FMCC Webinar review: “Vetting Prospective Clients”

Friday, October 24th, 2014

Webinar date: October 23, 2014

Learn more about the benefits of being a member of IFMA’s FM Consultants Council

Presentation Slides:

Slides will be available soon in the members area on the FMCC website

 FMCC Webinar: “Vetting Prospective Clients”


FMCC Webinar review: “Vetting Prospective Clients”


Creating a thriving FM consulting practice means having good clients that are enjoyable to work with that provide you with a predictable cash flow. How do you know that a prospective client will be a good client or a bad client? This webinar will go over some of the guidelines that you should build into your “go/no go” decision making process when considering a new client relationship.

Learning Objectives: 

1.     Options for researching the viability and track record ofthe prospective client
2.     How to Determine if they are they are a good fit for you company
3.     What are the “red flags” to look for
4.     Clauses in the contract that ensure that you’ll get paid
5.     Retainer & payment options 
6.     Fair compensation for scope changes
7.     Maintaining leverage for payment
8.     Legal options and costs

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Presenters’ Biography:

Earl Bentley, PMP [LION]

Earl Bentley, PMP [LION], Co-Owner & Chief Digital Officer (CDO) @ TekConnX

A dynamic and results-oriented senior IT program management professional with over 15 years experience and success as the strategic head of major programs and projects—Known to perform miracles! Organized self-motivator who has earned promotions through a proven record of achievement. An influential and strategic thinker that uses proven best practices and strategies to improve performance. A perceptive negotiator that can consistently create win-win situations. An energetic leader that resolves concerns before they are issues and risks before they are problems. An excellent communicator, proven team builder, and innovative problem solver who is able to liaise with C-level executives, key influencers, and all levels of an organization to get the job done

Richard Fanelli, AIA, CFM, IFMA Fellow Principal/Fanelli McClain, Inc.


Rich Fanelli, AIA, CFM, IFMA Fellow is a licensed architect and has been designing commercial interiors since 1977 throughout the United States.

Headquartered in the Washington, D.C. area, his firm, Fanelli McClain Inc., has been designing commercial interior facilities since 1985 and was recently voted by the Capital Chapter of IFMA as the area’s “Best Small Firm of 2015.” Rich has been an IFMA instructor and IFMA core competency author. He has also been an instructor for George Mason University’s FM Certificate program since its founding in 1995.

He was a keynote speaker at last year’s FMANZ Conference in Auckland, New Zealand, and has spoken at numerous IFMA conferences. He has also served as President of the Capital Chapter of IFMA and the President of the IFMA FM Consultant’s Council.

Follow Richard on:

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The webinar was brought to you by Markus Groll on behalf of IFMA’s FMCC

Thanks to the FMCC Sponsors:

Platinum Sponsor


Gold Sponsors

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Silver Sponsors



Interested in…???

  • Presenting a webinar: ask Ricardo Crepaldi and Graham Constable
  • Publishing a white paper: ask Trudy Blight
  • Publishing a podcast: ask David Reynolds
  • Publishing a block posting: ask Michel Theriault
  • Become a member of the FMCC Social Media Team: ask Markus Groll

This post is powered by IFMA, FMCC & FMCC STAG Team. If you have any question about the FMCC STAG Team or sponsorship opportunities drop a line to David Reynolds or Markus Groll.  Also note our upcoming events @




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