October 2017 IMC Conference Agenda
Friday October 20th
12:30 pm – Pre-Conference Four-Hour Workshop
Accelerating Your Growth from Top Line to Bottom Line
Henry DeVries & Mark LeBlanc
A four-hour pre-conference workshop
Free with conference admission ($149 if not attending IMC USA Conference)
- “Getting the Money Right: Menus, Models, and Margins” and “The Nine Best Practices for Growing a Practice” by Mark LeBlanc, author of Growing Your Business and Never Be the Same, and past president of the National Speakers Association
- “Persuading Prospects with a Well-Crafted Defining Story” and “The Secrets of Goldilocks Pricing for Consultants,” by Henry DeVries, CEO of Indie Books International, continuing education dean emeritus at the University of California San Diego, and author of Persuade with a Story! and How to Close a Deal Like Warren Buffett
Workshop Bonus: Everyone in attendance will receive a copy of Henry’s and Mark’s new book: Build Your Consulting Practice: How Successful Independent Consultants Grow their Business and Deliver Value to Clients. Based on research, the code has been cracked. There is a group of successful independent consultants who no longer struggle with the ups and downs of the revenue roller coaster. This book is a how-to guide that takes the mystery out of business development with pragmatic advice and case studies in three areas: money, focus, and marketing. Follow the nine best practices in this trio of activities and you will succeed.
3:30 pm – Registration Opens
5:30 pm – Opening Keynote
Under the Magnifying Glass: Good to Great Presentations!
Being a powerful, persuasive presenter is no longer simply a nice skill to have for a coach. It can be the difference between business and career life or death. If your audience is one, five, fifty or five hundred you want your message to be memorable for all the right reasons.
Nobody is better than Patricia Fripp at helping you increase your presentation knowledge and impact.
Do not miss our opening general session keynote. We promise it will be entertaining, thought-provoking, and content-rich. You will learn specific techniques that will guarantee that both you and your presentations build credibility and business.
You will understand how to do the following:
- Take your client conversations and presentations from good to great
- Add small, specific techniques that impact your message positively
- Present information in the right order for retention
- Understand the number one secret of a great speech
- Dramatize your stories and client examples
- Add the power of specificity
- Emotionally connect to every audience
6:30 pm – Opening Networking Reception
Saturday October 21st
7:30 am – Hosted Networking Breakfast
8:30 am – General Session
“Energize, Educate, and Entertain: Connect With Any Audience Every Time”
World champion of public speaking Ed Tate won the coveted Toastmasters International World Championship of Public Speaking, finishing ahead of 175,000 members from 70 countries, in 2000.
As an author, Ed co-wrote Motivational Selling: Advice on selling effectively, staying motivated and being a peak sales producer. He was also a contributor to Stories Trainers Tell (2003, Jossey-Bass Pfeiffer) and The Seven Strategies of Master Presenters (2004, Career Press). Additionally, Ed co-produced the six-CD audio album, Speaking Secrets of the Champions and the four-CD audio album, Connect with Any Audience.
“When Does the Business of Consulting Get Easy?”
Jim Horan, best-selling author of The One-Page Business Plan
The business of consulting is conceptually easy…but most of us make it very difficult, in fact too difficult. So when does the business of consulting get easy? In this session Jim Horan, former Fortune 500 executive and subsequent creator of the revolutionary The One Page Business Plan® will share how he went from a struggling career changer consultant to the owner of an international successful planning and performance management solutions company with over 500 consultants. Attendees will learn at least 50 little and big things that will not only make your consulting life easier…but made your practice more profitable, sustainable and fun!
10:00 am – Networking Coffee Break
10:45 am – Concurrent Sessions
Voice of the Customer Panel: If Your Clients Aren’t Hearing You, Maybe You Aren’t Listening
The key to getting your advice taken has little to do with the content of your advice, and everything to do with the context of how you listen to others. This session shares three steps to being more influential, including practical techniques to improve listening and be more influential in meetings. Client intimacy, as a strategy, usually ends up not being about the customer at all. This session turns the concept of customer intimacy on its head through a provocative look at intimacy in client relationships, exploring how it drives business results (hint, it’s not about the data) and offering practical ways to increase it, and grow business, through trusted relationships.
Rules & Tools Panel: How to Have a Collaborative Practice Using Virtual Connections
Panel discussion led by:
Brigadier General Jeffrey Foley, US Army (retired)
Dawn Nicole, Chief GrowGetter & Secret Sauce Growth Strategist C.S.M., P.M.P
Noon – Hosted Luncheon Speaker
Using Success Stories to Attract Clients
According to actor Will Smith, “No one is better than Michael Hauge at finding what is most authentic in every moment of a story.” Well-told (and well-written) success stories not only create a powerful connection between you and potential clients, they establish your skill and your credibility as a consultant. In this presentation, Hollywood story expert and best-selling author Michael Hauge will give you the six simple steps you must employ to create vivid, emotionally gripping stories that will transform your audiences and readers, move them to action, and ultimately increase your client list and your revenue.
