Monday, March 26, 2007
1:00-2:30pm ET
Registration fee: $59
Sold Out
It’s accepted wisdom that the shortest path to new business is to extend or expand services with existing clients. After all, an incumbent firm with a strong record of service should have opportunities as new needs arise for current clients. Unfortunately, those opportunities can be tough to capture on a consistent basis.
The first step to successful follow-on selling is to recognize how conventional thinking creates barriers to converting opportunities into sales.
In this webcast, we’ll discuss a systematic strategy and specific steps to accelerate your success in selling follow-on work.
Specifically, we’ll cover:
- Why many follow-on sales programs fail to meet expectations
- Five strategies for converting single projects into long-term relationships
- How to create client-level differentiation for your practice
- Why influencers are just as important to follow-on sales as decision-makers
- How to use issue-based market planning to uncover new sales opportunities
- If and when to expand relationships with an existing client.
At the end of the session, you’ll have the tools and concepts to build the client relationships that result in a stream of profitable follow-on work.
Registration and Schedule
This 90-minute webcast will be on Monday, March 26, 2007, 1:00-2:30pm ET.
Registration fee: $59
To get the most benefit from the webcast, you will need access to a telephone and the Internet. If you will not have Internet access, you will still be able to easily follow the session from the workbook we will send to you beforehand.
As part of your registration fee, in addition to the workbook, you will receive a digital audio recording of the webcast after the session.
If you register for the session but are unable to attend, you’ll still receive the workbook and the digital audio recording.
We accept MasterCard, Visa or American Express for payment of your registration fee. You will receive additional course information and instructions for accessing the session after you register.
About the Presenter
Michael W. McLaughlin is a Principal with MindShare Consulting, LLC, and the coauthor, with Jay Conrad Levinson, of Guerrilla Marketing for Consultants. He has sold and delivered more than $100 million in follow-on consulting services using the strategies outlined in this webcast.
He is also the publisher of two newsletters distributed to professional service providers in fifteen countries: Management Consulting News and The Guerrilla Consultant.
As a result of his work with hundreds of clients and consultants, McLaughlin developed The Path to Profit, a framework for helping professionals and firm owners achieve success in the professional services business.
For more than twenty years, he was with Deloitte Consulting, most recently as a Principal in that firm’s strategy and operations practice.
Feel free to contact us.