Selling consulting like you mean it
What you'll learn
- You will learn how to sell your consulting services
- You will learn from an experienced consultant how to think about selling consulting services,
- How to prepare and how to get the best results.
- The consulting sales cycle,
- Proposal writing
- Understanding your client's needs.
- Developing a value proposition
- What clients want
Requirements
- None
Description
Selling Consulting Like You Mean It will help you sell your consulting services. It's based on lessons I have learnt selling and delivering over 30 consulting assignments. The course will help you prepare your approach and help you stand out from other consultants. The course covers sales technique, how to think like a buyer and your role in selling your consulting services.
What you'll learn
Why selling like you mean it matters
The importance of knowing who you are
Why thinking like a buyer is important
The importance of being emotional and channelling that
Why you need to show and not tell to build rapport and drive value
The importance of market service fit
Writing a winning proposal
And how to get started by applying the lessons you have learnt
Requirements
You should already have a reasonably good idea about the consulting or coaching you want to do
Description
This course will help you get your approach to selling consulting in the right place. It will provide you with the questions you need to use to prepare your approach to selling and what you need to think about so you can sell more.
When you learn to package your services it changes your approach to selling consulting and coaching services.
(1) Have you really thought about the approach you are taking?
(2) Are you clear about your role in the sales process?
(3) Do you know the difference between selling the features and engaging with the client collaboratively?
(4) Do you want to shift your sales from hourly-based rates to value-based?
Who this course is for:
Independent consultants and consultants who want to improve their selling approach
Internal consultants who want to work more collaboratively with internal clients
Contractors who subcontract into a larger consultancy
Management and development coaches
Organisation development professionals
Business analysts
Business project or programme managers
VPs of major consultancy firms
IT consultants
Business advisors
Small business consultants
Who this course is for:
- Anyone who wants to do better selling their consulting or coaching services
- Consultants wanting to move from hourly based to value based fees
- IT consultants who want to sell more change management consulting
Course content
- Preview01:27
- Preview05:15
- Preview05:45
- 09:01Think like a client
- 17:52Show don't tell
- 11:21Make it personal
- 04:33Sell like you mean it setting the scene for selling
- 10:49The sales cycle for consulting
- 11:04Does your service fit the market and client need?
- 05:53Writing your winning proposal
- 00:54Getting started
Instructor
![Dr Phil Richardson](data:image/svg+xml,%3Csvg xmlns="http://www.w3.org/2000/svg" viewBox="0 0 64 64"%3E%3C/svg%3E){kind=avatar}
- 4.6 Instructor Rating
- 16 Reviews
- 104 Students
- 2 Courses
With an initial career in the pharmaceutical and biotechnology industry Phil has over 25 five years consulting experience. He worked for IBM, Druid (part of Steria) and Deloitte before setting up his own business transformation and innovation consultancy. His consulting work covered innovation for major food and drink brands, global transformation programmes for telecommunications and pharmaceutical organisations and strategy and change work for government, business services and consumer brands. Consulting assignments span in size from 3 month strategy work to 3 year transformation programmes which ranged in values up to $250m. The type of work included creating a customer focus, delivering an effective international operation and developing new products and services.
For a major charity he enabled the organisation ability to service its clients from 4,500 to over 60,000 with the same budget. For an international business services organisation he was able to help change the customer processes so that it was able to increase the profit on each service by 20% Work on supply chain for a major brewer (the biggest in the world) led to a significant reduction in supply chain costs.
Phil is a certified Management Consultant (CMC) has a PhD in strategy and change, an MBA from the Open University (where he teaches strategy and is an examiner for the final year thesis), and professionally is a chartered biologist and a chartered scientist.
Phil has an active research interest in biomimetics and its application to systems thinking and change management. He has successfully developed consulting services and products using this research which he has sold to global enterprises.
Phil lives in Dorset, on the south coast of England with his family and German Shepherd Tessa.