1. How to effectively sell
your Professional Services
presents
An intimate hands on day with the undisputed
worldwide consulting expert Dr Alan Weiss.
• 1 DAY WORKSHOP • LIMITED PLACES • BOOK EARLY TO AVOID MISSING OUT •
Being held in conjunction with the Institute of Management Consultant’s 2011 National Conference
Alan Weiss Themes for the day
Alan Weiss is recognised as a worldwide expert in ✔ Language of Selling
consulting. He has sold in excess of $100m of value ✔ Framing Skills
based consulting fees. Since 1985 he has personally
✔ Self Esteem
delivered 90% of what he has sold. He has consulted
✔ The Accelerant Curve
to some of the world’s finest corporations like Hewlett
Packard, Merck, GE and Mercedes Benz and he has
✔ Market Value Bell Curve
also worked with hundreds of smaller companies. ✔ How to apply it in practice
Around the world Alan is the undisputed ‘Consultant’s
Consultant.’ He is so successful helping other consultants Take Aways
achieve greatness because he has a proven track record of ✔ Understanding the unique selling skills a consultant
real world ‘in the trenches’ consulting. Not theory, just down should possess to deliver the client maximum value
to earth practical advice that works to help you sell and (whilst maximising your fees).
command the right price for your professional services.
✔ You will be rewarded according to your true value.
Alan Weiss is the original Million Dollar Consultant®
When: Sunday 13th November 2011
Where: Park Hyatt Melbourne
1 Parliament Square
East Melbourne VIC 3002
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2. About Alan Weiss
”
Alan began his consulting career in 1972
giving career advice at $25 per hour! Once he
understood Value Pricing he has personally
I attended your sold in excess of $100M worth of consulting
presentation and I can projects. He started his own firm in 1985
and since then he has personally delivered
only say it was one of over 90% of all consulting projects sold.
the best seminars I have
He has worked with organisations in 55
ever attended. I’ve been countries and his single largest sale has
to hundreds during my been $350K with the smallest below
20+ years in sales and $10K. All up he has delivered in excess of
1,200 major consulting assignments and
sales recruiting and over 1,800 speeches on consulting.
yours was just in a class He has authored 27 books (which appear in 8
of it’s own. You really languages) and over 500 articles on the business
do understand how of consulting. His seminal book written in 1992
Million Dollar Consulting® (McGraw-Hill – now in
to sell services and its 3rd edition) remains a best seller even today.
command the right His latest book released in 2011,
“The Consulting Bible” is now officially
price for your service.
”
“on fire at the bookstores”.
Cindy Houston Hazen, Since 1996 he has personally mentored
CEO Sales Executives - 685 consultants around the world –
Brentwood, Tennessee helping them to increase cumulative
Alan Weiss is one of those rare people
revenue by approximately $600M.
who can say he is a consultant, speaker and
author and mean it. His solo-practitioner Around the world Alan is the undisputed
consulting firm, Summit Consulting Group, ‘Consultants Consultant.’ He is so successful
Inc. has attracted large ‘Fortune 500’ clients helping other consultants achieve greatness
and over 2,000 small organisations. because he has a proven track record of real
world ‘in the trenches’ consulting. Not theory,
Success Magazine has cited him in an editorial
just down to earth practical advice that works!
devoted to his work as “a worldwide expert
in executive education.” The New York Post Alan Weiss is the original Million
calls him “one of the most highly regarded Dollar Consultant®
independent consultants in America.”
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3. The Event
How to effectively sell your Professional Services
Alan runs a continual theme in his books,
speeches and workshops, that we should be
billing based on what we are worth to the client,
not what the client wants to pay, or the hours we
have worked on the project. Alan’s concept is not
The program is suited to Accountants, Coaches,
Consultants, Lawyers, Financial Planners,
Speakers, Finance brokers and anyone who is part
of a professional services firm.
“
Your seminar on Best
Practices has already
paid off for me. Using
how long it takes, but think of the years of • Create a continuing relationship through some of Alan Weiss’
training and experience you bring to the client to eliminating barriers to entry advice l have agreed to
make money for them, and ultimately you should • Escalate the scope and value of
share in that as well. client engagements
a new consulting project
• Create a "vault" of your high-end work for a budget many times
Understanding how you treat the client and the • Reduce labour intensity while increasing fees
over the cost of flying to
language of selling professional services to them • Determine your highest potential buyers
is a skill that needs to be learnt. Developing the • Penetrate high potential markets more quickly Boston from Argentina
”
understanding of the client’s needs, the price • How to create your own frame for marketing and attending the
points they will react to and how to remove the and branding
common objections is what separates a • Framing your career and business
seminar.
successful consultant from the pack. • The difference between worth and competency Ruth Harling, Argentina
“
• Why we're often our own worst enemies
The Million Dollar Consulting® Accelerant Curve • Handling every possible objection
is a model that allow consultants to determine • How to build self-esteem
how to create minimal barriers to entry • How to control discussions
(prospects learning about them) and accelerates We have learnt that
clients to higher value yet less labour intense
offerings, culminating in one's "vault," where the
there are 4 elements
consultant is irreplaceable. It is a process which AGENDA to successful value
provides for intelligent marketing on minimal
0830 – 0900 – Registration Pricing. Identifying the
investment and the escape of stagnation and too
low fees.
