April 8, 1999
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"Marketing and Billing Services for Consultants?"
An enthusiastic group of Consultant's Forum members met Thursday, April 8, 1999 to continue and elaborate on a discussion that was started on the email list (swanh-consultants@lists.mv.net). We wanted to examine the feasibility of creating a mechanism that would provide Marketing and/or Billing Services to Consultant's Forum members.
This was an exploratory meeting with the goals of:
1- Defining what the needs of the members are;
2- Determining the practicality of bringing a Marketing and/or Billing Services mechanism into reality;
3- Determining if there are other entities which can serve the purpose
January 28, 1999
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"Marketing in Cyberspace"
The Consultant's Forum held a dynamic meeting on Thursday, January 28, 1999.
Using a brainstorming/discussion mode, we explored the components of a good
marketing strategy and how we can use Cyberspace to positively effect that
strategy. We discussed the various approaches we've (each) taken for the purpose of improving upon those approaches and incorporating other ideas and methods into a more comprehensive Marketing Stratgegy for us.
November 5, 1998
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"Controlling the Selling Process"
As a consultant, are you satisfied with the amount of business your company
has? Do you find yourself saying, "I could close more contracts, or make
more money, if only I could _______(fill in the blank)"? How much do you
estimate this issue has cost you? How much more could you have made? Chances
are, many of the answers to your questions relate to a change in sales
technique.
Members of the Consultant's Forum decided to contact a sales expert for
guidance. We met on Thursday, November 5, 1998 at the Sandler Sales Institute
in Manchester, NH. Our host and guest speaker was Kevin Hallenbeck, sales trainer
and owner of the Sandler Sales Institute franchise. An engineer by training,
Kevin was able to pinpoint many of the specific problems consultants face,
and guide us with humor as we explored how we can control the selling process,
instead of the Prospect controlling it.
September 24, 1998
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"Getting Your Message to Your Audience"
The September session tackled the topic of "Getting Your Message To Your Audience". The topic came out of observations from several of us about how differently we approach our suspects, prospects, and even clients. We asked ourselves several questions. Are these differences valid ones? What aspects control and determine these differences? Why do the
differences exist? What are the similarities of our approaches? What can be learned from these differences? Read the summary to learn some of our thoughts on these issues.
June 17, 1998
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"Insurance and Benefits - Part III- Retirement Planning"
The past two Consultant's Forum meetings (held April 23rd and May 21st),
covered Property and Casualty Insurance coverages, and Life, Medical and
Disability Benefits. Join us as we focus on Retirement Benefits and how to
fund them, during our June meeting. The scheduled date is Wednesday, June 17, 1998
at NSS Corp. in Bedford, NH.
May 21, 1998
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Insurance and Consultants - Part II- Life, Health, and Disability
During the Consultant's Forum meeting held April 23, 1998 we heard about and
discussed Property and Casualty Insurance coverages. These are the "necessaries".
This month's meeting will cover the "desirables". Join us next month as
Scott Adams goes over Life, Medical, and Other Benefits. The scheduled
meeting date is Thursday, May 21, 1998 at NSS Corp.
April 23, 1998
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Insurance and Consultants - Part I- Business Insurance
The Consultant's Forum held the first session of a two-session topic
"Insurance and Benefits", on Thursday, April 23, 1998 at NSS Corp in
Bedford, NH. Due to the diverse nature and wealth of information of the
topics, it was decided to cover Property and Casualty Insurance coverages
this month, and Life and Health Insurance and other Benefits next month.
Art Bruinooge, President of the Sadler Insurance Agency, was the featured
speaker.
March 18, 1998
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Consultants and Taxes - Top Tax Headaches
Corporate Tax Season is past, although April 15th looms ahead. Yet, for most
of us it's too late to affect 1997 taxes. On to 1998! What can we, as Consultants,
do to minimize next year's tax return preparation woes ? Are there any major
mistakes and omissions which can be easily avoided ?
At the March 18th meeting, Carlene Stebbins and Hollis McGuire of McGuire & Stebbins, PC,
will go over what they have dubbed "The Top Ten Tax Headaches (read Tortures)", as
seen from an Accountant's perspective.
