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IMC DFW Practice Development Workshop - Who are your customers? - June 5, 2013
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When: June 5, 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
#6 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 6 - Who are your customers?
- market segmentation - identifying prospects.


Marketing Your Consultancy - I

Even experienced consultants can get confused and diffused when marketing to potential clients, wasting valuable time and energy as a result. The power of your marketing only reaches its full potential if you have a clear understanding of your target market segment(s) and your client base.

This month's workshop lays the foundation for more effective marketing of your consultancy by focusing on the basics. Dick Morgan’s worksheets will help you focus and define your market(s), and determine how and where you best fit with prospects and existing clients:

  • Where should you focus?
  • Who and where are your current clients?
  • Advantages and disadvantages of target marketing
  • Assessing your personal priorities
  • Actual three-dimensional market definition
  • Identifying likely prospective clients
  • Building segment credibility
  • Primary and secondary resources
  • Questions to ask, and much more! 

Workshop Facilitator

Dick Morgan, CMC, FIMC

Dick Morgan, CMC, FIMC founded Morgan Marketing Solutions, Inc. in early 1989.

He helps leaders accelerate profitable growth by enhancing a team's ability to create and deploy right actions, right now! He is a Certified Management Consultant (CMC®) and a Fellow of the Institute (FIMC). Dick has served as vice chairman on IMC’s national Board of Directors, and is a past president of our Dallas/ Fort Worth Chapter. Dick's consulting focus is on three distinct segments: the tire and rubber industry; petroleum distribution; and DFW manufacturers, distributors, and commercial service firms.


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 6 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 IClient & 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