Consult-Con 2022 Program
Thursday, November 17, 2022
5:30 pm to 6:30 pm – Leadership Reception (By Invitation Only)
Friday, November 18, 2022
8:00 am to 12:00 pm – Leadership Summit
Interested in leadership within IMC USA? Visit the Leadership Summit to learn how you can get involved in volunteer and leadership capacities within the organization. More detail coming soon!
1:00 pm to 4:00 pm – Concurrent Workshops
Rainmaking Tools For Consultants
With Henry DeVries and Mark LeBlanc, CSP
As a consultant, do you lack enough impact and influence in your business development? What if you could find out how you compare to your peers when it comes to making smart business development decisions investments of your time, your treasure, and your talent. You cannot ask your most successful competitors their secrets of rainmaking. So we did it for you.
Consultants attend this workshop when they are experiencing the following business development issues:
- Want to quickly gain more credibility
- Frustrated they do not have enough qualified prospects in the pipeline
- Yearn to have more impact and influence
- Worried they have hit a revenue plateau
- Want better ways to leverage their time
This Interactive Workshop Includes:
- How To Persuade Prospects With A Story
- 4 Must-Have Conversations To Enroll Clients
- Magnificent 7 Ways To Generate Leads
- How To Build Trustworthiness In Two Minutes Or Less
Henry DeVries writes a weekly business development column for Forbes.com and is the cohost of The Marketing With A Book Podcast. He is CEO of Indie Books International based in Oceanside, California and has ghostwritten or edited more than 300 business books, including his #1 Amazon sales and marketing bestseller, How To Close A Deal Like Warren Buffett. In his book and presentations titled “Rainmaker Confidential” and “Persuade With A Story!” he shows thousands of professionals each year how to uncover hidden asset hero stories that communicate trustworthiness in two minutes or less. He earned his MBA from San Diego State University and a certificate in Leading Professional Service Firms from the Harvard Business School. On a personal note, he is a baseball nut who has visited forty-four major league baseball parks and has three to go before he can touch ‘em all.
Mark LeBlanc, CSP runs a speaking business based out of Minneapolis, Minnesota. He conducts presentations and creates retreat-type experiences for independent and practice professionals who want to create an extreme sliver of focus and put more money in their pocket. He is the cohost of The Marketing With A Book Podcast. His nationally renowned Achievers Circle business retreat is ideal for professionals who want to develop a path and plan for true business growth. In fact, he has authored or coauthored five business development books, including his underground bestseller Growing Your Business. He has given over 1,000 presentations and conducted over 200 business retreats. Mark is a past president of the National Speakers Association and was inducted into the Minnesota Speakers Hall of Fame in 2006.
1:00 pm to 2:30 pm
Ethics in Management Consulting: Fantasy or Reality?
Note: Fulfills the annual Ethics requirement for maintaining CMC® certification
Among the issues to be addressed in this 90-minute interactive session are:
- Will ethics in future workplaces grow in importance?
- Is doing what one has the right to do always ethical?
- What’s the best definition of ethical practices?
- Can ethics be culturally situational?
At IMC USA ethics has long been a core-principle and key in consultants achieving their Certified Management Consultant designation. The commitment of ethical business practices is taken so seriously that every IMC USA member is required to pledge in writing to abide by our Code of Ethics.
More information about ethics and management consulting can be found here: https://www.imcusa.org/ethics
About Juan A. Negroni, CMC®
Born in Cuba, he is the immediate past chair of the Institute of Management Consultants. His international corporate and consulting careers have taken him to 51 countries. For the last 25 years he has worked with organizations as an advisor/consultant, bilingual facilitator/speaker and writer. His consulting venue has covered smaller organizations to ones with over 15 billion dollars in sales…always with the goal of “getting team members heads into the game.”
Juan, as an external member of a Deloitte Touche team, participated in fine-tuning the firm’s ethics training program. Over a five-year period he went on to facilitate 249 ethics sessions for Deloitte from California to Puerto Rico.
3:00 pm to 4:30 pm – CMC: The What, Why and How
With Loraine A. Huchler, P. E., CMC, FIMC and David Norman, FIMC, CMC, CMC-AF
In this session you will learn:
- What is the CMC?
