Succeed in Consulting, Contracting, Interim Management

"Experience is the knowledge you gain - just after you need it !"

We’ve all been there! - But whether you are consulting, contracting or undertaking interim assignments, you can use our knowledge, experience and expertise to help find better clients, win better contracts, and gain better fees.

THE CONSULTANT'S CONSULTANT !

Consultancy is not an easy option. It is a tough, demanding job that requires a high level of professional skill in the process of consultancy, expertise in one or more managerial or technical disciplines, and the ability to market, to sell to clients, and run a business.

Consultants can bring their broad experience and analytical skills to provide single-minded objectivity to an organization. They may be contracted for a number of reasons and to fulfil a variety of different roles.

The words “Consulting” and “Consultancy” are used loosely often as generic terms to describe the business relationship between an outsourced individual, partnership or company, and a client organisation. The relationship at any given time may perhaps be more clearly understood if the terminology were a little more specific. The following are my “definitions” for consulting and contracting and are provided for such guidance as they are useful at this stage.

Consultant:

The consultant is a person with particular knowledge or expertise brought in from outside the client organization for a clearly defined reason. The consultant gathers and collates information / data relevant to the client, analyses the information, interprets the findings, and relays the information, analysis and findings to the client. The Consultant charges a fee, usually a daily rate plus expenses. The consultant may point out the possible implications (for a further fee?). The consultant may submit recommendations (for a further fee?).

Such work can be, by its nature, quite short term and immediate. The Consultant may have many clients at once, is an ‘outsider’, often having a ‘strategic’ role as advisor.

The Consultant may be a Sole Trader or Limited Company. To have a viable business the Consultant must constantly seek out new clients, and/or work in strategic alliance with other firms that provide a steady stream of work.

Contractor:

Like the Consultant, the Contractor is a person with particular knowledge or expertise brought in from outside the client organization for a clearly defined reason. However, the Contractor’s role is to implement a specified programme of work or contribute to a particular project. The fee may be a daily rate, or a fee for the whole task can be agreed (perhaps based upon a daily rate). The fee may or may not include expenses.

Interim Manager:

Like the Consultant and the Contractor, the Interim Manager is a person with particular knowledge or expertise brought in from outside the client organisation but either for a clearly defined reason or for a variety of reasons that centre on a particular job function. The Interim Manager can appear at first glance to be indistinguishable from an employee, as they are often there to ‘fill a gap’ in the organisation’s management structure.

Their role is to take part in the day-to-day running of the organisation, although they may also be responsible for a specific project. The fee may be based upon a daily rate, although it will normally be paid like a salary each month. The fee may or may not include expenses.

The Interim Manager is expected to be ‘sensibly overqualified’ for the role they undertake. They are therefore used to commanding a salary in excess £40,000 and reporting to a high level, usually the Board. The Interim Manager is a ‘doer’, expected to work according to their client’s normal operating policies and may work ‘full-time’ or ‘part-time’. They often work only for one client at a time.

Note:

Sometimes the value to the client lies in the Consulting; sometimes it is in the Contracting, and sometimes as an Interim Manager. To price your services correctly, it is important for you to recognise which role you are in — and therefore know how to charge the right rate for the job. It is worth thinking about where the real value lies for the client — and for you. Are you the Interior Designer (Consultant), or the painter & decorator (Contractor)? Can you be both? Do you want to be both?

We can advise, guide and support you as you develop your consulting career.

How to:

prepare yourself for success
market yourself and find the right customers
write discussion documents, proposals, project specifications
sell your services and negotiate the best terms
understand the complex sale
minimise risk, negotiate effectivity, and maximise contracts
get paid promptly and properly
build your network and your reputation
enjoy a healthy work/life balance

» Tools that keep you sharp

» Tips that relate to your specific needs

» Tried, tested, proven techniques that work !

Also, our Business Mentoring Service can be for as long as you need. Mentoring? It’s about having an on-going business relationship with one of our skilled, professional business mentors. — Use us to bounce your ideas — talk over concerns — practice meetings — stimulate alternative strategies. You get non-judgemental discussion and comment, perhaps advice and guidance, maybe reassurance, from an independent and un-biased business counsellor who is on your side.

Find out more now, simply Contact us now for details and prices.

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