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IMC DFW Practice Development Workshop - Creating Value For Clients - May 1, 2013
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When: May 1, 2013
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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Consultant's Workshop
#5 of 24




We're making it easier to attend!

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

About the Consultant's Workshop
The Consultant's Workshop 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:
CW 5 - Creating Value For Clients


Consultants often worry and fret about how much to charge our clients.

Move your focus to adding value!

By being clear about what value is in the eyes of the client and developing an approach that delivers that value, discussions about fees (oops, I mean investment) become much more productive.

We need to understand how we contribute value as consultants:

  • What are the different levels of consultant contribution?
  • How do we ensure that we are moving up the value of contribution ladder?

Presentation/Workshop Takeaways:

  • Mindmap: Quantifying the Value of Your Contribution (Understanding Value from the Client’s Perspective)
  • Peter F. Drucker Quotes on Contribution (Obtain Wisdom)
  • Stages of Contribution Model (Get a clear conceptual model about how we can contribute)
  • Stages of Contribution Self Evaluation Worksheets
  • The Consulting Process and the Consulting Sales Process Diagrams (Conceptualize the Processes so that You Can Improve Them)
  • Consulting Proposal Outline (How to describe the value so the client can understand)

Workshop Objective/Value:

Getting clear about what value is in the eyes of the client is the first step in defining your fee structure and how you charge fees. Get the horse in front of the cart. Think from your client's perspective. Understand their view of their situation and how value can be created.

Workshop Facilitator

Peter Sorenson

Peter J Sorenson, CMC is an independent strategic organization design, change management consultant, coach, and social entrepreneur. He is known for his ability to see the big picture, make sense of messes, and lead teams through the resolution of complex issues. Pete’s consulting and coaching practice focuses on crafting strategy, intentionally designing organizations (with webs of intangible assets), creating change, and assessing what works.

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

BA Behavioral Sciences – University of Washington (1976)
MA Organizational Behavior – Brigham Young University (1979)
Certified Management Consultant® (CMC®) (2002)


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 5 of 24
Successful Consulting
Why clients engage; aligning to market needs
Legal Issues of Consulting The right legal structure; IP aspects; contracts
Laying The Foundation Defining your services; Mission and value proposition
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
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