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ACADEMY TRAINING

STREAM 1

PROFESSIONAL SELLING SKILLS FOR SHY AND INTROVERTED PEOPLE 

“Learn the skills that enable you to become an Employable Graduate” 

OVERVIEW

This course is designed to teach the skills that enable you to become an Employable Graduate and the major focus is to teach you sales and marketing skills and how to increase your lead and boost your conversion ratio. It is a state-of-art, modern sales and marketing training program that brings together the most helpful marketing ideas and sales methodologies ever developed to assist those interested in having a successful employment or entrepreneurship career.  

Ask nearly any business owner what they want most for their business, and the answer you’ll most often hear is that they want more sales. Sales and marketing is the vehicle that drives everything. Your level of Entrepreneurial Wealth is directly linked to your ability to sell and your understanding of the psychology of human influence.   

Nova Sales and Marketing Training is a new and advanced strategy to generate traffic from prospects and convert them into paying customers. Most businesses can double or triple their bottom-line profits very easily and nearly overnight by concentrating their efforts on a few key areas that are overlooked by nearly every business owner. One of the first things to consider is how to get prospects. That is people who are interested in and are willing to listen to your sales story.  But be careful here. “Leads” doesn’t necessarily mean raw new prospects from everywhere, but from targeted areas that promised the best opportunity to succeed. Once the prospects are attracted, they will need to be converted into paying customers which is where sales take over.   

The power of the course lies in its simplicity, stripped of theory and jargon, based on 15 years of selling on the street. Participants even experienced sales and marketing professionals and fresh graduates are amazed at how well the ideas taught in this course help them in launching or re-invigorate their sales and marketing career and make more sales.   

On completion of this course, you’ll be able to;  

  • Identify target markets and target audience  
  • Understand the structures of effective marketing communication  
  • Understand the psychology behind effective engagement  
  • Write effective copy to improve existing materials  
  • How to develop a marketing plan around a structured process  
  • Discover how to master the fundamentals of marketing, formulate a marketing strategy, and manage your brand  
  • Discover the key elements of Marketing, how to position your business correctly and learn great marketing promotional techniques.   
  • Discover how to maximize profits from market segments, position persuasive offers to your marketplace, grow business with new and existing customers and create strong brand identities.  
  • Understand the new model of selling, self-evaluation exercises, customer and client need analysis, creating sticky sales and how to become a welcome guest salesperson.

Course Objectives 

By participating in this training, you will enjoy a range of benefits, including:  

  • Improved self-esteem due to increased specialist knowledge  
  • Increased competitive advantage  
  • Greater brand awareness  
  • Increased sales  
  • Improved productivity, costs savings and profitability  
  • The Power to Influence: How to ethically influence people to buy your product.  
  • How to overcome objections and overcome the fear of Selling.  
  • The Power of Language – Words that Sell. With this, you will learn how a minor shift in your sales message can transform your sales by up to a 100% increase. 
  • How to communicate the importance of selling to your team. 
  • How to create a multi-step sales process within your business (This is so important yet so few people are doing it properly). 
  • How to get into the salesperson’s mindset, distinguish between features and benefits and present competitive strengths.  
  • How to articulate goals, address failures, ask the right questions, add value positioning and build relationships. 

Course Outline

Module 1:

The Profession of Selling 

  • The Vital Components Of Selling 
  • Nine Critical Activities to Sales Success 
  • Prospecting- Filling Your Sales Pipeline 
  • The Basic Sales Process 
  • How to Make Powerful Sales Presentation 
  • Uncovering The Prospect’s Buying Strategy

Module 2:

Building Credibility 

  •  Establish Your Credibility 
  • Impression Impression 
  • Belief and Credibility 
  • Setting Yourself Apart 
  • The Seven Steps to Enhance Your Self-Image & Build Your Self Esteem 
  • Your Products and Services 
  • Identifying Your USP 

Module 3:

Critical Communication & Observation Skills 

  •  Being an Excellent Communicator 
  • Active Listening and Tips for Becoming a Better Listener 
  • Responding to Feelings 
  • Reading and Demonstrating Cues 
  • Listening for Accuracy
  • Powerful Questions 
  • Looking for Cues 
  • Checklist for Success 
  • Body Movements 
  • Facial Expressions 
  • Grooming 
  • Posture 
  • Reading People 
  • Some Light Reading 

