One of the most effective ways to build a consulting practice is to build a network of referral sources who act as "sales agents" and provide a constant supply of new business opportunities.

An effective referral network is the answer to many a consultant's prayers. The sales efforts of individual consultants are seldom effective. Consultants are not born to sell, yet they somehow must fit their marketing activities inside the delivery of their services. They face the yo-yo effect - when they are busy with projects, their pipeline empties, and when their projects are completed, it takes time to refill the pipeline.

There are specific techniques of building a effective referral network. Learn the basics at our Friday, April 14 IMC Orange County Breakfast Meeting.

• Learn the strategy and tactics of networking to build up your referral network.
• Learn how to "work a room" effortlessly.
• Learn the secrets of peering into a stranger's Rolodex within 60 seconds of shaking hands.
• Learn the 11 networking protocols to triple the number of quality connects made at networking events.

This will be a most useful breakfast event for many of us, so don't miss it. And don't pass up the opportunity to do some first-hand networking with your fellow consultants in the greater Orange County area. See you on April 14

About Patrick Henry, President of the Referral Engine Company

Patrick Henry, as the Fishing Coach, has taught marketing and new client development skills to independent consulting professionals and to major firms such as the Bank of America, Deloitte & Touche, Rodi Pollock, Smith Barney, and White & Case. He is the Managing Partner of the Referral Engine Company, which teaches professionals how to build, nurture and harvest a network of referral sources to generate new business. He holds an undergraduate degree in marketing from Cal State University Northridge and an MBA from USC. In addition to his fishing business, he is an Adjunct Professor at the Lloyd Greif Center for Entrepreneurial Studies at USC.

Time & Location

New Location
This meeting will be held in the Mezzanine Restaurant, 19800 MacArthur Blvd., Irvine, CA 92612 (in basement of 19800 building shown to the left). This is a classy restaurant and is closer to the 405 Freeway than the Coco's where we met last. It is easily to get to from the 405 or 73 Freeway, or from Jamboree or MacArthur. The driveway entrance is from Fairchild Road, not MacArthur. When coming from the 73, exit on Jamboree. Park in the structure. Parking is validated.

• Place: Mezzanine Restaurant, 19800 MacArthur Blvd., Irvine, CA 92612
• Date: Friday, April 14, 2006
• Time: 7:00 a.m. - 9:00 a.m.
• Cost: $12 for IMC members, $17 for non-members, exact change appreciated. This includes any choice from the IMC hot breakfast menu, tax and tip included. Park in the structure. Parking will be validated.
• RSVP: Via email to