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IMC VDFW Practice Development Workshop #9 - Marketing Your Consultancy IV
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IMC Dallas/Fort Worth

Practice Development Workshop


Last presented:
September 2, 2009

Next scheduled:
September 7, 2011

Marketing Your Consultancy IV

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

There hardly is a more valuable way for consultants to expand their business than through networking. In spite of all the hype about "low-touch marketing," who you know and who you are referred or introduced to is often critical for success. Actually, some consultants will tell you that it is the only way that really works for them.

This month’s workshop discusses fundamental value of and successful strategies for the "Art of Networking," reviewing proven ways to win new clients:

  • Getting referrals that result in business
  • Reaching clients through your extended network
  • Leveraging professional memberships

Workshop Facilitator - Darren Smith

Darren Smith is the President of Cima Strategic Services. Cima's mission is to help increase profitability in companies through management consulting, coaching and seminars. Darren has over 17 years experience in professional services, distribution and manufacturing.

Darren is known for delivering dramatic and powerful leadership and business development experiences for executives. He is to the executive what a carabiner is to the mountain climber. Darren successfully helps executives reach higher levels than thay could alone.

Darren has done business in 20 countries across 10 industries and has personally started and sold two companies. He is a graduate of Texas A&M and has university credentials in marketing, international business and executive coaching.

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 9 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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