This is a Quick reference Guide for Consulting and eLearning with contents as follows, 1, Business Basics 2, Business Strategy 3, Finances 4, Sales and Marketing 5, Partnership & Associations 6, Checklist for Business Start-up

1. SUCCESS CONSULTING
(CONSULTING & TRAINING - IMAGINARY COMPANY)
GATEWAY TO SUCCESS

2. INDEX
• Basics of Success Consulting
• What
• How
• Thumb Rules
• Strategy
• Niche consulting
• e-Professional learning and development services
• How to enter the Niche market & ePLD
• Finances
• Capital investment
• Monthly finances
• Breakeven plan

3. INDEX
• Sales and Marketing
• General - Generation “Y” Marketing
• Social - Generation “X” Marketing
• Sales Targets
• Partnership – Associations
• Niche Consulting
• e-Professional learning and development services
• Checklist
• Legal registrations
• Office setup

4. BASICS OF Success Consulting
What is Success Consulting
How is Success Consulting works
Thumb rules

5. WHAT IS SUCCESS CONSULTING
Niche
Consulting
e-Professional
Learning &
Development
services
Success
Consulting

6. HOW SUCCESS CONSULTING WORKS
Phase 1-
Creation
Phase 2-
Expansion
Phase 3-
Consolidation
Year 1 Year 2 Year 3

7. HOW SUCCESS CONSULTING WORKS
Year 1 – Creation
•Niche Consulting
•70% (Business share)
•e-Professional learning &
Development
•30% (Business share)
•Revenue: 500,000 $
•Profit 150,000 $
Year 2 – Expansion
•Niche Consulting
•50% (Business share)
•e-Professional learning &
Development
•50% (Business share)
•Revenue: 1,000,000 $
•Profit 300,000 $
Year 3 – Consolidation
•Niche Consulting
•30% (Business share)
•e-Professional learning &
Development
•70% (Business share)
•Revenue: 3,000,000 $
•Profit 1,000,000 $

8. THUMB RULES
• Infrastructure Costs: if more than 50% of your capital business tends to fail
• Opportunity Costs: If business don’t earn even the bank interest on the
investment is a loss
• If training & consulting business don’t break even in first 9 months tends to fail
• If business don’t meet sales plan consecutively for 2 months review sales
strategy
• If business exceed sales plan consecutively for 2 months sales targets are
substandard

9. STRATEGY
Niche Consulting
e-Professional learning and development services

10. NICHE CONSULTING
What is Niche Consulting
Why Niche Consulting
Pros and Cons of Niche Consulting
How to enter the market
Unique Selling Points

11. NICHE CONSULTING
What is Niche Consulting
• Concentrating on identified potentially high growth markets
where the presence or penetration of competition is less
or sure of getting business with references.
• Education, Healthcare, etc.,
Why:
• Focus on the targeted high growth segments helps quicker
ROI and long-term sustainability
• Small dedicated teams and in control budgets & expenditure

12. NICHE CONSULTING
What are Pros & Cons
Pros Cons
Less investment Market identification
Less risk Short term
Networking relations work
Risk of losing business when key
man moves
Only Quality Matters Limited market possibilities
Can be worked on low volumes
Geographical limitations

13. NICHE CONSULTING
How to enter the Market:
1. Conducting a free institutional survey on
• Internal Stakeholders  Employee Satisfaction Survey
• External Stakeholders  Customer Satisfaction Survey
• Competitor Benchmark / Industrial Benchmark
2. Identify the gap in the institution and send the proposal
3. Offering the consulting solutions (including Learning & Development)
using aggressive pricing strategy

14. NICHE CONSULTING
What are USPs (Unique Selling Points) of Success Consulting
1. Free survey for the Institution
2. Benchmark against industry standards / competitors
3. Experts advice
4. Enhanced Internal / External satisfaction
5. Improved Bottom-line

15. e-PROFESSIONAL LEARNING &
DEVELOPMENT (EPLD)
What is EPLD
Why EPLD
Pros and Cons of EPLD
How to enter the market
Unique Selling Points

