Business Consulting Services Agenda Discussion: Initial Client Meeting Discussion: Statement of Work...

Business Consulting Services

Business Consulting ServicesBusiness Consulting Services

Agenda Discussion: Initial Client Meeting Discussion: Statement of Work Upcoming Events Review Questions


Project IssuesProject Issues

Progress Reports Time Sheets Non-Disclosure Agreement Initial Entry/Contracting Meeting Client Survey Engagement Proposal


Progress ReportsProgress Reports

Must be submitted each week at a time TBD. Progress Report Purpose: Helps me address the needs of you

and your client. Client Weekly Update Purpose: Helps keep your client in the loop.


Time SheetsTime Sheets

Kept daily Purpose: Teaches you to monitor your time

(attorneys, consultants, accountants do it). Submitted Weekly via email. Weekly Time Sheet


Non-Disclosure AgreementNon-Disclosure Agreement

Purpose: Gives the client some assurance of Confidentiality and gives you better information

• Present to Client at First Meeting• Return to me after signing• Non-Disclosure Agreement


Entry/Contracting MeetingEntry/Contracting Meeting

Objectives:

1. Establish Rapport

2. Get your Client’s Commitment

3. Set the Tone of your Relationship

4. Understand your Client’s Business

5. Establish Preliminary Problem Definition

6. Establish Preliminary Objectives


What Will it be Like for your Client?What Will it be Like for your Client?

YOUR CLIENT WILL:• Be nervous• Feel uncomfortable• Feel uncertain

COMPENSATE BY:• Talking a lot• Not talking enough You should take

control of the conversation by asking open-ended questions.

Probing the client’s answers.


What Will it be Like for You?What Will it be Like for You?

YOU WILL: be nervous feel uncomfortable feel uncertain

COMPENSATE BY: Dress professionally Know your objectives Develop a discussion

outline Practice Do industry &

environment research Remember-your client

wants you to succeed


Client Survey/Fact FindingClient Survey/Fact Finding

• Take the time to explain what the purpose of the survey is.

• Edit the survey to eliminate unnecessary items.• Probe…listen…probe…listen• If you don’t understand, say so. Don’t assume!• Initial Client Survey


Fact Finding ReportFact Finding Report

Purpose:• Part of the Engagement Letter• Confirms your knowledge of the Client and the

Client’s Industry• Ultimately, forms the initial part of the Final

Report


Statement of WorkStatement of Work Preliminary Problem Definition Stating of Objectives Data & Resources you will need Your Role Client’s Role Define your Deliverable Time Schedule Bio or resume for all team members Engagement Proposal Synopsis


Statement of WorkStatement of Work• Objectives• Scope• Assumptions and Constraints• Work Products and Final Deliverables• Deadlines and Milestones• Status Report Cycle• Reviews and Sign-offs• Fees and Expenses


Statement of WorkStatement of WorkScope:• Define exactly what aspects are included.• Define exactly what aspects are NOT included.

This avoids unmet expectations of the client and protects you from “Scope Creep”


Engagement LetterEngagement Letter

Assumptions and Constraints• “We assume XYZ will be able to scale up

production.”• “To stay within budget constraints we will not

conduct interviews.”

Do the assumptions and constraints prevent you from achieving the objectives? What then?


Statement of WorkStatement of Work

Work Products & Final Deliverables:• Tell your client exactly what they will receive

as a result of your work.• For example: “Oral and written reports that

discuss the feasibility of your new product by analyzing the target market size, the price points and your production capabilities.”



Deadlines and Milestones:• The final report will be delivered on “X, 2007”

Project milestones include:• Initial market report on “X + 15, 2007”• Results of survey on price points “X + 22, 2007”



Status Report Cycle:• An agreed upon period for updates to your

client• An agreed upon format for those updates• This depends to a large degree on your

client’s wishes


Statement of WorkStatement of Work

Fees and Expenses:• Detail what the client will pay for. Mileage, printing, research, etc.• Detail how the client will be billed. Expense list presented prior to final report.• Detail when the client pays you. At the oral presentation or before


Upcoming Events ReviewUpcoming Events Review• Client Presentations to class next Tuesday.• Arrange first client meeting ASAP after client selection.

• Fact Finding Report due: February 19th

• Executed Non-Disclosure Agreement due immediately after 1st Client meeting.

• Statement of Work due: February 24th


Questions?Questions?

Business Consulting Services Agenda Discussion: Initial Client Meeting Discussion: Statement of Work...

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