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IMC DFW Practice Development Workshop - Effective Client Analysis - October 13, 20
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When: October 13, 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

Effective Client Analysis
*** Note new date - October 13, 2010 ***

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

Winning and keeping "the right" clients is much more important for the success of a consultancy than maintaining a large number of clients. Experienced consultants regularly find that their most attractive opportunities come not from new prospects but from satisfied past clients willing to reengage in new projects or make referrals to others needing help.

This month's workshop discusses how consultants can use effective client analysis in order to uncover new opportunities and generate additional business for their practice:

  • Profiling clients and identifying new opportunities
  • Ongoing client management
  • Referral requests that lead to new prospects

Workshop Facilitator - Dale Hintz

In more than 20 years of experience Dale has taken on tough business issues, generated creative solutions, motivated action teams and influenced cultures to produce profitable results. He is a strategic and creative leader with expertise in Culture Measurement, Organizational Development and Leadership Coaching.

Dale's experience ranges from start-up organizations to multi-national Fortune 500 enterprises. His diverse experience includes driving results in Consumer, B2B and Wholesale Distribution channels and P&L responsibility as a General Manager in a digital print business unit. With Johnson Control he led a cross-functional team to create strategies to meet the needs of AutoZone. The result exceeded AutoZone's cultural expectations on what could be done with a product category, adding $30 million in revenue, and was rewarded with the prestigious Chairman's Award for Customer Satisfaction.

Dale has worked with clients and customers all across North America, including a transition team for a Canadian acquisition. Clients have included: Asbury Automotive Group, Schneider National Logistics, Caterpillar Tractor-Latin America, Delphi Steering, Shields Bag and Printing, COA International of Mexico, Enercrest, Yakima Valley Farm Worker Clinics and others. Each Client requires specific strategies and tailored tactics to address their needs. Dale and his team use their expertise in cultural change, thus increasing leadership effectiveness and driving cultural transformation. As a client's culture improves, they move swiftly toward their desired vision of a high-performance organization.

Dale has an MBA from Marquette University, studied Product Management at the University of Chicago and holds a BA in Business from Carthage College in Kenosha, Wisconsin. Blessed with passion and successful past experiences, Dale looks forward to working with clients, jump-starting organizations, developing constructive cultures and moving together to the next level.

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 22 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 Partners; subcontractors; virtual company; JVs
Improving Your Strategic Agility 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

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Message from the Chair
Don Matheson CMCChair and CEO, IMC USA
Gregory BrooksExecutive Director, IMC USA