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IMC CARO Regional Meeting - Lunch Keynote & Workshop: Getting Paid What Your Expertise is Worth
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When: 09/12/2016
11:00 - 4:45 p.m.
Where: Grandover Resort
1000 Club Road
Greensboro, North Carolina  27407
United States
Contact: Sherre' DeMao

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Networking: 11:00 - 11:30 a.m.

Lunch: 11:30 a.m. - 12:00  p.m.
Meet & Greet Members & Guests

BREAK  12:00 - 12:15 p.m.

KEYNOTE PROGRAM: 12:15 p.m. - 1:00 p.m. 
5 Seconds of Guts to Achieve a
Glorious Year of Sales Revenue 
It takes more than working smart these days to maximize your ROI on time invested in business development. It takes guts! The landscape of sales has changed dramatically in past few years. Buyers have a full-proof system. Do you know what that is and how it's impacting your ability to attain new business? In this session you will learn:
  • A proven, non-traditional and gutsy system that greatly reduces the amount of time to close business and when used increases the closing ratio to 75%.
  • How to gain freedom in your week by knowing what you do NOT need to do to get the business!
  • How to immediately increase sales revenues and how to make the most of your time when working on business development.
  • Learn what The Buyer/Seller Dance is and discover how to take the lead.
  • How to maintain yours and the buyers respect and self-esteem selling to the highest level in any organization.
Networking: 1:00 - 1:30 p.m.
Member Spotlight: 1:30 - 1:45 p.m.
BREAK: 1:45 - 2:00 p.m. 
Workshop Program #1: 2:00 - 3:15 p.m. 
Practical Tips for Compelling
Letters of Engagement 
Stephen Kirkland will discuss practical tips on key terms to include in engagement letters. You'll learn what to say and how to say it including:
  • how to hand the most sensitive issues such as payment terms, termination rights and ownership of intellectual property;
  • clarifying expectations of what you need the client to provide and when they need to provide it;
  • minimizing ways that the professional or the client may be disappointed;
  • addressing confidentiality and reducing engagement risks.
Kirkland will help you avoiding surprises, and provide insight to why an engagement letter is better in responding to RFPs than a proposal.  

BREAK: 3:15 - 3:30 p.m.

Workshop Program #2: 3:30 - 4:45 p.m. 
Getting Paid What Your Expertise is Worth 
Stephen Kirkland will join us for a second workshop to share ideas on how consultants can ask for and receive higher rates for their services. This session will cover all aspects of the engagement process from the initial conversation with a prospect through the drafting of invoices.

The session will cover how to: 
  • secure engagements without being the lowest bidder;
  • avoid mistakes often made by those who try to compete on price:
  • expect and receive compensation that reflects the true value of your expertise and services.
After this session, attendees should be better prepared to articulate the value of their own services in conversations, engagement letters and invoices.  

Adjourn: 4:45 p.m. 
Optional Cocktails in the Hotel Lounge 
Jennifer Woods is a business development expert, entrepreneur and speaker best known for her ability to drive revenue in organizations. Her experience from working in sales for national corporations to running her own businesses has given Jennifer unique insight on common challenges from small to large companies. She launched her first company the day she turned 18. She was soon drafted by Corporate America to begin her career in outside B2B sales where she found her passion and talent; always remaining in the top 5% of every organization she was employed. Jennifer works with Sander Training organization, where she teaches and consults on a non-traditional selling model. She is passionate about helping clients through sales, leadership and professional development to achieve greater levels of success and freedom. 
Stephen D. Kirkland, CPA, CMC, CFC, CFF is a compensation consultant with Atlantic Executive Consulting Group LLC. He specializes in determining reasonable compensation amounts for owners of privately-held companies and executives at non-profit organizations. He often presents at continuing professional education programs and has written more than a hundred articles. Stephen also serves as an expert witness in court cases involving executive compensation.

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2017 IMC USA Conference

Message from the Chair
Loraine A. Huchler CMC FIMC2016 IMC Fellow Award Recipient
Gayle Carson CMC CSP FIMC2016 IMC Fellow Award Recipient