1:45 pm – Concurrent Sessions
How the IMC’s Reason for Being Became its Strategy—and How Your Story Can Become Your Strategy Too
This session will introduce the IMC Reason for Being, dissect its construction, and make available to attendees the rationale and processes for doing similar work on their own. The emphasis will be how three tools, business design, experience, and story, work together to achieve a single vision everyone can support.
Mike Wittenstein, CMC/CSP, knows the value that making the right promises creates for clients—and the business value of keeping them. As a business storyteller and experience designer, Mike teaches how to create experiences that connect—so that clients discover them, then share them with others.
You Are the Star: Take Your Good Presentations and Make Them Great
Opening keynoter Patricia Fripp offers her legendary razor-sharp “mini-coaching. Both “coaches” and audience members see the principles from her keynote in action in your presentations. In this completely interactive session willing volunteers deliver a segment of their content, story or sales conversations. As a consultant you realize this is one of best ways to demonstrate your advice. We promise if you attend this breakout you will improve your communication skills and consulting impact.
3:00 pm – Concurrent Sessions
Get Yes! To Your Request
Forty percent of a consultant’s time at work is engaged in persuading, convincing and influencing. In a recent workplace study (“What Do You Do at Work?”) by Qualtrics, people are devoting 24 minutes of every hour to moving people. Consultants consider this aspect of their work critical to their professional success. While there are thousands of tactics that consultants and professionals use to influence, the majority fall into six basic categories.
By the end of this session, participants will:
- Persuade people to get a Yes to their every request
- Immediately apply a 6-Step Influence Model
- Discover the benefits of using their influence first and their power last.
- Increase their health, wealth and happiness by reducing the frustrations associated with influencing. Add proven tips, tools and tactics to their influence tool kit
- Discover the six most common mistakes when attempting to influence others
Attendees will have lots of fun in this interactive session led by Saturday morning keynoter Ed Tate.
Your Hidden Game: 8 Invisible Agreements that Control Your Consulting Business
Sharon Rich, Founder and CEO of Think Business Growth
For much of my 25+ years in the advertising business, I was in key leadership roles. Yet, despite being responsible for supporting the acquisition, retention and success of multi-million dollar accounts, I was never given any business or leadership development or support. No CEO ever had a conversation with me about leading change, managing others effectively, or growing the business. I started to notice that this was true for the vast majority of leaders I came into contact with. It explained why so many smart, talented, hardworking, dedicated and committed leaders were struggling, stressed and dealing with more failure than was warranted.
I decided to create the support that I wished I had been given. Think Business Growth is that support system for leaders and leadership teams.
CMC Primer Workshop
6:00 pm – Networking Reception and Awards Gala
Sunday October 22nd
7:30 am – Meet the Experts Networking Breakfast
8:30 am – General Session
Stop Global Boring
Consultants who can effectively communicate and connect with clients and prospects are far more successful than those who don’t. Kathy McAfee will show you how to increase your value to clients and grow your practice by mastering the arts of high-engagement presentations and networking that builds lasting relationships.
Kathy McAfee, author of the book Stop Global Boring, is America’s Marketing Motivator, a professional speaker and executive presentation coach. She has helped thousands of corporate leaders and consultants to grow business success by mastering the arts of high-engagement presentations and effective networking. Kathy is a graduate of Stanford University, a published author and an award-winning blogger.
9:30 am – Closing Keynote
Killing Cats Leads to Rats: Avoiding Unexpected Consequences for Consulting Clients
10:45 am – Concurrent Sessions
Tech Talk: The Seven Most Important Things Consultants Should Know About Cyber Security
Philip de Souza is the founder and president of Aurora (aurorait.com), a California based consulting firm specializing in cyber security and compliance. In addition to setting the vision for Aurora’s technology and service offerings, de Souza spearheads the company’s growth and business development initiatives to strategically position Aurora as a unique and trusted advisor to its clients globally. Founded in 1990, Aurora serves medium and large enterprise clients. de Souza is also the founder of SecurePATH™ (securepathinc.com), a data encryption and regulatory compliance software company.
The Client Connection Challenge
Prior to becoming a professional coach, nearly a decade ago, Alan worked in public relations and human resources for more than twenty years, and wrote “Those Difficult Talks for PR Pros: How Best to Say What Needs to be Said to Clients, Colleagues and Employees. Alan served as Scholastic Inc.’s Director of Corporate Training and Development and Director of Publicity, leading the promotion team for the multi-million-copy bestselling Harry Potter book series. His new book, The Connection Challenge: 52 Weeks of Creating Power and Possibility in Your Life and the World, will be released in early 2017.
Noon – Adjourn
Conference Begins In