- Why you need it as a professional consultant?
- How you go about the application process?
The presenters are IMCUSA Fellows and experienced CMC consultants. As we review the new, streamlined process, you will:
- Gain a clear understand of the application process and the requirements for you and your references
- Define your competency as a consultant
- Define the value of your services to your clients
Loraine A. Huchler, P. E., CMC, FIMC
Loraine Huchler is a Certified Management Consultant (CMC),” and currently serves as the IMC Vice-President of Professional Learning and Development and is an instructor for the IMC course that teaches the fundamentals of management consulting, Mastering Management Consulting (MMC) and is a contributing author for the IMC introductory course for management consulting, QuickStart. For the last 25 years, she has run a highly successful consultant practice that assesses and manages risk in water-related utility systems. She has published numerous peer-reviewed articles, published a book and serves on the editorial board of an engineering trade publication. Ms. Huchler has a Bachelor of Science degree in Chemical Engineering from the University of Rochester, Rochester, New York and is licensed as a Professional Engineer.
5:00 pm to 7:00 pm – Conference Welcome and Opening Keynote
Never Be The Same: How Successful Consultants Grow Their Business
Mark LeBlanc, CSP
Find out how you can set yourself a part from your competition and accelerate your results. LeBlanc will share how one decision, one tool and one strategy can change your game. You will learn what you need to know and what you need to do in order to create an extreme sliver of focus, by answering the million dollar question.
Mark runs a speaking business for independent professionals who want to grow their business or practice and put more money in their pocket as a business owner. He has clocked over twenty thousand consulting and coaching hours. His latest book is Bringing In TheBusiness Without Sounding Like a Salesperson.
Saturday, November 19, 2022
9:00 am to 10:00 am – Saturday Opening Keynote
How Your Social Media Brand Can Elevate Your Business
Jane Cavalier Lucas
Despite of the great success of social media marketing for corporations, many consultants still aren’t using it well. This is because they are unsure how to use the platforms. Social media is a great place to reach your current and potential clients, showcase your level of expertise, build reputation, and generate leads. Since most prospective clients are 60% into the buying decision before they reach out to you, social media gives you the opportunity to reach them early and guide them to your door. The key is to break through the tens of thousands of others competing for attention on social media. I’ll make it easy by giving you real world examples and simple steps you can take to leverage social media for your business without overinvesting time and resources on it.
- Learn the 5 Basic Steps to Effectively Using Social Media
- Discover the Most Common Mistakes to Avoid
- Explore How to Build a Powerful Professional Profile, Amplify Reputation and Post Content to Generate Leads
Jane Cavalier Lucas has worked with over 100 companies to build brands and reputations that make a difference including American Express, Samsung, Johnson & Johnson, U.S. Navy and AT&T. Prior to founding BrightMarkConsulting, she held leadership positions on Madison Avenue and launched four successful marketing agencies. She made Snapple mainstream with Made from the Best Stuff on Earth, Qwest into a fourth telecom with Ride the Light and drove branding solutions for clients at McCann Erickson Worldwide, the world’s largest advertising agency, including ExxonMobil and Motorola.
10:20 am to 11:50 am – 3 Concurrent Sessions
How to Start/Restart Your Consulting Business
Here’s the fastest way to start – or restart – your consulting business! This workshop provides a process to match your experience and expertise to the right kinds of problems, projects and clients. When you identify the problems that you can solve and the solutions that clients would buy from an independent consultant – you won’t waste time on prospects that will never buy! Change is constant: even seasoned consultants can benefit from a re-assessment of their increased experience and expertise and their ability to work on larger, more complex problems and projects and higher-value clients! In this workshop, you will be able to ramp up your consulting practice by:
- Defining the subset of your experience and expertise that has value to prospects
- Defining the kinds of problems and projects that you can solve AND that clients will buy
- Defining the category of highest value prospects (e. g. market segment, revenue, economic & regulatory trends, geography
Todd Ellis serves on the IMC USA Academy Committee, contributing his expertise to develop a stronger curriculum for our introductory course, QuickStart and updating the case study in our fundamentals course for early career consultants, Mastering Management Consulting. He is building a consulting practice that focuses on employee retention, time management and executive coaching by using peak performance metrics and training. During his 20-year career in education, Mr. Ellis developed usable, productive tools for both business and personal life. Mr. Ellis earned a Bachelor of Arts in Psychology from the University of South Florida.
