1. How To Get Started in
Consulting
Jeff Thompson
Managing Partner
Aventi Group LLC
IMC Norcal
January 10, 2009

2. Agenda
The Process

 Evaluation Phase
 Set Up Phase
 Execute Phase
 Next Steps
 Resources
IMC Event | January 10, 2009 | Jeff Thompson | How To Get Started in Consulting 2

3. A Proposed Process
-Understand personal -Develop your pitch -Plan launch
Set Up Phase
Evaluation Phase
Execution Phase
motivations -Create your tools -Develop sales
-Talk with consultants strategy
-“Start” building your
-Self SWOT infrastructure -Network
-Quantify personal -“Start” securing -Begin developing
needs services pipeline
-Model success -Begin building -Monitor progress
consulting knowledge
-Complete Business
Planning
IMC Event | January 10, 2009 | Jeff Thompson | How To Get Started in Consulting 3

4. Evaluation Phase
Understand personal motivations

 Talk with consultants
 Self SWOT
 Quantify personal needs
 Model success
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5. Personal Motivations
Possible Drivers
1. Manage your own career
2. Greater work life balance
3. Increase earnings – short or long term
4. Broaden scope of work
5. Expand range of professional endeavors
Myths
1. You can only enter consulting at the end of your career
2. You have to work much more or much less than in corporate roles
3. It is hard to find clients willing to buy consulting
Realities
1. You work as hard as you want to
2. You have to manage your own success
3. You can improve your balance
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6. Consultant Interviews
One on one interviews with at least five

(5) seasoned consultants
◦ Why and How they started consulting?
◦ What are their experiences?
◦ What are their likes and dislikes about
consulting?
◦ What are the most significant learnings?
◦ What is their advice to you?
IMC Event | January 10, 2009 | Jeff Thompson | How To Get Started in Consulting 6

7. Your Personal SWOT
Strengths Weaknesses
-Sales -Time management
-Relationships -Technology
-Execution
Opportunities Threats
-Increase revenue -Economic environment
-Expand your involvement in the xxx industry -Tough to differentiate my skills
-Explore interest in teaching at a university -Steady income needs
IMC Event | January 10, 2009 | Jeff Thompson | How To Get Started in Consulting 7

8. Your Needs and Preferences
- I need to make between $xxxK and $xxxK per year
Income
- I want to limit my work to 40 hours or less per week
Time
- I am motivated by:
Motivation
- Interesting projects
-Career progression
-Working with interesting people
-Variety
- I want to limit my travel to x% or x days per month
Travel
-I want to pursue writing a book
Other Interests
- I want to operate my own blog
- I want to have x number of articles published
-I prefer to work at home and by myself
Work Style
-I need to be in an office environment most of the time to be productive and happy
- I prefer a mix of work environments (office and home, group and individual)
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9. Your Business in 3 years
What types of projects are you doing?

 What types of companies are you
working with?
 How much are you working, traveling, etc.
(what does your day look like)?
 What other activities are you pursuing?
 How much money are you making?
 What do you like most about consulting?
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10. Set Up Phase
Develop your pitch

 Create your tools
 “Start” building your infrastructure
 “Start” securing services
 Begin building consulting knowledge
 Complete Business Planning
IMC Event | January 10, 2009 | Jeff Thompson | How To Get Started in Consulting 10

11. You, Inc.
What you offer / what
problem(s) you solve?
How do you do it?
How are you different?
What types of services do
you offer?
What are your relevant
skills and experiences
Who are your clients?
What type of outcomes
can clients expect?
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12. You, Inc. Marketing
Identity (name, email, address, phone)

 Bio / Resume
 Business Cards
 Online Profiles
◦ LinkedIn
◦ Facebook
◦ Plaxo
Proposal Template

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13. You, Inc. Infrastructure
Website

 Office Space
 Equipment
 Bank Acct
 Other “Presence”
◦ Logo
◦ References
◦ Blog
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14. You, Inc. Business Services
Health Insurance (AB 1672)

