Group Discussion Course - Engage Knowledge Area

This course discusses crafting a proposal based on an agreed upon approach and provides an overview of the business aspects of a consulting contract.

  • The Contract

    During the discovery meeting, the prospective client informed you that there is a standard contract that needs to signed. We discuss common terms that every consultant should understand as well as business impacts. Understanding the terms and business implications assists with facilitating conversations with your attorney.

  • The Proposal

    You have spent weeks or months cultivating a relationship until the prospective client asked to meet to discuss an opportunity. You crafted and discussed an approach. Agreement achieved! The business side is about documenting that agreement in a proposal (or statement of work) and then obtaining the necessary signatures turning the proposal into a contract.

Walk Away With...

  • Understand the two sides of contracts: the legal side offered referred to as a standard contract or master agreement; and the business side which ties to a proposal letter or statement of work (SOW).

  • Understand the business impact of sixteen legal* terms found in standard contracts or master agreements and determine if there are any industry or specific consulting legal requirements.

  • Understand the proposal letter and statement of work (SOW) formats that leverage your discovery meetings findings and build upon the agreed proposed approach.


Legal - Business - "Contract"


  • Over 7 videos walk you through the legal and business aspects of a consulting contract. Three workbooks with exercises, proposal and statement of work templates and examples, and other supporting documents help you accelerate your progress.

  • A group discussion (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.

  • 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.


Group Discussions Start at 7:00 PM EST.

Week 1: Important Meeting: Discovery - Material available on 10/31 - Discussion on 11/4

Week 2: Important Meeting:Discovery - Material available on 11/7 - Discussion on 11/11

Week 3: Right Approach, Right Price - Material available on 11/14 - Discussion on 11/18

Week 4:Right Approach, Right Price - Material available on 11/21 - Discussion on 11/25

Week 5: Compelling Proposal, Signed Contract! - Material available on 11/28 - Discussion on 12/2

Week 6: Recap: No New Material - Discussion 12/9 - Only provided as part of the 3 course ENGAGE bundle.

Frequently Asked Questions

  • How long does it take to complete the 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. If you are taking this course as part of a on-line workshop, add an hour for group discussion.

  • How does the course work and where can I find the schedule for the Group Discussions?

    Great Question! Under the Curriculum's Workshop Overview section, there is a document titled Schedule and Group Discussion Information. It includes dates and log-on information for the group discussions. In general, every Friday videos, workbooks with exercises, templates and other material are released. You progress through the material at your own pace. A Group Discussion call is held a few days later. Attend live and ask questions. This is a great time to obtain feedback from members of the group. The call is recorded and available to review at a later time.

  • What happens if I have a question before or after the 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.

  • 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 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.