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IMC DFW Practice Development Workshop #1 - Successful Consulting
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IMC Dallas/Fort Worth

Practice Development Workshop


Last presented:
January 5, 2011

Next scheduled:
January 2, 2013

Successful Consulting

Workshop Focus
Learn from experts, stay current, exchange ideas, and share your expertise.

Without doubt, consulting is among the most complex professions in the organizational world. Dalton and Thompson (1986) say there are four levels of contribution that consultants can aspire to:

  • Have a set of "tools” or techniques in your repertoire and look for problems where you can apply those tools.
  • Begin to listen to the client and focus on finding solutions to the client’s problems, using whatever tools are needed.
  • Learn to help clients explore whether or not they are working on the right problems.
  • Be broad enough in your thinking to question whether or not the right system(s) is (are) being addressed. Is the problem actually a technical, organizational, or political problem? Or a combination of the above?

This month's workshop takes a 30,000-foot look at what the profession is really about. The good, the bad, and the ugly! It is an opportunity to discuss and learn, or simply remind yourself, where successful consulting starts:

  • Why do clients engage consultants?
  • Are consulting specializations important?
  • How do I establish initial credibility with a prospect?
  • How do I align my desire and strengths (approach, perspectives, knowledge, skills, experiences) to market needs?

Workshop Facilitator - Peter Jay Sorenson CMC

Peter Jay Sorenson CMC, is the owner of GINKGO Enterprises, a Past President of the IMC D/FW chapter, and currently an elected member and Vice Chairman of the IMC USA Board of Directors. Pete is a Certified Management Consultant (CMC) with over three decades of experience helping clients create tangible value with intangible assets in messy organizational situations.

Networking: 7:15 - 7:30 am
Program: 7:30 - 9:00 am
Cost per session: $25 for members, $35 for non-members 
$10 discount for registration 2 or more business days in advance
(includes continental breakfast; please bring cash or check)

Session 1 of 24
Successful Consulting
Why clients engage; aligning to market needs
Laying The Foundation Defining your services
Legal Issues of Consulting Sole Proprietorship, Partnership, LLC, Corp.
Expanding Your Consultancy Partners; Subcontractors; Virtual Partners; Joint Ventures
Creating Value for Clients Value; fair pricing; 'selling' your pricing
Marketing Your Consultancy I Client & market segmentation; identifying prospects
Marketing Your Consultancy II Brand building and consistent marketing strategy
Marketing Your Consultancy III Collateral, newsletter, web presence; budgets
Marketing Your Consultancy IV Networking and referrals; professional memberships
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 Selling to large corporations & senior buyers
Managing Clients' Expectations Initial rapport; expectations; resolving scope conflicts
Managing Your Resources Effectively using your time, finances and energy
Improving Your Strategic Agility How to seize an opportunity to interest a buyer
Writing & Publishing for Success Writing case studies & articles; book publishing
Effective Client Analysis Profiling; client management; referral requests
Asset Based Consulting Practice Building assets; productizing; valuing for resale
How to Become A CMC Process; certification requirements
The IMC Code of Ethics II Integrity; confidentiality; conflicts of interest


We invite you to join us if you are new to the consulting business, wanting to learn how to effectively ramp up your practice, an established consultant, looking to stay current with state-of-the-art methods and to exchange ideas about new practices, or an experienced practitioner, willing to share your expertise on how to maximize your consulting success.

The Practice Development Workshop series is designed to cover all aspects of managing a successful consulting practice. You can attend only some of the workshops or join us for the whole series

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