Mastering Professional Services - Consulting 201 (Growth)

Managing projects will make you a great…manager. Growing accounts will make an executive.

What you'll learn

Master the Sales-to-Delivery Handoff: Learn how to bridge gaps between sales and delivery for seamless project starts and client satisfaction.

Secure Long-Term Client Relationships: Discover techniques to build trust, align expectations, and keep clients returning for more.

Avoid Career-Killing Escalations: Proactively manage client expectations and resolve issues before they escalate, building a reputation for reliability.

Unlock the Power of Executive Engagement: Understand why and how to involve senior leaders to enhance project success and drive growth.

Deliver Early Wins That Build Momentum: Set projects up for long-term success by securing quick wins that demonstrate value and build client confidence.

Position Every Project for Follow-On Work: Use current engagements as a launchpad to secure future business and expand account growth.

Requirements

There are no firm prerequisites or requirements for taking this course, though a base knowledge of project management is helpful.

Description

Are you ready to elevate your consulting game and unlock true career growth potential? Most consultants focus solely on executing the work in front of them, but the real opportunity lies in delivering value that drives long-term client satisfaction and repeat business. In fact, 90% of consultants don’t do the simple steps we outline in this course—steps that can turn ordinary projects into pathways for account growth, client retention, and personal advancement.In Excelling at Professional Services - Consulting 201, we dive into the actionable strategies every consultant, project manager, and delivery leader needs to build relationships that last, prevent project pitfalls, and align delivery with client goals. This course is designed to help you go beyond completing projects and instead set the foundation for impactful client outcomes. By following these strategies, you’ll not only deliver successfully but lay the groundwork for account growth and your own career growth.Whether you're looking to move from being a skilled project manager to a trusted advisor or are a technical expert aiming to drive greater client value, this course is for you. You’ll learn how to deliver seamless sales-to-delivery handoffs, align with client expectations, prevent escalations, and bring senior executives into projects to strengthen outcomes. Each module provides practical insights that you can start applying immediately—strategies proven to differentiate top consultants from the rest.What You'll Learn:Perfect the Sales-to-Delivery Handoff: Gain the knowledge to reduce information asymmetry and begin projects fully aligned with client expectations.Set Up for Success with a Powerful Kickoff: Understand why a well-prepared kickoff meeting is critical and how to use it to drive immediate value, establish trust, and clarify scope.Build Long-Term Relationships through Early Wins: Discover how securing early project wins builds client confidence and sets up opportunities for future engagements.Prevent Project Escalations and Mitigate Risks: Master the proactive communication and tracking techniques that help you avoid the career-damaging effects of client escalations.Engage Senior Executives for Greater Impact: Learn why senior executive engagement matters, how to overcome common fears around it, and how to turn their involvement into a project advantage.Position Every Project for Follow-On Work: Use current engagements as a launchpad to secure future business, ensuring that you’re always top of mind for clients when new opportunities arise.

Overview

Section 1: Introduction

Lecture 1 Course Overview - Managing Makes You a Manager. Growth Makes You an Executive.

Section 2: Avoiding Information Assymetry - Bridging the Gap Between Sales & Delivery

Lecture 2 Deal Signature - The Selling Isn't Done. It's Only Just Begun.

Lecture 3 Sales to Delivery Handoff - Who is Invited, Who is Not, and Why.

Lecture 4 Sales to Delivery Handoff - How to Run the Meeting and What do Talk About.

Section 3: Managing The Engagement

Lecture 5 Engagement Stages Overview

Lecture 6 Getting Off to a Fast Start - The Early Stages

Lecture 7 Building Momentum and Laying The Groundwork for New Business - The Mid Stages

Lecture 8 Closing the Next Deal - The Late Stages

Section 4: Pulling it All Together

Lecture 9 Key Takeaways

This course is designed for project managers, account managers, or technical leaders that work in professional services and want to figure out how to grow their accounts and, in doing so, grow their careers.