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| Martin Jorgensen |
This three day
programme, conducted by Martin Jorgensen, is held at Ettington
Chase Hotel in Warwickshire, England.
The CMR Residential
Programme will deal in depth with all the main issues of being a
successful independent consultant, with particular emphasis on the
following subjects:
 How
to successfully market to prospective clients.
 How
to diagnose and identify the business opportunities each prospective
client will have.
 How
to build the relationship and turn prospective clients into happy
actual clients.
Each residential course will be held once every three months.
The cost including high quality accommodation, all meals, refreshments
and course materials will be £1,750 plus VAT.
The course is
particularly recommended for all executives who are becoming independent
for the first time from corporate employment. It provides
invaluable advice to help all through both the personal and career/business
issues involved, and helps each to map out an action plan for moving
successfully into independent business/ consultancy.
MORE DETAILS AND PROGRAMME SCHEDULE This three
day residential programme is aimed at the highly experienced
executive who is considering establishing himself or herself as an
independent consultant providing business advice and services to
both the SME and large corporate business sectors.
The programme is designed specifically for
executives who have held senior positions at the sharp-end in major
companies, UK and overseas, and who now wish to use their
experience, knowledge and skills to help predominantly smaller
businesses to prosper by providing management advice, support and
assistance in obtaining the resources these companies need to
succeed.
The objectives of the programme are to:
·
Review all the aspects involved in establishing an
independent consultancy operation, including the pros and cons, from
both a personal and business point of view.
·
Provide the opportunity for participants to identify
what they personally would need to address in making the change from
a corporate executive to an independent.
·
Examine in detail what will be required to establish
your business and to start developing business from clients in order
to build long-term relationships. Including making initial contact
and handling client meetings.
·
Review what is required to conduct a performance
analysis of an SME business and how to approach it. Including,
identification of the clients’ current situation, the potential
problems and opportunities, and analysis of strengths and weaknesses
from a financial and operational viewpoint.
·
Examine how to prepare meaningful and worthwhile
proposals that will gain the attention and interest of the SME.
·
Look at the importance of the business plan, the
construction of the plan, its purpose and detailed contents
The programme is conducted in a facilitative
style and will involve in depth practical discussions and activities
along with case studies, including a business case (based on a real
situation) that will require participants, working in groups, to put
together a rough proposal structure for a MBO.
Overall the programme is designed to provide
individuals with the opportunity to:
·
Gain a clearer understanding of what is involved in
becoming an independent executive.
·
Conduct their own self analysis
·
Tackle all the aspects, through the activities of the
programme, involved in developing business as an independent
executive in order that they may review or start developing their
plans for establishing themselves as independent executives.
The programme schedule, whilst being very
demanding, is designed to allow participants free time during the
day where they may network with others and exchange ideas and
thoughts over a game of golf, tennis or other leisure activity.
Programme
Schedule
Day 1 - Establishing an Independent Consultancy Operation
10.30
Introductions
11.00
Preparation
Pressures – personal
and business related
Skills and Attitude
required
Self Analysis –
assessing personal attributes, GET Test
12.30
Lunch and break for networking with other delegates
5.00
Putting it together
Practical Issues in
setting up the Operation
What do you have to
offer?
Putting the idea
together and planning action to get it started
7.00 The
SME Sector
Identifying with the SME sector and the barriers that exist
Understanding the needs of the small business
8.00
Close
8.30
Dinner
Day 2 - Handling Client Contacts
8.00
Approaching clients
Importance of adopting the right approach and attitude – building
trust
Making appointments - Handling this first contact with a client
Conducting the initial meeting with a client
9.30
Conducting a meaningful client interview/meeting
Identifying opportunities with the client
Moving
towards a fee earning position
Developing
long term business relationships
12.0
Lunch and break for networking with other delegates
5.00
Assessing business performance
Market, Operations
and Financial Analysis
Using a case study,
participants, working in syndicate groups, will analyse the
performance of an actual company and decide on action they would
advice it to take and how they could assist.
The proposal
Presenting the
proposal and identifying the solutions to the clients
opportunities/problems
Preparing proposals
that identify the real added value
Establishing the fee
and fee structure
8.00 Close - Participants will be given a case study to
examine in preparation for the practical syndicate work on the final
day
Day 3 - Practical Case Study Work
8.00 Business Analysis and Business Plans
Using the case study
provided on the previous evening and additional handout information
that will be provided during the day, groups will, during the whole
of this final day, be required to review the performance of the
company to date and put together a deal structure for acquiring the
company as a MBO/MBI. This will involve the groups in developing a
broad three-year business plan for the company and working through
the following key business issues:
Analysis of the business
·
Assessment of the company’s performance to date and
future potential
·
What are the company’s strengths and weaknesses?
·
Will it qualify for funding?
·
What are the advantages/disadvantages of Loan/Equity
funding?
Putting a plan together
·
Valuing the Company
·
What funding will be required to buy the company and
where will it come from?
·
What criteria will be incorporated into the plan?
·
How will the deal be structured financially?
Realising the investment
·
How will investors be rewarded?
·
What are the exit route options?
11.00
Lunch and break for networking with other delegates
3.00
Return to the Case Study
6.0
Final review – open forum and close
Extensive notes and guidance on the all the
above issues covered within the three days will be provided for each
participant, that will build into a valuable source of information
for future reference.
TO APPLY for any training course,
please contact CMR Harley Street by phone or email |
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