The Consultancy Navigator
The Book
Jerry Vieira, CMC
Founder and President of The QMP Group, Inc.
Part I GEARING UP
Chapter 1
Assessing Your Starting Point
Consultant Wannabe Types
Know Your Starting Point
Do You Have What It Takes?
The Consultancy Navigator™ Preparedness Assessment
The 9 Dimensions of Preparedness
Chapter 2
Building a Strong Foundation
Your Binding Principles
Passion & Purpose
Mission & Vision
Values & Ethics
Culture
Core Business Processes
Building Your Practice Support Structure
Part II BAIT-to-BITE
Chapter 3
Packaging Your Value
The What and the Why of Packaging: Pros & Cons
Deliverables vs. Outcomes
Your Services Architecture
The Most Common Question
The First Law of Value: The Value Quotient
Creating and Naming Your Offerings: Protect Your Intellectual Property (IP)
Expanding Your Range of Service Offerings
Your Service Offerings Mix
Fee Setting
Modeling Your Revenue Potential
Chapter 4
Formulating Your Market Strategy
The Management Consulting Market is Crowded
The Impact of Economic Cycles
Market Strategy: A Five-Part Construct
A Target Market Focus: Assessing and Testing Alternatives
The 12-Factor Target Market Attractiveness Assessment
Channel-to-Market and the Client Experience
Recognizing a Value Vortex™
Target Market Value-Viability Testing
Chapter 5
Thought Leadership
Thought Leadership: A Practice Essential
Front of the Room Networking
The Benefits Derived from Public Speaking
Charisma helps – a lot!
The Speaker Selection Process
Speaker Fees or No Speaker Fees
Writing, Videos, Podcasts
Spreading the Seeds in the Target Market Ecosystem
Venues, Vehicles & Opinion Leaders
Thought Leadership and the Client Decision Making Process
Setting Thought Leadership Goals
Chapter 6
New Business Development
New Business Development vs. Tactical Marketing vs. Sales
Mapping the Intra-Market Network or Market Ecosystem
Discovering Target Market Decision-Makers’ Common Challenges
Identifying & Targeting Specific Potential Clients
Key Referral Sources (KRS): Discussion Meetings and Summaries
Networking: Social, Professional and Alliances
Turning Engagements into Service Offerings
Licensing and Franchising
Chapter 7
Tactical Marketing
Tactical Marketing vs. Market Strategy
Market Strategy: A Five-Part Construct
A Client Experience-Enhancing Channel-to-Market
Branding: The Result of your Delivered Client Experience
Websites and Social Media
Publicity: Press & News Announcements
Part III BITE-to-BOAT
Chapter 8
Navigational Selling™
Getting Past the Fear and Stigma of Selling
The Navigational Selling Process
Trust: Your North Star
Delivering Opportunities to the Front of the Sales Pipeline
The Unfavorable Math of Cold Calling
Referrals: Warm Referrals and Premises
The Client Decision-Making Process
The Client Performance Gap Self-Assessment
The Basic Four-Step Sales Process:
Qualification, Discovery, Solution Formulation, Follow-Through
Sales Process Measurements and Metrics
Part IV BOAT-to-BANK
Chapter 9
Executing Client Engagements
The Five Stage Client Engagement Model
The 4A Role of the Management Consultant
Dealing with Stalled Progress and Breaking Logjams
Defining Engagement Success
Chapter 10
Basic Consulting Practice Business Disciplines
Time Management
Measurements and Metrics
Information Systems & Security (IS&S)
Banking, Accounting, Payroll & Taxes
Your Office
Chapter 11
Launch, Grow, Evolve
Identifying Your Springboard
Launch Protocols
Launch Protocols
Expanding Your Practice
Licensing and IP Leverage
Part V Appendices
Glossary of Terms
Recommended Reading
The Consultancy Navigator™ Program Supplemental Material
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