Loraine A. Huchler, P. E., CMC®, FIMC
Loraine Huchler is a Certified Management Consultant and currently serves as the IMC Vice-President of Professional Learning and Development and is an instructor for the IMC course that teaches the fundamentals of management consulting, Mastering Management Consulting (MMC) and is a contributing author for the IMC introductory course for management consulting, QuickStart. For the last 25 years, she has run a highly successful consultant practice that assesses and manages risk in water-related utility systems. She has published numerous peer-reviewed articles, published a book and serves on the editorial board of an engineering trade publication. Ms Huchler has a Bachelor of Science degree in Chemical Engineering from the University of Rochester, Rochester, New York and is licensed as a Professional Engineer.
How To Get Your Book Published
If you are a consultant that seeks more credibility, more impact, and more clients, then you should be an author of a client-attracting book. To gain more impact and influence, the best approach is to demonstrate expertise by sharing valuable information in a book and then speaking about the book.
Authoring a book is the #1 business development tool for a consultant while speaking about your book is the #1 business development strategy. Research has shown this to be a proven process for marketing with integrity and earning a 400% -to-2,000 % return on your business development investments of time and resources. The best business development investment a consultant can make is to get help with the writing, editing, publishing, and promotion of a book through a traditional publisher or an independent/hybrid publisher.
But be warned: not just any book will do! Many consultants have learned the hard way by going the DIY writing and self-publishing route. However, other consultants have earned an extra $1 million dollars in client fees and speaker honorariums as a result of writing and publishing the right book in the right way, i.e., with help from professionals. Thus this session will demonstrate:
- Why writing the right book is the starting line, not the finish line
- How your client success stories are your hidden assets
- Eight great ways to write the right book
- The pros and cons of traditional publishing vs. indie publishing
- How to avoid a tragic mistake that cost one consultant $500,000
- Do you need an agent on your team?
Henry DeVries writes a weekly business development column for Forbes.com, has authored 14 books on business development, and is the CEO of Indie Books International (www.indiebooksintl.com), a California-based book publisher for thought leaders. In the last decade he has ghostwritten, edited, and published more than 300 books, including his international bestselling book from McGraw-Hill, How To Close A Deal Like Warren Buffett – now in Chinese.
Ken Lizotte CMC, author of nine books, is Chief Imaginative Officer (CIO) of emerson consulting group inc., a firm that has transformed over 400 consultants and professional services firms into published thought leaders throughout the past 25+ years. Ken’s books include The Expert’s Edge: Become the Go-To Authority that People Turn to Every Time (McGraw-Hill) and The Speaker’s Edge: the Ultimate Go-To Guide for Locating and Landing Lots of Speaking Gigs (Maven House Press). As an active member of IMC, he has served as chair of Consult-Con in both 2020 and 2021, as president of IMC New England from 2000-2005, as a national board member 2017-2018, and founded IMC’s Chat Room in 2017. He currently hosts IMC’s monthly C2M Live! Zoomcasts.
A frequent speaker at such venues as the CEO Club of Greater Boston, Harvard University’s Extension School, the Society of Professional Consultants and the Concord Festival of Authors, he also serves as pro bono President of the Board of Trustees of Thoreau Farm, the birthplace of Henry David Thoreau in Concord, Massachusetts. He LOVES seeing his clients’ books get published! Website: www.thoughtleading.com
How to use Negotiation Strategies to Enhance Client Relationships
About the session: Many consultants focus solely on negotiations that occur on behalf of their clients. However, many of them overlook the critically important step of actively negotiating with their clients to build lasting relationships.
After this breakout session, attendees will have:
- A better understanding of how negotiation applies to consultant/client relationships
- Strategies to interpret your client’s wants and needs by applying tactics learned throughout the session.
