Home What's New Site Map E-Mail Information Request Form

Deion Associates & Strategies Inc.
QuickLinks
Announcement
The Megan Hayward Fund

Profiles & Affiliations
Legislative Alert
Commentary
Dining / Accommodations Guide


Seminars & Workshops
Articles
Power Point Presentations

Starting a Consulting Business
Preliminary Overview of Consultant Skills - Services
"The Raw Material"


I.   WHO ARE YOU?

    A.   PROFESSIONAL QUALIFICATIONS.

      1.   Resume.
      2.   Work experience.
      3.   Specific accomplishments.
      4.   Education (past and present).
      5.   Workshops, seminars, classes (taken/given).
      6.   Publications, journals, newsletters, lectures.
      7.   Affiliations, associations, memberships.

    B.   PROFESSIONAL EXPERTISE.

      1.   Identify specific duties/tasks you are accomplished in.

      2.   Identify specific duties/tasks you:
        a.   Don't like to perform, and why?
        b.   Won't perform, and why?
        c.   Can't perform, and why?

    C.   PERSONAL QUALIFICATIONS.

      1.   Briefly describe your present life situation.
        a.   What do you like about it?
        b.   What don't you like about it?
        c.   What would you change about it?
        d.   What wouldn't you change about it?

      2.   Briefly describe how you would like your life to be.
        a.   Where would you live?
        b.   What would you be doing?
        c.   How strenuous would you be working?

      3.   Identify the major personal accomplishments in your life.
        a.   What made these accomplishments so great?
        b.   What role did you play in directing these accomplishments?
        c.   What skills did you develop from these experiences?

      4.   Identify the major personal failures in your life.
        a.   What caused these failures?
        b.   What could you have done to prevent them?
        c.   What skills did you develop from these experiences?

      5.   Identify personal affiliations, associations, memberships, activities.
        a.   Why do you participate in them?
        b.   What benefits do you gain?
        c.   What benefits do others gain?

    D.   PERSONAL TRAITS.

      1.   Identify positive character traits about yourself.
        a.   List 10-15 verbs.
        b.   List 10-15 adjectives.

      2.   Identify negative character traits about yourself.
        a.   List 10-15 verbs.
        b.   List 10-15 adjectives.

      3.   Identify types of people you like to associate with.
        a.   List 10-15 professional types, and explain why you like them.
        b.   List 10-15 personal types, and explain why you like them.

      4.   Identify types of people you don't like to associate with.
        a.   List 10-15 professional types, and explain why you don't like them.
        b.   List 10-15 personal types, and explain why you don't like them.

II.   WHAT TO SELL?

    A.   WHAT ITEMS IN SECTION I: A,B,C,D, ARE YOU WILLING TO SELL TO OTHERS?
      (ACTIVELY MARKET TO OTHERS?)

      1.   Make a list of all these items.
      2.   Define each item as a "qualification". Be precise!
      3.   Define each item as a "service" you can offer. Be precise!
        a.   Supplement each "service" with actual experiences and expertise
          you have developed.

      4.   Critically review the completed "services" list.
        a.   Is there anything missing?
        b.   Do you feel uncomfortable about the items described?
        c.   Were you truthful and accurate?
        d.   Make revisions until the list is all-inclusive of what you are willing and
          capable of selling to others.
        e.   The completed list is your "List of Services" as well as a basic
          "Capabilities Statement."

      5.   Take your "Services List" and compare it to:
        a.   Consultant firms that offer similar services.
          (1)   Do they offer more services than you? If so, why?
          (2)   Do they offer less services than you? If so, why?
          (3)   Do they have more experience than you?
          (4)   Do you have more experience than them?
          (5)   Will you perform these services differently than they will?
            If so, how? If so, why?
          (6)   Make a list of all the differences between your firm and others.
            (a)   Are you less competent?
            (b)   Are you equal?
            (c)   Are you more competent?
            (d)   What makes your firm different, unique, .... better?

If for some reason you cannot offer similar, better or more innovative services than what existing firms currently offer, now is a good time to re evaluate your goals!!
III.   WHAT NOT TO SELL?

    A.   WHAT ITEMS IN SECTION I: A,B,C,D, ARE YOU UNWILLING OR UNABLE TO SELL
      TO OTHERS?

      1. Make a list of all these items.
      2.   "Carve this list in stone!"
Many of the problems which consultants and consulting firms experience are related to providing services that they are unqualified to perform, or services they are not comfortable performing. Be sure to use your best talents and skills!!
IV.   THE MARKET

    A.   IDENTIFY THE MARKET GROUP(S).

      1.   Identify the business areas where there exists a need for your services.
        a.   Retail, wholesale, service, manufacturer, professional, construction, other.

      2.   Identify the specific types of clients / companies in this business area which
        currently use or could use your services.
        a.   Professional > Law firms > Real Estate lawyers.
        b.   Professional > Medical > Blood testing laboratories.
        c.   Manufacturer > Textile > Shirt maker.

      3.   Make a specific list of the needs of these types of clients / companies.
        a.   How are their needs currently fulfilled?
        b.   Can you fulfill these needs?
        c.   How effectively can you utilize your "List of Services" to fulfill these needs?

    B.   IDENTIFY THE TARGET MARKET GROUP(S).

      1.   From Section IV A, 2: Create a list of specific clients / companies which have
        the types of needs you can fulfill.
        a.   Research these clients / companies.
        b.   Develop a list of names, addresses, background data.
        c.   Reduce this list to those clients/companies which you can reasonably
          service respective to:
          1.   Geographic location (yours and theirs)
          2.   Size of company (yours and theirs)
          3.   Financial capabilities (yours and theirs)
          4.   Delivery requirements

        2.   This list of "prospective" clients / companies will serve as your
          "target market" list.

        3.   Target considerations:
          a.   The "target" list changes as needs change.
          b.   The "target" list changes as companies change.
          c.   The "target" list changes as services available change.
          d.   The "target" list changes as your capabilities change.
          e.   The "target" list changes as the competition changes.
          f.   The "target" list changes as the economy changes.
          g.   The "target" list will never re-write itself as things change.
            (1)   Constantly review your target list!
            (2)   Constantly revise your target list!
            (3)   Make sure you understand your targets.
            (4)   Make sure your targets know who you are!


Hosted by:

E-Mail to: info@intap.net


Deion Associates & Strategies, Inc.
Mark S.Deion

15 Sackett Street
Warwick, RI 02886-2333 USA
Tel: (401) 732-0457 • Fax: (401) 732-8767
E-mail: marks@deionassociates.com
URL: http://www.deionassociates.com

Designed &
maintained by:
Beavertail Media
E-Mail to:
keith14@cox.net

Metamedic Award
The Meta Tag experts


Awarded by Netscape's
Open Directory

Privacy Policy This web site, and all contents thereof are COPYRIGHT © 1996 - 2013
DEION ASSOCIATES & STRATEGIES, INC. All Rights Reserved.