February 18, 1998
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Consultants and Contracts - Part II
After a rousing meeting last month, many questions remained regarding
the NAACB contract and other types of contracts used in our industry.
We intend to continue that discussion, moving on to an examination of
the W-2 version of the NAACB contract, possible clauses which should
be in the contract - but aren't, and creating a general position on
handling all contract situations.
Jan. 21, 1998
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Brokers and Contracts: The NACCB Contract
The NACCB broker's contract is heavily criticized by one side and
sufficiently praised by the other. The use of this contract is being
aggressively promoted by consultant brokers. We will examine it, and
its clones, in detail. To help with the meeting discussions, Joe
Funk, attorney and Consultant's Forum member, has agreed to give the
legal perspective of the various contract clauses.
Nov. 20, 1997
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How much should I charge for my services?
The issue of setting fees is a very important one for the consultant.
Charging too little can be just as damaging as charging too much. What
factors should be considered when establishing fee policies?
Oct. 28th, 1997
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Hiring and Using Consultants - The view from the other side
This meeting will explore the issues and factors that are considered by our
clients and prospects while they are involved in the hiring process. We
will examine what contributes to the decision of whether or not, and how
to, hire a consultant/contractor. We will look at the complaints and
compliments from Resource Managers (those in a position to hire), for the
purpose of better understanding a vital process which affects our
businesses.
Sept. 18, 1997
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Expanding the Forum
Our meeting will examine and (more importantly) explore
the ways and means by which the Forum will become better known by both
consultants and their prospects/clients.
May 8, 1997
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Finding and Engaging in Consultant Opportunities - Session IV
"Handling Negotiations and Closings" will be the focus of this fourth
Session. Having made contact with a potential client, it is important to
close the deal in a manner consistent with your goals. We will examine a
variety of common situations to aid our understanding of how to maximize
our position with the client.
April 10, 1997
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Finding and Engaging in Consultant Opportunities - Session III
During Session Three, we move on to the last preparatory topic,
"Representing Your Business". We will discuss ways we can reach target
clients in a professional manner which best presents our talents and goals,
building on our increased awareness of ourselves and our client base from
the prior sessions.
Mar. 13, 1997
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Finding and Engaging in Consultant Opportunities - Session II
During this Session, "Understanding Prospects and Clients", we will examine
the factors which influence the business decisions of our target base, so
that we may more sucessfully position our businesses to "be there" when our
services are needed.
Feb. 19, 1997
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Finding and Engaging in Consultant Opportunities - Session I
This first session focuses on the Consultant, guiding him through a series
of self-assessment questions with the goal of developing an understanding
of the factors which motivate, drive and shape his/her business.
Dec. 11, 1996
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Using the Web to promote our business
James McKim, the new Co-chair of the Consultant's Forum, will discuss,
and demonstrate straight from the "Web", some of the ways a consultant can
take advantage of cyberspace.
Oct. 30, 1996
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Promoting One's Business
We will primarily focus on the usual promotional mechanisms, such as brochures,
letters, and advertisements, as well as briefly mentioning some of the newer
ones, such as Web sites. Forum member Natalie Manor will be on hand to review
and critique your promotional material for greater impact on your prospects.
May 28, 1996
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The Financial & Accounting Issues of Consulting
Steve Feinberg, from Comprehensive Business Services in Londonderry will be our
featured guest for the meeting. He will be present to
answer as many questions as we can put to him about various aspects of our
business. Some of the expected issues include:
-- Insurance matters
-- The characteristics of good bookkeeping practices
-- Home office issues
-- Tax deductions to take and not to take
-- Tax issues of being a consultant while still a W2 employee.
-- Replacing the benefits of a corporate job.
Mar. 14th 1996
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Managing the Consulting Engagement
This is a meeting you won't want to miss if you're currently involved with a client, soon to be involved, or
hope to have a client soon.
Jan 17, 1996
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Marketing yourself and your Services
An open session
where we tackle some of the questions regarding closing an opportunity or
clinching the deal. The questions we discuss will come from the group to
assure its relevance.
Nov. 14, 1995
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Starting up as a Consultant
This will be an open session where we tackle many of the questions and
issues that confront us as we begin a consultancy.
