Serving Eastern Massachusetts
Course Description
| Course Name: | How to Build, Maintain or Grow a Successful Consulting Practice |
| Time & Date: | 8:30 AM – 4:00 PM, Saturday, April 3 |
| Location: | Holiday Inn Select Hotel, 15 Middlesex Canal park Road, Woburn, MA |
| Speaker: | Harry Gilligan, Managing Partner of Breakthrough Business Advisors, LLC |
Course Summary:
Consulting is a big business these days and getting bigger. As more companies downsize they must outsource more functions particularly in technical areas. Technology based consultants are in greater demand and highly compensated. Harry Gilligan has taught this seminar for IEEE for the past 11 years with glowing reviews.
Topics Include:
How to successfully market consulting services – reasons that clients need consultants - how to show the value add that the consultant brings – highly effective marketing approaches and strategies – proven ways to create demand for your services.
Obtain 80% of your business through referrals, effective networking and image marketing – learn why knowledge means little without marketing yourself successfully – how to get clients to seek you out first, how to tell if a potential client is serious or just a time waster – how to find hidden opportunities in client companies.
Learn strategies for handling the first client meeting- effective methods to properly handle client requests for your services-how to overcome the fear clients have about using a consultant-how your working relationship with the clients staff can make you or break you.
Profitable fee setting strategies – how consultants set their fees – how to get advance retainers and start up payments. Management techniques to increase billable hours and profitability – learn the benefits and drawbacks of working from home- when you should or shouldn’t incorporate – how to keep your overhead low while expanding your business.
How to avoid giving away your services and get the money you are really worth – how to turn a request for a free needs analysis into a highly paid consulting engagement- how to change a request for some quick information into a serious meeting with a prospect who needs your expertise.
Practical insights on what you need to know about contracts and agreements, billing and most importantly how to collect your money- the benefits and pitfalls of performance agreements.
How to write compelling and deal closing proposals – learn how to cut the time you spend on proposals in half and simultaneously double your closing ratio.
Surefire proven ways to get meaningful and powerful referrals to keep your practice going and growing. Practical tips on how to present your self as a valuable resource not someone who is selling something.
Speaker’s Bio:
Harry Gilligan, is the Managing Partner of Breakthrough Business Advisors, LLC, a management consulting and business advisory firm based in Western Massachusetts.
Harry first started developing his “How to Consulting” program over 15 years ago and has since taught the course to more than 500 current or would be consultants over the past 11 years to IEEE and other groups throughout New England. He has also personally consulted with many beginning and experienced consultants to help them get their practices off on a successful path or help others get back on the path to substantial profitability.
Harry initiated his life long learning habits by obtaining Bachelors and Masters Degrees in Communication from the University of Colorado and Michigan State University. Upon completion of a 10 year stint in the broadcast and college athletic administration fields, Harry pursued a dream by becoming the founder and owner of a minor league professional sports franchise. This was the first of four businesses he was involved in founding, the last two of which were in the consulting field. He has been a successful management consultant for the past 23 years and has personally sold his consulting services to more than 75 separate companies and he has personally advised and coached hundreds of executives and managers in this time. Many of these client engagements provided 6 figure sums in fees paid to his company. He is someone who is a true expert in the field of consulting as he has been there and done that for the past 23 years.
Some quotes from past IEEE Seminar attendees
Vishal Sharma, Ph.D. and President of Metanoia, Inc. an experienced and sussessful consultant said: “ the seminar was extremely beneficial-clear, concise and yet tuned to the needs of the IEEE attendees. I would attend it again just to make sure I remembered the nuggets of wisdom that Harry provided.
Michael Duclos, Principal Engineer at Network Modules, said that the course presented a broad framework of material that serves well as both an introduction for an individual considering a career in consulting and for the experienced consultant. It was time and money very well spent. I have recommended it to many others.
John J. Vena, Technical Design Services: This seminar is a must for anyone entering the field of consulting. Plenty of practical, useful information. Highly recommended!
Paul Guthrie, an established consultant said “Harry Gilligan’s seminar was tremendous. “ Straight forward and full of great information. Over a year after taking the course I am still learning and successfully incorporating his advice”
Decision (Run/Cancel) Date for this Courses is Thursday, March 25, 2010
FEES
Payment received by March 22 : IEEE Members $170
Payment received by March 22 : Non-members $190
Payment received after March 22 : IEEE Members $190
Payment received after March 22 : Non-members $210