Click here for questions about our consulting services.
Speaking Services FAQ
- How long does the program last?
- Your topic is succession planning, does that mean you speak about estate planning issues only?
- Do you do the programs yourself or do you have other people in your office do the presentations?
- What are your fees?
- Where do we get the details about your presentation?
- Can you combine more than one topic in a presentation?
- What is the best length of time to present the most information?
- Do you provide handout material for each program?
- What type of AV equipment do you require?
- How will our members/distributors get the most benefit from your program?
- How do you follow up with our members/distributors after a presentation?
- Questions about our Consulting Services.
How long does the program last?
We speak at many conventions and the typical time slot is 90 minutes or 3 hours. If desired, our program can last up to two days in length.
Your topic is succession planning, does that mean you speak about estate planning issues only?
No! We cover succession planning from womb to tomb, meaning we discuss relationships, management, leadership, ownership and control issues.
Do you do the programs yourself or do you have other people in your office do the presentations?
Mike Henning does the programs personally, exception being when the situation demands, Mike will use an associate to cover specific detail information.
Fees depend on preparation times, site location, nights spent in hotels, time on the podium and follow up work. Ballpark numbers $3,000-$8,000, plus travel expenses
Where do we get the details about your presentations?
a) Click professional
speaking on our website.
b) Call our office at 217-342-3728 and request a packet of information.
c) Call and talk with Mike Henning.
Can you combine more than one topic in a presentation?
Yes, it is common to combine as many as three topics in one presentation.
What is the best length of time to present the most information?
3 hours
Do you provide handout material for each program?
Yes, typical handout material is 14-20 pages of detailed information.
What type of AV equipment do your require?
That’s easy, we need a flip chart, remote wireless Lavalier microphone, slide projector and screen, remote changer and two tables for our materials.
How will our members/distributors get the most benefit from your program?
a) Bring as many
family members to the program as possible.
b) The support of our handout material.
c) Suggest the family members set aside time to discuss relevant and personal
information after our program.
d) Participants should consider investing in our supplemental products
and newsletter.
How do you follow up with our members/distributors after a presentation?
a) Call meeting
planner 30-60 days after presentation and discuss audience feed back.
b) We offer additional services such as being a resource for the group,
articles to reprint in industry magazine or newsletters and more in-depth
presentations.
c) Audience members desiring more information may have their request met
by us providing articles, copies of slides or consulting information.
d) For the asking, we offer audience members free advice up to 6 months
after the program.
Twenty-two Frequently Asked Questions About Our Consulting Services
- Why should we consult with Mike Henning?
- Don't consultants try to stay on forever?
- What does a family business consultant do?
- How?
- Please tell me more.
- What do you need to learn about as far as a particular client is concerned?
- Why do you need so much information?
- Once on site, how do you operate as a consultant?
- Is that all there is to it?
- Describe a scenario where I am a new client, and I'm coming to see you for the first time. Where do you start?
- What criteria do you use in taking the temperature of both the family and business? Do you have a checklist?
- Do you offer alternatives?
- Why do you want the entire family, key managers, directors, shareholders, and other advisors involved? Why can't the client alone handle the situation?
- How do you go about working with other advisors?
- Do you ever suggest that all the advisors get together?
- What promises do you make?
- Sometimes a consultant impresses the client, but the client ends up with a junior consultant...
- What about meeting outside of Effingham, Illinois?
- Do you use the family meeting retreat approach? If so, can you describe what you do when you get the family together?
- What do you want to have happen in those meetings?
- If I want to hire you to work on a specific problem such as estate planning, conflict resolution or successor training, will you do this?
- When you meet with the client, is there a common theme or comment?
Why should we consult with Mike Henning?
Maybe you should not. It is a question of investment versus results and peace of mind.
Don't consultants try to stay on forever?
Most consultants have as a major objective the enlargement of an engagement. What we do is get in, solve the problems, and get out.
What does a family business consultant do?
Ensures the continuance of the owner's life of work.
By examining these special issues and correcting them:
- competence of the children
- rivalry among siblings
- role of spouses
- estate planning
- fairness issues regarding wealth and power transfer
- how to train those that weren't involved
- retirement planning
- dealing with key non-family managers
- the need to upgrade advisors and directors
- compensation plans for family members
- separation of professional and private issues
- successor selection and power transfer
- lifetime security for the owners
- directing stock transfers
The most important part of our work is assisting owners, their families, key non-family manager, directors and shareholders in the responsibility of long-range planning to ensure the continuance of their life's work.
