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IMC DFW Practice Development Workshop #15 - Selling Consuting Services II
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IMC Dallas/Fort Worth

Practice Development Workshop


Last presented:
March 3, 2010

Next scheduled:
March 7, 2012

Selling Consulting Services II

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

A popular business myth is that great salespeople succeed because of their winning personalities. The truth is that most great salespeople win because they follow a systematic process and know how to close the deal.
Consultants who have yet to fully develop their sales skills often waste precious energy, either because they are unable to reach closure, especially with difficult clients, or because they sign up for more than they had originally bargained for. This month's workshop will teach you how to master some of the toughest challenges when selling your consulting services:

  • Closing the deal
  • Dealing with problem clients
  • Preventing scope creep  

Workshop Facilitator - Linda Hanson

Linda Hanson, CMC, founded her company LLH Enterprises in 1982 helping "C” Level Executives Develop marketing and strategic plans, improve performance and work on cultural issues.
Prior to starting her company, Linda was Director of Marketing for Jones Intercable, responsible for the generation of $30 million in sales. She has also held positions in marketing departments of Max Factor and Economic Laboratories. She has experience with large companies such as Texas Instruments, Memorial Hermann Healthcare Systems Unocal as well as with mid-size companies such as TDIndustries, Pipe n Heads, Western Gas Marketing and Safety Lights. Linda is a Certified Management Consultant, current President of IMCDFW and has served as Past Chair of the Ethics Outreach Committee for IMC USA, which placed her on the national Board of Directors. She has also served as Director of the Houston IMC Chapter.

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 15 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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