Module 4:

Handling Customer Complaints 

  • Find Complaints and Fix Them 
  • Self-Analysis- Calling Your Clients 
  • Self Analysis- Fixing Compaints 
  • Handling Complaints 

Module 5:

Overcoming Objections  

  • What are Objections? 
  • Attitude Check! 
  • Keep Your Brain in Check! 
  • Controlling Your Reactions 
  • Universal Strategies 
  • Example Interaction 
  • Specific Strategies 1 to 3 
  • Specific Strategies 4 to 6 
  • Specific Strategies 7 to 9 
  • Using the Strategies 
  • The Key Questions You Must Be Prepared to Answer 
  • Pricing Issues 
  • Handling Pricing Objections 
  • Four Factors That Stay the Same 
  • How you Handle the Issues 

Module 6:

Buying Signals and Closing the Sales 

  • Signals to Watch For 
  • Noticing Signals 
  • Making the Play 
  • Creating a Customer Toolbox 
  • Strategies to Try 
  • Persistence and Closing Techniques 
  • 15 Sales Closing Tips 
  • The Fifteen Activities 
  • Selecting One Activity 
  • Sell it to Me- Introduction and Demonstration 
  • Sell it to Me- Objections and Requests 
  • Sell it to Me- Closing and Other Points 

Training Qualification: 30 Earning Points. 

STREAM 2

PROFESSIONAL CUSTOMER SUCCESS & CUSTOMER SERVICE SKILLS FOR A CONSULTING MANAGER 

“How to Reduce Churn and Increase Retention” 

OVERVIEW

Would you like to learn the most effective ways to reduce churn in your company? Are you planning on becoming a Customer Success Manager? If so, this is the course for you.  

This course is designed to teach the skills that enable you to become an Employable Graduate. It will help employees understand, from first principles, what customers want. It does not stop there. It goes a step further to help them master how to deliver it to make customers satisfied. But since it’s not enough to make customers just satisfied, the course goes another step to arm employees with the skills required to make customers highly satisfied so they return repeatedly.  

 Unlike the typical customer service training, this one goes beyond learning the niceties of front desk service to explore the concepts and culture of service excellence and how to translate them into every behaviour and action that employees understand. It is not designed just for those who have direct interaction with external customers but also for those who contribute to producing service outcomes.  

It explores the lifetime value of a customer, the cost of poor service, the value from the customer’s perspective, and all other concepts that help change the attitude of participants towards service.  

***  

Would you like to learn the most effective ways to reduce churn in your company? Are you planning on becoming a Customer Success Manager? If so, this is the course for you.  

This course is designed to teach the skills that enable you to become an Employable Graduate. It will help employees understand, from first principles, what customers want. It does not stop there. It goes a step further to help them master how to deliver it to make customers satisfied. But since it’s not enough to make customers just satisfied, the course goes another step to arm employees with the skills required to make customers highly satisfied so they return repeatedly.  

 Unlike the typical customer service training, this one goes beyond learning the niceties of front desk service to explore the concepts and culture of service excellence and how to translate them into every behaviour and action that employees understand. It is not designed just for those who have direct interaction with external customers but also for those who contribute to producing service outcomes.  

It explores the lifetime value of a customer, the cost of poor service, the value from the customer’s perspective, and all other concepts that help change the attitude of participants towards service.  

***  

Course Objectives:

After completing this course, participants will learn:  

  • You will be able to increase your retention rate  
  • You will reduce your churn rate  
  • Increase your annual recurrent revenue  
  • Keep customers happy and loyal to your company   
  • Master the basic principles of service   
  • Understand what customers want   
  • Be able to build service standards for their organization 

*** 

 

  • Be able to deliver what customers want   
  • Make their customers loyal   
  • Apply effective recovery strategies when things go wrong  
  • Have the right attitude towards service to customers  
  • Understand value from the customer’s perspective and apply effective techniques to increase it beyond the reach of competitors 

*** 

Module 1:

Understanding Service and the Service Concept 

  • What service means  
  • Who is your customer?  
  • The lifetime value of a customer  
  • Practice: Estimating lifetime value  
  • Understanding the service concept  
  • Customer experience  
  • Service outcome  
  • Benefits, Emotions, Judgments and Intentions  
  • Case Exercise  

