Start a conversation ↗

Description

Launching a Consulting Practice: Defining Your Offer, Winning Clients and Invoicing

Turning professional expertise into a consulting offer that clients buy and missions that are genuinely invoiced

  • 2 days — 14 h
  • In-person or virtual
  • Foundation
  • Up to 6 participants

Expertise built inside a company does not automatically convert into a consulting practice. New consultants tend to offer help rather than a defined outcome. Their offer is too broad to be purchased and their initial network runs dry after a few months. Pricing is decided at random and regretted soon after.

These two days provide structure for the launch. Participants define their field of intervention and then formulate an offer with a deliverable and a price. They build a business development approach based on their existing network and learn to scope an assignment in writing. Activity tracking and the management of quiet periods are addressed at the end of the programme.

Learning objectives

  • Define a field of intervention that a buyer can clearly identify
  • Formulate a consulting offer with its deliverable and terms
  • Set a fee rate consistent with the value delivered and the target market
  • Build a business development approach based on your network
  • Draft a proposal and scope an assignment in writing
  • Organise activity tracking between assignments

What makes this programme different

A consulting offer drafted and then challenged by the group
A business development meeting role-played with a former professional contact
A complete commercial proposal built during the session

Programme

1Defining Your Offer

Moving from expertise to a purchasable service

  • Identifying the problems you know how to solve
  • Choosing an accessible client segment
  • Formulating the deliverable and the expected outcome
  • Positioning against consulting firms and independents in the same field

2Setting Your Terms

Pricing, terms and legal framework

  • Calculating a daily rate based on genuinely billable days
  • Choosing between time-based billing and fixed-fee billing
  • Legal structure and professional indemnity cover
  • Payment terms and management of unpaid invoices

3Winning Your First Assignments

Selling without cold calling

  • Mapping your useful professional network
  • Preparing a client discovery meeting
  • Responding to vague requests and requalifying the need
  • Professional visibility and referrals

4Scoping and Tracking Your Assignments

Securing the engagement and preparing what comes next

  • Drafting a proposal with scope and exclusions
  • Contracting and delivery conditions
  • Running the assignment and handling out-of-scope requests
  • Tracking your workload and prospecting between assignments

Who is it for

Managers and experts considering an independent consulting activity as well as recently established consultants.

Prerequisites

Professional experience in the field on which the consulting activity will be based.

Dates & locations

36 scheduled dates between November 2026 and December 2027. Seats are confirmed in the order enquiries are received.

November 2026

December 2026

January 2027

February 2027

March 2027

April 2027

May 2027

June 2027

September 2027

October 2027

November 2027

December 2027

None of these dates suit you? We open additional sessions on request, and any programme can be run privately for your team.

Practical details

Before the programme
Online positioning questionnaire. Your development objectives are shared with the trainer, who tailors the practical case studies to your context.
Teaching methods
Theoretical input, workshops and practical case studies. Digital course materials and method sheets provided.
Assessment
Multiple-choice tests and role-play exercises. Assessment of learning at the start and end of the programme, with immediate and 60-day follow-up evaluations.
After the programme
One year of access to the e-learning platform. Self-assessment of the skills acquired and a 30-day follow-up session with your trainer.
How to register
Registration online or on the basis of a quotation.
Lead time
11 working days after confirmation of registration.
Accessibility
Accessible to people of determination. Contact our accessibility coordinator to design a suitable solution: contact@mpf-academy.ae
Start dates
Rolling intake: in addition to the scheduled sessions, this programme can start on request.