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IMC DFW Consultant's Workshop - Effective Client Analysis - Nov 7
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When: November 7, 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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Consultant's Workshop
#22 of 24









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

About the Consultant's Workshop
The Consultant's Workshop 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:
CW 22 - Effective Client Analysis

Gone are the days of transactional marketing, maximizing unit sales at the expense of long term relationships. One must now leverage the value of present clients in today’s dynamic environment.

Learn to:

  • Assess your present clients
  • Leverage clients for extended business and referrals
  • Adapt as clients change


Workshop Facilitator

Don SpringerDon Springer is currently Principal and For Profit Practice Leader of The Colton Group, an executive advisory and interim management firm providing actionable growth strategies for CEO’s and their board of directors. He is a seasoned executive with 30+ years experience in domestic and international management, strategic planning, and new business development. He has had experience in all facets of company management, including new business start-ups, global operations, sales and marketing, product development, information technology, human resource development, quality management, mergers and acquisitions, joint ventures, and finance.

He is an ideal speaker for this workshop as he has a long list of accomplishments that involve strategic development and operational execution from the turnaround and repositioning of failing businesses to the start-up and exponential expansion of new businesses. He is presently a board member for two companies and a member of CEO Netweavers - Dallas Chapter, the Founder and Chair for the Netweaver New Business Development Group of CEO Netweavers, and is an evaluator and mentor for North Texas’ Regional Center for Innovation and Commercialization.


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 22 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
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
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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