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IMC DFW Practice Development Workshop - Selling Consulting Services II - Apr 4
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When: April 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
#15 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 15 - Selling Consulting Services - II
Close that engagement, prevent project creep &
manage that difficult client


Selling professional services to large companies is as much a delicate art as it is a profound science and requires that independent management consultants and business advisors maintain a constant vigil as to the difference(s). Global and domestic business climates are changing drastically. Global economies and markets and economies have now shifted seismically, resembling less of what we have become complacently accustomed to and shifting toward a new paradigm, what experts have dubbed the new normal. More "baby boomers” are contemplating management consulting and business advisory services as a second career only to find that the market is about to be deluged with a skilled, business savvy, and resource rich Tsunami of unbridled proportions as talented professionals enter the professional services domain. Add to this the fact that the competitive field has taken on a new persona, a fluid, dynamic state of flux with increased competitive and pricing pressures on micro, small and boutique firms.

"Differentiate or Die!” So often we find ourselves wondering how we can possibly differentiate ourselves and our professional service offerings from the crowd and how we might further convey the unique value of our services to current clientele and future prospects. We can no longer follow the same conventional thinking and rules around selling and client engagement. We must adapt to the turbulence of the times adjusting our sails accordingly. The April 4, 2011, Practice Development Workshop will show you how to crack the new "corporate DNA” in such a way as to heighten and enhance your success as you market, promote, position and sell your services to larger corporations.

Through interactive dialogue with trusted advisors, business colleagues and practitioners, we’ll discuss:

  • What large corporations want … and need
  • Define your value: how can you position your services to address these needs
  • Define your "sweet spot” and leverage your strengths
  • Business acumen: what the client’s CEO wants you to know
  • Being multi-lingual: speak the language of business (e.g., EVA, EBITDA, SVA, ROI, ROIC, etc.)
  • Showing that you deliver tangible results!
  • How to shift from selling a commodity to selling value
  • Create a compelling business case and value proposition
  • How to articulate and convey your solution value in your proposals

Workshop Facilitator

Tom Ingram, CMC 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.


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 15 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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