How to effectively sell your Professional Services

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Nov 13, 2011 ... Around the world Alan is the undisputed 'Consultant's. Consultant. ... Alan Weiss is the original Million Dollar Consultant®. Themes for the day.
How to effectively sell your Professional Services presents

An intimate hands on day with the undisputed worldwide consulting expert Dr Alan Weiss. • 1 DAY WORKSHOP • LIMITED PLACES • BOOK EARLY TO AVOID MISSING OUT • Being held in conjunction with the Institute of Management Consultant’s 2011 National Conference

Alan Weiss

Themes for the day

Alan Weiss is recognised as a worldwide expert in

✔ ✔ ✔ ✔ ✔ ✔

consulting. He has sold in excess of $100m of value based consulting fees. Since 1985 he has personally delivered 90% of what he has sold. He has consulted to some of the world’s finest corporations like Hewlett Packard, Merck, GE and Mercedes Benz and he has also worked with hundreds of smaller companies. Around the world Alan is the undisputed ‘Consultant’s

Language of Selling Framing Skills Self Esteem The Accelerant Curve Market Value Bell Curve How to apply it in practice

Take Aways

Consultant.’ He is so successful helping other consultants

✔ Understanding the unique selling skills a consultant should possess to deliver the client maximum value (whilst maximising your fees).

achieve greatness because he has a proven track record of real world ‘in the trenches’ consulting. Not theory, just down to earth practical advice that works to help you sell and command the right price for your professional services.

✔ You will be rewarded according to your true value.

Alan Weiss is the original Million Dollar Consultant®

When: Where:

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Sunday 13th November 2011 Park Hyatt Melbourne 1 Parliament Square East Melbourne VIC 3002

About Alan Weiss



Alan began his consulting career in 1972 giving career advice at $25 per hour! Once he understood Value Pricing he has personally

I attended your presentation and I can only say it was one of the best seminars I have ever attended. I’ve been to hundreds during my 20+ years in sales and sales recruiting and yours was just in a class of it’s own. You really do understand how to sell services and command the right price for your service. Cindy Houston Hazen, CEO Sales Executives Brentwood, Tennessee



sold in excess of $100M worth of consulting projects. He started his own firm in 1985 and since then he has personally delivered over 90% of all consulting projects sold. He has worked with organisations in 55 countries and his single largest sale has been $350K with the smallest below $10K. All up he has delivered in excess of 1,200 major consulting assignments and over 1,800 speeches on consulting. He has authored 27 books (which appear in 8 languages) and over 500 articles on the business of consulting. His seminal book written in 1992 Million Dollar Consulting® (McGraw-Hill – now in its 3rd edition) remains a best seller even today. His latest book released in 2011, “The Consulting Bible” is now officially “on fire at the bookstores”. Since 1996 he has personally mentored 685 consultants around the world –

Alan Weiss is one of those rare people who can say he is a consultant, speaker and author and mean it. His solo-practitioner consulting firm, Summit Consulting Group, Inc. has attracted large ‘Fortune 500’ clients and over 2,000 small organisations. Success Magazine has cited him in an editorial devoted to his work as “a worldwide expert in executive education.” The New York Post calls him “one of the most highly regarded independent consultants in America.”

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helping them to increase cumulative revenue by approximately $600M. Around the world Alan is the undisputed ‘Consultants Consultant.’ He is so successful helping other consultants achieve greatness because he has a proven track record of real world ‘in the trenches’ consulting. Not theory, just down to earth practical advice that works! Alan Weiss is the original Million Dollar Consultant®

The Event How to effectively sell your Professional Services Alan runs a continual theme in his books,

The program is suited to Accountants, Coaches,

speeches and workshops, that we should be

Consultants, Lawyers, Financial Planners,

billing based on what we are worth to the client,

Speakers, Finance brokers and anyone who is part

not what the client wants to pay, or the hours we

of a professional services firm.

have worked on the project. Alan’s concept is not how long it takes, but think of the years of training and experience you bring to the client to make money for them, and ultimately you should share in that as well.

• Create a continuing relationship through eliminating barriers to entry • Escalate the scope and value of client engagements • Create a "vault" of your high-end work

Understanding how you treat the client and the

• Reduce labour intensity while increasing fees

language of selling professional services to them

• Determine your highest potential buyers

is a skill that needs to be learnt. Developing the

• Penetrate high potential markets more quickly

understanding of the client’s needs, the price

• How to create your own frame for marketing

points they will react to and how to remove the

and branding

common objections is what separates a

• Framing your career and business

successful consultant from the pack.

