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The Consultant's Workshop : Closing the Deal - June 4, 2014
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6/4/2014
When: June 4, 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: Closing the Deal, Delivering on Promises, & Dealing with Problem Clients 

 

 

Presenting the Consultant’s Workshop, June 4th  7:30 AM

Share. Learn. Grow.


Workshop 18 - Closing the Deal, Delivering on Promises, & Dealing with Problem Clients

 

Closing: Closing a great deal is an unadulterated adrenalin rush. Getting to a mutually beneficial agreement can be both an exciting and tough process. How do I get through those last steps and get the “I’s” dotted and the “T’s” crossed? And how do I make sure that the agreement is solid and has strong and broad client buy-in and support? How do I keep it from becoming mired in a political morass that threatens the ability to achieve the promised outcomes?

Problem Clients: And how about those problem members of the client’s team? How do I keep them from sabotaging the potential success of the engagement? How do I keep expectations in check? How do I keep scope creep from trapping me in a corner? How do I negotiate the changes that need to legitimately need to be made throughout the life of the engagement?

This month’s discussion will focus on the final phase of the sales process and the life of the engagement from an expectations and promises perspective. We will discuss:
  • Achieving a mutually beneficial yes in selling the engagement
  • Keeping tab on the internal machinations of the client organization
  • Keeping the political aspect of organizing in check
  • Ensuring we deliver on the promises
  • Dealing with problem people in the execution process
  • Keeping scope creep in check

Workshop facilitator

Tom Ingram, CMC is President of Tom Ingram and Associates Inc. His practice focuses on helping IT Services and Software Companies sell and deliver high margin and high quality work. Since 1983, his project teams have delivered over $19 million in project contracts substantially on time, on budget and as promised. Those projects have generated approximately $105 million in measured benefits for clients and employers. Tom has over twenty-five years in sales, sales management, consulting and project Management. Some of his clients and employers include Xerox, IBM (a management team), Texas Instruments, Frito Lay, Johnson and Johnson, Farmland Industries, Dun & Bradstreet Software, Cambridge Technology Partners, and Alliance Data Systems. Tom is a past president of the Dallas Chapter.

  

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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2016 IMC USA Conference

Message from the Chair
Don Matheson CMCChair and CEO, IMC USA
Gregory BrooksExecutive Director, IMC USA