Module 2:

Controlling Customer Experience & Service Outcome 

  • “Moments of Truth”  
  • Speed  
  • Responsiveness  
  • Communication  
  • Friendliness  
  • Service processes  
  • Reliability  
  • Competence  
  • Value  

Module 3:

Building Service Standards & Where My Organization Stands 

  • The service matrix  
  • Analysing the service matrix  
  • In which quadrant is your organization currently?  
  • Where would you want your organization to be?  
  • So, what do customers want?  
  • Translating to service standards  
  • Developing your service standards  
  • Practice: Your service standards  

Module 4:

Achieving Loyalty & When Things Go Wrong 

  • Why satisfied customers are not loyal  
  • The relationship between satisfaction and loyalty  
  • Ideal relationship  
  • Real relationship  
  • The pathway to loyalty  
  • Case: The car servicing  
  • Poor service  
  • The cost of poor service  
  • Handling customer complaints  
  • Service recovery  
  • The impact of recovery on loyalty

Module 5:

The Value Perspective & A Personal Action Plan 

  • The concept of value  
  • Understanding value from customers’ perspective  
  • The ingredients of value  
  • Increasing value for the customer  
  • Key Things I Learned  
  • What I Want to Improve on the Job  
  • How I Will Do It  
  • Summary  
  • Post-Course Assessment  

Training Qualification:  25 Earning Points  

STREAM 3

ORGANISING AND RUNNING TRAINING AS A STRATEGY FOR GROWING A CONSULTING BUSINESS AND GENERATING A 7-FIGURE INCOME  

OVERVIEW

Most people who call themselves trainers today probably didn’t start to be trainers. They often work in a field where they develop extensive knowledge and then are asked to share what they know. Few people choose training and development while they are still in school, and yet there are talented and knowledgeable trainers working in every industry. Many trainers have some experience with teaching, writing, or leadership, although they come from nearly every field. 

Some individuals become trainers because they are passionate about sharing their knowledge and about helping people. Others become trainers because their employer asks them to get involved in mentoring, training, or coaching new or existing employees. Trainers also get started when they want to make some changes to their daily activities but wish to continue contributing to a particular organization or industry. 

As such, people who work as trainers are often put into difficult situations without much understanding of what training is or how to do it well. We know that being a good trainer is the result of developing skills to bring information to an audience. This information will then engage, empower, and encourage continued learning and development. 

This course is designed as an exploration of the essential skills that trainers need to develop and to get you started in the learning process in an interactive and fun environment. It will give you the skills that you need so that your students not only learn, but also enjoy the process, retain information shared, and use their new skills back in the workplace. 

Course Objectives: 

After you complete this course, you’ll be able to: 

  • Recognize the importance of considering the participants and their training needs, including the different learning styles and adult learning principles. 
  • Know how to write objectives and evaluate whether these objectives have been met at the end of a training session. 
  • Develop an effective training style, using appropriate training aids and techniques. 
  • Conduct a short group training session that incorporates these training concepts. 
  • Understand the essential background for trainers to have 
  • Explore how being genuine enhances training 
  • Identify the elements of good questions 
  • Understand how to apply listening skills 
  • Develop rapport-building strategies 
  • Recognize key skills in a trainer’s toolbox and identify skill areas for development. 

Course Outline

Module 1:

Defining a Successful Training Program 

  • Defining Successful Training 
  • What Makes a Good Trainer? 
  • Personal Best, Professional Best 
  • Being Genuine and Making Connections 
  • About Audiences 
  • Advantages of Workplace Training 

Module 2:What Makes a Successful Trainer? 

  •  Key Characteristics 
  •  Mistakes and Solutions 
  •  Stimulating a Readiness to Learn 
  •  How to Facilitate Learning 
  •  How to Inhibit Learning 
  • Assertiveness Skills 
  • Asking the Right Questions 
  • Listening Skills

Module 3:

Connecting with People 

  •  Rapport Building 
  •  Facilitative Training: Key Differences 
  •  Other Methods to Consider 
  •  Thinking Outside the Box 
  •  The Tipping Point 
  •  A Shift in Training 
  •  A Word About Adult Learning 
  • Do I Have What it Takes? 

