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IMC DFW Practice Development Workshop #21 - Effective Client Analysis
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IMC Dallas/Fort Worth

Practice Development Workshop


Last presented:
September 3, 2008

Next scheduled:
October 13, 2010

Effective Client Analysis

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

Winning and keeping "the right" clients is much more important for the success of a consultancy than maintaining a large number of clients. Experienced consultants regularly find that their most attractive opportunities come not from new prospects but from satisfied past clients willing to reengage in new projects or make referrals to others needing help.

This month's workshop discusses how consultants can use effective client analysis in order to uncover new opportunities and generate additional business for their practice:

  • Profiling clients and identifying new opportunities
  • Ongoing client management
  • Referral requests that lead to new prospects

Workshop Facilitator - Bob Livingston

Bob Livingston, President and Owner of Narrative Learning Systems, is a consultant with twenty-seven years' experience in the field of human development. He has worked with major corporations, continuing education companies, training companies and consultants, building generative learning programs that develop problem solving skills, produce high performance, and deliver extraordinary results. Bob is a Past President of the Dallas chapter of ASTD and currently chairs the organization's national President’s Circle.

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 21 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
Gregory BrooksExecutive Director, IMC USA