Laura's Consulting Guide

What is the Consulting JUMPSTART Blueprint program…

The Consulting JUMPSTART Blueprint program dives down into The Consultancy Model© and consists of three distinct but integrated sections that build on one another— Core, Building Relationships, and Create and Present a Winning Proposal.  Each section includes videos, workbooks, templates, supporting material, and step-by-step actions. Leverage the templates and examples, use the supporting materials, and follow the recommended actions to create a process and framework that works for you, the consultant.  

The Core is your WHY, WHAT, WHO, and HOW.  Think of your CORE as a book’s first chapter or a movie’s opening scene.  The CORE sets the stage for just about everything a consultant does as they move forward.     

There are three keys to your Core.  Focus (WHY and WHAT) is the one thing for which you want to be known; Ideal Client (WHO) is the person you want to work with and who wants to work with you; and Point of View (HOW) is your client’s journey.  Crafting an attention grabbing brand message helps to pull together Your Focus, Ideal Client and Point of View.

Covered in this section:

• Define your focus 
• Identify your ideal client’s characteristics and behaviors 
• Determine where to find your ideal client
• Outline your point of view and initial service offer
• Craft an expanded creative brand message 

As you define and identify your focus and ideal client, you connect with people that you know to validate your focus and ideal client. Validation helps ensure that people are not only interested in your why and what but also open to paying you to help them.  As you connect, you hone your brand message, start expanding your point of view, and develop credibility essentials that are crucial to building meaningful relationships. 

Building Relationships and GETTING CLIENTS is all about connecting with people, getting to know them, and building trust.  A consultant builds upon their CORE and forms relationships with clients, influencers, and partners with the help of various awareness techniques and actions.   

Begin forming relationships by understanding the five relationship stages and developing a relationship methodology that works for your ideal client (and you), including networking activities, a referral process, and a targeted outreach approach.   Building Relationships focuses heavily on building direct one-on-one relationships because it is the fastest way to get clients.  Limited time is devoted to awareness techniques and actions such as writing and speaking.   

 Covered in this section:

• Display your credibility
• Develop an overall five stage relationship methodology  
• Determine strategic networking activities including social media  
• Develop a referral process for you and referral partners
• Determine a targeted outreach approach 
• Develop a daily, weekly, or monthly action plan  

As you build awareness and form relationships, you position yourself for the most important question a client can ask, “I think you can help me.   Are you interested in talking?” 

Create and Present a Winning Proposal is about crafting an agreed upon proposal. With trust established and a client interested in assistance, a consultant is position to hold an exploratory or discovery meeting with a potential client to obtain an understanding of the opportunity.  Based on that understanding a consultant develops an approach, determines a price, and meets again to obtain consensus as to the work to be performed. With consensus obtained, the consultant writes and delivers an agreed upon proposal that can be quickly turned into a signed contract resulting in paid work. 

Covered in this section:

• Prepare, conduct, and evaluate a discovery meeting 
• Describe the key approach components 
• Explanation of the five basic pricing strategies
• Recognize the value of a consensus meeting
• Identify the sections of a proposal
• Understand business aspects of a contract*  

*I’m not an attorney and I do not provide legal advice.