IMC DFW Practice Development Workshop - Expanding Your Consultancy - Apr 3, 2013

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IMC DFW Practice Development Workshop - Expanding Your Consultancy - Apr 3, 2013

4/3/2013

When:	April 3, 2013 7:15-7:30 am Networking, 7:30-9:00 Program
Where:	Map this event » Telos Club, Parthenon Conference Room 13701 Dallas Pkwy Dallas, Texas 75240 United States
Contact:	Ian Birch, IMC-DFW Webmaster

Registration Information
Online registration is available until: 4/2/2013 Register for this event » View the 1 person who has already registered

Details

Consultant's Workshop
#4 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 4 - Expanding Your Consultancy

In this most illuminating and power-packed workshop, Edward Stone CMC, FIMC will take you on a "deep dive” journey into key challenges, issues, approaches and opportunities for expanding the reach and grasp of your management consulting practice. Of the many ways that professional service firms can expand their horizons and grow, there are most likely only a select few of these available approaches that will suit your personal and professional needs, business goals and objectives … and be the right "fit” for your business. Turner and Stone will lead and facilitate an interactive dialogue regarding the right questions to ask yourself, as well as challenge the conventional thinking that obstructs your path toward sustainable growth and development.

Session ROI

Define Your Business Model – How to do you make money?
Determine if expansion if right for you, your business
Understand what it means to "expand” a professional practice
Reinvent your role as "trusted advisor” to your client
Learn new ways to expand your market presence without taxing limited resources
Gain insights into new market forces and trends that affect your business

Workshop Facilitator

Edward A. Stone, CMC, FIMC

Edward is a Certified Management Consultant (CMC), an FIMC (Fellow of the Institute of Management Consultants), a member of the Institute of Management Consultants, has served as Chair of the Association's Executive Board for the United States and was a representative of the United States to the International Council of Management Consulting Institutes.
He has been recognized by the I.M.C. for his outstanding service to the profession and for his performance as a management consultant with distinction.
Edward has held senior marketing positions at Proctor & Gamble, Chlorox and Frito-Lay. He founded The Dallas Marketing Group in 1976 and laid the foundations for its current position as a major provider of marketing consulting services to a variety of industries. He sold the business and retired at the end of 2006, but independently continues to accept selected projects.
Edward holds a Bachelor of Journalism degree from the University of Texas at Austin. He has served as an adjunct professor of marketing at Southern Methodist University and currently serves on the Management Board of two private companies and is Treasurer of the Board of Trustees of Temple Emanu-El in Dallas

TIME / RESERVATIONS

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.

CONSULTANT'S WORKSHOP CURRICULUM

Session 4 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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IMC DFW Practice Development Workshop - Expanding Your Consultancy - Apr 3, 2013