3. START MIDDLE END
Analysis & Critical Thinking
Brief
Proposal
• Understanding of the
problem
• Proposed methodology
• Timescales
• Agreed outputs
• Rates
• Terms & Conditions
Kick off meeting
Consultations
Update Meetings / Key
Milestones
Draft Deliverables
Final Deliverable
Close-down
4. TOP TIPS
Make sure you understand the problem the client
wants to solve – play it back to them
Ensure the scope of work is clear
– manage ‘scope
creep’
Don’t get too hung up on the methodology – it can
change, in agreement with the client
Be clear about timescales – but they can change in
agreement with the client
13. But ultimately you must build a trust-based
relationship
“You don’t get the chance to employ advisory skills until you get someone
to trust you enough to share their problems with you”
15. Care about their
problem
MANAGE
EXPECTATIONS
If you say you are going
to do something... do it!
Remember the client
knows more about their
business than you
Know when you are
outside your area of
You can be creative
with the truth but
NEVER lie
Don’t be afraid to
manage the elephant in
the room
expertise
Practice the art of
thinking 3 questions
ahead
16. Never ‘tell’ someone
what to do
Express potential
solutions as options
Provide clear rationale
for each option
Remember it is the
client’s decision not
yours
That doesn’t mean you
can’t exercise
professional opinion
Not enough to be right –
you must be helpful!
Be mindful of internal
politics in determining
options
You are there to make
the client’s life easier
not harder
Ensure the client
remains the centre of
attention
The client should feel
like they have come up
with the solution
17. You have 2 ears and 1
mouth, use them in that
order
Listen and
understand... I mean
really listen
Show an interest and
establish (genuine)
rapport
Earn the right to offer
advice
Set clear goals and
outcomes
Manage the
engagement effectively
Let the small stuff go...
Research them and
their background
Notas del editor
10 years in the corporate world, I set up Firewerks to work with startups and high growth businesses, to help them think more strategically about their business challenges and structure their own thinking
Training – own Intelligent Business Planning course (share a few details at the end)
Consulting – work with startups and scaling organisations to prepare business plans for investment purposes
Exercise designed to help participants get all the good (and bad ideas) out of their head and into a more constructive format