Group Discussion Course - Engage Knowledge Area

This course helps you frame and conduct one of the most important meetings you will ever have with a prospective client-your discovery meeting. This meeting positions you to craft an approach that supports the prospective client’s opportunity and eventually leads to a proposal.

  • Prepare

    Before you meet, it is important to prepare for the meeting so that you ensure a successful exploratory meeting occurs. Preparing means performing preliminary research about the prospective client and asking appropriate prequalifying questions. It means ensuring the meeting structure positions you to craft an approach to help them.

  • Conduct

    Conducting the meeting is about understanding the why, what, who, when, and where so that the consultant can craft the HOW-the proposed approach leading to a solution. Sounds easy, but a consultant needs to gather the essential information within a relatively short period of time. This requires the consultant to not only be organized providing just the right level of information about them, but also ask precise well-structured questions.

  • Understand Their ASK!

    With the information gathered, the consultant documents, analyzes, and evaluates their findings recognizing red flags and determining if the opportunity is a fit or not for them. The prospective client is doing the same thing and determining if the consultant is for them. Both the consultant and prospective client determine if they want to move to the next step which is developing a proposed approach to the prospective client’s ASK.

Walk Away With...

  • A prequalification framework to ensure the prospective client and opportunity might be a fit before the initial meeting occurs.

  • An awareness of the information to obtain from a prospective client during an exploratory meeting so that you-the consultant-is positioned to craft an approach that leads to a solution.

  • An understanding of the best question formats to ensure the essential and appropriate information is gathered within a relatively short period of time.

  • A response to client questions about you and your service offerings when not ready to provide an approach nor quote a fee for services.

  • A methodology for documenting, analyzing, and evaluating the meeting including the determination of red flags. The outcome of the evaluation answers the question-Is the opportunity a fit or not?

Curriculum

Prepare - Conduct - Understand Their ASK!

What's Included...

  • Over 15 videos walk you through the preparing, conducting, and analyzing and evaluating the discovery meeting. Three workbooks with examples and exercises, 9 templates, and other supporting articles help you accelerate your progress.

  • Two 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.

  • 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.

Schedule

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.