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IMC DFW Practice Development Workshop - Managing Your Resources - June 2, 2010
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When: June 2, 2010
7:15-7:30 am Networking, 7:30-9:00 Program
Where: Telos Club, Parthenon Conference Room
13701 Dallas Pkwy
Dallas, Texas  75240
United States
Contact: Ian Birch

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Dallas / Fort Worth Chapter
Practice Development Workshop

Managing Your Resources

Workshop Focus
Learn from experts, stay current, exchange ideas, and share your expertise.

Sometimes, a consultant's worst enemy is what we all want: Success. Winning several major client engagements tends to present some tough challenges, such as how to balance time between delivering results to clients, marketing the business in order to win new ones, and administering the consultancy, while keeping enough personal time to be able to reenergize and enjoy the work. Just working longer is rarely a way out: Even the best of us only get 24 hours each day.

The answer lies in effectively managing time, finances, contacts, and other resources. This month's workshop will show you ways to become more effective and focused in your consulting practice, discussing important aspects such as:

  • Time management
  • Contact management
  • Resource management 

Workshop Facilitator - Judy Bragg

Judy Bragg is the founder and President of Bragg Resources, which has offered consulting and training in Customer Relationship Software (CRM) and drip marketing systems since 1992. She is an internationally recognized speaker, consultant, and solo-preneur, as well as an ACT! Certified Consultant, ACT! Premier Trainer, Certified One Page Business Plan Consultant and Business Management Solutions Specialist for Microsoft Dynamics CRM. Judy has successfully designed and implemented Customer Relationship Management systems for over 300 companies. She is a Certified Management Consultant (CMC®).

Networking: 7:15 - 7:30 am
Program: 7:30 - 9:00 am
Cost per session: $25 for members, $35 for non-members 
$10 discount for registration 2 or more business days in advance
(includes continental breakfast; please bring cash or check)

Session 18 of 24
Successful Consulting
Why clients engage; aligning to market needs
Laying The Foundation Defining your services; Mission and value proposition
Legal Issues of Consulting The right legal structure; IP aspects; contracts
Expanding Your Consultancy Partners; subcontractors; virtual company; JVs
Creating Value for Clients Value; fair pricing; 'selling' your pricing
Marketing Your Consultancy I Client & market segmentation; identifying prospects
Marketing Your Consultancy II Brand building and consistent marketing strategy
Marketing Your Consultancy III Collateral, newsletter, budgets
Marketing Your Consultancy IV Networking and referrals; professional memberships
Marketing Through the Web Websites & search engines; blogging
Attention Grabbing Communications Speaking; press releases; media coverage
The IMC Code of Ethics I Integrity; confidentiality; conflicts of interest; etc.
Consulting Contracts & Proposals Roles; winning proposals; legal aspects
Selling Consulting Services I Economic buyers; selling process; cold calls
Selling Consulting Services II Closing the deal; dealing with problem clients
Selling Consulting Services III How to sell to large corporations & senior buyers
Managing Clients' Expectations Initial rapport; expectations; resolving scope conflicts
Managing Your Resources Effectively using your time, finances and energy
Expanding Your Consultancy How to seize an opportunity to interest a buyer
Writing & Publishing For Success Writing case studies & articles; publishing books
Effective Client Analysis Profiling; client base management; referral requests
Asset Based Consulting Practice Building assets; productizing; valuing for resale
How to Become A CMC Process; certification requirements
The IMC Code of Ethics II Integrity; confidentiality; conflicts of interest


We invite you to join us if you are new to the consulting business, wanting to learn how to effectively ramp up your practice, an established consultant, looking to stay current with state-of-the-art methods and to exchange ideas about new practices, or an experienced practitioner, willing to share your expertise on how to maximize your consulting success.

The Practice Development Workshop series is designed to cover all aspects of managing a successful consulting practice. You can attend only some of the workshops
or join us for the whole series

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Don Matheson CMCChair and CEO, IMC USA
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