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The Consultant's Workshop : Selling Consulting Services - II - May 7, 2014
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When: May 7, 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: Selling Consulting Services - II 



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

Share. Learn. Grow.

Workshop 17 - Selling Consulting Services - II


Organizations are often complex, bureaucratic, fast moving, and chaotic.  Buying decisions are therefore complex processes.  It is sometimes unclear who plays what role in shaping a decision to buy services. Who has a vote or a veto?  Who has the budget (the economic buyer) and the ultimate decision making authority?  How do I get that information?  While I try to figure it out how do I manage the selling/buying process?

This month we will explore selling from the buyer’s perspective and explore:

  • Who are the players in the buying process?
  • How do I get that information from my client?
  • How do I create and execute an effective selling plan?
  • How do I move a suspect from raw prospect to hot prospect to buying client?

Workshop facilitator

Edward A Stone, CMC, FIMC is a Certified Management Consultant (CMC), an FIMC (Fellow of the Institute of Management Consultants), a member of the Institute of Management Consultants, has served as Chair of the Association's Executive Board for the United States and was a representative of the United States to the International Council of Management Consulting Institutes.
He has been recognized by the I.M.C. for his outstanding service to the profession and for his performance as a management consultant with distinction.

Edward has held senior marketing positions at Procter & Gamble, Clorox and Frito-Lay. He founded The Dallas Marketing Group in 1976 and laid the foundations for its current position as a major provider of marketing consulting services to a variety of industries. He sold the business and retired at the end of 2006, but independently continues to accept selected projects.

Edward holds a Bachelor of Journalism degree from the University of Texas at Austin. He has served as an adjunct professor of marketing at Southern Methodist University and currently serves on the Management Board of two private companies and is Treasurer of the Board of Trustees of Temple Emanu-El in Dallas


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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