Self Study Course - Engage

This course is the second course in the ENGAGE series. It helps you develop a methodology for crafting and obtaining agreement on your approach, or if you rather, solution, that supports the client’s opportunity.

  • Approach

    As the consultant, you set the course for the engagement. Defining the approach is determining how you can help a client. It is about providing an approach that meets the client’s expectations and desired outcome within the required timeframe and budget constraints. It is about evaluating options and alternatives, defining key products or deliverables, outlining responsibilities for you as well as the client, and finally, determining a price.

  • Pricing Strategy

    Your pricing strategy depends on the prospective client, the recommended approach, and you, the consultant. But before deciding on the right pricing strategy for a particular situation or for you, understand the pros and cons, and best practices for each of the 5 basic pricing models.

  • Consensus

    With an approach in hand and a price determined, meet to discuss your HOW with the economic buyer. Your goal is to obtain consensus that your approach meets the client’s expectations and provides the desired outcome. This is your opportunity to clarify and refine your approach before you take pen to paper to write the proposal.

Walk Away With...

  • Identification of the key components from your approach that are required to determine a price, obtain consensus with the prospective client, and eventually write a proposal leading to a signed contract.

  • An awareness of the 5 basic pricing models including the pros and cons, and best practices of each model providing you a deeper understanding of each pricing option.

  • Determine what model or models work best for you, your service offering, and your consulting practice.

  • Recognize the value of a consensus meeting with the prospective client because this meeting enables a consultant to confirm and revamp their approach before submitting a written document memorializing their approach.

Curriculum

Right Approach and Right Price Leads to Success for EVERYONE

  • 1

    Welcome to Right Approach, Right Price!

  • 2

    Craft the Approach

    • Craft Your Approach Workbook

    • Approach Overview

    • Craft The Right Approach

    • Approach Template

    • Craft Your Approach Checklist
  • 3

    Before You Begin (optional)

  • 4

    What is the Best Pricing Strategy?

    • What is the Best Pricing Strategy? Workbook

    • Which Pricing Strategy is Best?

    • Classify Your Model

    • Confirm Your Understanding
  • 5

    Time and Expense Pricing Model

    • Pricing Workbook (Use This Workbook with ALL Pricing Model Chapters)

    • Time and Expense Model

    • Time and Expense Scenario

    • Confirm Your Understanding
  • 6

    Fixed Price Pricing Model

    • Fixed Price Model

    • Fixed Price Scenario

    • Confirm Your Understanding
  • 7

    Value Based Pricing Model

    • Value Based Model

    • Value Based Scenario

    • Confirm Your Understanding
  • 8

    Risk-Reward Pricing Model

    • Risk-Reward Model

    • Risk-Reward Scenario
  • 9

    Retainer Pricing Model

    • Retainer Model

    • Retainer Scenario

    • Confirm Your Understanding
  • 10

    Now Time For Consensus!

    • Consensus Workbook

    • Consensus Overview

    • Now Time For Concensus!
  • 11

    Right Approach! Right Price! Conclusion

    • Pricing In Review

    • Recap-Final Thoughts

    • Before you go...
  • 12

    Additional Material

    • Frequently Asked Questions

Included...

  • Over 22 videos walk you through defining an approach with options, the 5 basic pricing models, and an approach for conducting a consensus meeting. Included are three workbooks with exercises, templates, and other supporting documents to help you accelerate your progress.

  • Scenarios are included that build on your discovery meeting, highlight crafting an approach with a price, and holding a consensus meeting.

  • Life-time access to the course material provided enabling you to periodically refresh your knowledge and skills.

Watch Intro Video

Check out the How Much Do I Need? Video

Determine Your Sanity Check Rate to Ensure You Charge Enough so You Make Money and Pay Yourself a Salary You Deserve.

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.

  • 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.

  • What is the difference between the group discussion and the self study courses?

    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.