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IMC NCR: April 12: New Place, New Time, New Client Relationships!
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IMC NCR:  April 12: New Place, New Time, New Client Relationships!

(Note new location for this month) Just doing fully professional work isn’t enough to develop the kinds of relationships that maximize our work’s benefit and most satisfy clients. If we want clients to think of us first for help and refer us to their peers, we benefit from a process to better managing our client relationships.

When: Thursday, April 12, 2012
6:00 to 9:00 pm (networking at 6:00 pm, dinner at 7:00 pm)
Where: The Churchill Hotel
1914 Connecticut Avenue NW
Washington, DC 20009
Contact: Raymond Suarez

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Keys to Managing Your Client Relationships for 
Current Results and Long-Term Success

An Evening With Dr. John Glennie 

How do you grow a fruitful "relationship” with your "clients”? We all know the criticality of good client relationships for both current engagements and future prospects. In fact, most of our business comes from repeat customers and referrals. And we know that just doing fully professional work isn’t enough to develop the kinds of relationships that maximize our work’s 
benefit and most satisfy clients. 

This is so widely acknowledged that reams of articles and many books have been written on achieving the "trusted advisor” status David Maister uses to characterize our goal: instilling such confidence and occupying so much mind space that clients automatically think of us for help and refer us to their peers. Unfortunately, this codified guidance is just too complex and detailed to guide us day-to­-day. Is there a better way? Aren’t there simpler mental models to help us avoid pitfalls and maximize benefits for both sides?  

At our April 12 program, Dr. John Glennie will help us find some principles for managing our client relationships for current results as well as long-term successthat maximize mutual benefit. We can look for bright idea on issues like:
  • The best ways of launching a relationship with a new client or prospect, and traps to avoid;
  • "Scope creep” and how to manage it when the client has under- or over-estimated the problem or the project; and
  • Closing out a project with good prospects for future engagements, yet without blatant "fishing.”

About Our Speaker:

Our April 12 speaker, Dr. John R. Glennie, will discuss his perspectives and recommendations about client management based on his experience as a management / economic consultant for three decades, during which time his clients included corporations, governments, law firms and academic and training organizations. Dr. Glennie has served numerous clients in the US and abroad, in SE Asia, China, Central Europe and Egypt. He founded a highly successful consulting firm with offices in DC and NYC and has been a principal in global and publicly traded consulting organizations. 

Dr. Glennie is former Chair of Argosy University’s Business School and also a former member of our NCR chapter Board of Directors. He was largely responsible for developing a special relationship between Argosy and IMC NCR. While maintaining an active consulting practice (much of it international), he has also taught other distinguished universities including George Washington University, Georgetown and Troy University.           

John’s entire career has combined active consulting with academic work and given him "a foot in both camps”. By systematically mixing consulting with academic work, he has ensured that his teaching is solidly grounded in experience, and that his consulting incorporates the best current knowledge of business management and consulting techniques.

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