0900 – 1030 – Session
needs of the client,
1030 – 1100 – Morning Tea
1100 – 1230 – Session articulating the value
The Market Value Bell Curve is a method to view
one's highest potential prospects (buyers) and
1230 – 1330 – Lunch to the client, matching
1330 – 1500 – Session
understand that one is better off penetrating 15% 1500 – 1530 – Afternoon Tea
that value to the client’s
of a highly qualified market than 50% of an 1530 – 1700 – Q&A with Alan needs and agreeing on
undifferentiated and irrelevant market. It allows
for the best use of marketing vehicles, web
a fair price. We have
”
promotion, and referral business. had good examples
of these of late.
Sean Loader, Business Manager –
You will learn techniques, which when implemented, Horwath Alice Springs NT
are proven to produce more than $1M in revenue
per consultant.

4. How to effectively sell
your Professional Services
BOOK GO to www.imc.org.au, select Book an Event, select IMC Special Events
TO B
or FAX BACK to +61 3 9898 0249 or SCAN & EMAIL BACK TO imc@imc.org.au QUESTIONS? 1800 800 719
EVENT DETAIL AND PRICING
VENUE Park Hyatt Melbourne, 1 Parliament Square, East Melbourne, VIC, 3002
WHEN Sunday 13th November 2011 - Includes arrival, morning and afternoon refreshments, lunch and Workbook.
IMC Member (Incl. GST) Non-IMC Member (Incl. GST)
PRICING STRUCTURE
(please tick one) IMC Conference Day 1 - Sat 12/11/2011 AUD $375 per person AUD $450 per person
IMC Conference Dinner only - Sat 12/11/2011 AUD $150 per person AUD $175 per person
IMC Day 1 Conference & Dinner
Dinner - Members also get free AUD $490 per person AUD $590 per person
invite to Friday night cocktail party
Day 2 Alan Weiss - Workshop AUD $1,250 per person AUD $1,500 per person
- Early Bird before 5pm Fri 30/9/11 AUD $1,000 per person AUD $1,250 per person
All in RRP:
- IMC Conference Day 1
AUD $1,500 per person AUD $1,900 per person
- IMC Dinner
- Alan Weiss Conference Day 2
All in Early Bird before 30/9/11:
- IMC Conference Day 1
AUD $1,300 per person AUD $1,700 per person
- IMC Dinner
- Alan Weiss Conference Day 2
GROUP BOOKINGS Minimum of 5 from the same organisation – 20% additional discount.
BUSINESS DETAILS PAYMENT METHOD (please select one) A tax invoice will be sent separately
Booking Contact: Rate per person:
No. of persons IMC Member Total Due: $ inc GST
Company Name: Non IMC Member
Cheque Please make payable to: Institute of Management Consultants
Post to: PO Box 193, Surrey Hills, VIC 3127
Postal Address: BSB 033-039 A/C 560241
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ATTENDEES (Please print full names clearly in CAPITALS as this will be used for name tags.) the booking is complete. 2. No refund can be made for ‘no- show’ at
the event. Substitutions will be welcomed if any member of your team
are unable to attend on the day. 3. The right is reserved to vary
1 6 advertised programs, prices, venues, seating arrangements and
audience capacity. 4. Late arrival may result in non-admittance until a
suitable break in the event. 5. Audio and video recording devices are
2 7 strictly prohibited. 6. Bookings may not, without the prior written
consent of IMC, be resold or offered for resale at a premium (including
via on-line auction sites) or used for advertising, promotion or other
3 8 commercial purposes (including competitions and trade promotions) or
to enhance the demand for other goods or services, either by the
original purchaser or any subsequent bearer. If a booking is sold or
4 9 used in breach of this condition, the booking may be cancelled without
a refund and the bearer of the booking may be refused admission. 7.
Scalping warning: The resale of bookings in certain circumstances is
5 10 governed by ticket sales legislation and may attract criminal penalties.
8. Should the seminar be cancelled, a refund will be issued.
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