alan weiss workshop 13th nov 2011

• 1 DAY WORKSHOP • LIMITED PLACES • BOOK EARLY TO AVOID MISSING OUT •

An intimate hands on day with the undisputed worldwide consulting expert Dr Alan Weiss.

Being held in conjunction with the Institute of Management Consultant’s 2011 National Conference

Alan WeissAlan Weiss is recognised as a worldwide expert in

consulting. He has sold in excess of $100m of value

based consulting fees. Since 1985 he has personally

delivered 90% of what he has sold. He has consulted

to some of the world’s finest corporations like Hewlett

Packard, Merck, GE and Mercedes Benz and he has

also worked with hundreds of smaller companies.

Around the world Alan is the undisputed ‘Consultant’s

Consultant.’ He is so successful helping other consultants

achieve greatness because he has a proven track record of

real world ‘in the trenches’ consulting. Not theory, just down

to earth practical advice that works to help you sell and

command the right price for your professional services.

Alan Weiss is the original Million Dollar Consultant®

Themes for the day✔ Language of Selling✔ Framing Skills✔ Self Esteem✔ The Accelerant Curve✔

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Market Value Bell CurveHow to apply it in practice

Take Aways ✔

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Understanding the unique selling skills a consultant should possess to deliver the client maximum value (whilst maximising your fees).

You will be rewarded according to your true value.

When: Sunday 13th November 2011

Where: P ark Hyatt Melbourne 1 Parliament Square East Melbourne VIC 3002

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How to effectively sell your Professional Services

presents

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About Alan Weiss

Alan Weiss is one of those rare people

who can say he is a consultant, speaker and

author and mean it. His solo-practitioner

consulting firm, Summit Consulting Group,

Inc. has attracted large ‘Fortune 500’ clients

and over 2,000 small organisations.

Success Magazine has cited him in an editorial

devoted to his work as “a worldwide expert

in executive education.” The New York Post

calls him “one of the most highly regarded

independent consultants in America.”

Alan began his consulting career in 1972

giving career advice at $25 per hour! Once he

understood Value Pricing he has personally

sold in excess of $100M worth of consulting

projects. He started his own firm in 1985

and since then he has personally delivered

over 90% of all consulting projects sold.

He has worked with organisations in 55

countries and his single largest sale has

been $350K with the smallest below

$10K. All up he has delivered in excess of

1,200 major consulting assignments and

over 1,800 speeches on consulting.

He has authored 27 books (which appear in 8

languages) and over 500 articles on the business

of consulting. His seminal book written in 1992

Million Dollar Consulting® (McGraw-Hill – now in

its 3rd edition) remains a best seller even today.

His latest book released in 2011,

“The Consulting Bible” is now officially

“on fire at the bookstores”.

Since 1996 he has personally mentored

685 consultants around the world –

helping them to increase cumulative

revenue by approximately $600M.

Around the world Alan is the undisputed

‘Consultants Consultant.’ He is so successful

helping other consultants achieve greatness

because he has a proven track record of real

world ‘in the trenches’ consulting. Not theory,

just down to earth practical advice that works!

Alan Weiss is the original Million

Dollar Consultant®

I attended your presentation and I can only say it was one of the best seminars I have ever attended. I’ve been to hundreds during my 20+ years in sales and sales recruiting and yours was just in a class of it’s own. You really do understand how to sell services and command the right price for your service.

Cindy Houston Hazen, CEO Sales Executives - Brentwood, Tennessee ”

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The Event

AGENDA

0830 – 0900 – Registration

0900 – 1030 – Session

1030 – 1100 – Morning Tea

1100 – 1230 – Session

1230 – 1330 – Lunch

1330 – 1500 – Session

1500 – 1530 – Afternoon Tea

1530 – 1700 – Q&A with Alan

Your seminar on Best Practices has already paid off for me. Using some of Alan Weiss’ advice l have agreed to a new consulting project for a budget many times over the cost of flying to Boston from Argentina and attending the seminar.Ruth Harling, Argentina

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We have learnt that there are 4 elements to successful value Pricing. Identifying the needs of the client, articulating the value to the client, matching that value to the client’s needs and agreeing on a fair price. We have had good examples of these of late.Sean Loader, Business Manager –

Horwath Alice Springs NT

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How to effectively sell your Professional ServicesAlan 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

how long it takes, but think of the years of

training and experience you bring to the client to

make money for them, and ultimately you should

share in that as well.

