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IMC DFW Practice Development Workshop #22 - Building an Asset Based Consulting Practice
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IMC Dallas/Fort Worth

Practice Development Workshop


Last presented:
October 1, 2008

Next scheduled:
November 3, 2010

Building an Asset Based Consulting Practice

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

Some of the most successful consultants find themselves in an inextricable bind: Since they believe that the value of their business is defined only by what and who they know, they don't have an exit strategy for their practice. Most are mistaken. While the value of client relationships and trust is indeed substantial and often hard to transfer, great consultancies are "built to last" through the use of effective strategies that focus on creating sustainable assets and value.

This month's workshop offers an innovative perspective by analyzing options for consultants to build and maximize the value of a consulting practice as a sellable asset, discusses aspects such as:

  • Investment strategies for building assets
  • Productizing your practice
  • Valuing your business for resale

    Workshop Facilitator - Joe Walker

    Joe Walker, CMC® is the Vice President of Operations at Murphy Business and Financial Corporation. With more than two decades of success as an internal or external process improvement consultant and change agent, Joe is a master at process management, mediation, and personal development skills application who helps clients arrive at objective conclusions and focused action programs they can comprehend and implement. He is a Certified Management Consultant.

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 22 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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