The Consultancy Navigator<\/span><\/strong><\/p>\n The Book<\/span><\/strong><\/p>\n <\/p>\n <\/a><\/p>\n <\/p>\n The Author<\/span><\/a><\/p>\n Jerry Vieira, CMC<\/span><\/p>\n Founder and President of The QMP Group, Inc.<\/span><\/p>\n <\/p>\n Part I \u00a0\u00a0 GEARING UP<\/strong>\u00a0<\/span><\/em><\/p>\n Chapter 1 <\/em><\/span><\/p>\n Assessing Your Starting Point<\/strong>\u00a0<\/span><\/p>\n Consultant Wannabe Types\u00a0<\/span> Chapter 2<\/em> <\/span><\/p>\n Building a Strong Foundation\u00a0<\/strong><\/span><\/p>\n Your Binding Principles\u00a0<\/span> <\/p>\n Part II \u00a0 BAIT-to-BITE<\/strong><\/em><\/span><\/p>\n Chapter 3 <\/em><\/span><\/p>\n Packaging Your Value\u00a0<\/strong><\/span><\/p>\n The What and the Why of Packaging: Pros & Cons\u00a0<\/span> Chapter 4<\/span> <\/em><\/span><\/p>\n Formulating Your Market Strategy<\/strong><\/span><\/p>\n The Management Consulting Market is Crowded<\/span> Chapter 5<\/em> <\/span><\/p>\n Thought Leadership<\/strong><\/span><\/p>\n Thought Leadership: A Practice Essential<\/span> Chapter 6<\/span> <\/em><\/span><\/p>\n New Business Development<\/strong><\/span><\/p>\n \u00a0New Business Development vs. Tactical Marketing vs. Sales<\/span> Chapter 7 <\/span><\/em><\/span><\/p>\n Tactical Marketing<\/strong><\/span><\/p>\n Tactical Marketing vs. Market Strategy<\/span> <\/p>\n Part III BITE-to-BOAT<\/strong><\/em><\/span><\/p>\n Chapter 8 <\/em><\/span><\/p>\n Navigational Selling\u2122<\/strong><\/span><\/p>\n Getting Past the Fear and Stigma of Selling<\/span> <\/p>\n Part IV BOAT-to-BANK<\/strong><\/em><\/span><\/p>\n Chapter 9 <\/em><\/span><\/p>\n Executing Client Engagements<\/strong><\/span><\/p>\n The Five Stage Client Engagement Model<\/span> Chapter 10<\/span> <\/em><\/span><\/p>\n Basic Consulting Practice Business Disciplines<\/strong><\/span><\/p>\n Time Management<\/span> Chapter 11<\/em> <\/span><\/p>\n Launch, Grow, Evolve<\/strong><\/span><\/p>\n Identifying Your Springboard<\/span> Part V Appendices<\/strong><\/span><\/p>\n Glossary of Terms<\/span> <\/p>\n \u00a0Oder Now<\/strong><\/span><\/p>\n <\/p>\n The Consultancy Navigator<\/span> from Amazon (order here<\/a>)<\/strong><\/span><\/p>\n
\nKnow Your Starting Point\u00a0<\/span>
\nDo You Have What It Takes?<\/span>
\nThe Consultancy Navigator\u2122 Preparedness Assessment\u00a0<\/span>
\nThe 9 Dimensions of Preparedness\u00a0<\/span><\/p>\n
\nPassion & Purpose\u00a0<\/span>
\nMission & Vision\u00a0<\/span>
\nValues & Ethics\u00a0<\/span>
\nCulture\u00a0<\/span>
\nCore Business Processes\u00a0<\/span>
\nBuilding Your Practice Support Structure\u00a0<\/span><\/p>\n
\nDeliverables vs. Outcomes\u00a0<\/span>
\nYour Services Architecture\u00a0<\/span>
\nThe Most Common Question\u00a0<\/span>
\nThe First Law of Value: The Value Quotient<\/span>
\nCreating and Naming Your Offerings: Protect Your Intellectual Property (IP)<\/span>
\nExpanding Your Range of Service Offerings<\/span>
\nYour Service Offerings Mix<\/span>
\nFee Setting<\/span>
\nModeling Your Revenue Potential<\/span><\/p>\n
\nThe Impact of Economic Cycles<\/span>
\nMarket Strategy: A Five-Part Construct<\/span>
\nA Target Market Focus: Assessing and Testing Alternatives<\/span>
\nThe 12-Factor Target Market Attractiveness Assessment<\/span>
\nChannel-to-Market and the Client Experience<\/span>
\nRecognizing a Value Vortex\u2122<\/span>
\nTarget Market Value-Viability Testing<\/span><\/p>\n
\nFront of the Room Networking<\/span>
\nThe Benefits Derived from Public Speaking<\/span>
\nCharisma helps – a lot!<\/span>
\nThe Speaker Selection Process<\/span>
\nSpeaker Fees or No Speaker Fees<\/span>
\nWriting, Videos, Podcasts<\/span>
\nSpreading the Seeds in the Target Market Ecosystem<\/span>
\nVenues, Vehicles & Opinion Leaders<\/span>
\nThought Leadership and the Client Decision Making Process<\/span>
\nSetting Thought Leadership Goals<\/span><\/p>\n
\nMapping the Intra-Market Network or Market Ecosystem<\/span>
\nDiscovering Target Market Decision-Makers\u2019 Common Challenges<\/span>
\nIdentifying & Targeting Specific Potential Clients<\/span>
\nKey Referral Sources (KRS): Discussion Meetings and Summaries<\/span>
\nNetworking: Social, Professional and Alliances<\/span>
\nTurning Engagements into Service Offerings<\/span>
\nLicensing and Franchising<\/span><\/p>\n
\nMarket Strategy: A Five-Part Construct<\/span>
\nA Client Experience-Enhancing Channel-to-Market<\/span>
\nBranding: The Result of your Delivered Client Experience<\/span>
\nWebsites and Social Media<\/span>
\nPublicity: Press & News Announcements<\/span><\/p>\n
\nThe Navigational Selling Process<\/span>
\nTrust: Your North Star<\/span>
\nDelivering Opportunities to the Front of the Sales Pipeline<\/span>
\nThe Unfavorable Math of Cold Calling<\/span>
\nReferrals: Warm Referrals and Premises<\/span>
\nThe Client Decision-Making Process<\/span>
\nThe Client Performance Gap Self-Assessment<\/span>
\nThe Basic Four-Step Sales Process:<\/span>
\nQualification, Discovery, Solution Formulation, Follow-Through<\/span>
\nSales Process Measurements and Metrics<\/span><\/p>\n
\nThe 4A Role of the Management Consultant<\/span>
\nDealing with Stalled Progress and Breaking Logjams<\/span>
\nDefining Engagement Success<\/span><\/p>\n
\nMeasurements and Metrics<\/span>
\nInformation Systems & Security (IS&S)<\/span>
\nBanking, Accounting, Payroll & Taxes<\/span>
\nYour Office<\/span><\/p>\n
\nLaunch Protocols<\/span>
\nLaunch Protocols<\/span>
\nExpanding Your Practice<\/span>
\nLicensing and IP Leverage<\/span><\/p>\n
\nRecommended Reading<\/span>
\nThe Consultancy Navigator\u2122 Program Supplemental Material<\/span><\/p>\n