Practice Development Workshop
#16 of 24

Selling professional services to large companies is as much a delicate art as it is a profound science and requires that independent management consultants and business advisors maintain a constant vigil as to the difference(s). Global and domestic business climates are changing drastically. Global economies and markets and economies have now shifted seismically, resembling less of what we have become complacently accustomed to and shifting toward a new paradigm, what experts have dubbed the new normal. More "baby boomers” are contemplating management consulting and business advisory services as a second career only to find that the market is about to be deluged with a skilled, business savvy, and resource rich Tsunami of unbridled proportions as talented professionals enter the professional services domain. Add to this the fact that the competitive field has taken on a new persona, a fluid, dynamic state of flux with increased competitive and pricing pressures on micro, small and boutique firms.

"Differentiate or Die!” So often we find ourselves wondering how we can possibly differentiate ourselves and our professional service offerings from the crowd and how we might further convey the unique value of our services to current clientele and future prospects. We can no longer follow the same conventional thinking and rules around selling and client engagement. We must adapt to the turbulence of the times adjusting our sails accordingly. The May 2, 2012, Practice Development Workshop will show you how to crack the new "corporate DNA” in such a way as to heighten and enhance your success as you market, promote, position and sell your services to larger corporations.

Through interactive dialogue with trusted advisors, business colleagues and practitioners, we’ll discuss:

• What large corporations want … and need
• Define your value: how can you position your services to address these needs
• Define your "sweet spot” and leverage your strengths
• Business acumen: what the client’s CEO wants you to know
• Being multi-lingual: speak the language of business (e.g., EVA, EBITDA, SVA, ROI, ROIC, etc.)
• Showing that you deliver tangible results!
• How to shift from selling a commodity to selling value
• Create a compelling business case and value proposition
• How to articulate and convey your solution value in your proposals

Workshop Facilitator