Module 4:

The Learning Process 

  • Starting Point 
  • Where I Want to Go 
  • How I Will Get There Making Connections 
  • The Four Steps 
  • Essentials for Success 
  • Assessing Your Preferences 
  • Questionnaire 
  • What Does it Mean To Have a Number? 
  • Mostly A’s – Inquiring Rationals 
  • Mostly B’s – Authentic Idealists 
  • Mostly C’s – Organized Guardians 
  • Mostly D’s – Resourceful Artisans 
  • What’s Important? 
  • The Experiential Learning Cycle 
  • Kolb’s Learning Cycle 
  • Modifying Our Approach 
  • The Authentic Idealist Learning Style 
  • The Inquiring Rational Learning Style 
  • The Resourceful Artisan Learning Style 
  • The Organized Guardian Learning Style 
  • The Organized Guardian Learning Style 

Module 5:

Applying the Learning Cycle 

  • The Four-Stage Cycle 
  • Example 
  • Making Connections 
  • Individual Exercise 
  • Introversion/Extroversion Survey 
  • Questionnaire 
  • Case Study: Ashley and Holly 
  • Lessons to Learn 
  • Typical Workshop Participants 

Module 6:

The Training Process 

  • Process in Brief 
  • Developing Objectives 
  • Determining Objectives 
  • Determining Objectives 
  • Considerations When Writing Objectives 
  • Types of Objectives 
  • Setting the Scope 
  • Writing Tips 
  • Verbs for Writing Clear, Concise Training Objectives 
  • Writing Objectives 
  • Researching Content 
  • Researching Content 
  • Planning an Interactive Program 
  • Planning an Interactive Program 
  • When is Training Necessary? 
  • Three Steps to an Efficient Needs Analysis: Overview 
  • Isolating 
  • Steps in ICE 
  • Consulting 
  • Evaluating 
  • When is Training Not Appropriate? 
  • Help! I Need a Template! 

Module 7:

Choosing Training Methods, Add Games & Creating the Climate 

  • Choosing the Right Method 
  • Overview of Common Training Methods 
  • Summary 
  • Environmental Concerns 
  • Individual Exercises 
  • Designing a Learning Sequence 
  • The Model 
  • Sample Sequences 
  • The Value of Games 
  • The Value of Games 
  • Choosing the Right Game 
  • Facilitator Responsibilities 
  • Creating Atmosphere 

Module 8:

Presentation Skills & Training Presentation 

  • What Makes a Good Trainer? 
  • Limitations of Telling 
  • Limitations of Showing 
  • Overcoming Nervousness 
  • Overcoming Nervousness 
  • Using Non-Verbal Communication 
  • The Appropriate Distance between You and the Audience 
  • Stand Erect 
  • Consider Your Appearance 
  • Move About and Use Gestures 
  • Control Your Facial Expressions and Mannerisms 
  • Maintain Eye Contact 
  • Using Notes 
  • Managing the Question and Answer Period 
  • General Guidelines 
  • Tips for Stunning Visuals 
  • Tips for Success 
  • Typography Tips and Tricks 
  • Types of Visual Aids 
  • A Word about Flip Charts 
  • Using Humor in Training 
  • Training Preparation Worksheet 

Module 9: 

Dealing with Difficult Trainees 

  •  Big Talkers
  • The Kidder
  • Exhausted and Droopy
  • Not Into It!
  • Poor Follow-Through on Assignments
  •  Failure to Arrive/Return from Breaks on Time 
     Whisperers 

 

Module 10:

On-the-Job Training 

Essentials of On-the-Job Training 

  •  Step 1: Job Breakdown
  • Step 2: Demonstration
  • Step 3: Have the Trainee
  • Do the Job (Supervised)
  • Step 4: Follow Up
  • One-on-One Peer Training
  • Hands-On Training
  •  Capability Development
  • Training & Coaching 

Module 11:

Designing Evaluations 

  •  Effective Evaluations
  • Examples
  • Evaluation Techniques
  • Evaluation Techniques 

Who this course is for: 

  • People working in professional services or professionals looking to change careers or diversify their earning source  
  • Start-ups founders 
  • Entrepreneurs  
  • Freelancers  
  • Coaches  
  • Young graduates looking to develop a 21st-century career in a recession-proof field  

