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From consulting to productising - follow the mo...

Matteo Cassese
September 23, 2014

From consulting to productising - follow the money and the meaning

How to run a successful consulting business? How to migrate from consulting to a product based business? Where do products come from?

In this presentation I share my story and the key concepts I found along the way with the help of Brad Pitt, Søren Kierkegaard, Confucius and Lester Freamon (The Wire).

Hunger was a key motivator for me and it prompted me to go from chasing ideas to following sustainable revenue streams and finally to my own product. Want to find out what that product is? One hint: it has to do with presentations.
http://www.lafabbricadellarealta.com/from-consulting-to-productising-download-pdf/
http://www.lafabbricadellarealta.com/presentation-hero/

Matteo Cassese

September 23, 2014
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Transcript

  1. My name is Matteo Cassese and I prepared this presentation

    for Berlin’s 4HWW meetup on 23.7.2014 Later I adapted it for Slideshare
  2. preshero.co @matteoc I’ve been a consultant for the last 3+

    years Today I run a successful consulting business with multiple clients and I make a good living in Berlin.
  3. preshero.co @matteoc Retainer agreement The most important thing I learned?

    To have a retainer agreement with my clients. It’s the one consulting life saver!
  4. preshero.co @matteoc Clients ≠ Partners In this case my potential

    clients become partners. So I am involved in traditional businesses, and also startups.
  5. preshero.co @matteoc “Life can only be understood backwards; but it

    must be lived forwards” - Benjamin Button My consulting business has not always been successful. Let’s go in the past and discover what happened.
  6. preshero.co @matteoc “Life can only be understood backwards; but it

    must be lived forwards” - Soren Kierkegaard That’s the right attribution by the way... Share on Twitter! “Life can only be understood backwards; but it must be lived forwards” fbbr.co/4hww via @matteoc
  7. preshero.co @matteoc Before we dive into the past... Why don’t

    you download these slides? Download as pdf
  8. preshero.co @matteoc Signed the first big client 95% of time

    to other projects Once I signed up my first big client I literally thought: consulting is working, now let’s go find some new ideas. I got distracted from my core business.
  9. preshero.co @matteoc Hunger is a great motivator Hunger gave me

    attention and focus! Share on Twitter! Hunger is a great motivator: provides attention and focus fbbr.co/4hww via @matteoc
  10. preshero.co @matteoc “Follow the money” - Lester Freamon I went

    back to my main source of income with the objective of winning back my old clients and finding some new ones. Share on Twitter! “Follow the money” - Lester Freamon from The Wire fbbr.co/4hww via @matteoc
  11. preshero.co @matteoc Business Model Canvas I started applying the same

    techniques I use for my clients to my own business. And it was hugely useful.
  12. preshero.co @matteoc Website Since I had no clients and a

    lot of time, I used it to build a business website detailing my value proposition and offering.
  13. preshero.co @matteoc La Fabbrica della Realtà is an innovation laboratory

    centered around people and ideas. More than 1 year after going to zero I came up with a clear definition of my business and its goals. They are my life goals also...
  14. preshero.co @matteoc “If I do, I understand” - Confucius First

    I needed the “doing”. The “understanding” came right after. Share on Twitter! “If I do, I understand” - Confucius fbbr.co/4hww via @matteoc
  15. preshero.co @matteoc time vs money I used to be an

    employee trading time for money. Here I was a consultant, still trading time for money.
  16. preshero.co @matteoc time money products Products are the key to

    decoupling time and money. But how do you go about finding products? Share on Twitter! Products are the key to decoupling time and money fbbr.co/4hww via @matteoc
  17. preshero.co @matteoc expertise You have to start from the areas

    where your expertise is close to 100%. If you stray away from your domain of knowledge, your chances of success diminish.
  18. preshero.co @matteoc ease Your product needs to come from something

    that easy, effortless to you. If it’s hard for you then it’s not the right path!
  19. preshero.co @matteoc passion You need to have fun dealing with

    the product, you need to love the customer base of the product and be passionate about what your customers will do with it.
  20. preshero.co @matteoc PRESENTATION HERO from bad presentations Saving the world...

    I found my product. It’s a presentation training course called Presentation Hero! Check it out! You click here now!
  21. preshero.co @matteoc Retainer Agreement Share on Twitter! If you’re a

    consultant you must have your clients on a retainer agreement fbbr.co/4hww via @matteoc
  22. preshero.co @matteoc expertise preshero.co @matteoc ease passion Share on Twitter!

    The 3 keys to product discovery are expertise, ease and passion fbbr.co/ 4hww via @matteoc
  23. preshero.co @matteoc You I can’t tell you the future of

    PRESENTATION HERO just yet. Only you can decide how this presentation ends.
  24. preshero.co @matteoc preshero.co @matteoc Share this presentation fbbr.co/4hww Photo Credits:

    Matteo Cassese by Stefano Corso, Brad Pitt, The Curious Case of Benjamin Button, copyright Warner Bros. Pictures, The Wire copyright by HBO, Noah Kagan copyright by Noah Kagan, Brian Dean copyright by Brian Dean, Se Faccio Capisco by Fab Lab Reggio Emilia, Pasta with finocchiona by Luca Nebuloni Some rights reserved Icons: Public Domain, Relax designed by Arturo Arce from the Noun Project Creative Commons – Attribution (CC BY 3.0) It’s all up to you! Share on Twitter! From consulting to productising, following the money and the meaning fbbr.co/4hww via @matteoc