16. E-PROFESSIONAL LEARNING & DEVELOPMENT
(EPLD)
What is EPLD Services
• End to End online based professional development services
including registration, training, evaluation and certification.
• Serves from fresh graduates to senior working professionals
across Middle East.
Why
• Provides professionals and college freshers happy learning
and development hours (anytime study)
• Say a college student can learn basic English, Word, Excel and power point training anytime
after the college on his smartphone or tablet. Certification is done only after an examination
and telephonic interview.
• Or a professional can get trained PMP, Six Sigma or ITIL anytime after office on his
smartphone or tablet. Certification is done only after an examination and telephonic
interview.

17. E-PROFESSIONAL LEARNING & DEVELOPMENT
(EPLD)
What are Pros & Cons
Pros Cons
Market identification Moderate investment
Long term High risk
No risk of losing business when key man
moves
Networking relations don’t work
One time investment & can be reused
theoretically unlimited times
Works on High volume only
Anytime, anywhere access to clients
No geographical limitations

18. E-PROFESSIONAL LEARNING & DEVELOPMENT
(EPLD)
How to enter the Market:
1. After conducting and identifying the gaps in the free institutional survey
as discussed in Niche Consulting, offer few courses (with not more than
10 hour) to the decisions makers of the institution to get the
understanding.
2. The courses are to be sold in bulk (at least 50 in lot)
3. This is ideal way to approach, as the hospital staff and students do not
have much time to attend the training outside the campus.
4. Get associated with some big institutions like Al Obeikan, Al Marai, King
Fahad Medical City, for getting the approval for our courses. i.e., they
consider our certificate is valid.

19. E-PROFESSIONAL LEARNING & DEVELOPMENT
(EPLD)
What are USPs (Unique Selling Points) of Success Consulting
1. Customized e-learning in Arabic
2. Anytime learning (24x7 learning)
3. Certification is Valid across the industries
4. Low cost for individuals (No leaves, travel, Stay, etc.,)
5. Low cost for corporates and Institutions (No productivity
impact, trainer & printing costs, etc.,)

20. FINANCES
Capital investment
Monthly finances
Breakeven plan
Partnership models

21. CAPITAL INVESTMENT
Year Year 1 Year 2 Year 3
Niche Consulting 50,000 $ 100,000 $ 100,000 $
e-Professional
development
50,000 $ 100,000 $ 150,000 $
Niche Consulting: for translation of content from English to Arabic. (presentations, survey forms etc.,)
e-Professional development: for videos in Arabic

22. MONTHLY FINANCES
The expenses are directly proportional to employees. So, only few permanent employees.
All other employees are hired based on requirement / project basis
No office required
Expenses - 2013 Year 1 Year 2 Year 3
No of employees 2 3 4
Salaries 12000 18000 24000
Telephone & Internet 2000 3000 4000
Office Supplies 500 750 1000
Misc. (maintenance, costs) 200 300 400
Visa, Iqama, insurance etc., 1000 1500 2000
Rent Accommodation 2000 3000 4000
Marketing 5000 5000 5000
Website Maintaince 300 301 302
Total 17700 26550 35400

23. BREAKEVEN
$0
$100,000
$200,000
$300,000
$400,000
$500,000
$600,000
0
1
2
3
4
5
6
7
8
9
10
11
12
REVENUE
MONTHS
Breakeven
REVENUE FIXED COSTS TOTAL COSTS
If Fixed costs and Initial Investment costs are kept low the company can break even in 8-9 months

24. BREAKEVEN
If Fixed costs and Initial Investment costs are kept low the company can break even in 8-9 months
$0
$100,000
$200,000
$300,000
$400,000
$500,000
$600,000
Income Chart
Sales Revenue 100.0%
Cost of Sales 32.0%
Gross Profit
68.0%
Fixed Expenses 42.5%
Income Before Tax
25.5%
Income Taxes
0.0%
Net Income (Loss)
25.5%

