Tips For Successful Consultant Collaboration

Copyright 2008 The QMP™ Group , Inc. Sound Strategy, Rapid Results, Lasting Impact™

The Institute of Management

Consultants

February 2008

Tips for Successful Consultant Collaborations

pubref:ohpd,350

pubref:ohpd,465

pubref:ohpd,1419


Benefits of Collaboration

Referrals

Subcontracting

Affiliations

Choosing Affiliates

Spreading Overhead

Best Practices Learning

Time Management

Formulating Joint Account Penetration Strategies

Brainstorming

Results of Collaboration


Referrals

5% minimum of face value of first contract

Do not split contracts to avoid this fee

Client-recommended split of first contracts should

carry the referral fee forward for the whole

contract (good faith)

Give and get honest feedback from clients


Sub-Contracting

Never hourly or per-diem unless your primary contract

with client covers hourly rates and per-diems

Non-disclosure and confidentiality agreements

IP ownership of “tool extractions” – work-for-hire

Clear deliverables and deadlines

Clarity of definition of deadline

“Pay-when-paid” understanding


Affiliations

Website links

Virtual capabilities

Virtual firm

Listed bios

A serious business image vis-à-vis a

“between-jobs” consultant

Openness and honesty about the

nature of the affiliation to clients

Sound Strategy, Rapid Results, Lasting Impact™

Fin-Econ provides economic valuation services for small

and large corporations alike. Services include Intellectual Property, Merger Valuation, Economic Valuation and Fi-nancial Strategy.

The Steelhead Group

The Steelhead Group provides Executive Recruiting Ser-

vices Nationwide. Steelhead allies with QMP™ Associ-ates, Inc. in searches for Marketing and Sales Execu-tives.

RW Associates provides organization development, succession plan-

ning and cultural excellence services in conjunction with QMP proc-ess deployments and transformation.

Excell Exe cutive Leadership Exchange

Where company presidents and chief executives come

together to keep ahead of the fast pace of business change, to help each other on how best to meet their business challenges and to overcome the isolation of

executive decision making.

THE QMP GROUP, INC.

Whitsell Computer Services provides office computer

systems support and network design services for small to mid-size business-to-business firms.

Whitsell Computer Ser-

vices

The R. Pay company specializes in helping clients achieve

operations excellence. Projects include initiatives for im-provement in inventory turns, supply chain management, operations productivity and near-term operations strategy.

DMG consultancy specializes in operations and administrative proc-

ess optimization initiatives for small to mid-size and early-stage growth-oriented firms. Typical projects include HR department set-

up and administrative process standardization and documentation.

Home Page

About QMP

Intervensys:

Consulting Services

List of all QMP Services

Client Testimonials

Industries & Projects

Case Studies

Associate Bios

QMP Training Programs

The QMP Process

QMP Workshops

Workshop Schedule

Attendee Comments

Workshop Registration

The QMP Bookstore

Alliance Partners

Articles of Interest

News from QMP

QMP FAQ

How to Start Consulting

Strong alliances with vetted, high quality providers of complemen-

tary services assure complete business solutions for our clients

Directions to QMP Contact Us

Free Preliminary

Consultation

A message to busi-

ness owners and executives

Take a

Marketing & Sales Performance Gap Self-Assessment

The QMP Institute


THE QMP GROUP: ASSOCIATE BIOS

Sound Strategy, Rapid Results, Lasting Impact™

Jerry Vieira (market strategy, business development, sales, facilitation and turnarounds)

Jerry Vieira is president and founder of The QMP Group. Specializing in market strategy and business development, Jerry is considered an insight ful, creative and energizing force

in accelerating business growth and motivating organizations.

In addition to guiding turnarounds and transformations for clients, Jerry frequently

publishes articles and delivers lectures and workshops on his innovative techniques and

insights. He has lectured in both the US and Europe, energizing business owners.

Jerry earned an MBA from the University of Rhode Island, and holds two Bachelor of Science degrees in engineering and music. In his earlier career, he held engineering, manufacturing and marketing and sales management positions at Texas Instruments,

Baxter International and Planar Systems through its IPO. He can be reached at

[email protected].

Bob Phillips (organizational development, process deployment and international)

Bob has 25+ years of experience in high technology and commercial business in the area of human resource, performance management and organizational development with such leading companies as Intel, Sequent Computers, Tektronix and Digital Equipment.

His approach is process oriented and in his consulting assignments have included Cultural Development, Workforce Planning, Recruiting Process Development, Sales Force Compensation, Organizational Effectiveness, Performance Management, and

Management Training and Development.

He is co-author of “Absolute Honesty” a book about the benefits of organizational integrity and open communication. Bob holds a BS in Finance from Arizona State University.

