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IMC DFW Practice Development Workshop #19 - Improving Your Strategic Agility
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IMC Dallas/Fort Worth

Practice Development Workshop

 

Last presented:
August 6, 2008

Next scheduled:
August 4, 2010

Improving Your Strategic Agility
 

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

Strategic means looking at the big picture and the future. Agile means being able to adjust quickly to emerging trends and circumstances.

Our marketplace moves. The downturn of the last couple of years is eviscerating our clients’ ability to perform to mission and do so profitably. What does it mean to add value in this and the future setting in which we will find ourselves?

A proverb of organizational life is that most of our offerings and solutions are intended to solve problems that existed a decade ago. So get out of the doldrums! Discover what is! Discover what will be! Get beyond what was! Re-invent yourself to deliver tomorrow’s value proposition that addresses your prospect’s emerging needs!

Be Strategic - Be Agile - Stretch Yourself!

  • Review cases of consultants re-inventing their practices . . .
  • Reframe your thinking and redesign your practice around the issues your prospects will face in the future . . .
  • Drink wisely from the fire hose of information that comes your way -- learn what will be . . .
  • Listen carefully to your prospect’s concerns and issues and help them move toward the future . . .

This workshop session will feature three examples of consultants stretching themselves to match the movement of the marketplace - being strategically agile. Michael Egan, Tom Ingram and Pete Sorenson are all past Presidents of the Dallas/Fort Worth Chapter and have several decades of consulting experience between them. Each will present an overview of their experience with and views of the need to be strategically agile in your practice. Join us for this exercise in practice flexibility, customer focus, and professional competence.

Workshop Facilitators

Michael Egan, Ph.D., CMC

http://www.the-dmg.com/
Michael is a Senior Vice President with the Dallas Marketing Group. After spending over a decade in the academic world, he has served in important corporate roles across a variety of industries. Through his extensive sales & marketing expertise, Michael has helped numerous clients, most of whom are engaged in technology-intensive markets. He is a Certified Management Consultant.

 

Tom Ingram, CMC, PMP

http://tomingraminc.sharepointsite.net/default.aspx
Tom 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.

 

Peter J Sorenson CMC

http://strategicorganizationdesign.com
Pete, an independent strategic organization design consultant, coach, and social entrepreneur, has recently re-branded his practice under the name "Strategic Organization Design, Inc.” As part of re-branding he has ventured into social media to create a robust web presence and enhance his reputation as a thought-leader.

He is known for his ability to see the big picture, make sense of messes, and lead teams through the resolution of complex issues. He relates well to people from all stations of life, speaks frankly, and has a practical eye for getting things done.

Pete’s consulting and coaching practice focuses on crafting strategy, intentionally designing organizations (with webs of intangible assets), doing change, and discovering what works. Pete also designs and facilitates meetings and does executive coaching to support those practice focus points.

As a social entrepreneur Pete also works to create economic and social self-reliance for individuals, families, and organizations in the developing world.

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 20 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
Angela Dingle CMC2016 IMC USA Distinguished Service Award Recipient
Loraine A. Huchler CMC FIMC2016 IMC Fellow Award Recipient
Gayle Carson CMC CSP FIMC2016 IMC Fellow Award Recipient