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IMC DFW Practice Development Workshop -Contracts and Proposals - Feb 1
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When: February 1, 2012
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, IMC-DFW Webmaster

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Practice Development Workshop
#13 of 24









We're making it easier to attend!

  • Same price whenever
    you register
  • Guests accompanying a Member pay member's price

About the Practice Development Workshop
The PDW is a 24 part seminar on every aspect of the consulting profession delivered monthly over two years.  Everyone is welcome and IMC Members have access to previous sessions.
Come, learn, share, grow.
Workshop Focus
Learn from experts, stay current, exchange ideas, and share your expertise.
The next workshop in the series is:
PDW 13 - Consulting Contracts and Proposals


You got a new client referral, made contact and arranged to meet, discussed what you could do for the client, outlined a possible engagement, and your prospective client seemed interested. Now what? Write a winning proposal! Too many consultants get things right up to this point, only to drop the ball when it comes to writing proposals that close the client engagement.

This month's workshop will enable you to move from potential engagement to actual engagement by leveraging the power of well-written contracts and proposals. We will review such aspects as:

  • The role of the proposal within the consulting process
  • Writing winning proposals that will get accepted
  • Legal and other considerations Protecting against project creep
  • How to bill: Hourly? Project?
  • Handling expenses
  • "Boiler plates"
  • Outside services
  • Partnering

Workshop Facilitators

Michael Egan, PhD, CMC

  Dick Morgan, CMC







Michael Egan, CMC, PhD                                 Dick Morgan, CMC



Networking: 7:15 - 7:30 am
Program: 7:30 - 9:00 am
Cost per session:

$15 for members, $25 for non-members 
(includes continental breakfast; please bring cash or check)

Members may now bring guests and pay the member rate for them.
The member must register and pay for the guest.

There is no longer a different price for early and late registration.  All tickets are now at the previous early registration price.


Session 13 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 Collateral, newsletter, budgets
Marketing Your Consultancy III Networking and referrals; professional memberships
Marketing Your Consultancy IV Brand building and consistent marketing strategy
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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