Do you ever wish you were better at selling your advice?

The Consultant with Pink Hair Sales and Marketing

Join us for three mornings this May and take your business development skills to the next level.

New Dates May 27th, 28th, 29th, 2014 in Winnipeg

Save Your Spot – Just Email Cal@BeyondReferrals.com to Reserve Your Place

Grow Your Practice By Improving Three Critical Sales Skills

1. Setting Up to Sell Your Advice

Learn the difference and relationship between positioning (strategy) and branding (communications) and how to manage both for optimum sales advantage, client attraction, and online find-ability.

2. Understanding How Clients Buy Your Advice and Managing Their Buying Behaviour

Understanding your role in assisting a potential client through the buying process and how the emotions and behaviours of that buyer change throughout that process will increase your comfort and effectiveness when dealing with a potential client.

3. Managing and Winning RFPs and Closing Without A Proposal

Our advice is to always close without a proposal and avoid RFPs at all costs but when you can’t we’ll teach you how to make better RFP “go-no go” decisions, how to get more information from an RFP issuer and how to avoid an RFP if possible.

Three Half-Day Sessions and One Month of Personal Phone and E-Mail Support

This sales and marketing program is custom built for the professional services sector – architects, engineers, lawyers, web designers, IT, HR, and management consultants, and other B2B professional service providers responsible for revenue and profit growth in their own practice, their specific practice group, or their firm.

Learn How To Add A Few More New Clients Each Year And Feel More Comfortable Selling Your Expertise

A unique professional services learning environment and experience facilitated by Cal Harrison President of Beyond Referrals and author of The Consultant with Pink Hair – a university lecturer, a leader in sales and marketing training for the professional services sector, and an international speaker on selling expertise for well over a decade.

Learn What Will Help YOU Succeed in Growing Your Business – Just A Few New Clients Each Year Makes A Big Bottom Line Impact

Beyond Referrals will help you to uncover and understand your individual sales strengths and soft spots while learning new skills that will help you build your professional network, your professional practice, your utilization rate and your fees.

“One program that stuck with me was Cal Harrison’s presentation,
which really delivered a message of clarifying our businesses
in a way that is tangible and engaging.
I took his challenge personally…”

 Develop A Powerful New Peer and Revenue Referral Network

This Professional Services Peer Forum spans 3 half days of B2B sales and marketing training and small group learning customized specifically for non-sales professionals such as architects, engineers, lawyers, IT, HR, and management consultants, and other B2B professional service providers. You’ll learn while meeting new people in related businesses that will help you grow your practice.

Succeed With Personal Advice From An Industry Leader

Participants are provided personal sales support services by Cal Harrison during and immediately after the program to help close new opportunities and turn your specific sales challenges into sales successes and brand new clients.

“This guy is an expert and it shows…”

Delivered Individually This Training and Coaching Program Costs $5,000 – Join Our Multi-Firm Training Sessions May 27, 28 and 29 and Pay Only $999 For the First Participant and $333 for Each Additional Participant From The Same Firm

You will receive:

  • Three half-day sessions of B2B sales and marketing training and Peer2Peer learning customized specifically for non-sales professionals such as architects, engineers, lawyers, IT, HR, and management consultants, and other B2B professional service providers;
  • A personalized copy of The Consultant with Pink Hair;
  • Four weeks of unrestricted access to the Beyond Referrals online learning program for positioning a professional services firm (May 27-June 27);
  • Four weeks of Beyond Referrals e-mail and telephone personal sales support (May 27-June 27);
  • Facilitated professional peer networking and lead sharing.

Enroll now and join us at at The Manitoba Club, one of western Canada’s finest private business clubs:

Tuesday May 27th, 2014 8:30 AM – 12:00 PM

Wednesday May 28th, 2014 8:30 AM – 12:00 PM

Thursday May 29th, 2014 8:30 AM – 12:00 PM

Personal phone and email sales coaching for each participant will be available from May 27th-June 27th.

“I am able to understand immediately what I need to do
and how to do it to improve my business.
Thanks for an excellent source of information”

 The Program

Setting Up To Sell Expertise

Tuesday May 27th 2014 8:30 AM – 12:00 PM

8:30       Coffee and Networking
9:00       Learning Session

  • Positioning A Professional Services Practice:
    Defining, Communicating and Proving Your Expertise

10:30     Refreshments

  • Informal Networking

10:45     Learning Session

  • Understanding Your Motivational Profile: How to Motivate Yourself to Sell

12:00     Session Concludes

Understanding, Qualifying, and Managing B2B Buyer Behavior

Wednesday May 28th, 2014 8:30 AM – 12:00 PM

8:30       Coffee and Networking

9:00       Learning Session

  • Understanding the Stages of Buying
  • The Method to Qualify Early vs. Late Stage Buyers
  • Appropriate Goals and Effective Responses for Early vs. Late Stage Buyers

10:30     Refreshments

  • Informal Networking

10:45     Learning Session

  • Facilitated Discussion and Small Group Triggering Event Exercise

12:00     Session Concludes

Winning the Professional Services Request for Proposal/Closing New Opportunities Without A Proposal

Thursday May 29th, 2014 8:30 AM – 12:00 PM

8:30       Coffee and Networking

9:00       Learning Session

  • