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IMC DFW Practice Development Workshop - Expanding Your Consultancy - May 4, 2011
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When: May 4, 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

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

In this most illuminating and power-packed workshop, Gerald Turner Ph.D., CMC and Ed Stone CMC, FIMC will take you on a "deep dive” journey into key challenges, issues, approaches and opportunities for expanding the reach and grasp of your management consulting practice. Of the many ways that professional service firms can expand their horizons and grow, there are most likely only a select few of these available approaches that will suit your personal and professional needs, business goals and objectives … and be the right "fit” for your business. Turner and Stone will lead and facilitate an interactive dialogue regarding the right questions to ask yourself, as well as challenge the conventional thinking that obstructs your path toward sustainable growth and development.

Session ROI

  • Define Your Business Model – How to do you make money?
  • Determine if expansion if right for you, your business
  • Understand what it means to "expand” a professional practice
  • Reinvent your role as "trusted advisor” to your client
  • Learn new ways to expand your market presence without taxing limited resources
  • Gain insights into new market forces and trends that affect your business


Workshop Facilitators

Gerald Turner Ph.D., CMC

Gerald Turner is Founder & Managing Partner of Enterprise Performance Management International (EPM), a global provider of management consulting, business advisory and executive professional development & training services. Dr. Turner partners with executive leadership teams to deliver high-impact, sustainable evidence-based business solutions that create significant value throughout the enterprise. Dr. Turner is often referred to as an "enterprise engineer” for his award-winning, transformational approach toward sustainable business transformation and change - XEQute™!

Dr. Turner has held positions of increasing responsibility including CEO, COO and Chief Technology Officer within major global management consulting firms. His clientele are among the leading Fortune 500 firms . His most recent engagements have also included business transformation programs for major international customers across the world.

As Visiting Professor in Executive MBA and MBA programs at The University of Texas at Dallas, The University of Dallas and Texas A&M University, Dr. Turner has provided instruction in a wide variety of subjects.

He is internationally recognized as a Certified Management Consultant (CMC®), Certified Strategic Manager (CSM), a Certified Professional Consultant to Management (CPCM®), Certified Program Manager (CPgM) and a licensed Registered Professional Engineer (PE®) in Electrical, Mechanical and Industrial Systems Engineering.

Dr. Turner is also listed in Who's Who in America, Who's Who in Finance & Industry and Who's Who in the World.

Edward A. Stone, CMC, FIMC

Edward 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


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 4 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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