Consulting Engagement Methodology
How Individuals and Organizations Can Provide Professional Services
8AM-5PM, Tuesday August 29, 2006 in Mountain View, California, $495. ASP members pay only $350.
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To register phone 650 323-6509 or send email to firstname.lastname@example.org indicating preferred payment method: Purchase Order, Check or PayPal. If PayPal is selected, you can pay with any credit card and do not need a PayPal account. Please include your full name and telephone number.
Leverage your training dollars: each workshop includes a Train-the-Trainer session for a one-hour summary class you can teach in your own company.
Most training for consultants covers only marketing and sales. This workshop shows how many types of consulting engagements are performed. This knowledge and skill is the best sales tool.
What you will learn:
o Why engagement methodology is the best sales and marketing tool
o How professional services can improve the revenues and margins for service organizations
o The specific deliverables and tasks that a consultant performs
o How to hit the ground running in less than an hour
o When and how to use each level of consultant: senior partners, intermediates, new grads
o How to use the client's staff to advantage
o How to be sure the client will provide a good reference
o Options for multi-client consulting assignments such as benchmark studies and market research
o When to change the engagement scope
o How to create marketable intellectual property from consulting work
o Risks and rewards of various types of consulting: expert, temp exec, others
o The best way to bill for each type of engagement
o When and how to turn down engagements and keep the client
Who should attend?
o Service/support executives and managers seeking to add professional services to the porfolio
o Professional Services managers and consultants
o Self-employed management consultants and those seeking to enter the profession
Instructor Jacky Hood
o CEO of FieldDay Solutions, Inc.
o Consultant to more than 50 industry leaders including AMAT, HP, Lawrence Livermore, Pitney Bowes, Stanford, and Sun
o Award-winning publisher of the Diagnostic Practices Benchmark Study that sold for $995/copy and grossed $300K
o Originator of a Technical Support Management curriculum
o Instructor for Strategic Planning, Web-Based Technical Support, Support’s Role in NPD, Sarbanes-Oxley Compliance, etc.
o Evaluator of eSupport for Cisco Systems, Cognos, Microsoft Great Plains, Slam Dunk Networks and 17 other companies
o Former Product Support Manager for ROLM/IBM and Engineering Manager for TRW Vidar
o BSEE with Distinction, University of Nebraska
o Masters in Systems Engineering, Carleton University