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IMC DFW Practice Development Workshop - Successful Consulting - January 5, 2011
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IMC DFW Practice Development Workshop - Successful Consulting - January 5, 2011

1/5/2011
When: January 5, 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

Successful Consulting
 

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

Without doubt, consulting is among the most complex professions in the organizational world. Dalton and Thompson (1986) say there are four levels of contribution that consultants can aspire to:

  • Have a set of "tools” or techniques in your repertoire and look for problems where you can apply those tools.
  • Begin to listen to the client and focus on finding solutions to the client’s problems, using whatever tools are needed.
  • Learn to help clients explore whether or not they are working on the right problems.
  • Be broad enough in your thinking to question whether or not the right system(s) is (are) being addressed. Is the problem actually a technical, organizational, or political problem? Or a combination of the above?

This month's workshop takes a 30,000-foot look at what the profession is really about. The good, the bad, and the ugly! It is an opportunity to discuss and learn, or simply remind yourself, where successful consulting starts:

  • Why do clients engage consultants?
  • Are consulting specializations important?
  • How do I establish initial credibility with a prospect?
  • How do I align my desire and strengths (approach, perspectives, knowledge, skills, experiences) to market needs?

Workshop Facilitator - Peter J Sorenson, CMC

Pete Sorensonhttp://strategicorganizationdesign.com
Pete, an independent strategic organization design consultant, coach, and social entrepreneur, has recently re-branded his practice under the name "Strategic Organization Design, Inc.” As part of re-branding he has ventured into social media to create a robust web presence and enhance his reputation as a thought-leader.

He is known for his ability to see the big picture, make sense of messes, and lead teams through the resolution of complex issues. He relates well to people from all stations of life, speaks frankly, and has a practical eye for getting things done.

Pete’s consulting and coaching practice focuses on crafting strategy, intentionally designing organizations (with webs of intangible assets), doing change, and discovering what works. Pete also designs and facilitates meetings and does executive coaching to support those practice focus points.

As a social entrepreneur Pete also works to create economic and social self-reliance for individuals, families, and organizations in the developing world.

TIME / RESERVATIONS
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)
 

PRACTICE DEVELOPMENT WORKSHOP CURRICULUM
 
 
Session 1 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