Consulting Guidelines

This is not your business! You can only make recommendations based

on the consulting agreements objectives You may recommend more than one option

and even which option would be best to pursue, but the final decision is the owners

Building a solid relationship with management is mandatory for a successful consulting engagement.

Technical skills◦ Experience in the area of interest to the owner or

management team◦ Educational background

Interpersonal Skills◦ Listen carefully◦ Ask relevant and well thought out questions◦ Know how to disagree, respectfully◦ Encourage the proper implementation

Excellent communication skills◦ In writing, preparing presentations and verbally

Knowing how to create a positive impact on the company

Knowing how change can be implemented Stay focused on the client’s needs and not

your needs

The Initial Interview◦ What does the client expect as a final deliverable?◦ What do you, the consultant, expect can

reasonably be accomplished after you understand the situation? If the expectations differ after the consultant has had

time to carefully consider the situation then there is work to be done before your proceed

Remember , there are multiple stakeholders in this engagement◦ Client, faculty, SBTDC, WCU, etc….

Managing expectations is the most important factor in whether the engagement succeeds or fails

The Values of Success◦ Expected value – meeting expectations◦ Perceived value – how does the client value your

work product?◦ Delivered value – your perception of your work

product If there are no gaps between these you

have been successful

First, get a clear understanding of the client’s initial expectations◦ Discuss them and make sure after the initial

meeting that you are in agreement – try to make them specific and measurable

Continually track the clients expectations◦ Circumstances may change during the

engagement◦ Keep listening during the process◦ Watch for non-verbal indicators

Influencing expectations◦ Build trust◦ Educate the client – tactfully

Explain the problem as you get a better understanding

Explain possible solutions or outcomes Maintain confidentiality, especially if talking to

employees talk with the client in private

Spells out the legal relationship and which responsibilities belong to each party

Phased contracts are often used◦ The client has off ramps at more than one place –

but so do you◦ Contracts can be amended as facts become

known or circumstances change

The initial interview◦ What information / data can or should be

collected History of the business Products or services Owners background Customers Suppliers Competitors Financial Information Physical facilities & equipment Employees – enough, too many, abilities… Problems and missing information

The Research Report◦ Industry Analysis

Competitors Suppliers Competing products and/or services State of the industry

◦ Market analysis◦ E-Commerce◦ Assessment of the industry – viability,

forthcoming technology or process changes, market changes

The Intake report combines the consultants understanding of the problem and the market analysis

Meet with the client – essential to gain trust and convergence of expectations

Any amendment to the consulting agreement may take place here

Written Presentation PowerPoint if appropriate Oral presentation Owners, SBTDC, faculty and you will be

there◦ If there is a Board, one or more of the members

may be present