Joan E' Moore, J'D', SPHR

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BUILDING YOUR CONSULTING BUSINESS ONE
RELATIONSHIP AT A TIME
Presented by Joan E. Moore, J.D., SPHR
President THE ARBOR CONSULTING GROUP,
INC. http//www.arborhr.com
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Building Your Consulting Business One
Relationship At A Time

• Introduction
• Lessons Learned
• Building a National Practice
• Networking Dos and Donts
• How To Keep Your Network Alive
• Extending Your Reach
• 5 Immediate Steps for Success

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Building Your Consulting Business One
Relationship At A Time

• Introduction

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Building Your Consulting Business One
Relationship At A Time

• Introduction
• Lessons Learned

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Lessons Learned

• Invest first
• It takes time
• You never know
• You must give to get
• Keep it alive and warm
• Keep it growing
• Understand what you do well and stick to it
• Never underestimate the value of a thank you note
• Understand the value of competitor relationships
• Recognize the value of volunteer leadership

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Building Your Consulting Business One
Relationship At A Time

• Introduction
• Lessons Learned
• Building a National Practice

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Building a National Practice

• Make connections with nationally recognized
• experts and contacts
• Attend national programs
• Volunteer at the national level
• Leverage Fortune 500 clients
• Become a media contact person
• Write articles for national publications

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Building a National Practice

• Partner with other recognized,
• high-quality organizations
• Seek out national speaking engagements
• Tap into your local network
• with national contacts
• Obtain national certifications
• Look national, not local
• Become the Gold Standard in your industry

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Building Your Consulting Business One
Relationship At A Time

• Introduction
• Lessons Learned
• Building a National Practice
• Networking Dos and Donts

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Top Ten Dos and Don'ts of Networking and
Relationship Building

• DONT USE NETWORKING AS A ONE-WAY TOOL
• DO ENGAGE IN POSITIVE CONVERSATION
• DONT TREAT NETWORKING LIKE SELLING
• DO SET MODEST GOALS WHEN NETWORKING
• DONT EXPECT THAT A SOURCE
• KNOWS HOW TO HELP

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Top Ten Dos and Don'ts of Networking and
Relationship Building

• DO KEEP NETWORK WARM
• DO REMEMBER NETWORKING IS A LONG-TERM COMMITMENT
• DONT REQUEST MORE THAN ONE FAVOR
• FROM A CONTACT
• DO REWARD/THANK CONTACTS
• DO FOLLOW UP TO INFORM CONTACTS OF SIGNIFICANT
  EVENTS

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• Doesnt understand 1 favor rule
• You already have been helpful and made extra
  effort
• Keeps coming back for more
• Offers nothing in return

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• Desperate and acts like it
• Brings you down just to talk to him
• You would be afraid to refer him to anyone
• Wants to turn his life over to you and use your
  energy

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• You offer to help her network at a professional
  meeting then she no shows!!
• You offer to look at her marketing materials, but
  they never arrive
• Lost windows of opportunity

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Building Your Consulting Business One
Relationship At A Time

• Introduction
• Lessons Learned
• Building a National Practice
• Networking Dos and Donts
• How To Keep Your Network Alive

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MULTI-DIMENSIONAL ACTION PLAN FOR KEEPING YOUR
NETWORK ALIVE AND HEALTHY
Update Mailing List
Thank You Notes
Professional Meetings
Holiday Cards
Job Seekers Clubs
Speeches
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Building Your Consulting Business One
Relationship At A Time

• Introduction
• Lessons Learned
• Building a National Practice
• Networking Dos and Donts
• How To Keep Your Network Alive
• Extending Your Reach

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Extending Your Reach

• Help your client think through
• the business case for the project
• Prompt the discussion about buy-in issues
• Prepare talking points, notes, slides
• and materials
• Coach on selling and marketing
• Ask critical questions

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Extending Your Reach

• Provide success stories, benchmarking
• and persuasive points
• Coach on lining up support
• for the project/recommendations
• Structure the project for success
• Partner in the marketing process

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Building Your Consulting Business One
Relationship At A Time

• Introduction
• Lessons Learned
• Building a National Practice
• Networking Dos and Donts
• How To Keep Your Network Alive
• Extending Your Reach
• 5 Immediate Steps for Success

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5 Immediate Steps For Success
Follow through
Use the continuous improvement model
Develop your clients marketing skills
Keep your network alive
S U C C E S S
Constantly update your commercial
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OUR STAFF
JOAN E. MOORE, J.D., SPHR
THE ARBOR CONSULTING GROUP, INC.
Joan E. Moore is the founder and President of The
Arbor Consulting Group, Inc. Ms. Moore's
expertise is in organization reviews, employee
relations, project management, and
EEO/affirmative action planning and regulatory
compliance. She holds a doctor of jurisprudence
degree from the School of Law at Case Western
Reserve University and is a member of the Ohio
Bar Ms. Moore is a frequent lecturer and
seminar leader and is often quoted on human
resources trends and issues. Her expertise
includes employment law compliance in the areas
of affirmative action, sexual harassment and ADA
and employee relations issues, such as employee
climate assessments, employee opinion surveys,
performance coaching and counseling, management
development, networking and consulting. Ms.
Moore was recently recognized by Crains Detroit
Business as one of its Most Influential Women.
Ms. Moore is a Past President of the Human
Resources Association of Greater Detroit (HRA),
and is a member of the Greater Ann Arbor Area
SHRM (GAASHRM). She presently serves on a
National Expert Panel for SHRM, was a National
HRD Committee member, was on the SHRM Committee
Task Force and the National SHRM Area III Board.
She also founded the Arbor Awards for Excellence,
recognizing innovative human resource practices
in Michigan.
The consultants of Arbor are experienced human
resources professionals with complementary skills
in project management, organization analysis,
employee relations, management development,
program evaluation and regulatory and legal
compliance.
OUR SERVICES
Arbor provides consulting services in the
following areas of human resources management
www.arborhr.com

• HR/Employment Law Compliance
• Affirmative Action
• - Affirmative Action Plan Preparation
• Implementation
• - Audit Support
• - Training
• Human Resources Audits
• Human Resources Investigations
• Employee Relations Culture/Climate
  Assessments
• Workplace Problem/Risk Evaluations
• Retention, Succession Planning and Leadership
  Development
• Exit Interview Surveys
• Policy and Procedure Manuals

ABOUT US
The Arbor Consulting Group, Inc. is a national
human resources management consulting firm
specializing in affirmative action and human
resources/employment law compliance, HR audits
and investigations and employee relations and
retention. Founded in 1983, Arbor has earned a
reputation for designing and implementing
quality, timely, and cost-effective human
resources applications in local, national, and
international arenas.
186 E. Main Street, Suite 201, Northville, MI
48167 Phone [phone]
Fax [phone] Web site
www.arborhr.com