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

4/3/2013

Event 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