Copyright 2008 The QMP™ Group , Inc. Sound Strategy, Rapid Results, Lasting Impact™ The Institute of Management Consultants February 2008 Tips for Successful Consultant Collaborations
Copyright 2008 The QMP™ Group , Inc. Sound Strategy, Rapid Results, Lasting Impact™
The Institute of Management
Consultants
February 2008
Tips for Successful Consultant Collaborations
Copyright 2008 The QMP™ Group , Inc. Sound Strategy, Rapid Results, Lasting Impact™
Benefits of Collaboration
Referrals
Subcontracting
Affiliations
Choosing Affiliates
Spreading Overhead
Best Practices Learning
Time Management
Formulating Joint Account Penetration Strategies
Brainstorming
Results of Collaboration
Copyright 2008 The QMP™ Group , Inc. Sound Strategy, Rapid Results, Lasting Impact™
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
Copyright 2008 The QMP™ Group , Inc. Sound Strategy, Rapid Results, Lasting Impact™
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
Copyright 2008 The QMP™ Group , Inc. Sound Strategy, Rapid Results, Lasting Impact™
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
Copyright 2008 The QMP™ Group , Inc. Sound Strategy, Rapid Results, Lasting Impact™
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
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
Copyright 2008 The QMP™ Group , Inc. Sound Strategy, Rapid Results, Lasting Impact™
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)
Copyright 2008 The QMP™ Group , Inc. Sound Strategy, Rapid Results, Lasting Impact™
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)
Copyright 2008 The QMP™ Group , Inc. Sound Strategy, Rapid Results, Lasting Impact™
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
Copyright 2008 The QMP™ Group , Inc. Sound Strategy, Rapid Results, Lasting Impact™
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
Copyright 2008 The QMP™ Group , Inc. Sound Strategy, Rapid Results, Lasting Impact™
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
Copyright 2008 The QMP™ Group , Inc. Sound Strategy, Rapid Results, Lasting Impact™
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