Training Qualification:  60 Earning Points  

STREAM 4

CAREER DEVELOPMENT IN EASY LOW-TICKET OFFERS, DEAL-MAKING, SCHOOL GROWTH SUPPORT & COACHING SERVICES 

…An Expert Master Class on How to Make a Fortune Today Starting from Scratch…  

OVERVIEW

This training is designed for visionaries, game changers, and challengers striving to defy outmoded business models and design tomorrow’s enterprises. It’s a training for entrepreneurs (both aspiring and existing) who are interested in developing a profitable enterprise that will still be there after a decade waxing stronger- when 24 out of 25 businesses that started together would have fizzled out. In this training, you will learn how to become a business idea machine with proven strategies and actionable insights. 

Business Model Design and Value Innovation Strategy describe the rationale of how an organization creates, delivers, and captures value. Customers comprise the heart of any business. Without (profitable) customers, no company can survive for long. To better satisfy customers, a company may group them into distinct segments with common needs, common behaviours, or other attributes. A business model may define one or several large or small Customer Segments. An organization must make a conscious decision about which segments to serve and which segments to ignore. Once this decision is made, a business model can be carefully designed around a strong understanding of specific customer needs.   

What you’ll learnand why you should enrol:  

  • You’ll learn how to evaluate the idea space and how to transform an idea into a valuable product.   
  • You’ll learn skills that are invaluable in any situation, like being able to assess an idea’s marketability, spot market inefficiencies, and successfully employ disruptive business models to create a profitable brand.   
  • You’ll learn the theory of space & how to create a place in the space of SME businesses.  
  • The session on product development will show you where millions in untapped money are waiting for you right now within the Nigerian Economy and learn how you can use this privileged information to create a business of N100 million and above annually.   
  • You’ll have direct access to the instructor, who has trained and mentored over 17,000 business owners as a consultant and business mentor, and hundreds more as a founder and director of a successful consulting agency.  
  • You’ll learn the business model design process and business model perspective on blue ocean strategy.   
  • You’ll learn the four critical elements of the successful implementation of value innovation strategy in business.   
  • You will discover how fundamental implicit assumptions about value innovation can become your competitive edge and strategic logic of high business growth.   
  • Understand how to create a niche and stake out a vivid market identity to position appropriately, leap over competition and dominate your market.   

Course Outline

Module 1:

The Foundation:      

  • Comprehensive and Expert Grounding on How School Growth Support Service Works   
  • 16 Golden Rules to Massively Grow a School  
  • The School Growth Power Principles  
  • The 26 Marketing Mistakes & How to Develop a Unique Selling Proposition  

Module 2:

Business Model Design and Value Innovation 

  • The nine essential elements of a Business Model  
  • How to discover your business and revenue model  
  • Successful business model examples and case studies  
  • 12 innovative pricing models for your start up  
  • Tactics for setting your price  
  • Pricing mistakes and how to avoid them  
  • How to test pricing using Customer Discovery and other methods  
  • Understanding the perceived value of your product 
  • Using pricing as your competitive differentiator   

Module 3:

A wealth of opportunity as a ‘Deal Maker’ 

  • Discover the fortune that lies hidden in Deal-Making 
  • Your professional role in the world of Deal Making 
  • Deal making – The Fast Track  
  • The deal-making checklist 
  • What they must bring to the table  
  • How and where to find deals with relative ease 
  • Lead generation script and letters 
  • How to negotiate and strike Deals 
  • How to fix your share and fee 
  • Learn the art of choosing the right deals and communicating with parties.

Module 4:

Low ticket offers as a strategy for massive business income 

  • Why low ticket works so well 
  • Niche selection, topic and ideal clients 
  • Maximise your profits – Proven backend offers 
  • How to promote your offer 
  • Five-day action plan 
  • Bonus Lesson: Instant Launch Broken Down – Step-by-step Example  

Module 5:

The School Growth Mastery:  

  • Client Acquisition Made Easy   
  • School Marketing Strategies  
  • Improve learning outcomes,   
  • Increase enrolment,   
  • Improve school fee collection and increase revenue,   
  • Improve staff productivity,   
  • Improve parent loyalty,   
  • You’ll learn how to help schools sustain their growth, and become successful 
  • You’ll learn why few businesses achieve sustained high growth in popularity, revenue and profits while numerous businesses die at start-ups.  
  • School Growth Mastery Coaching & Mentoring System  
  • The School Growth Multipliers   
  • School Learning Outcome Improvement System 
  • Bonus Lesson: Instant Launch Broken Down – Step-by-step Example   

