![Page 1: Consulting Guidelines. This is not your business! You can only make recommendations based on the consulting agreements objectives You may recommend](https://reader035.vdocuments.net/reader035/viewer/2022070606/5a4d1b727f8b9ab0599b5f3d/html5/thumbnails/1.jpg)
Consulting Guidelines
![Page 2: Consulting Guidelines. This is not your business! You can only make recommendations based on the consulting agreements objectives You may recommend](https://reader035.vdocuments.net/reader035/viewer/2022070606/5a4d1b727f8b9ab0599b5f3d/html5/thumbnails/2.jpg)
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.
![Page 3: Consulting Guidelines. This is not your business! You can only make recommendations based on the consulting agreements objectives You may recommend](https://reader035.vdocuments.net/reader035/viewer/2022070606/5a4d1b727f8b9ab0599b5f3d/html5/thumbnails/3.jpg)
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
![Page 4: Consulting Guidelines. This is not your business! You can only make recommendations based on the consulting agreements objectives You may recommend](https://reader035.vdocuments.net/reader035/viewer/2022070606/5a4d1b727f8b9ab0599b5f3d/html5/thumbnails/4.jpg)
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
![Page 5: Consulting Guidelines. This is not your business! You can only make recommendations based on the consulting agreements objectives You may recommend](https://reader035.vdocuments.net/reader035/viewer/2022070606/5a4d1b727f8b9ab0599b5f3d/html5/thumbnails/5.jpg)
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….
![Page 6: Consulting Guidelines. This is not your business! You can only make recommendations based on the consulting agreements objectives You may recommend](https://reader035.vdocuments.net/reader035/viewer/2022070606/5a4d1b727f8b9ab0599b5f3d/html5/thumbnails/6.jpg)
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
![Page 7: Consulting Guidelines. This is not your business! You can only make recommendations based on the consulting agreements objectives You may recommend](https://reader035.vdocuments.net/reader035/viewer/2022070606/5a4d1b727f8b9ab0599b5f3d/html5/thumbnails/7.jpg)
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
![Page 8: Consulting Guidelines. This is not your business! You can only make recommendations based on the consulting agreements objectives You may recommend](https://reader035.vdocuments.net/reader035/viewer/2022070606/5a4d1b727f8b9ab0599b5f3d/html5/thumbnails/8.jpg)
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
![Page 9: Consulting Guidelines. This is not your business! You can only make recommendations based on the consulting agreements objectives You may recommend](https://reader035.vdocuments.net/reader035/viewer/2022070606/5a4d1b727f8b9ab0599b5f3d/html5/thumbnails/9.jpg)
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
![Page 10: Consulting Guidelines. This is not your business! You can only make recommendations based on the consulting agreements objectives You may recommend](https://reader035.vdocuments.net/reader035/viewer/2022070606/5a4d1b727f8b9ab0599b5f3d/html5/thumbnails/10.jpg)
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
![Page 11: Consulting Guidelines. This is not your business! You can only make recommendations based on the consulting agreements objectives You may recommend](https://reader035.vdocuments.net/reader035/viewer/2022070606/5a4d1b727f8b9ab0599b5f3d/html5/thumbnails/11.jpg)
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
![Page 12: Consulting Guidelines. This is not your business! You can only make recommendations based on the consulting agreements objectives You may recommend](https://reader035.vdocuments.net/reader035/viewer/2022070606/5a4d1b727f8b9ab0599b5f3d/html5/thumbnails/12.jpg)
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
![Page 13: Consulting Guidelines. This is not your business! You can only make recommendations based on the consulting agreements objectives You may recommend](https://reader035.vdocuments.net/reader035/viewer/2022070606/5a4d1b727f8b9ab0599b5f3d/html5/thumbnails/13.jpg)
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