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IMC DFW Practice Development Workshop - Collaborating with Clients & Colleagues - Aug 1
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When: August 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
#19 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 19 - Expanding Your Horizons:
Collaborating with Clients and Colleagues

What do you do when an opportunity looks attractive, but . . .

  • You can deliver only part of the work needed
  • You suspect the engagement may have greater possibilities if viewed from another perspective

This month's workshop will examine how to expand your horizons and increase your business revenue through top-notch collaboration with both colleagues and clients. You will leave with ideas and answers to the following questions:

  • How do I change the way I think about engagements so that I can have stronger influence on my clients?
  • How do I get the client to change the way they think about engagements so that we can get better results?
  • How do I expand my capabilities and ability to deliver services through joint ventures, partnering, subcontracting, or virtual companies?
  • How do I compete with the Big Firms as a "Virtual Firm"?
  • What are the pros and cons of different approaches to collaboration on an engagement?

Workshop Facilitators

Peter Sorenson, CMC
Peter Sorenson,
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.


Dick Tozer
Dick Tozer, a long-time consultant in Dallas, Texas, has developed an array of tools and process that help the owners and managers of emerging companies make critical decisions and develop strategies that produce consistent, long-term growth. He also helps attorneys as an expert witness in legal cases involving complex business issues, and develops and presents related training and educational programs.

Often, the pressures of today's changing economy make it profitable for corporate executives to tap the skills of an objective problem-solver. In these situations, Dick Tozer acts as a practical corporate internist. His involvement, diagnosis, and counsel flow directly from the decisions facing the specific business served.

Tozer is a former Lecturer in the School of Management of the University of Texas at Dallas, where he developed and for a number of years presented the Entrepreneurial Ventures course in the Executive MBA program. He is a frequent guest speaker on entrepreneurial strategy topics for the Caruth Institute of the Cox School of Business at Southern Methodist University.

A graduate of Case Institute of Technology and of the doctoral program of the Harvard Business School, he is a professional member of the Institute of Management Consultants (former board member of the Dallas-Fort Worth Chapter), and a member of the Association for Strategic Planning and the Dallas Association for Business Economics.

He has completed several hundred successful consulting engagements and financial and management development seminars for large and small client organizations throughout Texas, the US, and in Canada, Guam, Taiwan, and Saudi Arabia, and once on a Caribbean cruise ship. The UTD EMBA Class of 2009 named him faculty member of the year.



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