25. SALES & MARKETING
General - Generation “Y” Marketing
Social - Generation “X” Marketing
Sales Targets

26. SOCIAL –
GENERATION “Y” MARKETING
Social
Twitter
Facebook
LinkedIn
Google+
Youtube
Google
Ads

27. WHY TWITTER
Source: peerreach.com
• Saudi Arabia is no.1 country in Twitter usage
• 3 million active users

28. WHY FACEBOOK
0 200,000,000 400,000,000 600,000,000 800,000,000
Australia
United States
United Kingdom
Saudi Arabia
Egypt
Russia
Population Vs FB Users
Population (End of 2012) Internet Users (End of 2012)
Facebook Users (End of 2012) % Internet Users
% Facebook Users % Facebook Users of Internet Users
Source: http://en.wikipedia.org/wiki/Facebook_statistics
• Saudi Arabia has 5 million FB users
• ranked 34th out of 184 most FB active countries
• Expected to grow by 30% by 2015

29. WHY LINKEDIN
Source: http://www.slideshare.net/amover/linkedin-demographics-statistics-jan-2012
• 1 million users in Saudi Arabia
• 71% of 1million users are between 18 – 34 years

30. WHY GOOGLE +
Source: emarketer.com
• 4.1 million users in Saudi Arabia
• Expected to grow by 32% by 2015

31. GENERAL –
GENERATION “X” MARKETING
Conventional
Search
Engine
Optimization
Google Ad
Words
Eye Riyadh
Bayt.com
email
marketing
campaign
Referral
coupons /
discounts

32. WHY SEARCH ENGINE OPTIMIZATION
1. 90% of all online traffic is achieved through the various
search engines
2. SEO costs 60% less than advertising and campaigning
3. SEO Will Help People Find Your Website
4. It’s a long term strategy, 12 – 18 months
Source: http://searchengineland.com/the-ultimate-list-of-reasons-
why-you-need-search-engine-optimization-121215

33. WHY GOOGLE AD WORDS
Source: http://www.wordstream.com/blog/ws/2012/12/03/why-use-
adwords

34. WHY REFERRAL DISCOUNTS
1. Referrals can increase revenues from 20 – 40%
2. Referral discounts are the best and trusted way for business
3. Provide 5% discount per referral to a maximum of 50% (i.e.,
one can refer up to 10 participants per Programme)
4. It’s a long term strategy, 24 – 36 months

35. WHY BAYT / EYE OF RIYADH
1. Bayt and Eye of Riyadh can help us reach more professionals
in very less time.
2. They may not bring us business in bulk, but will surely take
the brand to the targeted professionals
3. It is short term activity
4. Ads to be given only for first 4-5 months

36. PARTNERSHIPs & ASSOCIATIONS
Niche Consulting
e-Professional learning and development services

37. PARTNERS / ASSOCIATIONS
NICHE CONSULTING & WHY
Incorporated in USA, by William E. Perry in 1980, QAI is recognized
today, as a leading global consulting and workforce development
organization addressing ''Operational Excellence'' in knowledge
intensive service organizations.
• Engaged 50+ ministries, departments and governments globally
• Served 40+ countries globally
• Trained 160000+ professionals
QAI is interested to get associated with us as partner in Saudi Arabia.
Recently their associate contacted me regarding the same.
Consulting Partner

38. PARTNERS / ASSOCIATIONS
NICHE CONSULTING & WHY
• 15+ Million Customers
• Trusted by 99% of the Fortune 500
• Surveys in Arabic in English
• Unlimited surveys for < 500 USD per year
Survey Partner

39. PARTNERS / ASSOCIATIONS
EPLD & WHY
Company is the leading provider of customizable training materials,
enabling customers to deliver high quality and engaging content to
their staff or students using proven materials that can be edited and
localized to suit any training situation or audience.
• 150 countries worldwide choose company as vendor of choice for
customizable courseware, eLearning, mLearning
• Clients: Microsoft, NASA, Pfizer, United Nations, Dell, Revlon, Kraft,
Michelin, Princeton University, FedEx, General Motors and more.
• 300 subjects and thousands of modules
eLearning Partner

