Consulting project success is as much about building client buy-in as it is about the quality of the recommendation. Clients won't always agree with the path you're on. Sometimes client team members will resist the project even though their senior management is fully behind it—especially when cost cutting is involved. You'll need to actively build buy in and manage conflict throughout the project if you want your recommendations approved and implemented.
- Consulting project success…is as much about building client buy-in…as it is about the quality of your recommendation.…Clients won't always agree with the path you're on.…Client team members may resist the project…even though their senior management…is fully committed to it.…This happens a lot,…especially when cost cutting is involved.…When I worked for a major consulting firm,…we were doing a cost takeout project.…We were going to reduce the workforce by about a third.…
How excited do you think the client personnel were…to be assigned to our team…that was going to lay off their colleagues?…There was a lot of conflict that we had to manage.…You'll need to actively build buy-in…and manage conflict throughout the project…if you want your recommendations approved and implemented.…Here are a few thoughts on how to handle a conflict…and build buy-in.…Get senior management to communicate…the rationale for the project and their support of it.…
Identify the sources of conflict.…It may be fear of job loss, loss of influence,…
Author
Mike Figliuolo
Released
1/24/2018LinkedIn Learning (Lynda.com) is a PMI Registered Education Provider. This course qualifies for professional development units (PDUs). To view the activity and PDU details for this course, click here.
The PMI Registered Education Provider logo is a registered mark of the Project Management Institute, Inc.
- Identify types of consulting business models.
- Describe revenue models.
- Explain how to estimate and manage costs.
- Price services using pricing strategies.
- Explain how to negotiate deals with clients.
- List effects of responding to RFPs.
- Identify the phases of constructing a consulting engagement.
- Present findings and implement recommendations.
- Describe different ways to manage legal issues.
Skill Level Beginner
Duration
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Welcome1m 11s
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Using this course1m 18s
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1. Define Your Consulting Business
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Determine the work you do3m 37s
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Manage your cost structure2m 39s
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Build your organization2m 18s
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2. Marketing and Selling
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Market your services2m 30s
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Manage marketing platforms2m 35s
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Sell your services2m 17s
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Expand client relationships2m 45s
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3. Contract and Protect Yourself
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Price your services5m 24s
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Using pricing strategies4m 14s
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Negotiate the deal4m 30s
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Respond to RFPs2m 59s
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4. Run the Consulting Engagement
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Form the team2m 17s
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Manage clients1m 50s
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Present the findings2m 53s
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Implement recommendations2m 16s
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5. Handle Administration
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Manage team legal issues2m 17s
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Conduct financial activities2m 47s
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Manage taxes2m 35s
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Manage employee issues2m 16s
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Insure your business2m 26s
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Get licensed and certified2m 15s
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Get support2m 20s
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Conclusion
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Avoid pitfalls2m 59s
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Next steps1m 18s
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Video: Handle conflict and build buy-in