Meeting Archive June 2002

June 14th -- The Art and Science of Selling Consulting: Proven strategies and common traps of selling professional services.
Speaker: Heather (Wheeler) Davis

Our final chapter meeting of the first half of 2002 on June 14th was packed with over 50 members and guests attending Heather Davis's presentation of "The Art and Science of Selling Consulting: Proven strategies and common traps of selling professional services."

Almost all of the dozen or more guests found out about this IMC Chicagoland meeting from Internet information, proving once again that having an Internet presence "works."

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This hour interactive presentation will cover Huthwaite's founder, Neil Rackham's research on both the best practices and traps of selling professional services. Topics covered will include findings on the customer's take of the selling vs. consulting relationship, a closer look at what's behind the buzz word (that seems to appear on every business book's cover) "value" and how to get the customer to want to pay for your sales call by creating value.

Speaker Heather Wheeler, Sales Consultant for Huthwaite, specializing in the vertical markets of IT, Telecommunications and Professional Services. As her title suggests, Heather plays a few roles at Huthwaite with both business development and client implementation and reinforcement responsibilities. This duality is largely because Huthwaite believes in the long term relationships with clients, does not believe in "handing off" once an opportunity is sold.

Heather has over 5 years experience helping clients improve performance of their employees through assessment and development. Heather's project work includes a range of clients from Fortune 500 companies such as Microsoft and United Airlines, to many Midwest-based companies such as Bang and Olufsen, Chicago Public Schools, Chicago Board of Trade and Braun Technologies.

Heather is an accomplished public speaker having led workshops and seminars for National Association of Computer Consulting Businesses, Linkage, IQPC and the Human Resource Management Association of Chicago.

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