1. Gail V. Barrington, PhD, CMC, CE Atlanta, GA June 5, 2012 Getting Started: Introduction to Evaluation Consulting AEA & CDC Summer Institute

2. Objectives Objectives Clarify personal characteristics & values Develop a business plan Set fees Track time Prepare proposals Market & find work

3. Your Experience Background discipline? Work experience? Reason for this workshop?

4. The Consulting Landscape Management consulting projected to be the fastest growing industry 2008-2020 Employment will increase 83% Are you ready to ride this wave?

5. Our Consulting Niche We sell our knowledge, skills & expertise in applied research & evaluation We are entrepreneurs & small business executives Our niche is Sector #54, Professional, Scientific, and Technical Services, North American Industry Classification System (NAICS) It spans NAFTA (Canada, Mexico & the U.S.) We are often called management consultants

6. Do I Have What it Takes? Do I Have What it Takes?

7. Personal Characteristics 1.Intellectual Capacity 2.Self Confidence 3.Moxie 4.Adaptability 5.Endurance

8. Values 1.Ethics 2.Social Justice 3.Authenticity 4.Cultural Sensitivity 5.Collaboration 6.Lifelong Learning

9. A Game of Endurance  Complete Sections 1-5  Reflect  Discuss

10. Developing a Business Plan Developing a Business Plan

11. …Business Plan Reasons  Self-examination & personal development  Roadmap  Benchmarks & accountability framework  Financial plan  Marketing tool  Professional image  Your first project

12. ...Business Plan Strategy  Have a personal retreat  Develop a mission statement  Identify key objectives  Create a template for my plan  Do more research to complete the template  Plan about 10 hrs/wk for 2 months  It’s my project!

13. Business Plan Template (1-5) 1.Title page, Table of Contents, & Executive Summary 2.Industry overview (research) 3.Your business services & prospective clients 4.Market analysis (information interviews) 5.Marketing plan (month, quarter & Year 1, thumbnail Years 2-3

14. Business Plan Template (6-10) 6.Management plan (business name, ownership structure, licenses) 7.Operating plan (location, staff) 8.Financial plan (start-up costs, balance sheet, income & expenses forecast, break- even analysis) 9.References & Advisors (bank manager, accountant, attorney, insurance broker) 10.Appendices (CV, photo, supporting documents)

15. …A Game of Endurance  Complete Section 8  Reflect  Discuss

16. Calculating Fees

17. …Calculating Fees  Billable time  Overhead  Salary  Profit  Your daily rate

18. Reflection  Biggest surprise?  Changes needed?  Discuss

19. Tracking Time

20. …Tracking Time  Day book or calendar for daily time tracking  Spreadsheet or time tracking software  Billable project timesheets  Non-billable timesheet  Semi-monthly summary timesheet

21. …Tracking Time Great accountability for clients No chance of double-billing Tax department happy Use for planning & proposals Track recovery rates Find efficiencies Foster your innovation

22. Writing Proposals

23. …Writing Proposals  Prepare the budget first  Use client requirements to organize your material  Respond to the policy question  Use a letter proposal for informal requests  Prepare formal RFPs as your track record grows

24. Marketing Secrets & Finding Work

25. …Marketing Secrets 1.Independent consultants get most of their work informally. 2. It’s a numbers game. What’s your success ratio?

26. …Your Competitive Edge Technical expertise Unique product Multidisciplinary approach Knowledge of a specific sector Speed & reliability Good reputation Excellent client relationships Other?

27. …A Game of Endurance  Complete Sections 6 & 7  Reflect  Discuss

28. 4 Ways to Get Work: 1) Network 1.Key contact networks (e.g., Chamber of Commerce) 2.Professional networks (e.g., your discipline) 3.Mentoring networks (e.g., support groups) 4.Dynamic networks (e.g., attending this conference) 5.Partner networks (e.g., complementary services) 6.Resource networks (e.g., on RFP lists) 7.Client networks (e.g., your client’s world) 8.Social networks (e.g., Linked In, Facebook)

29. 2) Get Referrals  Have a clear “elevator” message (<25 words)  Practice saying it  Practice asking for a referral  Decide who & when to ask  Then ask for it!

30. 3. Build Strategic Alliances  Enhance competitiveness  Pursue larger projects  Decrease competition  Expand efficiency  Improve cost competitiveness  Enhance quality  Learn more

31. 4. Foster Repeat Business  You know the context  You know the players  You can hit the ground running  Try spin-offs, additional phases, new work for same client  Do not build client dependence  Do not stay too long

32. Things to Do When I get home… Discussion Thank you!

33. Now available! www.sagepub.com

34. Contact gbarrington@barringtonresearchgrp.com www.barringtonresearchgrp.com Contact gbarrington@barringtonresearchgrp.com www.barringtonresearchgrp.com gbarrington@barringtonresearchgrp.com www.barringtonresearchgrp.com gbarrington@barringtonresearchgrp.com www.barringtonresearchgrp.com