Differentiators Gary Romano Overview Why create your Introduction - - PowerPoint PPT Presentation

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Differentiators Gary Romano Overview Why create your Introduction - - PowerPoint PPT Presentation

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Your Mission, Value, and Differentiators Gary Romano Overview Why create your Introduction Define Your Value own firm? Establish a Size Up the Minimum Viable Competition Company (MVC) If nothing else, know Design or re-design a

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Your Mission, Value, and Differentiators

Gary Romano

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Overview

Introduction Why create your

  • wn firm?

Define Your Value Size Up the Competition Establish a Minimum Viable Company (MVC)

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If nothing else, know…

  • Design or re-design a firm that works for you.
  • Define the value you have in the market.
  • Can create a big office feel and service on a

solopreneur budget.

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Introduction Why create your

  • wn firm?

Define Your Value Size Up the Competition Establish a Minimum Viable Company (MVC)

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POLL: Why are you here?

  • I am a solopreneur consultant (it’s just you and at most some part

time help).

  • I am a consultant.
  • I plan to start a consultancy in the next year.
  • I am curious about starting a consultancy, but am not yet committed.
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Why am I here?

  • On a mission.
  • Four successful ventures
  • Failed countless times!
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Consultants for Nonprofits

  • Constrained Business

model.

  • Driven by opportunity

& mission.

Nonprofits For-Profits

You are here

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Small But Mig ighty

  • 7 Years in the Making.
  • Step-by-step guide
  • Smallbutmightybook.com
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A Lit ittle Help Please!

You

Intermediaries Critical friends Data

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Introduction Why create your

  • wn firm?

Define Your Value Size Up the Competition Establish a Minimum Viable Company (MVC)

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POLL: According to the US Bureau of Labor Statistics from 2008-18, management consulting will grow by:

  • 13%
  • 53%
  • 83%
  • 103%
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Not A Four-Letter Word

Revenue – costs = profit

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Lif ifestyle Design

Family Yourself Work

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Must Haves/Have Nots

5+5+At Risk

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Introduction Why create your

  • wn firm?

Define Your Value Size Up the Competition Establish a Minimum Viable Company (MVC)

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What is Value?

Increasing impact. Finding funding. Increasing efficiency.

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Uncovering Your Value

Ask

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What do I I ask?

Aspiring Consultants Established Consultants

  • What keeps you up at night?
  • Who are my competitors?
  • How can I differentiate myself?

 How have I provided value in the past?  How can I increase my value?  Why would you choose my services

  • ver others?
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Dis istilling your Value

5-7 Points

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What’s a Niche?

  • Chances are you need to focus.
  • But on who? Where?
  • You find a niche.
  • Exercise in handouts.
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Who’s in the Room?

  • How big is your room?
  • Customers have Reason,

Responsibility, and Resources.

  • Start by looking at those

who see your value already.

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Who’s in the Room?

  • What kind of organization are they in? Is it large or small?
  • What services do they provide and to whom?
  • How long have they been in the field?
  • Are they primarily in one geography?
  • What are their pressing needs?
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What will you Offer?

  • Services vs. Products.
  • How have you generated value?
  • Limit your list to 1-4 items, especially at startup.
  • Seek perspective!
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On Purpose

  • Why did we wait so long?
  • Think bigger than the bottom line.
  • What do you want to do to improve the world?
  • How can you make this one sentence?
  • Forget about formats and rules.
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Introduction Why create your

  • wn firm?

Define Your Value Size Up the Competition Establish a Minimum Viable Company (MVC)

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POLL: The Competition

  • Have you systematically analyzed your competitors or potential

competitors?

  • No, I’m not sure who they are.
  • No, not yet.
  • Yes, but not formally.
  • Yes, I’ve done a formal competitor analysis.
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You Organizations Substitutes Inaction

Options

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Competitor Analysis

Value Data Competitor Data Assess

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Competitor Analysis: Date Night in in Cambridge

Services Competitor Offerings Substitutions Inaction Harvest Restaurant (local fusion) Rialto (Italian) Oleana (Mediterranean) Craigie on Main (French) Get the boys out of the house and make an upscale meal myself Go outside the city Stressed out parents!

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Your Unfair Advantage

Environment Strengths

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Fin inding your Unfair Advantage

  • Tangible and

intangible assets

Define

  • Solve a problem

for customers

Describe

  • Anticipate

competitors

  • Develop

products/services

Strengthen

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Introduction Why create your

  • wn firm?

Define Your Value Size Up the Competition Establish a Minimum Viable Company (MVC)

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POLL: What is the low-end average cost for starting a consultancy?

  • $100
  • $1,000
  • $10,000
  • $100,000
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What is is the MVC?

Infrastructure Robot Office MVC

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MVC Foundation

Task Mgt. Name Structure

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Structures

C Corp. S Corp. LLC Nonprofit Sole Proprietorship

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The Robot Offic ice

MVC

Space Counting Beans Cloud

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Robot Offic ice

MVC

Space Counting Beans Cloud

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Robot Offic ice

MVC

Space Counting Beans Cloud

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Robot Offic ice

MVC

Space Counting Beans Cloud

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You’re Ready

  • You know what you want to do & how to do it
  • Resources - http://bit.ly/29omR29
  • Get some clients – register now!
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Help and Questions?

December 2016. www.smallbutmightybook.c .com www.civstrat.c .com gary ry@civstrat.com ⎮617 617-858-0006