Building Your Professional Practice: A Workshop

  • June 27, 2019
  • 2:00 PM - 4:00 PM
  • Rockville

Building Your Professional Practice:  A Workshop

Our next workshop is scheduled for two consecutive days:

Thursday and Friday, June 27 and June 28

 2:00 - 4:00 pm

     This workshop is presented jointly by MCDR and Barry M. Weissman & Associates, illustrating one of the many benefits given your membership in MCDR.  As described below, this presentation offers you as a participant the opportunity to self-assess and apply those recognized, tried and tested tools with which to establish and improve your practice.  Please continue reading for more information and to register.

     Are you just starting out or have you reached a plateau, now wishing to grow or expand your professional practice? Barry, drawing on his over forty years of highly successful business and sales experience, will personally lead this workshop.  Barry's C.V. can be found on LinkedIn where you are invited to connect.

     The location of the Workshop is determined by the participants, wherever is more convenient.  The workshop can be held either at the JCECC in Annapolis, an office in Columbia, or in the main conference room of XML Financial Group, One Preserve Parkway, Suite 120, Rockville.  Street parking is free; guest parking for a fee is located adjacent to the building.  This workshop is being held in Rockville.


     Directions to the One Preserve Parkway address may be found at


     Class size is limited to 7 participants on a paid, first come first serve basis.  Coffee, hot tea, cold bottled water and soft drinks as well as healthy snacks are made available at no charge.  Cost for the two sessions is $100.00 for MCDR members, $150.00 for non-members.  The $150.00 charge for non-members can be applied in total to a first year MCDR membership.  At the end of the Workshop a certificate for 4 hours of ADR related C.E. will be issued to each participant.


     This workshop includes handouts, an interactive presentation and discussion covering several topics.  In preparation for day one, so that a class roster can be developed, please submit your complete contact information.  Also at the start of our first session you will be asked to introduce yourself to the group.  To that end, please prepare a brief thirty second "Elevator Speech" introducing yourself.  This brief presentation should include who you are and what you do.  Take this opportunity to role play a first encounter with a prospect you hope to turn into a client.  Ask for an appointment; ask for a referral, "Is there anyone else you know who I should speak with...."  

     Topics to be covered include, but are not limited to:   


            Your Personal Inventory:  Human Capital

                        Strengths as you see them

                        Strengths as others see them in you

                        Talents and gifts



                                    Life Experience

                                    Professional Training

                        4-quadrant personality types from a sales perspective

                        Sales training


                                    Telephone skills


                                    Concept sale  (Intangible) vs. product (Tangible) sale

                                    Service, service, service

                                    Maintenance sales and referrals


            Selling Yourself = Selling Your Professional Practice

                        On your own


                        Alliances and networking

                        Colleague or competitor

                        Developing a market niche and branding

                        Marketing your practice

                                    Ethical restrictions and limitations

                                    Print material

                                    Using Social Media

                                    Active or passive website

                                    LinkedIn or Presenting your C.V. to a prospect

                                    How to get hired or “closing the sale”

                                    Reputation building                                                    

           Just Starting Out?  What you need to do before hanging out the shingle.

           Been Doing It for a While?  Growing your practice and prepping your business for sale.

           What you might have missed or what you might want consider changing

                        Your business plan, if you have one

                        Liability and E&O Insurance

                        Home office or office rental options

                        Business structure

                                    Sole Proprietorship



                        Mission Statement

                        Banking issues and accounting for a retainer

                        Monthly Client Statements

                        Fee structure and disclosure

                        Forms:  Agreements and Documents


     Day 1 will focus on Sales and Sales Strategies; Day 2 will focus on Marketing Strategies and Branding.  In order to personalize the discussion, making it more relevant, participants are invited to prepare topics, issues and questions for discussion during the workshop.


     Please e-mail: with your contact information and intent to join the workshop.  Upon receipt of your e-mail you will be sent a confirming e-mail.

     Please make out your check to Barry Weissman and mail to:

          The Maryland Council for Dispute Resolution

          10319 Westlake Drive, Suite 247

          Bethesda, MD 20817


     Cancellations:  A full refund will be made with one week’s notice of your need to cancel.  Please allow two weeks to receive your refund.


     Cost for the two-session workshop is $100.00 for MCDR members, $150.00 for non-members.  The $150.00 charge for non-members can be applied to a first year MCDR membership.  Again, in order to complete your registration you must send in your check made payable to Barry M. Weissman.


Cell Phone:  314-223-2661


Maryland Council for Dispute Resolution
10319 Westlake Drive, Suite 247
 Bethesda, Maryland   20817

 Professionals in Conflict Resolution
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     MCDR is the oldest membership-based organization in Maryland dedicated to promoting the use of mediation and supporting

the mediation profession.  We have a proud history of successfully advocating for allowing multiple professions to practice mediation,

halting attempts to restrict the practice some fifteen years ago.  MCDR is the first organization to establish performance based criteria

now in use as a national model, part of an ongoing dialogue on quality assurance and mediator credentials.

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