Arrival from 9.15am for a 9.30 start.
9.30am -9.45am Round table introductions
9.45am – 10.30am Webinar with Q&A
10.30am – 11.30am Facilitated group discussion.
The first part of the event is a webinar delivered from Brussels by John Niland of VCO Global, exploring how to stand out as a consultant in a crowded market through our day-to-day behaviour. It will cover techniques to support consultants in raising their perceived value and thereby increasing their fees - and avoiding the behaviours that are counter-productive. To quote John’s blog:
“Whatever we say about ourselves there are certain behaviours – in meetings and on email – that may still diminish the value of our services… even before we quote for them. When it comes to fees, your words are only a small part of your credibility. Your behaviour may well dictate a larger part of the equation.
In order to raise fees, you have to raise perceived value. To raise value, your services have to be valued. To be valued, you need a solid sense of self-worth. The key to success is shifting from a client-servant to a real client-partner relationship so that you build a peer-to-peer relationship with your client.”
The webinar will be followed by a group discussion facilitated by Julie Hutchinson, exploring the practical implications for our businesses. We intend the discussion to bring out the different experiences and learnings in the group, and on to broader aspects of perceived value and fees as it affects consultants like us.
Our speakers are John Niland of VCO Global (webinar) and Julie Hutchison of Transforming Performance (discussion facilitator).
John Niland is best-known as a conference speaker on doing higher value work: creating more opportunity via better conversations with clients. His passion is energising professionals to adapt and thrive in today’s challenging economy: to create more value and hence earn more fees in less time. Since 2000, John has been coaching others to achieve success, with a particular passion for supporting independent professionals to adapt and thrive in today’s challenging economy. He’s coached over 550 professionals to create more value in their work, published “The Courage to Ask”, “Hidden Value” and “100 Tips to Find Time” and is a regular contributor to professional journals across Europe. Plus, he’s recommended as go-to guru for consultants by one of our members, David Clements.
Julie Hutchison is an international executive coach in leadership skills for professionals, winner of the Executive Coach of the Year Award in 2015. One of her specialties is “Finding the Entrepreneur Within” and she contributed a number of valuable learnings at our Showcasing Your Business event in September.
The event counts as a Continuous Professional Development activity for CIPD members and Certificates of Attendance are available at the end for your CPD records.