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{"id":7111,"date":"2020-07-10T10:41:07","date_gmt":"2020-07-10T17:41:07","guid":{"rendered":"http:\/\/theqmpgroup.com\/?page_id=7111"},"modified":"2023-09-12T17:15:06","modified_gmt":"2023-09-13T00:15:06","slug":"the-consultancy-navigator-ebook","status":"publish","type":"page","link":"https:\/\/theqmpgroup.com\/consultancy-navigator-training-program\/the-consultancy-navigator-ebook\/","title":{"rendered":"The Consultancy Navigator: The Book"},"content":{"rendered":"

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>
\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

Chapter 2<\/em> <\/span><\/p>\n

Building a Strong Foundation\u00a0<\/strong><\/span><\/p>\n

Your Binding Principles\u00a0<\/span>
\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

 <\/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>
\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

Chapter 4<\/span> <\/em><\/span><\/p>\n

Formulating Your Market Strategy<\/strong><\/span><\/p>\n

The Management Consulting Market is Crowded<\/span>
\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

Chapter 5<\/em> <\/span><\/p>\n

Thought Leadership<\/strong><\/span><\/p>\n

Thought Leadership: A Practice Essential<\/span>
\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

Chapter 6<\/span> <\/em><\/span><\/p>\n

New Business Development<\/strong><\/span><\/p>\n

\u00a0New Business Development vs. Tactical Marketing vs. Sales<\/span>
\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

Chapter 7 <\/span><\/em><\/span><\/p>\n

Tactical Marketing<\/strong><\/span><\/p>\n

Tactical Marketing vs. Market Strategy<\/span>
\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

 <\/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>
\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

 <\/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>
\nThe 4A Role of the Management Consultant<\/span>
\nDealing with Stalled Progress and Breaking Logjams<\/span>
\nDefining Engagement Success<\/span><\/p>\n

Chapter 10<\/span> <\/em><\/span><\/p>\n

Basic Consulting Practice Business Disciplines<\/strong><\/span><\/p>\n

Time Management<\/span>
\nMeasurements and Metrics<\/span>
\nInformation Systems & Security (IS&S)<\/span>
\nBanking, Accounting, Payroll & Taxes<\/span>
\nYour Office<\/span><\/p>\n

Chapter 11<\/em> <\/span><\/p>\n

Launch, Grow, Evolve<\/strong><\/span><\/p>\n

Identifying Your Springboard<\/span>
\nLaunch Protocols<\/span>
\nLaunch Protocols<\/span>
\nExpanding Your Practice<\/span>
\nLicensing and IP Leverage<\/span><\/p>\n

Part V Appendices<\/strong><\/span><\/p>\n

Glossary of Terms<\/span>
\nRecommended Reading<\/span>
\nThe Consultancy Navigator\u2122 Program Supplemental Material<\/span><\/p>\n

 <\/p>\n

\u00a0Oder Now<\/strong><\/span><\/p>\n

 <\/p>\n

The Consultancy Navigator<\/span> from Amazon (order here<\/a>)<\/strong><\/span><\/p>\n

\n

Y<\/span>our<\/span> Pdf formatted eBook will be emailed to you. It is most compatible when read using Adobe reader.<\/span><\/p>\n

If you wish a Kindle or paperback version, please click here to order from Amazon<\/a><\/span><\/p>\n

\"\"<\/p>\n<\/form>\n","protected":false},"excerpt":{"rendered":"

The Consultancy Navigator The Book     The Author Jerry Vieira, CMC Founder and President of The QMP Group, Inc.   Part I \u00a0\u00a0 GEARING UP\u00a0 Chapter 1 Assessing Your Starting Point\u00a0 Consultant Wannabe Types\u00a0 Know Your Starting Point\u00a0 Do You Have What It Takes? The Consultancy Navigator\u2122 Preparedness Assessment\u00a0 The 9 Dimensions of Preparedness\u00a0 […]<\/p>\n","protected":false},"author":5,"featured_media":7152,"parent":1211,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"footnotes":""},"yoast_head":"\nThe Consultancy Navigator: The Book - The QMP Group, Inc.<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/theqmpgroup.com\/consultancy-navigator-training-program\/the-consultancy-navigator-ebook\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"The Consultancy Navigator: The Book - The QMP Group, Inc.\" \/>\n<meta property=\"og:description\" content=\"The Consultancy Navigator The Book     The Author Jerry Vieira, CMC Founder and President of The QMP Group, Inc.   Part I \u00a0\u00a0 GEARING UP\u00a0 Chapter 1 Assessing Your Starting Point\u00a0 Consultant Wannabe Types\u00a0 Know Your Starting Point\u00a0 Do You Have What It Takes? 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