Print Page | Contact Us | Sign In
The Consultant's Workshop : Selling to vito (Very Important Top Officer) - May 4, 2016
View Registrations Tell a Friend About This EventTell a Friend

Join colleagues of all experiences and experience levels to learn and share about what it takes to be a consultant.

When: May 4, 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

Online registration is closed.
« Go to Upcoming Event List  


The Consultant's Workshop: Selling and articulating value to vito (Very Important Top Officer)





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

Share. Learn. Grow.

Workshop 17 - Framing and articulating value to vito (Very Important Top Officer)


Management consulting and advisory services are well-honed and time-tested crafts. 21st century customers are becoming even more demanding do not only want you to understand their business, supply chains, business model, and customer value propositions, and distribution channels, they expect you to have this business acumen and savvy from the onset. How else might you offer a relevant and compelling solution to their problems and improve organizational performance?

Attendees who have benefited from this workshop in the past had previously expressed concerns regarding how best to step-up or elevate their game. Some of their prior concerns included:

  • Overcoming the often fatal, sometimes phobic, fear of ”heights” or “the big fish”
  • Ways I can facilitate customer learning while creating and delivering value
  • Transitioning from merely opening doors to closing deals – speed bumps!
  • Identify the value I bring to the client’s situation and ways to pique and retain their interest
  • What the VITO or “vito” wants me to know about their business … and their charge
  • What I need to know about the client’s business linguistics – their “lingua franca”
  • How I can frame, articulate, and successfully convey that I deliver tangible, sustainable results
  • How to create a compelling business case and transformational model of future state
  • What REALLY differentiates me, or my product-service bundle, or both from my “competitors’’

This workshop module is neither for the weak nor faint of heart when it comes to consulting mastery, confidence, business acumen, and systems savvy. To identify and validate these attributes, we will drill deeply into your core professional services psyche where your unique professional value drivers reside, so often hidden in plain sight. We’ll also review the “key disruptors” currently transforming and challenging conventional wisdom regarding how such services are perceived, acquired, and delivered and how adapt our service delivery model to this new normal. We’ll review the commonly accepted characterization of the Small to Medium-sized Enterprise (SME) domain including their primary drivers, pains, challenges and priorities as they strive to enhance performance and productivity within the enterprise.

Targeting the right “influencer,” “prime mover,” “provocateur” or “value & impact top officer” within the enterprise is essential and we will help you identify this change agent and clearly frame, articulate, and convey the value of your product-service bundle. Building upon the core sales-oriented workshops within this Consultants Workshop series, you’ll learn how to pique client interest and establish a compelling business case that can improve greatly your performance at opening doors and closing sales with senior buyers, division head, economic buyer, and C-Suite executives, “vitos,” of large organizations


Workshop facilitator 

Gerald Turner, Ph.D., CMC, CPgM, PE is an accomplished enterprise performance management executive, program manager, business advisor, executive coach, author, and trainer who delivers sustainable, high-impact solutions for growth oriented businesses and industries within the Global Fortune 500. He has held positions of increasing responsibility including director of international programs, VP of international operations, CEO, COO and senior consultant to executive management teams within top-tier global management consulting firms. He’s also a visiting professor of enterprise transformation & leadership strategy within EMBA programs at UTD’s Jindal School of Management and guest lecturer in UNT’s Information & Systems MBA program. Gerald is a Certified Management Consultant Emeritus with a global practice that has spanned 75 countries on 6 continents. Listed in Who’s Who in America, Who’s Who in Business and Finance, and Who’s Who in the World.

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  Commercial Teaching: Selling Consulting Services
 May 4, 2016 Gerald Turner PhD, CMC®  Selling and articulating value 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®