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IMC DFW Practice Development Workshop #13 - Consulting Contracts & Proposals
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IMC Dallas/Fort Worth

Practice Development Workshop

 

Last presented:
January 6, 2010

Next scheduled:
January 4, 2012

Consulting Contracts and Proposals
 

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

You got a new client referral, made contact and arranged to meet, discussed what you could do for the client, outlined a possible engagement, and your prospective client seemed interested. Now what? Write a winning proposal! Too many consultants get things right up to this point, only to drop the ball when it comes to writing proposals that close the client engagement.

This month's workshop will enable you to move from potential engagement to actual engagement by leveraging the power of well-written contracts and proposals. We will review such aspects as:

  • The role of the proposal within the consulting process
  • Writing winning proposals that will get accepted
  • Legal and other considerations

 

Workshop Facilitator - David Moseley, JD

David Moseley, JD, practices in the area of corporate and business law representing local and national business entities, serving as general counsel for many of these companies. He handles a broad scope of corporate and business transactions and issues including entity structure, dispositions and acquisitions of assets and the companies which own them, real estate transactions and operational legal issues encountered by most businesses. He has extensive experience with the legal issues facing closely held businesses and their owners in disputes involving the separation of their interests. David has also assisted IMC by presenting at the "So you think you want to be a consultant” workshop hosted by our chapter.

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 13 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

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