Print Page  |  Contact Us  |  Your Cart  |  Sign In  |  Join IMC USA
IMC DFW Practice Development Workshop #4 - Expanding Your Consultancy
Share |

IMC DFW Chapter home page  Practice Development Workshop home page

IMC Dallas/Fort Worth

Practice Development Workshop

 

Last presented:
July 7, 2010

Next scheduled:
May 4, 2011

Expanding Your Consultancy
 

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

As consultants we can be faced with situations that are attractive, but not quite right for us - an opportunity where we can deliver only part of the work needed, or one where we're fully booked and can't deliver in the needed timescale.

We also face situations where our track record is not strong enough to get through to senior decision makers – or close the sale.

This month's workshop will look at how our consultancy's range can be expanded. You should leave with:

  • A view of how to expand your capabilities through joint ventures or partnering
  • An appreciation of ways to increase your capacity through subcontractors and virtual companies
  • An analysis of the pros and cons of different approaches
  • Using the track record and results produced by others to help sell the work
  • Input from your fellow consultants on their experiences

Workshop Facilitator - Tom Ingram

Tom Ingram, CMC, PMP, is President of Tom Ingram and Associates Inc. His practice focuses on helping IT Services and Software Companies sell and deliver high margin and high quality work. Since 1983, his project teams have delivered over $19 million in project contracts substantially on time, on budget and as promised. Those projects have generated approximately $105 million in measured benefits for clients and employers. Tom has over twenty-five years in sales, sales management, consulting and project Management. Some of his clients and employers include Xerox, IBM (a management team), Texas Instruments, Frito Lay, Johnson and Johnson, Farmland Industries, Dun & Bradstreet Software, Cambridge Technology Partners, and Alliance Data Systems.

TIME / RESERVATIONS
Networking: 7:15 - 7:30 am
Program: 7:30 - 9:00 am
Cost per session: $25 for members, $35 for non-members 
$10 discount for registration 2 or more business days in advance
(includes continental breakfast; please bring cash or check)
 

PRACTICE DEVELOPMENT WORKSHOP CURRICULUM
 
 
Session 4 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.
Expanding Your Consultancy Partners; Subcontractors; Virtual Partners; Joint Ventures
Creating Value for Clients Value; fair pricing; 'selling' your pricing
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
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
Selling Consulting Services III Selling to large corporations & senior buyers
Managing Clients' Expectations Initial rapport; expectations; resolving scope conflicts
Managing Your Resources Effectively using your time, finances and energy
Improving Your Strategic Agility How to seize an opportunity to interest a buyer
Writing & Publishing for Success Writing case studies & articles; book publishing
Effective Client Analysis Profiling; client management; referral requests
Asset Based Consulting Practice Building assets; productizing; valuing for resale
How to Become A CMC Process; certification requirements
The IMC Code of Ethics II Integrity; confidentiality; conflicts of interest

LEARN,
STAY CURRENT,
EXCHANGE IDEAS,
SHARE YOUR
EXPERTISE

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

Community Search
Sign In


Forgot your password?

Haven't joined yet?

IMC USA Calendar

10/5/2016
The Consultant's Workshop : Ethics in a Chaotic, Challenging World - Oct 5, 2016

10/7/2016
IMC SoCal Breakfast Meeting

10/13/2016
IMC Orange County Business Forum Breakfast

10/21/2016 » 10/24/2016
2016 IMC USA Conference

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