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The Consultant's Workshop : Selling to VITO (Very Important Top Officer) - Apr 2, 2014
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When: April 2, 2014
7:15-7:30 am Networking, 7:30-9:00 Program
Where: Telos Club, Parthenon Conference Room
13701 Dallas Pkwy
Dallas, Texas  75240
United States
Contact: Ian Birch, IMC-DFW Webmaster

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The Consultant's Workshop: Selling to VITO (Very Important Top Officer) 



Presenting the Consultant’s Workshop, April 2nd  7:30 AM

Share. Learn. Grow.

Workshop 16 - Selling to VITO (Very Important Top Officer):


Learn how to gain access, then sell to Senior Buyers, The “C” Suite, & Large Organizations:

Gerald Turner will share proven techniques on reaching these important decision makers. Selling professional services to large companies is as much a delicate art as it is a profound science. It requires independent management consultants and business advisors to be constantly vigilant.  Global and domestic business climates are changing and have shifted towards the “new normal.”  Our selling context has taken on a new persona.  The thinking and rules around selling and client engagement have changed. We must adapt to the turbulence of the times adjusting our sails accordingly.

Differentiate or Die!” In this setting how can we differentiate ourselves from the crowd?  How do we communicate the unique value of our services?

This month we will build our understanding of the VITO in the large client.  We will discuss

What do large clients want and need?

  • What is my value? 
  • How do I position myself?
  • What are my strengths and "sweet spot”?
  • What does VITO want me to know (Business acumen)?
  • Speaking the language of business (e.g., EVA, EBITDA, SVA, ROI, etc.)
  • Showing you deliver tangible results!
  • Shifting from selling a commodity to selling value
  • Creating and communicating a compelling business case
  • Building initial rapport

Workshop facilitator

Gerald Turner

Gerald Turner, Ph.D., CMC is an accomplished enterprise performance management executive, program-project manager, business advisor, executive coach and trainer who delivers sustainable, high-impact solutions for growth oriented businesses and industries within the Fortune 500. He has held positions of increasing responsibility including director of international programs, VP of operations, CEO, COO and senior management consultant within top-tier global management consulting firms. He is a Certified Management Consultant with a global practice.



Networking: 7:15 - 7:30 am
Program: 7:30 - 9:00 am
Cost per session:

$15 for members, $25 for non-members
(includes continental breakfast; please bring cash or check)

Members may now bring guests and pay the member rate for them.
The member must register and pay for the guest.

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