consulting business breakdown - amazon s3 · entrepreneurs: find success doing what they love...

BUSINESS BREAKDOWN: CONSULTING

DIETITIAN BUSINESS

STARTUP TOOLKIT

© 2015 RD Entrepreneurs Academy

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IN THIS TRAINING VIDEO…

Consulting Business Overview

Effective & Enforceable Contracts

Business & Marketing Plan

Services Development for a Consulting Business

Negotiation Skills for Dietitians

Business Breakdown: Consulting

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CONSULTING OVERVIEW


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TYPES OF CONSULTING

Skilled Nursing or Assisted Living Facilities

Correctional Facilities

Home Health

Fitness Centers/Yoga Studios

Insurance Companies

Maternity Leaves Small/Rural Hospitals

Food Industry

CEU Companies

Corporate Health

Hospice

Rehabilitation Facilities

Psychiatric Facilities

Grocery Stores

Group Homes MD’s/Practitioners Office

Consulting Overview l Business Breakdown: Consulting

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TYPE OF WORK

Structure: Short and long term & as needed

What’s available?

One-on-One, Group

Expertise


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LOCATION

Home

Off-site location

Virtually


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LOCATION CONSIDERATIONS

Startup funds

Who you are working with

Needs of clients


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HOW WIDE SHOULD YOU CAST YOUR

NET?


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BUSINESS CONSIDERATIONS

Population

Need

Competition


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BUSINESS CONSIDERATIONS

Business goals

Life goals

Most importantly-PASSIONS


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CONSULTING BUSINESS

Serving a wide audience (typically) quicker to get more clients in the door

Marketing will need to be geared towards a larger potential client base

Arsenal of assessments and/or instructional handouts ready to go


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CONSULTING BUSINESS

Smaller starting base; may take longer to build

Marketing is more concentrated to ideal client

Specific assessments and/or instructional handouts


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AVAILABLE CONSULTING

Any place you would search for “regular” employment

State Association Job Listings

Word of mouth


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MAKE YOUR OWN OPPORTUNITIES!


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CONTRACTS & PROPOSALS


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CONTRACT: LEGALLY BINDING “PROMISE”

Contracts & Proposals l Business Breakdown: Consulting

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ENFORCEABLE CONTRACTS

1. Get it in writing

2. Keep it simple

3. Deal with the right person

4. Spell out ALL of the details


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5. Specify payment obligations

6. Agree on circumstances that terminate the contract

7. Keep it confidential

8. Specify ownership


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PROPOSALS


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PROPOSALS

Business Name

Description of Services

Benefits of Service

Cost Breakdown

Marketing


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GETTING PAID


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CONSULTING PAYMENT SYSTEMS

Invoice based services

More involved jobs—“down payment”

Typically cash/check payments

Ensure payment specifications are in contract/proposals


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BUSINESS PLAN


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BUSINESS PLAN

Business plan = blueprint for your business

Your business will grow & evolve

Notice any questions or snags in the plan before you implement

Business Plan l Business Breakdown: Consulting

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Print:Strategic

Consulting Business Plan


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THIS BUSINESS PLANNER WAS DEVELOPED SPECIFICALLY…


To help you start making money

Build momentum!

Plan for transition/growth

Avoid overwhelm

Meant to be revisited & revised

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YOUR BUSINESS

Business Name

Business Location—Now & Future?

Describe your business in a few sentences


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I HELP DIETITIAN ENTREPRENEURS:

FIND SUCCESS DOING WHAT THEY LOVE

CREATE THEIR OWN OPPORTUNITIES

GET PAID WHAT THEY ARE WORTH


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YOUR BUSINESS

What is the purpose of your business?

Why does your business need to exist?

Why will it succeed?


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TIME

Total hours available per week?

Startup/Planning

Service Development

Service Delivery

Travel

Marketing

Admin Tasks


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MONEY

How much money do you need to get started?

What costs are ABSOLUTELY necessary to get your business up & running?

How will you fund this?


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STARTUP COSTS

Business Formation

Business Banking

Insurance

Office Supplies

Legal or Professional Fees

Reference Materials


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SHORT TERM

GOALS

NEXT 3-6 MONTHS


LONG TERM

GOALS

NEXT 6 MONTHS-

1 YEAR

BIG PICTURE

GOALS

1 YEAR+

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SHORT TERM GOALS

1) Work 2 hours, 4 days per week on startup activities (I will need to make room in my schedule for this)

2) “Open doors” on August 1st; I will be working at off-site locations. This is the date I will start looking for consulting clients

3) 1-2 short term/as needed contracts to get started


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LONG TERM GOALS

1) Get 1-2 long term consulting clients (~24-30 hours per week)

2) Transition from full-time job to part time consulting by January 1st

3) 1-2 additional short term/as needed consulting projects


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BIG PICTURE GOALS

1) Transition full-time to business by August 1st (the following year)

2) Friday is office day only (paperwork, billing, follow up)

3) ~30 hours per week (this includes any travel)full-time projects; 1-2 new short term/as needed project quarterly


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SERVICE DEVELOPMENT


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SERVICES

I will provide ___ service (s)?