- Examples and practical applications for creating and maximizing value by forming and applying a collaborative negotiation style.
James Followell is the Chief Financial Officer and internal management consultant for Rainbow Blossom Natural Food Markets, as well as the owner of Quantum Consulting, LLC. He has over 17 years of experience with negotiating, management consulting, management accounting, data analytics, business strategy, and providing financial analysis to businesses. James holds a Bachelor of Science in Business and a Master of Business Administration from Murray State University, and a Juris Doctor with an emphasis in Transactional Law from the Salmon P. Chase College of Law at Northern Kentucky University. James’ certifications include: Certified Management Consultant (CMC®), Master Negotiator (Program on Negotiation at Harvard Law School), Accredited Small Business Consultant (ASBC®), Certified Business Negotiator (CBN™), Executive Certificate in Negotiation Mastery from Harvard Business School, Professional Certificate in Data & Visualization Analytics from the Institute of Management Accountants, and a Certificate in Theory and Techniques for the Advocate & Mediator from the Alternative Dispute Resolution Center at Northern Kentucky University. James was selected by Louisville Business First as a Forty Under 40 Honoree in 2018, and as a Best in Finance honoree in 2022.
12:00 pm to 1:30 pm – Awards Lunch
1:30 pm to 2:00 pm – International Management Consulting Highlights
2:10 pm to 3:40 pm – 3 Concurrent Sessions
How To Create Your Brand Today for Exceptional Engagement and Visibility Tomorrow
You wish you were better known. You’d love to be regularly published in an industry publication as a content contributor. You want to be quoted in the media. You dream of a doing a TED talk.
You know that any of these will boost your reputation as a sought-after authority. And you know that clients — and you — will be better off as you elevate your standing as a leading authority and thought leader. So, what can you create today for better brand engagement tomorrow?
Join Roberta Guise and Lisa Apolinski, CMC for a robust, interactive discussion on the future of branding and how to advance your status from anonymous to known.
- Ways to create your brand story
- Tools to transition from anonymous expert to recognized thought leader
- Why you should care about the intersection of reputation, influence, opinions and thought leadership
- How building a community strengthens your personal branding
- Why opinions are the hallmark of thought leadership and how to create them
- Developing a more humanized brand
- Handling imposter syndrome, limiting beliefs and other confidence issues that hold you back
- Learn how to harness the power of stories
- Draft your core message, including what you want to be known for together with your purpose or “why”
- Discover why you should build your community to help with your brand
- Understand the ways to humanize your brand
- Leave with a snapshot of your online reputation and a simple how-to guide for your online and interpersonal reputation at any time
- Outline your path to advance from expert to thought leader and draft your 14-day visibility action plan
Lisa Apolinski, CMC is the CEO of digital consulting agency 3 Dog Write, helping businesses accelerate revenue using digital means. In the last decade, she has helped her clients create over $1 billion in new revenue growth. Because of her thought leadership, she has been dubbed “America’s Digital Content Futurist”.
Roberta Guise is a trusted advisor to professionals, executives, and entrepreneurs on growing their influence, expanding their thought leadership footprint, and developing their personal brand with confidence so that they build a reputation as a sought-after authority in their field.
She’s creator of Rock Your Reputation® along with the live online program of the same name, and is Principal at Guise Marketing and PR. She also founded and leads FemResources, a 501c3 nonprofit whose mission is to close the gender gap in technology.
Her opinions have been published in such publications as San Francisco Chronicle, Sacramento Bee, BusinessWeek, Fortune magazine, Wall Street Journal, TechTarget, The Nature Conservancy magazine and Bird Watchers Digest. She has guest appeared on a range of podcasts and national radio programs.
Roberta is currently writing a book on personal branding and reputation development. To keep her brain neurons firing and wiring, she swims year ‘round in the frigid waters of San Francisco Bay.
How To Produce Your Own Podcast/Audio and Video Live-streaming
How to Optimize your Video Presence
From Zoom presentations to podcasts to client meetings, we are all on video much of our lives. This fast-paced interactive session will show you the “how to” of looking and being your best online. You’ll learn. . .
