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The Consultant's Workshop : Creating Value For Your Clients - Feb 3, 2016
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The Problem: • Consultants often worry and fret about how much to charge their clients. • They need to worry and fret about how they can add value. Move your focus to adding value! Thinking about fees before thinking about value is getting the cart in front of the horse. 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 realistic and productive.

2/3/2016
When: February 3, 2016
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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The Consultant's Workshop: Creating Value For Your Clients

 

 

 

 
 


Presenting the Consultant’s Workshop,February 3rd, 7:30 AM

Share. Learn. Grow.

Workshop 14 - Creating Value For Your Clients (Value & Pricing)

 

The Problem:

  • Consultants often worry and fret about how much to charge their clients.
  • They need to worry and fret about how they can add value.

Move your focus to adding value!

Thinking about fees before thinking about value is getting the cart in front of the horse. 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 realistic and productive.

Critical Workshop Questions:

  • How do I add value as a consultant?
  • What is a value-added business case?
  • How do I create payment arrangements and fees based on the value I add?

Presentation/Workshop Takeaways:

  • Two Key Processes (Conceptualize the Processes so that You Can Improve the Process):
    • The Consulting Process
    • The Consulting Sales Process
  • 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:
  • What are the different levels of consultant value contribution?
    • How do we ensure that we are moving up the value of contribution ladder?
    • Value-Added Business Case Model
    • Consulting Proposal Outline (How to describe the value so the client can understand)
    • Mindmap: Quantifying the Value of Your Contribution (Understanding Value from the Client’s Perspective)

Workshop facilitator 


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.

 

2016 Consultants Workshop Program

Date Facilitator Subject
 Jan 6, 2016 Edward Stone, CMC®  Expanding Your Consultancy
 Feb 3, 2016 Peter Jay Sorenson, CMC®  Creating Value for Your Clients
 Mar 2, 2016 Michael Egan PhD, CMC®  Making proposals & Contracts Work!
 Apr 6, 2016 Don Springer  Effective Client Analysis
 May 4, 2016 Michael Egan PhD, CMC®  Contracting With Clients & Managing Expectations
 Jun 1, 2016 Gerald Turner PhD, CMC®  Selling to VITO (Very Important Top Officer)
 Jul 6, 2016 Edward Stone, CMC®
 Sales Secrets for Consultants
 Aug 3, 2016 Tom Ingram  Getting a Jump on Closing That Deal
 Sep 7, 2016 Judy Bragg, CMC®  Managing Your Resources
 Oct 5, 2016 Peter Jay Sorenson, CMC®  Ethics in a Chaotic, Challenging World
 Nov 2, 2016 Peter Jay Sorenson, CMC® & Dick Tozer   Expanding & Enhancing Your Consultancy
 Dec 7, 2016 Janice Scanlan, CMC®   Agility: Essential for Today's Consultancy
 Jan 4, 2017 Dick Morgan, CMC®   The Value of Certification and Reputation

 

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