Service Development l Business Breakdown: Consulting

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PICK A PROPOSED START DATE!


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LIST ALL THE THINGS THAT NEED TO BE COMPLETED TO GET

STARTED


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CONSULTING BUSINESS STARTUP TO DO

Complete paperwork for local business license

List of potential consulting contacts

Develop assessment form and handouts


Liability Insurance Policy

Menu Analysis Software

Develop basic contract

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LIST ALL THE STEPS FOR THE ITEMS THAT NEED TO BE

COMPLETED AND ADD COMPLETION DATES TO

CALENDAR

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PLANNING

What areas of startup need to the most attention?

What do you perceive will be the biggest obstacle to complete your plan on time?


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MAKE YOUR LIST ACTIONABLE!


REVERSE ENGINEER YOUR LIST

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NOW..WHAT IS THE PROPOSED COMPLETION DATE?


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DELIVERY & DEVELOPMENT

How will you deliver your service?

Time to deliver service?


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REVENUE

Do you project boosts/lulls or a steady stream of income?

Do you project a time of year that will either be slower or busier than others?


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KNOWING YOUR DEVELOPMENT & DELIVERY TIMES WILL HELP YOU SET

YOUR PRICES APPROPRIATELY


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CONSULTING WORK: 6 HOURS

FOLLOW UP: 30-45 MINUTES CALLS/EMAILS/VISIT REPORTS

PREP: 2 HOURS (ROUND TRIP)

*DEVELOPMENT & MARKETING TIME


CASE: CONSULTING

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MARKETING PLAN


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DOMINATE YOUR MARKET

Marketing Plan l Business Breakdown: Private Practice

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COMPETITION

Who currently services your ideal client?

Where are they located?

What product/service do they provide? Price?


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COMPETITION

What partnerships/relationships have they established?

How are they marketing their business? Locally? Online?


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YOUR GOAL: DIFFERENTIATE YOURSELF

FROM THE COMPETITION


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NEGOTIATION SKILLS


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KEY ELEMENTS OF A SUCCESSFUL NEGOTIATION

Negotiation Skills l Business Breakdown: Consulting

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SUCCESSFUL NEGOTIATIONS

Know your hourly rate

Understand the position/job & the value you bring

Preparation (for most conversations)


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WHEN NOT TO NEGOTIATE

Don’t haggle over set prices with clients

Don’t lower your price for a perceived benefit “down the road”

Don’t work for free, unless there is a tangible benefit


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UNDERSTAND YOUR WORTH


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Years of career experience (it’s okay if this number is zero)

Career/Work/Intern Positions previously held (list even if the job seems unrelated to the position)

List 1-3 skills/expertise acquired or improved from each position.


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Career Related Activities

1-3 skills/expertise acquired or improved from each activity

Non-Career Related Activities

1-3 skills/expertise acquired or improved for each position


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NOW THAT YOU HAVE ALL THIS GREAT INTEL…


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5 AREAS, FROM YOUR PREVIOUS

EXPERIENCES THAT YOU CAN USE TO PROMOTE YOUR

EXPERTISE


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UNDERSTAND THE POSITION

Main responsibilities (perceived or known)

Take the above responsibilities + write out how you performing the task creates a benefits for the company/client/customer/individual


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UNDERSTAND THE POSITION

Perceived or Actual struggle(s) that you could improve/simplify/take off their plate?

What can you do to help them?

How will you provide extreme value to this position?


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HOW TO RESPOND: COMMON NEGOTIATION

REBUTTALS


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COMMON REBUTTALS

What’s your minimum number?

Everything is negotiable.

I can’t afford that. That’s not in the budget.

I know someone who charges less.

I am not going to be able to compensate you what you are asking?


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WHEN IN DOUBT: “I NEED TO LOOK OVER

EVERYTHING. I CAN GIVE YOU A DEFINITIVE ANSWER IN 48

HOURS. IS IT OKAY IF I CALL YOU WITH ANY QUESTIONS?”


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WRAP UP


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KEY POINTS

Success = being the obvious choice over your competition

Set short and long term & big picture goals

Negotiations & consulting go hand-in-hand…be prepared!

Wrap Up l Business Breakdown: Consulting

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NEXT UPAction & Implementation

Week


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consulting business breakdown - amazon s3 · entrepreneurs: find success doing what they love...

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