IMC Southern California — Monthly Meeting

Evening Session

How to Turn Small Clients Into Big Clients

It is easier to do more business with clients that already know you than to find new clients. Don’t let this important source of “add on” consulting revenue escape from you. It is one of the keys to building a successful consulting practice. Mae Lon Ding, President of Personnel Systems Associates, will share her secrets with us from the proposal stage of the consulting project to follow-up after project completion:

• 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
• Bill for more of your time and still keep the client happy
• How post project completion follow-up can lead to more work
• How to keep your name at the top of the list
• Most common misstates that consultants make

About Mae Lon Ding, President, Personnel Systems Associates Inc.

Mae Lon Ding started her firm, Personnel Systems Associates in Anaheim Hills over 22 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 including companies like Wells Fargo, PacifiCare, and Arco. 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, the Orange County Register, the Chicago Tribune, Working Woman, and many other publications across the country.

Afternoon Workshop

How to Have Difficult Conversations With Upset Clients

We've all been there. A client is upset with us and we want to have a conversation with them that makes a difference. In this interactive presentation we'll have a chance to learn and practice a method based on the practical experience of over 30 years of consulting combined with recent research in neuro science. The promise of the session is you'll leave with a methodology you can refine to your own personality and to the circumstances you may encounter when faced with someone who is upset.

About Tom Drucker

Tom Drucker serves as both a trusted advisor and a business consultant to owners and leaders. He is called when there are problems with people performing or with how a business is growing or producing results. He is a results oriented behavioral scientist with global business experience. Tom’s work is unique because he understands the psychology of people while also being able to diagnose and improve the systems and work flows to make measurable changes in business performance. Lasting change comes as people learn to think creatively and act collaboratively to create new levels of success.

Whether it's teaching customer service at Cisco, coaching financial executives at GE on leadership in the era of Sarbanes-Oxley, transforming the HR function at the Ford Foundation into a customer focused team, or helping transition a father turning over the operation of his business to his daughter at Playboy, Tom is known for impacting the lives of leaders by enhancing their ability to harness the collective intelligence and imagination of the people they lead. He's known for making the tools of big business available to the owners and leaders of mid-market companies and professional service partnerships. Tom serves on the Board of the Otis College of Art and Design in Los Angeles where he has started a mentoring program for young artists.
For more information, please visit: http://www.corporateinnovation.com/