SPC University

There are many highly competent consultants who have difficulty bringing in the business they deserve. They are highly skilled in the craft of their business but find it difficult to build their business. Rainmakers are those individuals in consulting practices who bring in the most sales and are well respected throughout their client community.

At the end of this program participants will know:

How to get initial appointments.
How to assess your prospect of getting business.
How to develop the techniques by which prospects remember you.
How to stay focused.
Understanding and utilizing "Buyer/Seller Psychology"

This portion of the program will focus on the principles of developing repeat business with a core group of clients. This approach leverages the consultant's experience with the client and dramatically reduces hit or miss marketing efforts with numerous prospects who are unfamiliar with our work. This will be a highly interactive program employing small group exercises focused on actual situations faced by the participants.

At the end of this program participants will know:

How to get repeat business over a protracted period of time.
How to get referrals to other internal departments in client organizations.
How to master the "Critical Three" techniques for developing long-term client relationships.
How to develop a customized plan to apply these techniques in their consulting practices.

Cost:

$59 for SPC members and affiliates
$79 for non-members

Location:

Burlington Marriott Hotel
Mall Road, Burlington, MA

Registration:

You can reserve your seat on-line. We cannot hold positions without a check being sent or a credit card payment. Registration and payment must be received by Friday, November 5.

Register and pay on-line

Angelo Troisi is an executive coach and consultant whose area of specialization is sensitive senior level transitions. He has been a consultant for the past 32 years during which time he founded, grew and sold one of the country's original outplacement practices (Troy Associates, Inc.) to Adecco, an international firm, in 1989. Two years ago he began the process of re-inventing himself into his new company, New Management Concepts, Inc. His method of developing easily-understood models, simplifying complex issues, and giving generously of his knowledge has earned him a reputation among his peers as an outstanding consultant and rainmaker. He holds a BSBA (Industrial Relations) from Northeastern University. He has been an Adjunct Lecturer at Northeastern University, has been a spokesman for the outplacement industry, a founder of the AOCFI (outplacement industry trade association) and has spoken before numerous groups. He is also the recipient of the prestigious Adecco Chairmans' Award for outstanding contributions to his work and community. Some of his long-term clients have been The Gillette Company, Partners HealthCare (including MGH, Brigham and Women's Hospital, etc.), Beth Israel Deaconess Hospital, and Dartmouth College, to name a few.

Mark Campbell is an executive coach with a practice in Newton, MA. In addition to his consulting, Mark teaches two courses in communications at the Harvard School of Public Health. Prior to starting his coaching practice in 1994, Mark worked in human resource management for several large companies including Northrop Grumman, Foxboro Company and Prime Computer. Mark earned a master's degree in Counseling Psychology from Boston College and a bachelor's degree in Business Administration from Northeastern University. A representative list of Mark's clients includes Boston Scientific, Texas Instruments, Invensys Process Systems, and Northeast Gas Association.