14 Appendix, Setting up a Consulting Business
Discussion topics
1.Discuss the advantages and disadvantages for beginning as a self-employed trainer.
2.How can the effectiveness of cold-calling be improved?
3.Discuss the advantages and disadvantages of beginning as a trainer in an organization.
Activities
1.Have students interview one or more trainers who either work for an
organization or are self-employed. Discuss the advantages and disadvantages of each.
2.Have students attend the monthly meeting of a professional training group like the American Society for Training and Development or the National Platform Speakers Association. Discuss.
Test Questions
1.An entrepreneur needs to possess all but which of the following attributes:
(a)self-direction, (b) intolerance of uncertainty, (c) action oriented, (d) self-nurturing, (e) high energy level.
2.What is the greatest advantage of being a private consultant, according to the text? (a) you control your own destiny, (b) lots of travel, (c) a great salary, (d) you are able to network, (e) none of the above.
3.Possessing a strong self-concept and being highly motivated are the more
important personal strengths required for freelance consulting. (T)
4.Which of the following is a way to enter into the training field? (a) internship program, (b) wait for a company to call you, (c) transfer to training department in the company that hired you, (d) both a & c, (e) none of the above.
5.The appendix emphasizes that one of the most valuable ways a hopeful can obtain entry is by: (a) starting your own T&D business and working as a private consultant, (b) volunteering to do a training program through on-the-job training or internship work, (c) attending professional workshops on how to be consultant, (d) completing an educational program designed specifically for T&D consultants, (e) none of the above.
6.The best job opportunity for recent communication graduates is in the freelance consulting field. (F)
7.What suggestion does the book give regarding what to charge as a consultant? (a) conduct a needs assessment of charging norms and generate ideas and ranges to work from, (b) figure out what is fair and what you are worth, (c) talk to other consultants, (d) none of the above, (e) only band c.
8.One of the ways to break into the training field is to: (a) get a personal endorsement from a nationally known trainer, (b) go to the library and research training, (c) pursue academic credentials in the field of training,
(d) cold call by telephone and door-to-door to gain clients, (d) a and d.
9.A good reason for working as part of a consulting team rather than as an individual is: (a) you have a greater pool of expertise, (b) it helps prevent you from spreading yourself too thin, (c) a group of consultants provides intellectual stimulation which helps create new training ideas and workshop design, (d) all of the above, (e) only a & b.
Essay
1. What are the advantages and disadvantages of taking an entry level position in an organization as a trainer?
2. How would you make cold calling a more effective tool for trainers?
