WHAT TALENT CAN YOU SELL TODAY? - WILLIAM EASTMAN

PROFIT RADIO..."Grow With Us"

Introduction
Today I am wearing only the E hat - Executive. Since I started on this journey over 41 years ago, the first 2/3's of my career was consulting with the C Suite (CEO, COO, etc.) on building  a sustainable organization that could also achieve rapid growth. Once a business gets to a certain size these two objectives seem to be mutually exclusive. Based on that experience I built a collection of business rules that when combined created high performing, fast growth companies that had long futures. This is my story

Look at IBGR as your CGO - your fractional Chief Growth Officer. In that mode we have built a platform that will move beyond the one-way conversation of radio and podcasts to real relationships; our Community of Commerce.

A thought before we start, I want to invite you to my new group on the Community - Living the Life . If you are a serial entrepreneur and looking to discuss how to build a business that runs itself so you can start running multiple businesses - this is the right spot.
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Objectives - The WHY
What I sharing with you today and until the end of the year is a model based on a collection of best practices and experiences over the last 4 decades of consulting and starting 5 companies. I am not trying to convince you do it our way, the goal of the series is to expand your thinking and help you arrive at "your model".

Key Issues - Owner Perspective:

1. ​Have you converted what you know to a tangible asset?
2. Have you patented, trademarked, or protected your IP?
3. Have you created both standalone and bundled IP solutions?
4. Have you created a sales ladder for each of the IP solutions?

What You Need to Know - The WHAT​
Consulting Models and Roles
There are 4 Roles a Consultant can play:

• Virtual or Fractional Executive,
• Subject Matter Expert,
• Coach,
• and Trainer.

Each has important underlying assumptions, and under the proper conditions, be useful. A consultant may also choose to play any role depending on their area of specialization and the context in which help is needed. However, many consultants primarily act from being in charge, taking over a specific function, helping Owners/Executives to improve, or conducting a technology transfer.

• Virtual or Fractional Executive - Although the VE is being “employed” by the client, in reality it is a different type of consulting assignment. Instead of giving advice and coaching members of the company on implementation, the role is execution. The process is collaborative with final decisions made by the client, however the individual in the role is responsible for delivering on contract specifications.
• SME – The consultant offers some information or service the client is requesting and unable to provide for himself. There are important assumptions in this model. Has the client correctly identified their own needs? Have they considered the consequences of expert data collection and recommendation on organizational change? Is there one reality about their organization that can be objectively studied and rendered useful to the client? This model puts great power into the hands of the consultant.
• Coach – the consultant assists and guides the business owner in running a business by helping to clarify the vision of the business and how it fits in with their personal goals. It​ is a process used to take a business from where it is now to where the business owner wants it to be. 
• Trainer – The consultant endeavors to increase the client’s capacity to learn so that it can fix its own problems, today, and in the future. It is a philosophy and practice built on the idea that problems are solved more effectively and sustainably if the organization itself is at the core of both diagnostic and remedial efforts. This model keeps both responsibility and control with the client.

What You Need to Do​​ - The HOW
Understand that the terms of consulting, coach, or trainer are artificial. Each are a methodology for sharing and incorporating information the client needs to deal with immediate issues and handle long term growth challenges.

We are your single, one stop source for business success, period, end of story.

1. ​Listen to this Consulting Series on Making a Difference
2. JOIN the Community of Commerce
3. Show Up Next week

Make sure you leave some thoughts in the comment section below. I am interested in continuing the conversation.

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