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Practice Development Workshop - Selling Consulting Services III
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When: April 7, 2010
7:15-7:30 am Networking, 7:30-9:00 Program
Where: Telos Club, Parthenon Conference Room
13701 Dallas Pkwy
Dallas, Texas  75244
United States
Contact: Joe Walker

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Practice Development Workshop

Selling Consulting Services III

Workshop Focus
Learn from experts, stay current, exchange ideas, and share your expertise!

Selling professional services to large companies is as much a delicate art as it is a profound science and requires that independent management consultants and business advisors maintain a constant vigil as to the difference(s). Global and domestic business climates are changing drastically. Global economies and markets and economies have now shifted seismically, resembling less of what we have become complacently accustomed to and shifting toward a new paradigm, what experts have dubbed the new normal. More "baby boomers” are contemplating management consulting and business advisory services as a second career only to find that the market is about to be deluged with a skilled, business savvy, and resource rich Tsunami of unbridled proportions as talented professionals enter the professional services domain. Add to this the fact that the competitive field has taken on a new persona, a fluid, dynamic state of flux with increased competitive and pricing pressures on micro, small and boutique firms.

"Differentiate or Die!” So often we find ourselves wondering how we can possibly differentiate ourselves and our professional service offerings from the crowd and how we might further convey the unique value of our services to current clientele and future prospects. We can no longer follow the same conventional thinking and rules around selling and client engagement. We must adapt to the turbulence of the times adjusting our sails accordingly. The April 7, 2010, Practice Development Workshop will show you how to crack the new "corporate DNA” in such a way as to heighten and enhance your success as you market, promote, position and sell your services to larger corporations.

Through interactive dialogue with trusted advisors, business colleagues and practitioners, we'll discuss:

  • What large corporations want … and need
  • Define your value: how can you position your services to address these needs
  • Define your "sweet spot” and leverage your strengths
  • Business acumen: what the client's CEO wants you to know
  • Being multi-lingual: speak the language of business (e.g., EVA, EBITDA, SVA, ROI, ROIC, etc.)
  • Showing that you deliver tangible results!
  • How to shift from selling a commodity to selling value
  • Create a compelling business case and value proposition
  • How to articulate and convey your solution value in your proposals

Workshop Facilitator
Dr. Gerald Turner CMC is an international management consultant, business advisory, trainer, facilitator and business coach to executive leadership teams across the globe and continues to deliver sustainable, high-value, high-impact business solutions to many of the global Fortune 500 companies. As president and managing partner of EPM International LLC, he partners with C-Suite executives by helping them to focus on the change that truly matters within their Enterprise and Business Transformation initiatives. His clients include companies and governments on 6 continents and within a variety of growth industries and business sectors. He is a member of the Institute of Management Consultants DFW Chapter and currently serves on the board as chair of the CMC Certification Committee. Dr. Turner is also Visiting Professor at The University of Texas at Dallas specializing in Strategy, Enterprise Transformation, Corporate Performance Management, Balanced Scorecard Performance Management Systems and Strategic Program-Project Management. He is listed in Who's Who in America, Who's Who in Industry and Finance, Who's Who in the World and is a member of social-networks including LinkedIn and Twitter.

Networking: 7:15 - 7:30 am
Program: 7:30 - 9:00 am
Cost per session: $10 for members, $20 for non-members
(includes continental breakfast; please bring cash or check)

Session 16 of 24
Successful Consulting
Why clients engage; aligning to market needs
Laying The Foundation Defining your services
Legal Issues of Consulting Sole Proprietorship, Partnership, LLC, Corp.
Effective Business Financing Financing; business plan; managing profitability
The Consulting Process Exploration; contracting; project mgmt; closure
Pricing Strategies How to price & quote; billing; discounts; collecting
Marketing Your Consultancy I Client & market segmentation; identifying prospects
Marketing Your Consultancy II Brand building and consistent marketing strategy
Marketing Your Consultancy III Collateral, newsletter, web presence; budgets
Marketing Your Consultancy IV Networking and referrals; professional memberships
Attention Grabbing Communications Speaking; press releases; media coverage
Understanding The Code of Ethics 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
Selling Consulting Services III How to sell to large corporations & senior buyers
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 Reviewing; client ownership; managing withdrawal
Re-Using Past Work Writing case studies & articles; publishing books
Effective Client Analysis Profiling; client base management; referral requests
How to Become A CMC Process; certification requirements


We invite you to join us if you are new to the consulting business, wanting to learn how to effectively ramp up your practice, an established consultant, looking to stay current with state-of-the-art methods and to exchange ideas about new practices, or an experienced practitioner, willing to share your expertise on how to maximize your consulting success.

The Practice Development Workshop series is designed to cover all aspects of managing a successful consulting practice. You can attend only some of the workshops
or join us for the whole series

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Don Matheson CMCChair and CEO, IMC USA
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