How to Turn Small Consulting Clients Into Big Clients
With Mae Lon Ding, President, Personnel Systems Associates Inc.

  
 
If you think that constantly chasing new clients is the best way to build your consulting practice, think again. A better way may be obtaining additional business from current and past clients.

It is easier to do more business with clients that already know you than to find new clients. Don’t let the important source of “add on” consulting revenue from existing clients escape from you!

On Thursday, November 6, Mae Lon Ding, President of Personnel Systems Associates, will share her secrets on how to obtain more business from existing clients, from the proposal stage of a consulting project to follow-up after project completion. Last year, Mae Lon gave a fabulous presentation to our IMC breakfast group on how to build a six-figure consulting practice, so it's clearly working for her. On November 6, she will share some very practical information on client-building with us:

• Tips on effective client needs analysis to help you define the true potential of a client project.
• How to write proposals that generate greater consulting revenue.
• Project and client management techniques that generate more dollars.
• How to bill for more of your time and still keep your client happy.
• How post-project completion follow-up can lead to more work.
• How to keep your name at the top of the list.
• Common mistakes made by consultants.

This one of our monthly Orange County IMC Breakfast meetings -- a great low-cost learning and networking opportunity for your consulting business. These meetings are held at Hof's Hut Restaurant near OC Airport on the first Thursday of every month.

• Place: Hof's Hut Restaurant, 18850 Douglas, Irvine 92612
  When driving south on MacArthur from I-405, turn left on Douglas just before your reach Campus Drive, then turn left into the restaurant parking lot.
• Date: Thursday, November 6, 2003.
• Time: 7:00 a.m. - 9:00 a.m.
• Price: $10 for IMC members, $15 for non-members, exact change appreciated. This includes any choice from the IMC hot breakfast menu, tax and tip included.
• RSVP: to Harald Weiss or Jim Sirkin

Mae Lon Ding

Mae Lon Ding started her firm, Personnel Systems Associates in Anaheim Hills over 17 years ago. She is a national authority in employee compensation, employee performance management, and employment litigation. Her client list is a "Who's Who" of organizations. A dynamic speaker, university instructor, and author of Survey Sources for US and International Pay and Benefits, she is a two-time president of the Association of Professional Consultants and a past director of the Orange County Forensic Consultants Association. She has been widely quoted in the Los Angeles Times, Orange County Register, Chicago Tribune, Working Woman, and many other publications across the country.

Upcoming IMC Events

• IMC Orange County Breakfast Meetings.
  Held near on the first Thursday of every month near Orange County Airport.

• Other Southern California IMC Breakfast Events.
  Held near LAX, in the San Fernando Valley, and in San Diego.

• IMC Chapter Dinner Meetings.
  Normally held on the third Tuesday of every month at the Renaissance Hotel near LAX.

• Confab 2003 Annual National IMC Conference.
  This highly-rated conference on consulting know-how will be held in Reno, NV, on
  October 25-28, 2003.

IMC SoCal is the Southern California Chapter of the Institute of Management Consultants (IMC USA), the national accrediting organization for management consultants. In addition to providing a wide range of benefits to management consultants, IMC awards the prestigious CMC (Certified Management Consultant) certification mark.

For further information, please contact Harald Weiss at (949) 786-1403.