developing ip from your consulting practice february 2009
TRANSCRIPT
Copyright 2008 The QMP™ Group , Inc. Sound Strategy, Rapid Results, Lasting Impact™
The Institute of Management
Consultants
The Business of Consulting: Creating and Leveraging IP
Copyright 2008 The QMP™ Group , Inc. Sound Strategy, Rapid Results, Lasting Impact™
The Consultant’s Product Evolution Paradigm
Resume
Products (dependent*)
Products (independent)
Tool (s)(IP)
Projects
Increasing economic leverage
“Projects lead to products”
Alan Shannon 1982
* = dependent on personal delivery
Copyright 2008 The QMP™ Group , Inc. Sound Strategy, Rapid Results, Lasting Impact™
Definition of a Good Product
Replicable (yet still may be configurable)
Has a proven economic value proposition (for the client)
Has specific deliverable(s)
Can be captured in a single page “flier”
Has a base price that can be enhanced with other services
Has case studies, testimonials or referrals that validate its
success and effectiveness
Not a dead end: with complementary product/service
alliances, or a development roadmap can enhance the client
value received
Copyright 2008 The QMP™ Group , Inc. Sound Strategy, Rapid Results, Lasting Impact™
Examples
RW & Associates
25+ year resume in org dev / HR
10+ years in consulting
Organizational Development & HR
consulting services
Thought leadership: writer and speaker
Prevue Assessments (licensed)
Products Developed
“Absolute Honesty”, the book
Workshops: “ Straight Talk”
The QMP Group, Inc
25+ year resume in engineering,
manufacturing and sales/marketing
10+ years in consulting
Turnarounds and organizational
transformations
Tought leadership: writer and speaker
No book
Products Developed:
QMP™ Market Strategy workshop
QSP™ Sales Process workshop
PEP™ Performance Excellence Program
Consultancy Navigator™ Program
Accelerating the Adoption of Innovation
Account Portfolio Planning Sys Software
Copyright 2008 The QMP™ Group , Inc. Sound Strategy, Rapid Results, Lasting Impact™
Recommended Consultant’s Time Allocation
50%
20%
12%
10%5% 3%
Execution Bus Dev Thought Leaderhsip Prod Dev Infrastructure Admin
Copyright 2008 The QMP™ Group , Inc. Sound Strategy, Rapid Results, Lasting Impact™
The 7 Rules of Product Development
Capture all tools developed during project execution
Calculate / capture economic value proposition(s)
Create cases studies which show impact
Combine linked tools into product packages
Name it
Register IP (copyright, trademark, patent)
Make a flier