Who this course is for: 

  • Professionals looking to change careers or diversify their earning source  
  • Young graduates looking to develop a 21st-century career in a recession-proof field  
  • School owners looking to increase enrolment, revenue and profit  

Training Qualification:  25 Earning Points  

STREAM 5

BUSINESS IDEA GENERATION AND HOW TO BUILD A START-UP BUSINESS

…An Expert Master Class on Business Innovation and How to Build a Start-Up Business Starting from Scratch…  

OVERVIEW

What is Innovation in a broad term? 

It is a novel scientific discovery, repurposing an existing technology for a new use, devising a new business model that unlocks value that was hidden, or simply bringing a product or service to a new location or a previously undeserved set of customers. In all these cases, innovation is at the heart of the company’s success.  

A startup is a human institution designed to create a new product or service under conditions of extreme uncertainty. 

Anyone who is creating a new product or business under conditions of extreme uncertainty is an entrepreneur whether he or she knows it or not and whether working in a government agency, a venture-backed company, a nonprofit, or a decidedly for-profit company with financial investors. 

Positive changes in metrics are the quantitative validation that your learning was real. It is also the right way to think about productivity in a startup: not in terms of how much stuff we are building but in terms of how much-validated learning we’re getting for our efforts. True startup productivity is: systematically figuring out the right things to build. 

The way forward is to learn to see every startup in any industry as a grand experiment. The question is not “Can this product be built?” In the modern economy, almost any product that can be imagined can be built. The more pertinent questions are “Should this product be built?” and “Can we build a sustainable business around this set of products and services?” To answer those questions, we need a method for systematically breaking down a business plan into its parts and testing each part empirically. 

In other words, we need the scientific method. In the Lean Startup model, every product, every feature, every marketing campaign—everything a startup does—is understood to be an experiment designed to achieve validated learning. This experimental approach works across industries and sectors. 

During this course, our job is to teach how a start-up entrepreneur can find a synthesis between vision and what customers would accept; it wasn’t to capitulate to what customers thought they wanted or to tell customers what they ought to want. 

Course Outline

Module 1:

Introduction  

  • Course Overview 
  • First-thing-to-do 
  • The Idea Generator 
  • The Most Important Tool-The Scratch Pad 
  • Components of Business Idea 
  • Areas of Innovation to Isolate & Target 
  • Activity 1-Idea Lister Builder 
  • Five Types of Innovation 
  • Idea Dynamics 
  • The Fit Quadrant- Passion & Hobbies 
  • The Fit Quadrant- Skills & Experience 
  • The Three Business Types 
  • How Eureka Myth 
  • How to Imagine the Future 
  • The Fit Generator 
  • Online Business Models 
  • Matching Fit 
  • Sustainability and Path to Validation 
  • The Value of Ideas 

Module 2:

The Business Model & Customer Development 

  • The Business Model Canvas 
  • Value Proposition 
  • Customer Segments 
  • Channels 
  • Customer Relationships 
  • Revenue Streams 
  • Key Resources 
  • Key Partners 
  • Key Activities 
  • Costs 

Module 3:

Customer Development Process 

  • Hypothesis Testing 
  • Customer Discovery 
  • Customer Validation 
  • Market Opportunity Analysis 
  • The Concept of Total Available Market 

Module 4:

Value Proposition 

  • Relationship Value Proposition and Customer Segment 
  • Customer Archetype 
  • Pain Killers and Gain Creator Hypothesis 
  • The Minimum Viable Products (MVP) 
  • Common Mistakes with Value Proposition 
  • Technology and Market Insight 
  • Types of Value Propositions

Module 5:

Customer Segments 

  • Product Market Fit 
  • Rank and Day in the Life 
  • Customer Gains & Pains 
  • Customer Archetype 
  • Customer in Context 
  • Types of Customers Solution 
  • Signals and Experiments 
  • Sided Market 
  • Market Matching Solution 
  • Multiple Customer Segments 
  • Market Types 

Module 6:

