Practice Development Workshop

Get Smart
Get Known
Get Business

PRACTICE
DEVELOPMENT
WORKSHOP

July 11th, 2007

DON'T MISS THIS INSIGHTFUL NEW WORKSHOP
   

 
MARKETING YOUR CONSULTANCY (I)

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

Even experienced consultants can be confused about who their target clients really are, wasting valuable time and energy as a result. The power of your marketing will only reach its full potential if you have a clear understanding of your target market segment and client base.

This month's workshop lays the foundation for the effective marketing of your consultancy by analyzing aspects such as

  • Who are your customers?
  • Advantages and disadvantages of target marketing
  • Defining your market segments
  • Identifying prospective clients

Workshop Facilitator
Dick Morgan founded Morgan Marketing Solutions, Inc. in early 1989 to help leaders become better marketers. He is a Certified Management Consultant (CMC®), has served as vice chairman on IMC’s national Board of Directors, and is a past president of our Dallas/ Fort Worth Chapter. Dick's consulting focus is on manufacturers, wholesale distributors, and commercial service firms.
LOCATION     13701 Dallas Pkwy, Telos club, Parthenon conference room
west side of Dallas Tollway, between Spring Valley and Alpha (click for Google map)
TIME /  
RESERVATIONS   		Networking:
Program:
Cost per session:

Reservations: 		7:15 am - 7:30 am
7:30 am - 9:00 am
$10 for members, $20 for non-members
(includes continental breakfast; please bring cash or check)
Click here to let us know you're coming !
PRACTICE  
DEVELOPMENT  
WORKSHOP  
CURRICULUM  
  
 Session 7 of 24  

 

Calendar   

(revolving  
program;  
continues with  
Session 1  
in January 2009)  

 Successful Consulting   
Laying The Foundation   
 The Right Legal Structure   
Effective Business Financing   
The Consulting Process   
Pricing Strategies   
Marketing Your Consultancy I   
Marketing Your Consultancy II   
Marketing Your Consultancy III   
Marketing Your Consultancy IV   
Attention Grabbing Communications   
 Understanding The Code of Ethics   
 Consulting Contracts & Proposals   
Selling Your Consultancy I   
Selling Your Consultancy II   
Selling Your Consultancy III   
Managing Clients' Expectations   
 Managing Your Resources   
Expanding Your Consultancy   
Improving Your Strategic Agility   
 Publishing For Success   
 Re-Using Past Work   
Effective Client Analysis   
How to Become A CMC     		Why clients engage; aligning to market needs
Defining your services
 Sole Proprietorship, Partnership, LLC, Corp.
Financing; business plan; managing profitability
Exploration; contracting; project mgmt; closure
How to price & quote; billing; discounts; collecting
Client & market segmentation; identifying prospects
Brand building and consistent marketing strategy
Collateral, newsletter, web presence; budgets
Networking and referrals; professional memberships
Speaking; press releases; media coverage
Integrity; confidentiality; conflicts of interest; etc.
 Role of proposal; winning proposals; legal aspects
 Economic buyers; selling process; cold calls
 Closing the deal; dealing with problem clients
 How to sell to large corporations and senior buyers
Initial rapport; expectations; resolving scope conflicts
 Effectively using you time, finances and energy
Partners; subcontractors; virtual company; JVs
 How to seize an opportunity to interest a buyer
 Reviewing; client ownership; managing withdrawal
 Writing case studies & articles; publishing books
 Profiling; client base management; referral requests
 Process; certification requirements
LAST   
MONTH    		  In yet another outstanding session, Pete Sorenson, owner of GINGKO Enterprises and Past President of the IMC D/FW chapter, analyzed the critical process of defining and reaching agreement over pricing for consulting services.
LEARN,  
STAY CURRENT,  
EXCHANGE IDEAS,  
SHARE YOUR  
EXPERTISE  

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.

IMC DALLAS FORT WORTH          www.imcdfw.org                    IMC USA       www.imcusa.org