge and skills.
The Most Important Meeting: Discovery!
WEEK 11. Frame and conduct one of the most important meetings you will ever have with a Prospective Client-Your Discovery Meeting.
Right Approach, Right Price!
WEEK 12. Crafting the right approach and determining which is the right price model can be a daunting task. Provide an approach that fits the ask & obtain consensus before your provide a winning proposal.
Compelling Proposal, Signed Contract!
WEEK 13. Your prospective client agrees on the recommended approach, but you still need to memorialize what you discussed with a proposal and then a signed contract. But what should that contract look like?
“I enjoyed this workshop tremendously because I learn better with the help of active engagement. This course allowed for that during the weekly group discussions which are engaging and productive. The on-line course content is well done with methodologies and practical strategies that are explained with the help of real experience examples making it much easier to relate to workshop scenarios. Laura’s passion is to see her clients be successful and she works with you to achieve success including sharing freely from her wealth of knowledge and experience. ”Charlotte, Transformation Keys LLC
“This workshop was invaluable. My process is to visualize the end product–a won consulting engagement-and then determine the best way to achieve it. That is what this workshop did. The workshop presented a multi-step framework and the necessary tools starting with the client’s invite to discuss an opportunity and ending with a signed contract. Throughout the workshop Laura maintained an unrelenting focus on the client and their request as she helped us grasp how to write a proposal that addresses the client’s needs and differentiates us to the prospective client. Laura and this workshop are a must for new consultants and existing practitioners. The integrated methodology and tools provided are essentials for any consulting practice. I resoundingly endorse this workshop. ”Tom, IAWL Advisory, LLC
“I was accustomed to purchasing consultative services, but was never exposed to the process from the consultant’s perspective. This workshop was eye opening because it forced me to look at the other side of the purchasing process. It starts with discussing the best way to address a client’s request for help and concludes with writing a complying competitive proposal that leads to a signed contract. As a result of this course I feel I’m position to be the consultant of choice. Laura’s approach engages you as you listen, learn and exchange stories with others in the workshop. Engage with Your Client is an exceptional workshop and was well worth my time. ”Eleanore, Meals Advisory Partners
Group Discussions Monday Evenings at 7:00 PM EST
and Thursday Mornings at 7:30 AM EST
Week 1: Important Meeting: Discovery
Week 2: Important Meeting: Discovery
Week 3: Right Approach, Right Price
Week 4: Right Approach, Right Price
Week 5: Compelling Proposal! Signed Contract!
Week 6: Recap
How long should it take to complete this course?
This is a tough question to respond to because so much depends on you. It takes time to listen to the videos and then walk through the exercises in the workbooks. I recommend setting aside 2 to 3 hours every week. I have tried to keep each week’s videos to less than 60 minutes in total. Some people take 30 minutes to complete the exercises while others take 60 minutes or more to complete them.
How does the course work and where can I find the schedule for the group discussions?
Great Question! Selected workshop material is released or dripped out each week with a discussion scheduled a few days later. For this workshop, the current week’s material is available at 12:00 UTC (Universal Time Coordinated) on Friday. Group discussions are held on Tuesdays at 6:30 PM EST (Eastern Standard Time). Discussions start with any open questions and a recap of the released material. Under the Workshop Overview section of the Curriculum, there is a document titled Schedule Information. Group discussion long-on information is provided when the first material is released. The current week’s course material is available at 12:00 UTC (Universal Time Coordinated) on Friday. Group discussions are held on Tuesdays at 6:30 PM EST (Eastern Standard Time). Discussions start with any open questions and a recap of the released material.
What happens if I have a question before or after a group discussion? Is there any additional support?
Yes. Use the discussion feature included in the course and ask others taking the course for their feedback. Additionally, I monitor the discussion group and try to respond within 24 hours. If the question is posted on a weekend or holiday, the actual timeframe can be longer.
What happens if I can’t attend a group discussion?
Group discussions are recorded and posted in the course curriculum within 24 to 36 hours. You can review the recording when convenient for you.
I started the course but I'm was not able to finish because of other commitments. What now?
You have access to the course material for the life of the course so you can take the course whenever you are ready and have the time. Also, you can take the course the next time it is offered for free. When you see the course offered, let me know that you are interested in being part of the new group of participants.
What is the difference between the group discussion workshop and the self-study course?
1) The group discussions enable the attendees to not only ask questions but attendees are able to review their exercise answers with the group and obtain feedback. The self-study course does not provide for any type of feedback. 2) It is common for me to add material that is not included in the self-study course based on the group questions. This material is normally not added to the self-study course. 3) Group discussions are recorded and related material posted for later review by that particular group.
I feel I need more support than the course provides. Is it possible to obtain one-on-one assistance?
Yes. One-on-one assistance is available. Contact me directly so that we can discuss your needs and determine next steps.