Self Study Course - Engage

This course is the first of three in the ENGAGE series. It helps you frame and conduct one of the most important meetings you will ever have with a prospective client, your discovery meeting, because it 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!

  • 1

    Welcome to The Most Important Meeting: Discovery!

  • 2

    Preparing for the Meeting

    • Preparing for the Meeting Overview

    • Preparing for the Meeting Workbook

    • When You Get the Call

    • Discovery Meeting Preparator Template

    • Set-up the Meeting

    • Discovery Meeting Agenda Template

    • Confirm Your Understanding
  • 3

    Conducting the Meeting

    • Conducting the Meeting Overview

    • Conducting the Meeting Workbook

    • Exploring the Prospective Client

    • Exploring the Client Template

    • Client Exploring You!

    • Client Exploring You Template

    • Ask the Right Questions

    • Sample Discovery Meeting Questions

    • Potential Questions Template

    • The Meeting Close

    • Confirm Your Understanding
  • 4

    Meeting is Over! Now What?

    • The Meeting is Over. Now What?

    • Document, Analyze, and Evaluate!

    • Document, Analyze, and Evaluate Template

    • Red Flags

    • Identifying Risk

    • Red Flags Template

    • Decision Point

    • Decision Point Criteria Template

    • Confirm Your Understanding
  • 5

    The Most Important Meeting: Discovery! Conclusion

    • In Review

    • Before you go...
  • 6

    Additional Material

    • Meeting Pointers to Consider

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.

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

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. Videos are under 15 minutes with most between 2 and 7 minutes. Modules (or chapters) are focused on one specific topic and designed to be completed within one seating. Videos in each module (or chapter) are less than 60 minutes in total. However, it takes time to listen to the videos and walk through the exercises in the workbooks. I recommend setting aside 1 to 3 hours for major modules (or chapters). Some people take 30 minutes to complete the associated exercises while other people take 60 minutes or more to complete them.

  • 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.