MBO Partners & Lane Cooper present this seminar for technology and business executives who want to build an independent consulting business. Learn how to develop a profitable business focus, cultivate personal brand, select an operating structure, and successfully market consulting services to clients. Find more resources for independent professionals at www2.mbopartners.com/ic-resources

1. How to Leverage Thought Leadership
to Build a Consulting Practice
Lane Cooper Gene Zaino
Founder & Principal Director President & CEO
Cooper Research Associates MBO Partners
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2. The full screen icon
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presentation area.
The “raise hand” icon
lets us know you have
a question. We can unmute
your line to discuss the
question if you are on a phone
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3. “We make it easy for independent consultants and
their clients to work together”
“If you’re thinking about going out on your
own, the MBO way is the way to go; just let
them handle everything and it will make it
easier for you and your client.”
Dawn Alexander, Communications Attorney
Consulting Made Easy
www.mbopartners.com

4. The Independent
Consultant Option
Replace: Find employment
that is commensurate with
talent and experience
Reduce: Lower sights, take
positions for which you are
overqualified
Revamp: Launch consulting
practice as interim or
permanent career strategy
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www.mbopartners.com

5. Common Fears and Barriers
Fear 1:
Uncertainty of ability to earn
Fear 2:
Loneliness…Can I go it alone?
Fear 3:
Lack of infrastructure and
institutional support
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www.mbopartners.com

6. Getting Started with
Business Focus Assessment
Your mission?
Why?
What issues are you interested
in solving?
Why do these issues make you
passionate?
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7. Market Challenge
Statement Development
Issues: What is the problem you
seek to address?
Consequences: What is the
problem costing your potential
clients in terms of time, money and
human resources ?
Validation: Are there proof
points/stats that document these
problems?
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8. General Solution
Statement Development
Your Consultative Approach:
How do you propose to help your
clients address this challenge?
Anticipated Outcomes: What is
the specific list of benefits clients
get from working with you?
Track Record: How have you
secured these benefits in the past?
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9. Target Market Analysis
Horizontal – Corporate discipline
(Marketing, Operations, Finance, etc.)
Level – What is is your entry point? (C-
level, VP, Director, Management)
Vertical – What industries do you serve? (Gov., Financial
Services, Manufacturing, Retail, Energy, etc.)
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10. Prospect Profile Analysis
WHAT DOES YOUR IDEAL PROSPECT
LOOK LIKE?
Strategic Assessment: What are
prospects’ long-term objectives
Operational Analysis: Critique of
current practices, and alternative options
Financial Situation: How does cash
position or disposition affect engagement
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11. Lead Source Assessment
WHERE ARE ORGANIZATIONS AND
EXECUTIVES THAT MEET YOUR IDEAL
PROSPECT PROFILE?
Current Rolodex
Key groups and associations
Social Networks (Linkedin, etc.)
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12. Business Model
Options Analysis
HOW CAN CLIENTS ENGAGE WITH YOU
TO TACKLE THESE CHALLENGES?
Project-based (Value-pricing)
Hourly-based (Time and materials)
Retainer-based (Use it or lose it)
Other/Combo?
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13. Service Catalog based on
Engagement Lifecycle
Assessment/Diagnosis
General Prescription and Options
Roadmap Development
Implementation Services and
Support
Progress and Project Impact
Assessment
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14. Sales & Marketing
Strategy Development Tools
Web Site Design and Set Up
Collegial Calls --Who are people you
know and can bounce potential
proposals off of?
Cold Calls -- Who are people you do
not currently know but would like to
bounce potential proposals off of?
Lead Generation & Follow-up -- How
can we generate leads…and what is our
follow-up strategy?
Consulting Made Easy © 2009 All Rights Reserved for Cooper Research Associates 14
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15. Sales & Marketing
Strategy Development Tools
Media Marketing:
What trade press (print
and online) does your
target market consume?
Are there article
development
opportunities?
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16. Collateral Material Options
White Papers: Establish your
Thought Leadership Position
Case Studies: Document best
practices
Press Releases: Promote
your ideas and contributions
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17. Leveraging Thought Leadership
Webcasts/Podcasts:
Leverage for Intelligent and
joint Exposure
Live Event: Thought
Leadership Speaking
Opportunities
Transitioning: Converting
public outreach to private
sales presentations
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18. Go-to-Market Campaign
Topic:
Market:
Deliverables:
Schedule:
Desired Outcomes:
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19. Blocking and Tackling
Accounting/Book Keeping
Tax Preparation/CPA
Retirement/SEP IRA
Insurance
Contract Development/Legal
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20. Business Structure
Options Analysis
Sole Proprietorship?
LLC / Corp / S Corp?
Partnership?
MBO Partners?
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21. Our Next Webinar
Working in Teams to Amplify Your
Consulting Business
 June 30th, 12:30-1:30 ET
 Build your multi-person business
 Register via MBO Partners Events page
Consulting Made Easy © 2009 All Rights Reserved for Cooper Research Associates
21
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22. Thanks for joining us!
We will send you the replay link.
For help with your transition to consulting, contact:
Gene Zaino Lane Cooper
1-800-220-0469 415-646-6592
gene@mbopartners.com lane.cooper@cooperresearchassociates.com
www.mbopartners.com www.cooperresearchassociates.com
Consulting Made Easy © 2009 All Rights Reserved for Cooper Research Associates 22
www.mbopartners.com