What do you need to learn about as far as a particular client is concerned?
I spend a lot of time getting to know the whole person: owner, manager, key employee, spouse and parent. I want to know his background, culture, family. I seek views on religion, marital status, health, and education; as well as becoming involved with the management and financial details of the business and the organization as a whole.
Why do you need so much information?
If I am going to make the client feel comfortable with me, he must trust me. To do this, I must share my values, experiences and concerns and he must do the same with me. Normally, the client is looking for someone who understands the whole scope of the concerns confronting him. In effect, I must get inside my client's head - I must become my client, I must understand him.
Once on site, how do you operate as a consultant?
Different situations will cause variations in my style and procedure, but I try to operate from this basic concept: Session with the owners; general family meeting to establish history, culture, values, and goals; and arrangement of our detailed schedule for the remainder of the engagement. Also included are individual interviews with all concerned and a workshop for the family, ending with a written report outlining a summary of our activity on site, with specific recommendations to follow to achieve objectives.
No. We follow up with phone calls to the clients, additional visits as requested and needed, and a regular flow of up-to-date materials via a newsletter and separate mailings. We maintain regular contact with on-site advisors and others on an as-needed basis.
Describe a scenario where I am a new client, and I'm coming to see you for the first time. Where do you start?
People don't just come to see me. That's in the middle of the process. First, I get a phone call or a letter. I always respond by phone and we talk. Next, I send them considerable information by mail in response to their needs. If it is appropriate, they send me information about themselves and the company. If it's been agreed upon to meet, I have been well briefed. When they come to me or I go to them, it is in the middle of the process.
What criteria do you use in taking the temperature of both the family and the business? Do you have a checklist?
No. I put together the facts as I receive them, by mail or phone, and I sort it all out. I've got to feel that my intervention is going to add value to the circumstances. We also discuss other people that I should meet to become fully cognizant of the circumstances. There can be no nonnegotiable demands on anyone's part. I may agree with their bias, but please do not limit me with preconditions or conclusions.
Of course. To solve the crisis that usually precipitated our meeting, I advise on varying actions that can be taken, and I prioritize my alternatives. Also, I usually offer a couple of additional ideas to explore. For example, if the system needs to create a family council to enhance formal communication, I will ask them to establish one. If it is apparent that detailed estate planning is needed to shelter potential heavy dollar losses to the IRS in case of death, it is recommended, with directions.
Why do you want the entire family, key managers, directors, shareholders and other advisors involved? Why can't the client alone handle the situation?
We need to know all about each other. A close, personal relationship has to exist. I like to get much closer to my clients and their other advisors than most professionals, for I usually do not take on long-term relationships. I don't approve of hanging onto clients forever. I must not become a crutch, so I must share my expertise with as many as possible during my association, so as not to make myself indispensable. The focus and quality of their advisors, family, directors and key employees is my lasting legacy to my clients.
How do you go about working with other advisors?
I ask the company to tell their advisors that I will be calling them to explain my relationship to the company and what I hope to accomplish with their help.
Do you ever suggest that all the advisors get together?
Most definitely.
I make no promises of success. Implementation must be accomplished by the client. I will assist with this area of concern if requested to do so.
Sometimes a consultant impresses the client, but the client ends up with a junior consultant...
I do the entire consultation myself.
What about meeting outside of Effingham, Illinois?
I literally go all over the nation. For example, I recently worked for clients in the states of Michigan, Indiana, New Jersey, Maryland, California, and Louisiana.
Do you use the family meeting retreat approach? If so, can you describe what you do when you get the family together?
Yes. The fundamental requirement of the first meeting is to administer a personal profile system so that we can all learn more about ourselves and others that we must live and work with. Additionally, we strive to share the goals and objectives of all involved and understand their relationship to the business and its needs in the future.
What do you want to have happen in those meetings?
An understanding by everyone of the needs and contributions of all concerned, to help assure the future of the business and the happiness of the family. Its purpose is to unify the thrust of the business and create accommodation, to have people understand their history and their roles as the parties at interest.
If I want to hire you to work on a specific problem such as estate planning, conflict resolution or successor training, will you do this?
Yes. However, usually while working with one issue, others tend to surface and demand attention.
When you meet with the client, is there a common theme or comment?
Yes. I hear again and again, "I should not have waited","I should have consulted with you a year ago","I wish I had met you five years ago."