May 7, 2014
7:15-7:30 am Networking, 7:30-9:00 Program
Telos Club, Parthenon Conference Room
13701 Dallas Pkwy
Dallas, Texas 75240
Ian Birch, IMC-DFW Webmaster
Online registration is closed.
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The Consultant's Workshop: Selling Consulting Services - II
Presenting the Consultant’s Workshop, May 7th 7:30 AM
Share. Learn. Grow.
Workshop 17 - Selling Consulting Services - II
Organizations are often
complex, bureaucratic, fast moving, and chaotic. Buying decisions are
therefore complex processes. It is
sometimes unclear who plays what role in shaping a decision to buy services.
Who has a vote or a veto? Who has the
budget (the economic buyer) and the ultimate decision making authority? How do I get that information? While I try to figure it out how do I manage
the selling/buying process?
This month we will explore
selling from the buyer’s perspective and explore:
- Who are the players in the
- How do I get that
information from my client?
- How do I create and execute
an effective selling plan?
- How do I move a suspect
from raw prospect to hot prospect to buying client?
Edward A Stone, CMC, FIMC is a Certified Management Consultant (CMC), an FIMC (Fellow of the Institute of Management Consultants), a member of the Institute of Management Consultants, has served as Chair of the Association's Executive Board for the United States and was a representative of the United States to the International Council of Management Consulting Institutes.
He has been recognized by the I.M.C. for his outstanding service to the profession and for his performance as a management consultant with distinction.
Edward has held senior marketing positions at Procter & Gamble, Clorox and Frito-Lay. He founded The Dallas Marketing Group in 1976 and laid the foundations for its current position as a major provider of marketing consulting services to a variety of industries. He sold the business and retired at the end of 2006, but independently continues to accept selected projects.
Edward holds a Bachelor of Journalism degree from the University of Texas at Austin. He has served as an adjunct professor of marketing at Southern Methodist University and currently serves on the Management Board of two private companies and is Treasurer of the Board of Trustees of Temple Emanu-El in Dallas
||7:15 - 7:30 am|
||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.