 Liability / E&O Insurance
 Tax and Legal
 Financial Planning
 Payroll
 Time Tracking
 Invoicing and Bookkeeping
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15. You, Inc.Year 1 Business Plan
Pricing Strategy
Up front investments
Business development
Engagements
Metrics
-Number of clients
-Duration of engagements
Revenue Forecast
Time management
Risks
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16. Build Knowledge Base
Pricing

Proposal writing

Project scoping

Business structures

Engagement management

Contracts

Invoicing

SMB tax planning

Social networking

Communication

Self – Promotion

Networking

Business Development

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17. Execute Phase
Plan launch

 Develop sales strategy
 Network
 Begin developing pipeline
 Monitor progress
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18. You, Inc. Launch Plan
Timeline

 Announcements
 First 30 days
 Goals
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19. You, Inc. Sales Strategy
Fine tune “pitch”

Pick several target segments

Plan introductions and engagement approach

What is the main message?

Outcomes (Advance)

◦ Ideal
◦ Next best
◦ Next best
Set some goals

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20. You, Inc. Networking Strategy
Who do you want to meet?

◦ Consultants, Prospects, Organizations,
Regional Leaders
Why do you want to meet each group?

 Where can you find each group
◦ 3-5 locations for each group
What will you do?

 Set some metrics
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21. Pipeline Development
Create an opportunity tracking

worksheet
 Define your sales process
 Set up the stage criteria
 Manage against business plan
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22. Metrics and Milestones
Track progress each couple of weeks

◦ Actual vs. Planned
◦ Advances vs. Delays
◦ Learnings
◦ New opportunities
Assess / adjust business plan

 Assess / adjust tactics
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23. Next Steps
Assess your situation

 Personalize the process
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24. Resources A
Business Setup and Management
www.mycorporation.com - business setup and incorporation
www.ehealthinsurance.com – business and personal health insurance
www.businessinsurancenow.com – business liability, umbrella and errors and omissions (E&O) insurance
www.incorporate.com – business setup
www.legalzoom.com – business setup and forms
Infrastructure and Presence
www.vistaprint.com – business cards, letterhead, etc.
www.overnightprints.com - business cards, letterhead, etc.
www.godaddy.com – domain registration, website hosting and email
www.register.com – domain registration, hosting and email
www.onebox.com – virtual phone system / services
www.ringcentral.com – virtual phone system / services
www.earthclassmail.com – virtual address and mail collection
www.regus.com – temporary and rental office space / conference rooms
Business Operations and Management
www.zoho.com – office applications, invoicing, other
www.freshbooks.com – invoicing services
www.paycycle.com – payroll services
www.quickbooks.com – payroll, bookkeeping
http://docs.google.com/ - online applications
www.onepageplan.com – business planning
State and Federal Business Information
http://www.sos.ca.gov/business/resources.htm - California new business site
http://www.irs.gov/businesses/small/index.html - IRS small business center
IMC Event | January 10, 2009 | Jeff Thompson | How To Get Started in Consulting 24

25. Resources B
Communication Services
www.gotomeeting.com – web / audio conferencing services
www.gotowebinar.com – webinar services
www.timebridge.com – personal assistant, scheduling tool, conferencing services
www.freeconference.com – audio conferencing
www.vonage.com – VoIP services
www.skype.com – VoIP and chat services
Networking
www.linkedin.com
www.facebook.com
www.norcalconsultants.net
www.plaxo.com
www.imcusa.yourmembership.com
Marketing
www.verticalresponse.com – email campaigns, newsletters, cards, other
www.icontact.com – email campaigns and newsletters
www.typepad.com – blogging
www.blogger.com – blogging
www.99degress.com – logo and graphics auctions
www.logoworks.com – logo services
www.ihance.com – personal email tracking
www.prweb.com – public relations
Professional Organizations
www.imcnorcal.com
www.imcusa.com
www.ama.com
www.nsa.com
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26. Thank You and Good Luck!