Distribution Channels & Customer Relationship 

  • Customer Archetypes 
  • Paid and Earned Demand Creation 
  • Get-Keep-Grow 

Module 7:

Revenue Stream and Pricing 

  • How Do You Make Money 
  • Revenue Streams and Pricing Solution 
  • Direct and Ancillary Models 
  • Market Types and Pricing 
  • Key Revenue Model Questions 
  • Market Size and Share 

Module 8:

Key Partners, Resources, Activities & Costs 

  • Partner Types 
  • Key Suppliers 
  • Partner Risks 
  • Investments 
  • Four Critical Resources 
  • Qualified Employees and Culture 
  • Intellectual Properties Overview 
  • Metrics that Matter 

 

Who this course is for: 

  • People working in professional services or professionals looking to change careers or diversify their earning source  
  • Start-ups founders 
  • Entrepreneurs  
  • Freelancers  
  • Coaches  
  • Young graduates looking to develop a 21st-century career in a recession-proof field  

Training Qualification:  30 Earning Points  

 

STREAM 6

CAREER DEVELOPMENT IN BUSINESS GROWTH MENTORSHIP & CONSULTING SERVICES 

…The expert guide on how to build and run a consulting firm that helps businesses grow and become successful…

Overview: 

What are your particular skill sets and area of core knowledge? Consulting business is all about taking the knowledge and skills you have gained over the years and turning them into a resource that someone would be willing to pay money for. For instance, you could use skills that you’ve used in the work and business world to provide expert advice and other forms of expertise to businesses, small and large.  

And our world is constantly changing and evolving, meaning that businesses and individuals must evolve with it. As a result of this shift, consultants have more opportunities than ever before. Hence the need for this course. 

Starting a consulting business is easy if you learn how to rely on your knowledge, experience and some techniques. This course will provide you with the techniques and show you how to start and build a profitable consulting business and sustain its growth by staying on top of trends and changes.  

What is the aim of this course? 

No matter what you do at some point you will be fed up with your boss, your work, and your corporate life. Most likely you will start thinking about having your own business – something that you can put your effort into and make great as well as profitable. Maybe, a small restaurant? Maybe, a start-up?  If you are working in professional services one of the options you should seriously consider is to start and run a consulting firm. It can be a very profitable business and help you build other businesses on top of that, especially technological start-ups.       

In this course, we will show you how to start and run consulting business fast and efficiently.  

This course is designed to offer you the pre-requisite and the expert skills required to succeed in Business Consulting. It is based on knowledge, skills and years of experience acquired as consultants in top consulting firms in Europe and as the owner of a popular consulting firm for private schools and SMEs in Nigeria (operating for the last 15 years). We have been responsible for strategy, performance improvement, and turnarounds in many schools and services sectors that we worked for. Thanks to our versatile experience. We know the subject from all sides including the customer of consulting firms.   

Course Objectives 

  • Define the term “consultants” and explain their role in today’s business world 
  • Identify consulting opportunities  
  • Create a business strategy that includes a business plan, budget, marketing plan, fee structure, and resources 
  • Identify ways to stay on top of trends and changes 
  • How to get your first customers  
  • How to manage a consulting firm  
  • How to expand your consulting business into a new area and scale it  
  • The skills required for a successful consulting engagement.  
  • Protect your work with contracts 

Module 1:

Introduction  

  • Course Overview 
  • Do You Have What It Takes? 
  • Learning Objectives 
  • Pre-Assignment Instructions 
  • Pre-Assignment – Area One to Area Three 
  • Pre-Course Assessment 
  • The Keys to a Successful Consulting Career  
  • Positioning Yourself as The Expert  
  • Mechanics of business model for a consulting firm  
  • Transforming a Product or a Service into Consulting  

Module 2:

The Fast Track to Success System 

  • Introduction to the Fast Track system – An overview of the Orientation Presentation  
  • Business Building Blocks 
  • Identifying the Possibilities 
  • Doing Your Research 
  • The Three Elements 
  • Bringing It All Together 
  • Taking it Further 
  • Creating a Sales and Marketing Strategy 
  • The Marketing Cycle 
  • Cycle Overview 
  • Looking at the Steps: Stage One to Stage Six 
  • Technical and Training Services 
  • Specialized Services 
  • Project Management 
  • Pre-Assignment Review, Area One 
  • Pre-Assignment Review, Area Two 
  • Pre-Assignment Review, Area Three 

