earn more consulting revenue from expert networks

© 2008. All Rights Reserved - Privileged and Confidential© 2011 David Teten. More at ffventure.com and teten.com

Double Your Consulting Incomewith Expert Networks

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David TetenPartner, ff Venture Capitalffventure.comblog: teten.com@dtetenNew York, [email protected]


David Teten Biography (teten.com)• Partner, ff Venture Capital, early-stage technology venture capital fund• Founder and Chairman, Harvard Business School Angels of New York• Founder and Chairman, Navon Partners, startup focused on sourcing deals for private

equity funds• Managing Director, Evalueserve, through September 2008. 2,500-person finance-focused

research and analytics firm. • Founder and CEO, Circle of Experts (investment research firm), sold to Evalueserve• Founder and CEO, Teten Executive Recruiting, sold to Accolo, #42 on 2007 Inc. 500• Founder and CEO, GoldNames, domain name investment bank, based in Israel• Technology/Defense Investment Banking, Bear Stearns (#1 group at Bear investment

banking by revenues) • Lead author, The Virtual Handshake: Opening Doors and

Closing Deals Online (TheVirtualHandshake.com)• Harvard MBA 1998, Yale BA, both with honors.• Contact: [email protected]

http://www.teten.com/

http://www.ffventure.com/

http://www.hbscny.org/angels

http://www.navonpartners.com/


Expert Network Business Model

InvestorInvestor BuyersBuyers

AcademicsAcademics

SupplierSupplier

GovernmentGovernment

New Entrants

New Entrants

CompetitorCompetitorCorporate Alumni

Corporate Alumni

based on Competitive Strategy: Techniques for Analyzing Industries and Competitors, Michael Porter.

ManagementManagement


Major Expert Networks

• Multi-Sector• Gerson Lehrman Group• Coleman Research Group• DeMatteo Monness• Guidepoint Global (Vista)

• Specialty/Other Players• Intota• Kingfish Group• Primary Global Research• Primary Insight• Round Table Group

• Medical• MEDACorp (Leerink Swaan)• Sermo

• Large Parent Companies• Evalueserve Circle of Experts• Goldman Sachs Vantage

Marketplace• Reuters Insight


• Interact with professional investors and corporations• Strategic, thought-provoking projects• Competitive compensation

• Receive referral fees to introduce colleagues

The big NO’s• No membership cost• No marketing cost • No time spent on negotiating

or chasing payment

Benefits To Expert

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• Phone calls• Presentations• Surveys• White papers• Longer consulting projects

Engagement Models

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• Accept/Reject request within 48 hours• Consultation strictly between you and client• No fixed obligation

How Expert Networks Operate

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• Experience• Industry Recognition• Academic credentials

• Access to unique knowledge• Affiliations

• Communication skills

• Irrelevant for expert networks: social skills, management skills

Criteria for Consultation

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• Update your availability and bio• Quantify achievements• Explain how you acquired

your expertise• Insert specific keywords

• Identify firms you touched• Focus on industry-specific

knowledge

Filling Out Your Profile

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• Ask• Mail your liaison when

you have insight into a hot topic• Apply for open projects• Go on-call• Contribute to Expert Network

news service (e.g., GLG News)

How to Win More Consultations

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• Observe compliance restrictions• Review current news• Ask questions to understand

the client’s hot buttons• Make sure to answer

client’s key questions• Acknowledge your limits• Offer referrals

How to Prepare for Consult

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• Register at expert network and interim executive web sites (and LinkedIn, job boards, etc.)• Biography• Hourly billing rate• Resume

• Consider becoming a public expert: PRNewsWire ProfNet, HelpaReporter.com

Next Steps

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Biography Analysis Software


Contact Management

http://misbridge.mccombs.utexas.edu/knowledge/topics/crm/

• Act.com

• EGrabber.com

• Cardscan.com

• Plaxo.com


Blog and Web Readers


Any questions ?

Slides at www.Teten.com

http://www.teten.com/