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Academy Webinar: Connecting With the CEO
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Academy Webinar:  Connecting With the CEO

Connecting With the CEO - Move from vendor to peer in two phone calls.

When: Tuesday, February 12, 2013
from 1:00 until 2:30 PM EST
Where: IMC USA Academy Webinar
Contact: Academy Support, 775-853-4666

Online registration is closed.
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Connecting With the CEO

Presented by Ira Miller

This course contributes to the requirements for CMC certification with the
Core Competency focus area of Managing Client Relationships, Advanced level
$29 for IMC USA Members, $79 for non-Members

Becoming a trusted advisor to senior executives requires the management consultant to be able to place him(her)self into the executive's shoes; to see the world through their eyes. The consultant needs to move from vendor to peer.

What to Do About It

The entire approach to the client has to change:

  • UNDERSTAND the total situation rather than explain the Features and Benefits of your approach;
  • ASK QUESTIONS that expand or redirect the CEO's thinking;
  • HELP rather than sell;
  • TELL STORIES that expand the CEO's knowledge

It's not what you say that matters, it's what you ask!

Participants in this webinar will receive the philosophy, approaches, facts, tools, and stories to:

  • Move from vendor to peer in two phone calls
  • Understand what the senior executive is really looking for, and
  • Learn how to impact the senior executive with the consultant’s knowledge

All leading to increasing the consultant’s Revenue per Client by 50% or more.


Ira Miller has been in industry for 32 years, 26 in the C-suite.  During that time he had two CFO assignments at GE and ran two divisions at GE.  In addition, Ira was an executive at start-ups and medium sized firms.  Titles were: SVP-Marketing and Sales, CFO, COO, and President. 

This background allowed Ira to see a different way of establishing a consulting practice. 

Ira has developed a series of workshops to transfer the philosophies, methods, processes, and tools to the others.  His goal is to assist the next generation of consultants to increase their value in the eyes of senior executives and thereby improve their personal financial position.

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Don Matheson CMCChair and CEO, IMC USA
Gregory BrooksExecutive Director, IMC USA