"Pricing Dilemmas –
Addressing Challenges to Scope & Customer Conflict”
IMC Philly Dinner Meeting Buzz
March 14, 2011
Over the last two years, the
Philadelphia Chapter has presented sessions on "Pricing It Right” – how to
realize value for your services – and "Managing Through a Consulting Disaster”
– which addressed how to deal with a consulting mess.
In this interactive
"buzz session" we will discuss the combination of these two
issues. All too often a consultant can
find herself in the midst of a project where the scope is moving dramatically,
the pricing that was "right” at the beginning of the job no longer works, and
the client is unhappy.
So how do you resolve these issues in a way that
leaves the client satisfied without draining your pocket book?
Please participate by
sharing stories of your own experiences you wish you could "do over” with the
knowledge you have now, or stories where you successfully rescued a project
teetering toward failure.
About George Millward
George is the President of
the Philly Chapter of IMC and is a Managing Director of the Kafafian Group,
Inc., ("TKG”) a consultancy that specializes in serving the banking
industry. Prior to joining TKG, he ran Millward
Consulting LLC, for nine years. George
has also served as an executive for both a start-up bank and a well-established
Mid-Atlantic area regional bank. He was
a consultant in two "Big 4” consultancies, Coopers & Lybrand and KPMG.
Through these positions, George
has gained extensive experience in selling consulting projects having fees
ranging from $5,000 to over $10,000,000.
His clients have ranged from large banks and mutual fund companies to start-up
banks and investment companies, to nuclear power companies and governmental
entities. He has advised on business
strategy for high performing companies, led process change efforts, consulted on
financial management, and restructured troubled businesses.