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The Consultant's Workshop : The Selling Process & Qualifying Prospects - Apr 6, 2016
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Join colleagues of all experiences and experience levels to learn and share about what it takes to be a consultant.

When: April 6, 2016
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: The Sales Process and Qualifying Prospects





Presenting the Consultant’s Workshop,April 6th, 7:30 AM

Share. Learn. Grow.

Workshop 16 - The Sales Process and Qualifying Prospects


Even well-executed marketing strategies for consultants may fail unless they are supported by equally competent sales efforts. Sadly, many highly competent consultants who might have great value to offer to their potential clients fail to close prospective business because they do not understand the structured sales process required to stimulate and seal client engagements.

You will leave this month's workshop with a clear understanding of the front end of effective selling strategies. Focusing on maximum impact, we will review such aspects as:

  • Understanding and Mastering the Sales Process?
  • Profiling and Qualifying Prospects?
  • Selling to the Hidden influencer?

Workshop facilitator 

Don Springer
is President and CEO of The Colton Group, Inc., a board directorship and executive advisory firm providing actionable strategies to ignite and accelerate the growth of emerging businesses, global companies, and social enterprises. As such, he has provided growth strategies for companies serving US, European, and Asian markets.

Don has expansive growth experience from building an $800M global enterprise to multiple venture-backed start-ups. He has Fortune 200 experience as President of a Ford Motor Co. technology subsidiary, CEO of a Microsoft VAR, EVP of an EDS venture, and an early career at Texas Instruments.

Don has served on the boards of international as well as domestic technology and service companies. He is an Advisory Board member of the Institute for Excellence in Corporate Governance at UTD and a member of Executive Connection Dallas. He has been a regular guest lecturer at the University of Michigan Ross School of Business, the University of Texas at Dallas Jindal School of Management, and presently at SMU Cox School of Business, Caruth Institute for Entrepreneurship.

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.


2016 Consultants Workshop Program

Date Facilitator Subject
 Jan 6, 2016 Edward Stone, CMC®  Expanding Your Consultancy
 Feb 3, 2016 Peter Jay Sorenson, CMC®  Creating Value for Your Clients
 Mar 2, 2016 Michael Egan PhD, CMC®  Making Proposals & Contracts Work!
 Apr 6, 2016 Don Springer  The Sales Process and Qualifying Prospects
 May 4, 2016 Gerald Turner PhD, CMC®  Selling to vito (Very Important Top Officer)
 Jun 1, 2016  Michael Egan PhD, CMC®  Contracting With Clients & Managing Expectations
 Jul 6, 2016 Edward Stone, CMC®
 Sales Secrets for Consultants
 Aug 3, 2016 Tom Ingram  Getting a Jump on Closing That Deal
 Sep 7, 2016 Judy Bragg, CMC®  Managing Your Resources
 Oct 5, 2016 Peter Jay Sorenson, CMC®  Ethics in a Chaotic, Challenging World
 Nov 2, 2016 Peter Jay Sorenson, CMC® & Dick Tozer   Expanding & Enhancing Your Consultancy
 Dec 7, 2016 Janice Scanlan, CMC®   Agility: Essential for Today's Consultancy
 Jan 4, 2017 Dick Morgan, CMC®   The Value of Certification and Reputation


Michael Egan PhD, CMC®
Michael Egan PhD, CMC®