Diane Gibson

(business process improvement, organizational development, training and curriculum

development, project planning & management, operations & administration)

Diane Gibson brings an objective, focused and energizing influence to her client assignments. Through her unique combination of people and professional skills she has built an impressive track-record of helping organizations diagnose, prioritize and improve

performance.

Her twenty-plus years as a business leader spans a wide range of functional and industry experience including aviation, manufacturing, health care, insurance, education, small

business and non-profit organizations.

Diane is a member of Institute of Management Consultants (IMC), Consulting

Professionals Network (CPN), American Society of Quality (ASQ), National Association of Women Business Owners (NAWBO) and the Greater Spokane Incorporated and Greater Sandpoint Chambers of Commerce. Diane has a strong passion for education, and puts it

to work as an adjunct faculty member at Spokane Community College. She has an undergraduate degree in Business from the University of Phoenix and an MBA from the University of Denver.

Rick Pay (operations performance improvement, inventory optimization, supply chain management)

Through 19 years as a consultant and seven years as Vice President, Operations for a manufacturing company. Rick has a strong background in productivity and process

improvement He has the demonstrated ability to quickly assess the situation, isolate problems, identify solutions and realize quick results.

Rick track record includes breakthrough results in operations, materials and inventory management, accounting, and administrative functions. As VP, Operations, Rick was responsible for the entire manufacturing and procurement operation, and helped lead the

company through a world class transformation achieving dramatic results. His experience includes dealing in the Far-East through development of a sales and manufacturing joint venture in China.

Rick earned a B.S. in business administration from Colorado State University and an M.B.A. with a focus on business systems from the University of Montana. He attended the

Stanford Business School Executive Program for Product Development and Manufacturing Strategy.

Joe Laughlin (corporate strategy, financial strategy and CEO coaching)

Joe joined forces with QMP in 2004 after a successful 30+ year career with Tektronix and a successful seven year venture as the CEO / Owner of Laughlin-Wilt Group - a contract electronics manufacturing business which he formed and grew to over $100M before

selling it in 2000. In addition to other activities, Joe provides CEO-level coaching and consulting support in

the areas of CEO guidance, asset management, financial management, corporate strategy and overall business planning. His a member of the board of several companies.

Joe has a degree in Engineering from Portland State University and an MBA from the University of Portland.

QMP associates bring a world-class combination of real-world experience and

effective project management to client assignments ...

New Photo

Soon

Home Page

About QMP

Intervensys: Turnarounds

Consulting Services

List of all QMP Services

Client Testimonials

Industries & Projects

Case Studies

Associate Bios

QMP Training Programs

The QMP Process

QMP Workshops

Workshop Schedule

Attendee Comments

Workshop Registration

The QMP Bookstore

Alliance Partners

Articles of Interest

News from QMP

QMP FAQ

How to Start Consulting

Directions to QMP Contact Us

Jerry Vieira Bob Phillips Joe Laughlin Diane Gibson Rick Pay

Find your specif ic

business challenge

Integrity and ethics

Competence - by track record

Trust

Complementary capabilities

Beneficial economic value

proposition for clients

Similar work/communication styles

Mutually beneficial economics for

affiliates

Ability to work with people

Win-win-win!

Choosing Affiliates


Spreading Overhead and Expense Sharing

Office rental

Projectors (and bulbs)

Joint promotions (i-Contact)

GoToMeeting

GoToMyPC

Website pages

Conference rooms

Joint sponsored and delivered webinars ( complementary

capabilities)


Sharing “Best Practices” for Managing Your Practice

Techniques

Forms

Disciplines

Joint new-product offerings

Software selection

Hardware selection

Vocabulary and wording

Service providers (website, promotion, photographers)


Time Management

Techniques

Forms

Disciplines

Joint new-product offerings

Joint networks

Not just “ coffee to catch up”

Agendas and objectives

The “keep me honest” buddy system


Joint Account Penetration (sharing)

Sharing organization structure

Sharing perspectives on client needs

Triangulating on opinions and observations

Building the economic benefit model

Setting the account penetration sales strategy

Sharing the action items


Realized Benefits (18 months)

Six figures+ contracted from affiliate referrals

Employed 5 sub-contractor affiliates (projects, publishing as thought

leader, iContact promotions, networking and IT)

Referred three consultants to my clients

IMC presentations (4)

1 teleseminar; 1 podcast = royalties

Best business practices sharing (given and received)

CMC certification achieved with support from group

Awarded three sub-contract engagements

Expanded virtual capabilities to include HR, OD, Ops, Recruiting, IT


Consultant Collaboration Conclusions

It helps

It pays

Absolute Honesty

Mutual trust and respect

capabilities, track record, economics

It must be focused: client or

opportunity-specific

pubref:ohpd,350