- How using make-up and lighting—yes for men, too—can make you look younger
- Where to look so that your audience feels like you’re speaking directly to them (HINT: it may not be where you think)
- How you can create your own teleprompter with Microsoft Word®
- Pitfalls to avoid when using multi-media.
- How what you wear, not only colors—and makes a difference (HINT: One type does not fit all!).
Joyce Gioia, CMC, CSP, FIMC
A veteran of over 70 TV appearances both in the US and abroad, Joyce’s commentary regularly appears on the podcast The Future of Life, Work and Wellness with Ingomu. She has been speaking professionally over 25 years and has wowed audiences on seven continents as well as the seven seas. Often quoted in magazines like FORBES, INDUSTRY WEEK, and TIME, Joyce’s client list includes SAP, Viking Cruises, and Procter and Gamble. Her new ground-breaking book, Experience Rules: How Positive Experiences Will Drive Profit Into The Future (Indie Books, July 2022) forecasts the re-organization of corporate structures to optimize profit. Her new TV Show, It’s Your Future with Joyce Gioia will appear on the Futures Television Channel of Roku.tv.
Do You Do Video?
In his presentation, “Do you do video?” Carl Potter will share some insights that he has learned and how he uses technology that is cheap and easy, as long as you don’t take yourself to seriously.
Participants will learn:
- How to stand and deliver as if they are in the same room with their audience
- Understand why the cost effective and easy to use platforms work best for most people with a message
- Why you should get up in front of the camera and “do it.”
Carl Potter, CSP, CMC is a Certified Safety Professional and has been working with companies for 30 years helping them create safe workplaces. His messages are typically delivered through in-person keynotes, seminars, and workshops. He has written many books on the subject of workplace safety, as well as hundreds, if not thousands of articles for magazines, newsletters, and online postings. As he progressed in the business he has seen technology change in the way his message is delivered. His message has not changed but the way it is delivered is constantly changing.
Carl’s goal has been to use technology in a way that mimics his “in person” presentations. He stands up, sits down, moves around and generally is himself on camera. He learned this many years ago conducting safety training for a major telecommunications company on their closed network. He found out that the audience liked it when he kept it real.
Carl has posted many videos on YouTube, Vimeo, and even TikTok. When his speaking schedule was pretty much trashed by the Covid-19 Pandemic he quickly learned to use Zoom, MS Meetings, and other platforms to keep his message alive so employees can learn to create a workplace where it is difficult to get hurt.
How to Produce a Podcast in 3, 2, 1
The last several years has proven why it is so critical to build a virtual brand and image through a podcast channel. In 2020, 32% of Americans were listening to podcasts monthly. 54% of podcast consumers say that they are more likely to consider the brands they hear advertised on podcasts, compared to 7% who say they are less likely. With a podcast channel, the best way to start is to start small with showcasing a niche. You may be the only consultant/association that works with a particular group, so what is it that you want to share with your clients/members to help them remain current in their profession? Or what type of information are you sharing that supports current clients/members while also helping to grow your clientele/membership? In this 30-minute session, we will briefly discuss:
- Where to easily set up a podcast channel with minimal podcast experience
- How to start building the podcast channel with one podcast at a time
- Why it is important to integrate the podcast channel with other forms of communication and marketing
Dr. Sissy Meredith currently serves as head of professional development and learning management system implementations at AMC Source. She is also an executive business and human resources consultant for several clients in higher education and healthcare. Career accomplishments within varied industries include executive leadership for strategic workforce and organizational development; professional leadership development; performance coaching; policy and procedure design; 360 talent management; and cultural intelligence. In addition, she has founded several competency frameworks and numerous original learning resources; and knows what it takes to build virtual presence in the form of online courses and knowledge centers, and conferences, webinars, podcasts, and virtual workshops. She earned her Ph.D. in Communications focused on learning behavior and is currently furthering her education in artificial intelligence, beekeeping, and bourbon studies.
How to Find, Create and Continually Refresh Strategy
This session will examine different cases to explore how to help your clients determine the strategy they need, create it, and continually reexamine and refresh using scenario planning.
