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IMC DFW Practice Development Workshop - IMC Code of Ethics - Jan 4
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When: January 4, 2012
7:15-7:30 am Networking, 7:30-9:00 Program
Where: Telos Club, Parthenon Conference Room
13701 Dallas Pkwy
Dallas, Texas  75240
United States
Contact: Ian Birch, IMC-DFW Webmaster

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Practice Development Workshop
#12 of 24









We're making it easier to attend!

  • Same price whenever
    you register
  • Guests accompanying a Member pay member's price

About the Practice Development Workshop
The PDW is a 24 part seminar on every aspect of the consulting profession delivered monthly over two years.  Everyone is welcome and IMC Members have access to previous sessions.
Come, learn, share, grow.
Workshop Focus
Learn from experts, stay current, exchange ideas, and share your expertise.
The next workshop in the series is:
PDW 12 - IMC Code of Ethics


Ethical issues can become the fastest way to lose a client - or your best opportunity to win them for life! The IMC's Code of Ethics (COE) is designed to enhance the day-to-day success of your consulting practice. Consistently demonstrating high standards promotes your consulting business and is a critical requirement for attaining Certified Management Consultant recognition.
This month’s workshop discusses critical ethical challenges and reveals how a better understanding of the COE can help you expand your practice:

  • Identify ethical issues before they overwhelm you
  • Participate in ethical dilemma case studies
  • Apply the COE to address real-world ethical dilemmas
  • Leverage the COE to build client loyalty 

Workshop Facilitator

Chuck Canfield, PhD, CMCChuck Canfield, PhD, CMC is a past President of the IMC/DFW chapter and is Chief Operating Officer for Go Know Inc.  He has a wealth of experience in the implementation of change management, performance improvement, organizational design, career development, and the assessments of competencies and traits.

Over the last 30 years, he has held positions at all levels of management in both product and service oriented businesses. For the last 25 years, he has been a consultant to private, publicly regulated, municipal and non-profit organizations that are experiencing crisis or want to change or improve their current environment or culture.

His capability to analyze and understand the global picture while pursuing specific objectives brings a unique talent to any project.


Networking: 7:15 - 7:30 am
Program: 7:30 - 9:00 am
Cost per session:

$15 for members, $25 for non-members 
(includes continental breakfast; please bring cash or check)

Members may now bring guests and pay the member rate for them.
The member must register and pay for the guest.

There is no longer a different price for early and late registration.  All tickets are now at the previous early registration price.


Session 12 of 24
Successful Consulting
Why clients engage; aligning to market needs
Laying The Foundation Defining your services; Mission and value proposition
Legal Issues of Consulting The right legal structure; IP aspects; contracts
Expanding Your Consultancy Partners; subcontractors; virtual company; JVs
Creating Value for Clients Value; fair pricing; 'selling' your pricing
Marketing Your Consultancy I Client & market segmentation; identifying prospects
Marketing Your Consultancy II Collateral, newsletter, budgets
Marketing Your Consultancy III Networking and referrals; professional memberships
Marketing Your Consultancy IV Brand building and consistent marketing strategy
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 How to sell to large corporations & senior buyers
Managing Clients' Expectations Initial rapport; expectations; resolving scope conflicts
Managing Your Resources Effectively using your time, finances and energy
Expanding Your Consultancy Partners; subcontractors; virtual company; JVs
Improving Your Strategic Agility How to seize an opportunity to interest a buyer
Writing & Publishing For Success Writing case studies & articles; publishing books
Effective Client Analysis Profiling; client base management; referral requests
Asset Based Consulting Practice Building assets; productizing; valuing for resale
How to Become A CMC Process; certification requirements

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