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IMC DFW Consultant's Workshop - Laying The Foundation - Mar 6
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When: March 6, 2013
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
#3 of 24




We're making it easier to attend!

  • Same price whenever
    you register
  • 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 3 - Laying The Foundation - Defining Your Service

To prepare for consulting success, how can you define your services, mission and value proposition? In a crowded consulting field, how can you differentiate your offerings?

This month's workshop lays your consulting foundation:

  • Identifying markets
  • Effectively positioning your firm
  • Personal branding
  • Developing products to help your offering stand out
  • Communicating authoritativeness

Workshop Facilitator

Vin Hoey

As managing director of Strategic4sight, Vin Hoey brings a wealth of experience in corporate strategy development, brand strategy and positioning, market research, employee communications and crisis management.

He serves as an adjunct professor at the University of North Texas, and serves as an instructor at the Center for Nonprofit Management.

Following a long marketing and corporate communications career with ExxonMobil, he served in the senior brand strategy role with the United Way of Metropolitan Dallas. He has taught new business development to small business owners and professionals and has written articles on change management for industry publications.

Vin holds a BA degree from DePauw University and an MBA from Carnegie Mellon University.


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 3 of 24
Successful Consulting
Why clients engage; aligning to market needs
Legal Issues of Consulting The right legal structure; IP aspects; contracts
Laying The Foundation Defining your services; Mission and value proposition
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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