This event aligns with the Professional Application of ATD's Talent Development Capability Model.
Who should attend:
These sessions are designed for:
HR & L&D leaders and managers:
- Developing training strategies for the modern workplace
- Evaluating and purchasing training solutions for the modern workplace
- Implementing training platforms and rolling out training solutions
- Managing contractors implementing training services and solutions training
Consultants:
- Offering consulting services to advise organizations on strategy and planning training services
- Developing training products and solutions
- Implementing training platforms
- Helping with the rollout and delivery of training programs
Description:
If you dislike marketing and selling leaves you feeling sleazy, then this program is for you. If you are responsible for purchasing training products and solutions and frustrated by vendors endless sales calls, then this program is for you.
Most business professionals love doing what they do. Marketing and sales—not so much.
Most client-getting programs for consultants focus on three things:
- Networking to find new clients
- Pitching their services
- Pricing proposals
They focus on networking to find a prospect, asking clients, “What is their problem,” and pitching their services to solve it.
Reality check #1 - Most times, the client doesn’t know what the problem is ; all the client knows is that they need help.
Reality check #2 - Your clients don’t care about you! They don’t care about what you have to offer!
What your clients care about is “What can you do for them? How can you help them transform their business?”
This program will show you a refreshingly different approach. The Consultative Mindset is focused on developing collaborative relationships with your clients and winning repeat business and referrals. Mike Lovell has developed the Consultative Mindset based on his experience in applying the pioneering work of the Process Consulting Model for Helping, first developed by the (late) Edgar Schein and Gordon and Ronald Lippitt.
The Business Development series will comprise three sessions.
Session 1 - Why and how organizations buy consulting services (The client perspective)
This session will walk through a case study of how a large utility company went about hiring consultants to advise on telecommunications infrastructure for a new building project.
Session 2 - The consultative consulting business development approach
This session will walk through the case study from cold-calling to selling a major strategy project that went on to yield repeat business for over five years.
Session 3 - How to write and develop pricing for a winning consulting proposal
This session will work through the proposal template that Mike has used to win many consulting projects. A downloadable copy of the template in WORD format will be provided for all participants.
Presenter: Mike Lovell
Mike Lovell founded Be a Great Consultant after a lifelong career in consulting working as both an internal and external consultant. His passion is consulting and his mission is now to pass the baton to the next generation—to share his experience and pass on what he has learned working as a consultant and leading consulting practices in a wide variety of industries and roles throughout his career.
Mike has worked on both sides of the fence:
On the client side— He has hired many consultants and worked on developing and evaluating large and small Requests for Proposals.
On the consultant side— He has built and led successful consulting practices from the ground up, working with both large corporate clients and SMBs (small-medium businesses).
About Mike
After a career as a business analyst and internal IT consultant, Mike left his position as systems development manager for a large electricity power utility and switched to a new career in external consulting with an international consulting services company.
Over the next 20 years he built and led successful consulting practices for several large international consulting companies. His experience includes airlines, banking, postal services and Public Utilities. His areas of special interest are Business Systems Strategy and Business Transformation and he has led international training programs and workshops covering that area.
Mike is the founder of Be A great Consultant.com and provides training and coaching for professionals wanting to build a consulting career .
Mike’s consulting method is The Consultative Mindset which teaches service professionals how to leverage their soft skills to deliver their hard skills with maximum impact.
Zoom credentials will be provided in the confirmation and reminder emails. If you do not receive them, please contact admin@dcatd.org as soon as possible.
This event will be recorded and available to members in the Metro DC ATD Digital Resource Library.
Want to become a member to attend this event for free and have access to our Digital Resource Library? Join now.
Cancellation Policy: If the registrant cancels before 11:59 pm April 23rd Chapter will refund full registration fees.