| IMC SoCal Monthly Meeting - November 15, 2005
Sales Techniques for Consultants - Developing New Clients
with Mike Bosworth, CMC,
founding partner of CustomerCentric Systems, LLC
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The number one problem for most consultants is business development. It is honing your message and targeting new potential clients, creating incremental interest from answering the "what do you do" question through building trust and credibility. It is diagnosing the situation with a bias toward your expertise, creating a vision of a successful outcome, booking the engagement and documenting the engagement with proper expectations.
IMC – Washington, DC has asked Mike Bosworth to create a sales program specifically designed to help IMC members generate new clients. And so on November 15, Mike Bosworth will be "test driving" several of his sales thoughts for the LA IMC Chapter and will be sharing his ideas on targeting new clients as well as formulating and delivering your message.
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Mike Bosworth, CMC, founding partner of CustomerCentric Systems, LLC
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 Mike Bosworth is a founding partner of CustomerCentric Systems, LLC. CustomerCentric Systems helps organizations shape their customer experience and build predictable revenue engines by integrating sales process with sales ready marketing.
Bosworth is the author of Solution Selling: Creating Buyers in Difficult Selling Markets (McGraw-Hill, 1993) and co-author of CustomerCentric Selling (McGraw-Hill, November 2003).
Bosworth is a limited partner in Shepherd Ventures, he is an advisory board member for a number of information technology ventures and he continues to develop new intellectual property for CustomerCentric Systems.
Mike Bosworth began his career in the information technology industry in 1972 as an application support person for Xerox Computer Services. He was their top new business salesperson in 1975 and was promoted to national manager of field sales in 1979. From 1976 ("consultative selling") through 1982 he designed and delivered sales training programs for XCS. His years of field experience plus the knowledge he gained from working with Neil Rackham on the Xerox SPIN selling project inspired him to start his own sales process consulting company in 1983.
Bosworth has a degree in Business Management and Marketing from California State Polytechnic University. He is a member of the Executive Advisory Board of The Fisher Institute for Professional Selling at The University of Akron. He is certified (CMC) by the Institute of Management Consultants.
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This month's workshop will take place at 4:30, prior to Mr. Bosworth's dinner presentation and will focus on creating a Unique Selling Proposition for your practice. Join us for this abbreviated look at Creating Your Own Impact Statement. Conducted by Don McNamara CMC, Professional Development Chair, it contains material taken from one of the “Taking Flight with Your Practice” modules, and will include the essential elements of creating your own unique and distinctive message.
Afternoon Workshop - “Defining Your Unique Consulting Value”
Simply stated marketing is discovering what clients want to buy, developing your offerings to meet these wants and needs, and ensuring your message reaches prospective buyers and sticks with them. However, breaking through “information overload” with attention getting and relevant information challenges even savvy marketers. A key to success is client focus.
On November 15 from 4:30Pm to 5:30PM Don McNamara will take you through three of the steps in creating your own IMPACT STATEMEENT. He will cover the following topics:
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Define the unique value you bring to the marketplace. |
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Identify who is likely to buy it. |
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Discover where to find them. |
In this interactive workshop the approach and material will come directly from Taking Flight with Your Practice the 6 session course which will be facilitated by Don beginning in January, 2006. This is a great way to understand what just one abbreviated session can do for your practice.
Come and determine if yours is as clear and concise as it can be. |
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Time & Location
- Location:
- LAX Renaissance Hotel
- 9620 Airport Blvd
- Los Angeles, CA 90045
- Click Here For Map
- Notes: (1/4 mile north of Century Blvd.)
- Date: Tuesday, November 15, 2005
- Time: 4:30pm - 8:30pm
- Price: CLICK HERE TO REGISTER
- MC Member early registration through noon on 11/11/05, $45
- IMC Member late registration after noon on 11/11/05, $55
- Non-member early registration through noon on 11/11/05, $60
- Non-member late registration after noon on 11/11/05, $70
- Dinner Menu:
- Tortellini stuffed with smoked mozzarella and roasted pine nuts, tossed with Italian vegetables and tomato basil sauce.
- Roasted Medallions of Pork served with Glazed sweet potatoes, fresh Asparagus, red cabbage and a Blackberry Bourbon sauce.
- Contact for further details:
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