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IMC DFW Practice Development Workshop - Building an Asset Based Practice - November 3, 20
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11/3/2010
When: November 3, 2010
7:15-7:30 am Networking, 7:30-9:00 Program, 9:00-11:00 CMC Forum
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

Building an Asset Based Consulting Practice
 

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

Some of the most successful consultants find themselves in an inextricable bind: Since they believe that the value of their business is defined only by what and who they know, they don't have an exit strategy for their practice. Most are mistaken. While the value of client relationships and trust is indeed substantial and often hard to transfer, great consultancies are "built to last" through the use of effective strategies that focus on creating sustainable assets and value.

This month's workshop offers an innovative perspective by analyzing options for consultants to build and maximize the value of a consulting practice as a sellable asset, discusses aspects such as:

  • Investment strategies for building assets
  • Productizing your practice
  • Valuing your business for resale 

Workshop Facilitator - Edward A. Stone, CMC, FIMC

Edward A. Stone, CMC, FIMCEdward A. Stone is a Certified Management Consultant (CMC), an FIMC (Fellow of the Institute of Management Consultants), a member of the Institute of Management Consultants, has served as Chair of the Association's Executive Board for the United States and was a representative of the United States to the International Council of Management Consulting Institutes. He has been recognized by the I.M.C. for his outstanding service to the profession and for his performance as a management consultant with distinction.

Edward has held senior marketing positions at Proctor & Gamble, Chlorox and Frito-Lay. He founded The Dallas Marketing Group in 1976 and laid the foundations for its current position as a major provider of marketing consulting services to a variety of industries. He sold the business and retired at the end of 2006, but independently continues to accept selected projects.

Edward holds a Bachelor of Journalism degree from the University of Texas at Austin. He has served as an adjunct professor of marketing at Southern Methodist University and currently serves on the Management Board of two private companies and is Treasurer of the Board of Trustees of Temple Emanu-El in Dallas.

 

Note: After this month's PDW you are invited to stay for a forum on an accelerated method to achieve CMC status.

TIME / RESERVATIONS
Networking: 7:15 - 7:30 am
Program: 7:30 - 9:00 am
CMC Forum: 9:00 - 11:00 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)
 

PRACTICE DEVELOPMENT WORKSHOP CURRICULUM
 
 
Session 23 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