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IMC DFW Practice Development Workshop - Managing Clients' Expectations - June 6
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6/6/2012
When: June 6, 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
#17 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 17 - Managing Clients' Expectations
 

A crucial mistake consultants make is to focus too much on selling their clients, while failing to think ahead. Some of them end up in "missions impossible:" client expectations exceed what the consultant could possibly deliver, and engagements are ultimately considered failures even though the consultant may have made valuable contributions and achieved strong results.

Successful consulting engagements require effectively managing client expectations right from the start. This month's workshop will teach you the right approach throughout the selling process and beyond, discussing important aspects such as:

  • Building initial rapport
  • Identifying & setting expectations
  • Resolving scope conflicts

Workshop Facilitator

Michael Egan, Ph.D., CMC

 

Michael Egan Ph.D., CMC is a Senior Vice President with the Dallas Marketing Group. After spending over a decade in the academic world, he has served in important corporate roles across a variety of industries. Through his extensive sales & marketing expertise, Michael has helped numerous clients, most of whom are engaged in technology-intensive markets. He is a Certified Management Consultant. 
 


 

 
TIME / RESERVATIONS
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.

 

PRACTICE DEVELOPMENT WORKSHOP CURRICULUM
 
 
Session 17 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
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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2016 IMC USA Conference

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