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IMC DFW Management Consultants Forum (student) - Boardroom Selling - Mar 14, 2011
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3/14/2011
When: March 14, 2011
From 6:00 PM to 8:00 PM
Where: Collins Center at SMU Cox
3150 Binkley Ave
Dallas, Texas  75205
United States
Contact: Ken Langley


Online registration is closed.
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Dallas / Fort Worth Chapter Meeting and
Management Consultants Forum

 

SMU EMBA, FMBA and PMBA Student Registration only

Online registration is now closed,
but come along and join us tonight, there's still space

 

 For public registration click here

Monday, March 14, 2011
Bob Heckman
Bob Heckman
Founder - Allen Group 

Bob Heckman is the Founder of the Allen Group. Prior to starting The Allen Group, a business development consulting firm, Bob served in executive management positions with IBM and Accenture. He was one of the leading forces in the creation of Accenture's Business Development methodology in his role as Director of Business Development, Americas. He was also a member of the firm's Worldwide Marketing Council.

He is a frequent speaker on topics such as Sales, Business Development, and Leadership. Bob has presented to over 100 organizations and he has lectured at the graduate level at Southern Methodist University, University of Colorado, and The University of Texas.

Bob has served on the Boards of: The Texas Computer Industry Council (as President), Flagship Group, and TM Communications. He holds a degree in Journalism from Bowling Green State University and is a member of its College of Business Administration's Board of Advocates and on the Board of the University's Dallas/Hamilton Entrepreneurial program.

In addition to authoring multiple magazine articles, Bob is the author of Boardroom Selling: Proven Strategies for Selling to Decision Makers and What Jack Taught Grandpa.

On a personal note; he is married, has five grandchildren and he has run 39 full marathons and finished the Boston Marathon nine (9) times! He holds the treadmill stress test record for men over 45 at the Cooper Aerobics Center in Dallas.

Boardroom Selling

 

Proven Strategy for Selling to
Decison Makers

Bob Heckman has made a career out of selling to top decision makers. As one of the creators of Accenture's world-class Business Development Methodology and author of Boardroom Selling: Proven Strategies for Selling to Decision Makers, Bob will provide a frank look behind the curtain and share the secrets of lessons learned, including:


  • From the Other Side of the Desk: Insights Into the Client's Perspective of You – The Consultant
  • How to Provide Less Rhetoric and Articulate More Proof Points

"Bob is a consummate professional in Sales, Business Development, Marketing, and Leadership Development. When Bob speaks...executives and managers listen.”

Bob is a one of the best platform speakers I have ever experienced. His ability to coach and train is superior and he has an uncanny ability to discern the heart and soul of a problem or challenge which allows him to lead in the development of solutions.”

  • How to Monetize Your Value Proposition Earlier in the Sales Process
  • What are the Key Questions You Need to ask in order to Measure Your Impact and Progress?
  • The Most Effective Strategies for Managing Follow-up
  • Will They or Won't They? – The Decision

 Join us for an unparalleled conversation with an expert who has seen it all and has been privy to the opinions of clients you most want to impress!

As an added bonus, Mr. Heckman will give away ten copies of his book Boardroom Selling: Proven Strategies for Selling to Decision Makers.

Plan to attend and bring a colleague or client.

 

Network, enjoy the informal interchange with professional colleagues, and come prepared to challenge the speaker with your probing questions.

Agenda and Reservations

Member Spotlight

The member spotlight allows us to get to know other IMC members a little better. At each meeting a member will be invited to speak for a couple of minutes. This month the spotlight falls on:

 

 

Networking & Buffet:

6:00 - 7:00 pm

Program:

7:00 - 8:00 pm

Cost:

Free (paid by the SMU Cox School of Business) to students of the SMU Cox EMBA, FMBA or PMBA programs.

Parking:

Use the Binkley parking garage.  Parking map and information

Reservations:

Online

Contact:

Ken Langley

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Don Matheson CMCChair and CEO, IMC USA
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