Resources

The Consulting Site offers many different types of resources, though most can only be viewed in full by our members. Many resources include attachments that you can download and modify to suit your needs.

Sample Consulting Agreement

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"Mini Survey" of Your Clients

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Sample Needs Analysis #1

Here's an example of a fairly basic needs analysis that takes into account what different groups  may need. We'd like to have a better example that asks questions that lead people to knowing they need to hire you. At the same time, it should give them valuable information about their own situation that shows you are a valuable resource.

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Sample Needs Analysis #2

The trouble with the following needs analysis is that it comes across more like a marketing survey. You will want to find out this type of information. But first, your needs analysis should show your expertise and make the prospect think more deeply about their situation. Question #1 falls into the marketing area. Question #2 moves a bit more towards needs but “interest” is a vague approach. Question #3 is a more direct self-assessment of needs. What's missing is a USP, a unique perspective, reflected in the questions.

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Marketing Tools You Should Consider

Most consultants need a way to keep their names in front of prospects, referral sources, and clients. Depending on your style, you may visit people, call them, have regular parties, or meet them at regular groups such as client trade associations. Traditionally many consulting firms used a printed newsletter to keep in touch.

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Questions Prospects Might Ask

The following is a list of questions generated by a manager of 30 years when we asked him what types of questions he might ask consultants. Clearly they are qualification screening questions. Please note that we've never been asked this many questions at this level of detail. We offer them FYI so you can be better prepared for this type of questions. We also recommend that you include the relevant answers on your website or in your written material. Or you answer the important ones in conversation before they are asked of you.

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Where Do Your Clients Come From?

A worksheet for you.

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Crandall’s Consulting Conundrums

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FAQs

Click on the question to see the answer.

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