Presentations - Business Development
Professional Services Consulting - Tracking Labor Costs and Setting Billing Rates
Weds, 12:45-2:00 PM - Session 401 - Leslie Shiner, MBA
Whether you set your own billing rates, or help your clients set theirs, it is crucial to understand and measure the true costs of labor. Determine all costs that should be included in a fully burdened labor rate and used to set billing rates. Discover ways to track and account for billable and non-billable time. Learn how to use tools such as zero dollar checks, shadow payroll and actual payroll to create accurate costs. Analyze different allocation rates to not only cover overhead costs, but improve your profitability.
Market and Selling Yourself, Your Firm, and Your Services*
Weds, 2:05-3:20 PM - Session 402 - Leslie Shiner, MBA
Why are some consultants very busy and others begging for work? Learn different methods to grow your practice and your business. Learn the secrets of building long-term relationships. Uncover ways to focus your practice to achieve increased billing rates and better client quality. Discover ways to market on a small budget, explore business opportunities, and ask for referrals. We will analyze the advantages and disadvantages of working on your own as well as becoming part of a larger firm. *Session repeats on Friday.
CRM For You and Your Clients
Weds, 2:05-3:20 PM - Session 403 - Alain Legrand
You've probably heard the acronym CRM, but what does it really mean for you and why should you tell your clients about it? In this session, we will demystify CRM. We'll highlight the tangible benefits of various functions in CRM and will show you why CRM should be at the centre of the growth strategy of any business. Understanding what CRM can do puts you in a position to add significant value to your clients, which in turn will help you grow your own business. We'll provide several practical scenarios where CRM can provide significant improvement to the day-to-day running of a business.