This course contains the use of artificial intelligence.

A service cannot be inspected before it is bought. The client is not purchasing your work. They are purchasing a guess about whether you will be any good.

Why the pipeline is the problem

You are excellent at the delivery. That was never in question, and it is precisely why the quiet months are confusing. Work arrives through people who already know you, so the pipeline is really a friendship graph with a revenue number attached. When someone does enquire, you quote by the hour, which caps you at the number of hours that exist and invites a comparison with everyone else quoting by the hour. And you say yes to enquiries you should refuse, because refusing feels like arrogance, and then spend six weeks on a client who was never going to act.

What this course covers

Thirty-six lessons. The practice first: why organisations bring in an outsider, what that is actually worth, where clients come from, which enquiries arrive most often and which to decline, the service package, and the diagnostic audit — which is not preparation for the sale, it is the sale. Then four service lines taken apart as worked examples of how an offer is built and priced. Then the sales craft: AIDA and SPIN, the value proposition canvas, acquisition channels, BANT qualification, the five-touch sequence, storytelling in a service pitch, objections handled with LAER and Feel-Felt-Found, closing, the discipline of a selling week, and the numbers that tell you whether any of it works. Then authority, which is how you stop cold outreach: narrative, opinion leaders, the communications calendar, an expert's public profile, the boundaries of publicity, and measuring visibility by enquiries rather than followers. Then the engagement itself: establishing what a client actually wants, working with their self-doubt, capability audits, strategy, the financial conversation, burnout, and delivering a result they can see. Finally packaging expertise into a product, which is the only way out of the hours-times-rate ceiling.

A note on the source material

Three of the five blocks were recorded for a people-function audience. The consulting block is general for its first four lessons and then takes apart four service lines from that field — useful as worked examples of how an offer gets structured and priced, whatever your own field. The engagement block is taught from a career coach's side, so the pronouns belong to someone else while the mechanics do not. The packaging block was recorded about corporate online learning and is applied here to your own material.

Who is teaching this

I am Mike Pritula. I built the people system at Preply as it became a unicorn, and I have worked at Wargaming, iDeals and Alfa-Bank. More than 1.6 million students have enrolled in my courses across 185 countries, and over 150,000 specialists have gone through my programmes. I hold PHRi and SHRM-CP certifications and represent HRCI in more than ten countries.

What is included

• Lifetime access to all 36 lessons

• Active instructor support in the Q&A section

• A Udemy Certificate of Completion

• Working models: SPIN, BANT, LAER, the value proposition canvas, the diagnostic audit, the service package, the balance wheel, the career cube

• Four consulting service lines taken apart end to end as examples

Where to start

Look at your last five enquiries and mark the ones you should have declined at the first call. Then look at what you charged the ones you kept, and whether the number was calculated or guessed. Enrol now and start today.