40. CHECKLIST
Legal registrations
Office setup

41. CHECKLIST – LEGAL REGISTRATIONS
No. Procedure
Time to
Complete
Associated Costs
1
Reserve a company name
Less than one
day (online
procedure)
no charge
An entrepreneur uses the online option to check whether a company name is
available: if a name is not reserved, the website will hold it for the entrepreneur
who needs (i) to print a confirmation and (ii) take it to the Unified Center (UC) to
officially reserve the name. The name reservation can also be done online through
the website of the Ministry of Commerce and Industry.
2
Submit the required documents to the Unified Center (UC)
1 day no charge
The required documents must be submitted to the Unified Center:
• Articles of Association (AOA), in line with a standard template provided by the
UC
• The AOA must also be submitted in a soft copy on a CD (in practice)
• Confirmation of the reservation of the company name
The following documents may also be requested:
• Identification card
• Application form
• Cover letter
3
Pay the registration fee at the Bank window within the same building of the
Unified Center (The registration fee can be paid at the bank that is set up at the
UC.)
1 day
SAR 1,200
registration fee +
SAR 650
publication of
summary AOA

42. CHECKLIST – LEGAL REGISTRATIONS
No. Procedure
Time to
Complete
Associated Costs
4 Notarize the Articles of Association with a Notary public 1 week no charge
5 Open bank account 4 days no charge
6
Submit the approved documentation, certificate of deposit and AoA at the
Unified Center, as well as 2 applications and one undertaking
2 days no charge
7 Pay the Chamber of Commerce membership fee at the Unified Center 1 day
SAR 2,100
Chamber of
Commerce fee
8
Register with the General Organization for Social Insurance (GOSI)
3 days,
simultaneous
with previous
procedure
no charge
To register for social security insurance, the employer must open a file with the
General Organization for Social Insurance (GOSI). This action will register the
employer and the employee with the organization’s two branches: the Pension
Fund and the Industrial and illness Fund (Occupational Hazards Fund). Employers
must contribute 11% of employee salary (Saudi employees), whereas the
employees must contribute 9%.
9
Register with the Department of Zakat 3 days,
simultaneous
with previous
procedure
no chargeZakat, a religious wealth tax, is assessed based on taxable income and certain
assets.

43. CHECKLIST – OFFICE SETUP
Computer Hardware and Accessories Qty General Office Supplies Qty
Printer Business cards
Modem Envelopes
Laptops - Notebook computer Stationery
CD writer Imprinted advertising specialties
PowerPoint projector Pencils and pens
Digital camera Printer paper
Surge protector Cleaning supplies
Computer locks Notepads
Scanner File folders
Printer cartridges Stapler
CD and floppy disks Scissors
Computer Software Office Furniture and Equipment
Microsoft office software Worktable(s)
Virus protection software chair (s)
Accounting software File cabinets
Contact management software Paper shredder
Website building and maintenance software Client seating
Payment processing software Fireproof safe
Inventory management software Desktop calculators
Communications Bookcases
Telephone line Postage meter
Internet connection whiteboard and markers
Desk telephone Alarm system
Fax machine Fire extinguisher
Answering machine/service First-aid kit
Speakerphone Wastebasket

44. NOTE FROM AUTHOR
• This is a reference document based on my experience, this may work or may
not. Risk is yours.
• This is copy righted material so please do not copy
• This is developed for Mideast Markets – precisely, Saudi Arabia.. Some slides
may not be very relevant to other countries / geographies
• Write to me @ upendra.kartik@gmail.com for any clarifications

45. ABOUT AUTHOR
• Upendra Kartik, is a certified Lean Six Sigma Black Belt from Motorola
Uniersity, USA
• Mentored 100+ improvement projects in US, India and Middle East, delivered
50M$ Business Impact
• Presently working as Associate Vice-President for Process Excellence in an
International Business Process Solutions company
• Created Business Excellence Framework to help solve complex business
problems with simple methodologies