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IMC DFW Practice Development Workshop #14 - Selling Consulting Services I
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IMC Dallas/Fort Worth

Practice Development Workshop


Last presented:
February 3, 2010

Next scheduled:
February 1, 2012

Selling Consulting Services I

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

Even well-executed marketing strategies for consultants may fail unless they are supported by equally competent sales efforts. Sadly, many highly competent consultants who might have great value to offer to their potential clients fail to close prospective business because they do not understand the structured sales process required to stimulate and seal client engagements.

You will leave this month's workshop with a clear understanding of effective selling strategies. Focusing on maximum impact, we will review such aspects as:

  • Identifying the economic buyer
  • Understanding and mastering the selling process
  • Use and limitations of cold calling  

    Workshop Facilitator - Harry G. Smeenck

    Harry G. Smeenk, MBA, CMC® founded HgS Results in early 2001 specializing in taking companies to market with a competitive edge in their business processes. Leveraging nearly 30 years in sales, marketing, and operations experiences, and from leading a number of companies as president and CEO, he drives his team to develop industry leading core business processes. They remain on task through implementation and provide ongoing continuous improvements. Harry’s process expertise includes sales & marketing, project management, order fulfillment, back office financial & accounting as well as employee and customer management strategies. He specializes in start-up, early-stage, and turn-around privately held technology-service integration companies.

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)

Session 14 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


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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