• The difference between worth and competency • Why we're often our own worst enemies

The Million Dollar Consulting® Accelerant Curve

• Handling every possible objection

is a model that allow consultants to determine

• How to build self-esteem

how to create minimal barriers to entry

• How to control discussions

(prospects learning about them) and accelerates clients to higher value yet less labour intense offerings, culminating in one's "vault," where the consultant is irreplaceable. It is a process which provides for intelligent marketing on minimal investment and the escape of stagnation and too low fees.

AGENDA 0830 – 0900 – Registration 0900 – 1030 – Session 1030 – 1100 – Morning Tea 1100 – 1230 – Session

The Market Value Bell Curve is a method to view

1230 – 1330 – Lunch

one's highest potential prospects (buyers) and

1330 – 1500 – Session

understand that one is better off penetrating 15%

1500 – 1530 – Afternoon Tea

of a highly qualified market than 50% of an

1530 – 1700 – Q&A with Alan

undifferentiated and irrelevant market. It allows for the best use of marketing vehicles, web promotion, and referral business.



Your seminar on Best Practices has already paid off for me. Using some of Alan Weiss’ advice l have agreed to a new consulting project for a budget many times over the cost of flying to Boston from Argentina and attending the seminar. Ruth Harling, Argentina





We have learnt that there are 4 elements to successful value Pricing. Identifying the needs of the client, articulating the value to the client, matching that value to the client’s needs and agreeing on a fair price. We have had good examples of these of late.



Sean Loader, Business Manager –

You will learn techniques, which when implemented, are proven to produce more than $1M in revenue per consultant.

Horwath Alice Springs NT

How to effectively sell your Professional Services TO B BOOK GO to www.imc.org.au, select Book an Event, select IMC Special Events or FAX BACK to +61 3 9898 0249 or SCAN & EMAIL BACK TO [email protected] QUESTIONS? 1800 800 719 EVENT DETAIL AND PRICING VENUE

Park Hyatt Melbourne, 1 Parliament Square, East Melbourne, VIC, 3002

WHEN

Sunday 13th November 2011 - Includes arrival, morning and afternoon refreshments, lunch and Workbook.

PRICING STRUCTURE (please tick one)

IMC Conference Day 1 - Sat 12/11/2011

AUD $375 per person

AUD $450 per person

IMC Conference Dinner only - Sat 12/11/2011

AUD $150 per person

AUD $175 per person

IMC Day 1 Conference & Dinner Dinner - Members also get free invite to Friday night cocktail party

AUD $490 per person

AUD $590 per person

AUD $1,250 per person

AUD $1,500 per person

AUD $1,000 per person

AUD $1,250 per person

All in RRP: - IMC Conference Day 1 - IMC Dinner - Alan Weiss Conference Day 2

AUD $1,500 per person

AUD $1,900 per person

All in Early Bird before 30/9/11: - IMC Conference Day 1 - IMC Dinner - Alan Weiss Conference Day 2

AUD $1,300 per person

AUD $1,700 per person

IMC Member (Incl. GST)

Day 2 Alan Weiss - Workshop - Early Bird before 5pm Fri 30/9/11

GROUP BOOKINGS

Minimum of 5 from the same organisation – 20% additional discount.

BUSINESS DETAILS

PAYMENT METHOD (please select one) A tax invoice will be sent separately

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Please make payable to: Institute of Management Consultants Post to: PO Box 193, Surrey Hills, VIC 3127

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inc GST

BSB 033-039 A/C 560241 Please quote Company name as EFT reference

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ATTENDEES (Please print full names clearly in CAPITALS as this will be used for name tags.) 1

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Terms & Conditions 1. No refund or exchange on any booking once the booking is complete. 2. No refund can be made for ‘no- show’ at the event. Substitutions will be welcomed if any member of your team are unable to attend on the day. 3. The right is reserved to vary advertised programs, prices, venues, seating arrangements and audience capacity. 4. Late arrival may result in non-admittance until a suitable break in the event. 5. Audio and video recording devices are strictly prohibited. 6. Bookings may not, without the prior written consent of IMC, be resold or offered for resale at a premium (including via on-line auction sites) or used for advertising, promotion or other commercial purposes (including competitions and trade promotions) or to enhance the demand for other goods or services, either by the original purchaser or any subsequent bearer. If a booking is sold or used in breach of this condition, the booking may be cancelled without a refund and the bearer of the booking may be refused admission. 7. Scalping warning: The resale of bookings in certain circumstances is governed by ticket sales legislation and may attract criminal penalties. 8. Should the seminar be cancelled, a refund will be issued.