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Marketing Your Consultancy
Day 2 of the How to be a Successful Consultant Program
This workshop is run primarily as a Case Study customised for participants
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How to get clients: marketing your business |
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Defining your market |
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Making your marketing kit |
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Marketing – actively actually doing it! |
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How to turn an opportunity into an engagement - selling |
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Your own key client program |
It's all about getting your services used - winning and keeping clients
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Learn how to engage in authentic marketing so that you will create opportunities |
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Acquire and workshop a well defined set of steps to follow for the next 3 months and the basis for a marketing plan over 3 years |
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Discover and be comfortable with the process of winning assignments – convert opportunities into leads and engagements |
Consultants, contractors and freelancers, including new ones
It's all about getting your services used - winning and keeping clients
1. |
Learn how to engage in authentic marketing so that you will create opportunities |
2. |
Acquire and workshop a well defined set of steps to follow for the next 3 months and the basis for a marketing plan over 3 years |
3. |
Discover and be comfortable with the process of winning assignments – convert opportunities into leads and engagements |
Consultants, contractors and freelancers, including new ones
1. How to get clients: marketing your business
- Nature of services: intangibles, 3rd party endorsement, need for assurance
- Client ladder; relationship marketing & management
- Acquiring quality tangibles – setting up for success
- What ‘products’ can do for your business
- Start-up marketing strategies
- Continuing strategies to suit you and your business
2. Your Market
- Your offer, your services
- Identifying your target market
- Key aspects of your offering – what you can do for clients
- Your differentiation
3. Making your Marketing kit
- Creating the passive support tools you will use to sustain the continuing interest of clients
- Check lists for, and important aspects including costs and how to utilise a web site and web based marketing.
- Paper tools – checklists for business cards, profiles, flyers, vignettes
- Relative effectiveness of marketing tools
- Your own minimum marketing kit
- Writing a letter to support a proposal or introduce your services
4. Marketing – Actively actually doing it!
- Building your profile
- How to get in front of people – speaking or writing or both
5. How to turn an opportunity into an engagement!
- The business development and winning processes
- Researching the need
- Preparation and customising the offer
- Approaching the client
- Conducting the client meeting
- Gaining agreement
6. Your own Key Client Program
- Composition and Action Steps / Schedule – where to from here – your next steps
Previous participants
- www.philipdarbyshire.com.au - international specialist in nursing - Professor Philip Darbyshire, Adelaide
- www.noeticsolutions.com.au - international strategy firm consulting mainly to government - Andrew Balmaks & Peter Murphy, Canberra
- www.regionaldevelopment.com.au - regional specialist - Susan Benedyka, Wangaratta
- www.oecy.com.au - organisational effectiveness, Ray Elliott, Melbourne
- www.palin.com.au - public relations, health specialisation, Martin Palin, Sydney
- www.sunburntconsulting.com.au - agribusiness marketing, Benita Davis, Gunnedah
- www.aprince.com.au - waste management & resource recovery, Anne Prince, Sydney
- www.jacquibonnermarketing.com - creative marketing, Jacqui Bonner, Sydney
- www.contextpl.com.au - heritage and environmental planning, Chris Johnston, Melbourne
- Hundreds of defence service personnel over 15 years
- More than a hundred BHP employees in career transition
- Over a thousand people in independent or small consulting firms in Australia and New Zealand
- Including many who attended and decided not to proceed as consultants.
Dates of workshops and the fees are available at the 'Book your place' tab
Contact Consultant Training Australia.
For a discussion on your requirements, please contact Ian Benjamin at Consultant Training Australia.
Telephone: 03 9593 1678 or 1800 266 266 or 0419 593 167
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