Podcast Summary

In this episode of The HE Consultant’s Toolkit, Karen Heard-Lauréote explores the often-overlooked - but vital - skill of turning a vague enquiry or brief into a purposeful and deliverable consultancy project. Drawing on her own experience, Karen discusses how to read between the lines of a client’s request, ask the right discovery questions, avoid common pitfalls, and shape a project that is realistic, aligned, and professionally respectful.

The episode also addresses the risks of giving too much away too early, how to manage scope confidently, and why protecting your intellectual labour is just as important as delivering quality work. Whether you’re new to consultancy or looking to refine your practice, this episode offers both practical strategies and reflective insight into early-stage consultancy conversations.

Key Takeaways

• What’s asked isn’t always what’s meant. Clients often frame their need in technical terms, but the real issue may be cultural, strategic, or relational.

• Use discovery questions to dig deeper. Open questions, silence, and techniques like the Five Whys can uncover the real drivers behind a brief.

• Avoid common pitfalls. Don’t jump to solutions, overpromise, or allow scope to expand without a conversation about time, cost, and purpose.

• Be cautious about sharing detailed approaches. Even with “commercial in confidence” language, there’s a risk your thinking may be used without engagement.

• Offer enough to build confidence—but not a blueprint. A high-level outline of phases or methods shows your value without giving your work away.

• Check the project fits you. Ask yourself whether it suits your skills, capacity, and values. If not, suggest a phased start or recommend a colleague.

• Push back professionally. Reframe vague or unrealistic requests with outcome-focused alternatives that show clarity and leadership.

• Use a clear scoping framework: Listen – Clarify – Frame – Confirm. This supports collaboration and shared understanding from the outset.

Links to Relevant Resources

· Thinking about going freelance or setting up a consultancy in HE? My new short course offers practical guidance to help you take the first steps. Find out more at khlconsulting.co.uk/consultancy-course

• KHL Consulting Website: www.khlconsulting.co.uk

· LinkedIn Profile for Karen Heard-Lauréote: www.linkedin.com/in/profkhl

· Network for Educational Enhancement Consultants: https://www.linkedin.com/groups/14409504/

Calls to Action

· Subscribe and Share: If you enjoyed this episode or found series one helpful, please subscribe and share it with your network.

· Connect on LinkedIn: I’d love to hear your thoughts on today’s podcast, so feel free to connect with me on LinkedIn.

· Look Out for Series 2: Episode 4: We’ll be back soon with the next episode. Make sure you’re subscribed so you don’t miss it!

🎙️ Podcast Summary

In this episode of The HE Consultant’s Toolkit, we explore one of the most uncomfortable - but essential - topics for independent consultants: pricing.

How do you set a fair and sustainable day rate? What do you say when clients push back? And how do you manage your mindset when the money conversation gets awkward?

Karen shares candid reflections from her own consultancy experiences, offering practical strategies for setting your fees, negotiating with confidence, and staying financially resilient during quiet periods.

Whether you’re new to consultancy or still finding your pricing rhythm, this episode will help you approach your value with clarity, professionalism, and purpose.

✅ Key Takeaways

• Your day rate isn’t your old salary divided by 220. Price for value, not just time, and include your non-billable work, business costs, and downtime.
  

• Use others to inform your rate - but don’t simply copy. Your offer and experience are unique.
  

• Tiered or packaged services can give clients choice without undercutting your value.
  

• Pushback is negotiation, not rejection. Be open to scope changes - but protect your baseline.
  

• Use a three-point decision filter: pay, learning/enjoyment, and visibility. Two out of three? Consider saying yes.
  

• Have a BATNA. Know what you’ll do when a project doesn’t land - writing, CPD, business development, or creating content like this podcast.
  

  📣 Calls to Action

  👉 Subscribe and Share If you enjoyed this episode or found Series 1 helpful, please subscribe and share it with your network. It really helps the podcast reach others working in HE consultancy.

  🤝 Connect on LinkedIn I’d love to hear your thoughts on today’s episode. Do you find pricing tricky? What strategies work for you? Feel free to connect and join the conversation on LinkedIn.

  📅 Look Out for Series 2: Episode 3 We’ll be back soon with the next episode. Make sure you’re subscribed so you don’t miss it.

  
  

  🔗 Relevant Resources

  • 🌐 KHL Consulting Website: www.khlconsulting.co.uk
    

  • 👤 LinkedIn Profile for Karen Heard-Lauréote: www.linkedin.com/in/profkhl
    

  • 🤝 Network for Educational Enhancement Consultants (NEEC): Join here

  
  

Podcast Summary
In this episode of The HE Consultant’s Toolkit, we explore the critical skill of time management for independent higher education consultants. With multiple projects, shifting client demands, and the pressure to maintain a work-life balance, effective time management is essential to sustaining a successful consultancy career.

Karen shares personal insights from her own consultancy journey, discussing practical strategies for prioritising tasks, using productivity tools, managing quieter periods, and setting boundaries to prevent burnout. She also highlights common time management pitfalls and provides a simple, actionable framework for consultants to stay in control of their workload.

Key Takeaways

✅ Prioritise tasks effectively – Use tools like the Eisenhower Matrix to focus on work that delivers the most impact rather than constantly firefighting urgent but less important tasks.

✅ Use productivity tools wisely – Platforms like Padlet and Google Calendar can help manage deadlines and allocate time for focused, deep work.

✅ Schedule downtime intentionally – Rest and recovery are essential. Blocking out time for non-work activities can improve overall productivity and prevent burnout.

✅ Manage quieter periods proactively – Have a BATNA (Best Alternative to a Negotiated Agreement) by engaging in high-quality, non-client work like research, thought leadership or professional development to maintain momentum.

✅ Avoid common mistakes – Over-servicing clients, failing to build buffer time, and neglecting self-care can all lead to stress and inefficiency. Learning to set boundaries is key.

✅ Follow a structured approach – Regularly review commitments, plan the week ahead, and reflect and adjust to maintain a sustainable workflow.

By adopting these strategies, HE consultants can manage their time more effectively, maintain their professional wellbeing, and ensure long-term success in their consultancy practice.

Links to Relevant Resources

• KHL Consulting Website: www.khlconsulting.co.uk

• LinkedIn Profile for Karen Heard-Lauréote: www.linkedin.com/in/profkhl

• Network for Educational Enhancement Consultants: https://www.linkedin.com/groups/14409504/

  
  

  Calls to Action

  • Subscribe and Share: If you enjoyed this episode or found series one helpful, please subscribe and share it with your network.

  • Connect on LinkedIn: I’d love to hear your thoughts on today’s podcast, so feel free to connect with me on LinkedIn.

  • Look Out for Series 2: Episode 2: We’ll be back in February with episode 2. Make sure you’re subscribed so you don’t miss it!