Understanding how you treat the client and the

language of selling professional services to them

is a skill that needs to be learnt. Developing the

understanding of the client’s needs, the price

points they will react to and how to remove the

common objections is what separates a

successful consultant from the pack.

The Million Dollar Consulting® Accelerant Curve

is a model that allow consultants to determine

how to create minimal barriers to entry

(prospects learning about them) and accelerates

clients to higher value yet less labour intense

offerings, culminating in one's "vault," where the

consultant is irreplaceable. It is a process which

provides for intelligent marketing on minimal

investment and the escape of stagnation and too

low fees.

The Market Value Bell Curve is a method to view

one's highest potential prospects (buyers) and

understand that one is better off penetrating 15%

of a highly qualified market than 50% of an

undifferentiated and irrelevant market. It allows

for the best use of marketing vehicles, web

promotion, and referral business.

The program is suited to Accountants, Coaches,

Consultants, Lawyers, Financial Planners,

Speakers, Finance brokers and anyone who is part

of a professional services firm.

• Create a continuing relationship through

eliminating barriers to entry

• Escalate the scope and value of

client engagements

• Create a "vault" of your high-end work

• Reduce labour intensity while increasing fees

• Determine your highest potential buyers

• Penetrate high potential markets more quickly

• How to create your own frame for marketing

and branding

• Framing your career and business

• The difference between worth and competency

• Why we're often our own worst enemies

• Handling every possible objection

• How to build self-esteem

• How to control discussions

You will learn techniques, which when implemented, are proven to produce more than $1M in revenue

per consultant.

How to effectively sell your Professional Services

TO BOOK GOB to www.imc.org.au, select Book an Event, select IMC Special Events or FAX BACK to +61 3 9898 0249 or SCAN & EMAIL BACK TO [email protected] QUESTIONS? 1800 800 719

IMC Conference Day 1 - Sat 12/11/2011

IMC Conference Dinner only - Sat 12/11/2011

IMC Day 1 Conference & DinnerDinner - Members also get free invite to Friday night cocktail party

Day 2 Alan Weiss - Workshop - Early Bird before 5pm Fri 30/9/11

All in RRP: - IMC Conference Day 1 - IMC Dinner - Alan Weiss Conference Day 2

All in Early Bird before 30/9/11: - IMC Conference Day 1 - IMC Dinner - Alan Weiss Conference Day 2

BUSINESS DETAILS

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Please make payable to: Institute of Management ConsultantsPost to: PO Box 193, Surrey Hills, VIC 3127

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ATTENDEES (Please print full names clearly in CAPITALS as this will be used for name tags.)

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Terms & Conditions 1. No refund or exchange on any booking once 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 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 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 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 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 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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EVENT DETAIL AND PRICING

VENUE

WHEN

PRICING STRUCTURE(please tick one)

GROUP BOOKINGS

Park Hyatt Melbourne, 1 Parliament Square, East Melbourne, VIC, 3002

Sunday 13th November 2011 - Includes arrival, morning and afternoon refreshments, lunch and Workbook.

Minimum of 5 from the same organisation – 20% additional discount.

IMC Member (Incl. GST) Non-IMC Member (Incl. GST)

AUD $375 per person

AUD $150 per person

AUD $490 per person

AUD $1,250 per person



AUD $450 per person

AUD $175 per person

AUD $590 per person


AUD $1,000 per person AUD $1,250 per person

