Free agency defines our time. Through outsourcing and cross-functional work teams, we work in a new world where we are all becoming independent consultants. Our ability to navigate and leverage opportunities will determine financial security and professional success.

1. Unlocking the Secrets of Successful Consulting Michael J. Grove Grove USA Free Agent Consultant

2. International franchise strategy firm. World premier brand identity consultancy. Enterprise software for marketers. Marketing Professor, executive MBA program. Marketing and Sales Consulting Experience Launch technology companies and careers Professor, Graduate School of Continuing Studies. Active volunteer. Co-chair the AMA Mentor program. Growing network..

3. Alltel – 360 Communications, AK American Red Cross, OH Amoco, IL Amegy Bank, TX Bayer, IN Bombardier, Canada Cash Station, IL Cole Parmer, IL Conoco Oil, TX Crum & Forster Insurance, PA Cyberonics, TX Dun & Bradstreet, NJ Field Container, IL Franklin Templeton, Canada Frito Lay, TX General Foods, MN Intergraph, AL Kellogg’s, MI Kinko’s, GA Lane Crawford, Hong Kong McDonald’s, IL MCI Systemhouse, TX Monsanto, IA Omron Healthcare, IL Pharmacia, MI Quaker Oats, IL Regis, MN SciTech, IL Searle, IL SunEdison, MD TYCO Valves, TX Wal-Mart, AR 3M, MN Marketing and Sales Consulting Experience

4. The FUTURE A hybrid model combining internal and external consultants. Grove USA Training consultants to be more successful Careers and career development are now YOUR responsibility. Learning consulting skills is key to career success.

6. Definitions and Distinctions Grove USA Training consultants to be more successful CONSULTANT A person in a position with some influence but no direct power to make changes or implement programs. External consultant is not a member or part of the system to which s/he is consulting. MANAGER Someone who has direct responsibility , power and control . CLIENT The person the consultant wants to influence . INTERNAL CONSULTANTS People in staff or support roles are internal consultants, even if called something else (HR, Finance, Audit, Marketing, etc.) LINE MANAGERS Clients for services provided by support people (internal consultants) within the organization.

14. Types of Consulting Roles. Your Choice. Grove USA Training consultants to be more successful Vendor Consultant takes a passive role. Client directs you. Specialist Alfred. Client inactive. Consultant executes alone. Collaborative Consultant and client work interdependently; decision making bilateral; sharing, learning, growing together.

18. Six Phases of Consulting Grove USA Training consultants to be more successful sales sales sales sales Phase 1: Entry Phase 2: Discovery Phase 3: Contracting Phase 4: Analysis & Engagement Phase 5: Presentation & Implementation Phase 6: Recycle, New Sales or Termination

33. Unlocking the Secrets of Successful Consulting THANK YOU 202.341.6015 [email_address] Michael J. Grove