IMC Philadelphia Chapter Invites You to:
Join us for a Workshop and a Dinner “Buzz Session”
Thursday, May 11, 2017 at the Bonefish Grill, King of Prussia:
Rate Analytics: How to Construct a Profitable Fee
Presented by Tom Casey, CMC, MBA
One of the key elements of a successful practice is the identification of a fee that will assure you profitability for your time, expense, and expertise. Doing this requires sound business planning methodology rather than charging a fee that is market based or one that blindly “meets the competition.” This workshop will review critical elements used to construct your standard billing rate as the basis for each client proposal. Such elements include revenue projection, availability, utilization rates, realization rates, and expense ratios.
Armed with this analytic approach, you will be confident that your future client proposals will be soundly constructed and achieve your profit goals.
Tom Casey is the founder and President of Business Consulting Services. He has over 35 years in the consulting industry, with extensive experience in the improvement of business performance and operations, as well as the planning and implementation of information technology strategies. Tom is a Certified Management Consultant, and serves on the Board of the Institute of Management Consultants Philadelphia Chapter as Past President and Programs Chair. He holds an MBA in Finance from Widener University, and a BS in Management-Marketing from Saint Joseph’s University.
Pricing Fixed Fee Consulting Projects
Presented by Jon Oliver
Buzz Session (5:30–8:30PM):
Successfully pricing fixed fee consulting projects can be challenging. This is because it requires a combination of research and informed judgment. Determining your best price for each project opportunity must include a careful evaluation process.
In this Buzz Session we’ll be reviewing and sharing experiences on the three main steps needed for optimum pricing decisions:
· Doing up-front client research and assessment.
· Determining how your potential client perceives your firm versus the competition.
· Setting your price for the project relative to your standard billing rate.
Attendees will come away with a more robust pricing process that measurably improves the results of their Project Pricing.
Jon Oliver is Managing Principal of Jon Oliver & Associates and has helped more than sixty manufacturing companies in the region to turn around and grow their businesses. Over the years he has given a number of presentations and workshops on topics related to successfully starting and growing a consulting practice. He was previously in marketing and business unit management with several multinational manufacturing companies. Jon is a member of the Institute of Management Consultants, and is a Board Member and past President of the Philadelphia chapter. Jon holds an MA in Economics and BA in Natural Sciences (Chemistry major), both from the University of Cambridge in England.