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IMC DFW Management Consultants Forum - Ideas Based Selling - Oct 17
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When: October 17, 2011
From 6:00 PM to 8:00 PM
Where: Canyon Creek Country Club
625 W. Lookout Dr.
Richardson, Texas  75080
United States
Contact: Ian Birch - IMC DFW Webmaster

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Dallas / Fort Worth Chapter Meeting and
Management Consultants Forum

We're making it easier to attend!

  • Same price whenever you register
  • Guests accompanying a Member pay member's price


Come and network with business leaders and interact with our top class speakers
to learn ways to enhance your business.

Monday, Oct. 17, 2011
Gail Smith
Senior Client Director - The Forum Corporation


Gail Smith is a Senior Client Director with The Forum Corporation, a global consulting company focused on helping senior leaders execute innovative, people-driven solutions that accelerate business growth, corporate change and overall performance. Forum created the Branded Customer Experience® and has authored several definitive works in its 40-year history including: Strategic Speed: Mobilize People, Accelerate Execution. Forum's client list reads like the who's who of top industry leaders.


Gail has worked as a senior consultative sales professional for organizations ranging from Xerox to Trammell Crow and Fujitsu. Prior to joining The Forum Corporation, Gail was Director, Interactive Learning Systems at Luminant Worldwide. Before joining Luminant, she was a successful entrepreneur who started and grew a business with an outstanding industry excellence reputation. She executed a brilliant exit strategy by selling the company to a major customer.

Gail has a BS from Texas Tech University. She and her family reside in Dallas. She is an alumnus of Leadership Texas and Leadership Dallas.

Idea-Based Selling:
Be the Trusted Advisor in Consulting/Thought Leadership


Idea-Based Selling: Be the Trusted Advisor in Consulting Thought Leadership is a distinctive approach based on The Forum Corporation's research and client experience revealing the benefits of "flipping” the traditional selling process from propose-decide to decide-propose.

This reversal of the selling sequence and avoids the risk to the Consultant of getting shut out of the buyer's decision process. Both the Consultant and the Client benefit from postponing a proposal until they have jointly clarified three key areas:

  1. The relative significance of the issue or need to the business.
  2. The viability of and expected return on possible solutions.
  3. The important decision criteria and a decision process for selecting an eventual solution.

Customers/Clients often need expertise to fully clarify these three areas; they will value the Consultant who acts as a Trusted Advisor and helps them to better understand their problems, opportunities and solutions. Consultants are often much more knowledgeable than their customers/clients about specific business issues. In essence, Consultants should resist a natural tendency to jump to proposing and pitching solutions. Instead, they should leverage their firm's knowledge and capabilities to the fullest to guide a client through a complex decision.


The rewards are:

  • Fewer "no decisions”
  • A higher ratio of closed sales
  • More satisfied Customers/Clients.

The Consultant solutions provider has a tremendous opportunity to serve the customer by leading with ideas and providing thought leadership throughout the selling process. A customer values an idea that a solutions provider brings to the table to the extent that the idea addresses a significant opportunity or problem.

As you move higher in the customer organization and address the true decision-maker, the importance of compelling ideas becomes an even greater tool. The more savvy senior executive is looking for more than just "your answer.” They are focused on the impact that a solution provider can bring, not the features and functions of the solution. They also don't have time to sit and listen to you ask a bunch of questions about their business.

In carpentry terms, customers and clients are interested in "the hole—not the drill.”

The leading with ideas approach differs significantly from other traditional selling methods; two dimensions of it are differentiators: the impact of the idea on the customer's business, and the complexity of the solution that is ultimately delivered to fulfill the idea.

Come to this ground-breaking program to learn:

  • How to lead with ideas
  • The best practices for becoming a Thought Leader
  • Identify the most compelling issues for your customers and clients
  • How to engage decision makers in what matters most to them
  • How to move upstream in the buying cycle (where there is no competition)
  • Overcome customer budget constraints
  • How to establish a new sales cadence – tools, interaction style, key questions – that you team can implement now
  • About successful case examples using leading with ideas




An online forum will be opened before the meeting for you to submit questions you'd like the presenter to answer and after the presentation for you to share your learnings and results with others!


Plan to attend and bring a colleague or client.

Network, enjoy the informal interchange with professional colleagues, and come prepared to challenge the speaker with your probing questions.

If you have questions you would like the Speaker to address during the presentation, please click here and submit your question. We will forward it to the speaker.





Agenda and Reservations


Networking & Dinner: 6:00 - 6:45 pm
Program, Q&A: 6:45 - 8:00 pm
$25 Members, $35 Visitors and Guests  

Members may now bring guests and pay the member rate for them.
The member must register and pay for the guest.

There is no longer a different price for early and late registration. All tickets are now at the previous early registration price. 
Reservations: Online
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