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IMC DFW Practice Development Workshop #8 - Marketing Your Consultancy III
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IMC Dallas/Fort Worth

Practice Development Workshop


Last presented:
August 5, 2009

Next scheduled:
August 3, 2011

Marketing Your Consultancy III

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

Even the most powerful value message will go unnoticed unless it is effectively communicated to current and prospective clients. Many individual practitioners and small consultancies struggle with finding and consistently executing the right approach to reach their audience.

This month’s workshop provides ideas and techniques for creating the marketing tools you need to communicate your consultancy’s message and brand promise to your clients and prospects. Learn how to effectively leverage current technologies that get your brand known and your value message understood:

  • Create brochures
  • Run e-mail campaigns and direct mailings
  • Send newsletters
  • Set up and maintain an attractive web site

Workshop Facilitator - Judy Bragg

Judy Bragg is the founder and President of Bragg Resources, which has offered consulting and training in database/contact management, sales, marketing, strategic planning, and finance since 1992. She is an internationally recognized speaker, consultant, and entre-preneur, as well as an ACT! Certified Consultant and ACT! Premier Trainer. Judy has successfully designed and implemented Customer Relationship Management systems for over 300 companies. She is a Certified Management Consultant (CMC®).

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 8 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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