 

Module 3:

The Client Generation Strategy 

  • Introduction – A review of the client generation strategies detailed in the Fast Track System and Positioning.  
  • Quick and simple ‘relationship’ methods in finding your first prospects and clients  
  • Positioning Client Generation Strategies – How to sort prospective clients into ‘Hots’ and ‘Nots’ and gain your first appointments.  
  • Client Meeting and Agreement Meeting – How to conduct your first meeting with a prospect and turn them into a client.   
  • Running and Using the Confidential Business Audit to research and discover more about your new client’s business.   
  • Fast Track consulting 101 and putting together a plan of action to grow your client’s business.   
  • Maintaining the growth, the development of the business and the relationship with the client.   
  • Price Positioning and The Orientation Presentation – A role-play example of how to present the PowerPoint presentation at the appointment. Lots of anecdotes and stories for you to use… Plus, how to close and negotiate your fees.  
  • New client generation strategies to get your phone ringing (Part 1).  
  • New client generation strategies to get your phone ringing (Part 2).  
  • Running Seminar as a Targeted Lead Generator and a convenient and super-fast lead generation system.  
  • Your Lead Generation Strategy – Setting Your Objectives to Give You Direction and Budgeting.   
  • Selecting Your Lead Generation Tools and How to Multiply the Results of Your Lead Generation Super System.  
  • Testimonials and Irresistible Offers.  
  • Sales Conversion and Pricing Your Product or Service. 
  • Case Studies, ‘Qualification Questions’ and responding.  

Module 4:

The TALISMAN Consulting System Part 1 

  • Introduction – Pitch Deck Example and how to use The TALISMAN Business Acceleration System’ and ‘Getting Ready for Success  
  • Talisman Business First Aid: Fast Cash Strategies  
  • Crunching the Numbers 
  • Developing Financial Budgets and Projections 
  • Estimating Personal Expenses 
  • Projecting Business Expenses 
  • Setting Income Targets 
  • Setting Your Base Hourly Rate 
  • Setting Goals 
  • Setting up a Fee Structure 
  • Other Fees to Consider 
  • Creating Rate Sheets 
  • Flexibility is Key 
  • Niche Marketing and ‘Unique Selling Proposition’  
  • Transferring The Features of Your Product or Service into Sizzling Benefits’ and ‘Risk Reversal’  

Module 5:

The TALISMAN Consulting System Part 2 

  • Planning Your Business 
  • Creating a Business Plan 
  • The One-Page Plan 
  • The Formal Plan 
  • Checklist for Setting Up Your Business 
  • Developing Your Business Structure 
  • Choosing Office Space 
  • Designing Your Contact Information 
  • Creating Promotional Materials 
  • Gathering Resources 
  • Test Driving 
  • Making Connections 
  • Financial Projections 
  • Creating Your Brand 
  • Developing Your Business Structure 
  • Choosing Office Space 
  • Designing Your Contact Information 
  • Creating Promotional Materials 
  • What Do You Think? 
  • The Confidential Business Growth Audit   
  • Talisman Client Orientation  
  • Talisman Basic Elements of Consulting Process.  
  • Talisman Professional Consulting Process  
  • Talisman Business Acceleration and Systemization System and how to move a business towards the goal of capitalizing through sale, flotation or franchising.  

 

Module 6:

Getting the Work Done 

  • Identifying Sources of Work 
  • Developing Contracts and Statements of Work 
  • About Master Service Agreements 
  • Sample Statement of Work, Part One 
  • Sample Statement of Work, Part Two 
  • The Tough Stuff 
  • Dealing with Cancellations 
  • Firing a client 
  • Staying Current 
  • A Personal Action Plan 
  • Starting Point 
  • Where I Want to Go 
  • How I Will Get There 
  • Summary 
  • Recommended Reading List 
  • Post-Course Assessment 
  • Course Completion 
  • Certificate 

 

Who this course is for: 

  • People working in professional services or professionals looking to change careers or diversify their earning source  
  • Start-ups founders 
  • Entrepreneurs  
  • Freelancers  
  • Coaches  
  • Young graduates looking to develop a 21st-century career in a recession-proof field  

Training Qualification:  90 Earning Points 

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