- How to build a customer-specific strategy.
- What to take into account when crafting a strategy.
- How to integrate scenario planning to avoid surprises and continually refresh strategy.
Originally a native of the Netherlands, Joost is principal and owner of 3VC Consulting LLC based in Louisville KY where he has made his home since 2014. Before this, during a 36-year career he worked in various managerial roles in the steel manufacturing and processing industry in five different countries. Joost speaks six languages fluently and is dabbing a bit in Italian. He is married and has four children. He loves music, food, hiking and playing his piano.
4:00 pm to 5:00 pm – Saturday Closing Keynote
How to Market Like a Rock Star!
You will learn what it takes to become known as an expert and an influencer among clients and potential customers from this high-energy presentation. The videos, music, and unique stories from Craig’s days touring with Guns N’ Roses and Air Supply, and his days working with corporate giants including Baskin Robbins, Los Angeles Dodgers, ESPN, and the Academy Awards will delight and inspire you!
Sunday, November 20, 2022
7:45 am to 9:00 am – Networking Breakfast/What Platforms Do You Actively Use?
9:00 am to 10:15 am – Sunday General Session
It’s Not “The What” But “How” You Consult
A somewhat unorthodox look at consulting for your Sunday morning experience. The lively session is designed to help you think differently, break some norms, and develop a practice that is differentiated and distinguished. Your learning nuggets will include both identification of the various Traps we fall into and the offsetting Tips to help you create success, while perhaps provoking some outside-of-the-normal thinking and poking a few ‘rules’ in the process. Whether opinionated or not, the presenter has survived 49+ years consulting to management; you just might owe it to yourself to unwind in some irreverence.
- Learn some tips to reduce your practice headaches
- Reframe the way we sell to prospects for better results
- Improve cash flow from services
David Norman, FIMC, CMC, CMC-AF
David Norman is a Certified Management Consultant (CMC) and has served organizations for 49 years as inside leadership and outside advisory resource. His expertise is in creating enduring organizations with change-oriented leadership which adapts in a volatile, changing business landscape. He has also been recognized by his peers for his contributions, including the FIMC (Fellow award, one of only 60 so awarded to management consultants in US) and the Academic Fellow, an international award for contributions to university studies (first ever awarded to US-based consultant). Currently, he is Chair of the Board of IMC USA Foundation and served on the Institute of Management Consulting USA (IMC USA) Carolinas Chapter Board, the National Board of Directors and served as CEO and Chairman of the Board 2011-2013. He is past-(Founding) Chair and CEO of the Board of Lost Province Center for Cultural Arts, an Ashe County based 501(c)3 organization in Ashe County, NC. After selling his executive coaching practice, he, semi-retired, and his wife, Louise, retired, live on their lavender farm in the county, near Lansing, NC.
10:30 am to 11:30 am – Closing Keynote
Pave The Way: How to Navigate These Times as a Consultant
The world is changing at an accelerated pace, driven by the rise of automation, socioeconomic change, and post-pandemic shifts. As we experience transition on a global scale, consultants will require a bold vision and the courage to lead through uncertainty. In this closing keynote session, Manisha Dhawan shares three key principles to thrive as a consultant in these turbulent times.
Manisha Dhawan is an ICF-accredited coach, facilitator, speaker, and author. For over twenty years, Manisha served as a strategic partner for organizations to innovate and launch new products and services. She brings real business experience starting with roots in her family business, Applied Membranes Inc, followed by several years leading digital transformation and change management across companies including PwC, Deloitte, Slalom, and Taco Bell Corp.
Manisha formed her company MPath Coaching to empower individuals and organizations with executive coaching, workshops, leadership training, and speaking engagements. She has worked in sectors ranging from manufacturing and healthcare to technology, consumer goods and more.
Manisha holds a B.S. in Chemistry and MBA from UC Irvine, and her coaching certificate from iPEC. She is an EverythingDiSC authorized partner, certified in Emotional Intelligence, Design Thinking, CliftonStrengths, and Energy Leadership Index (ELI).
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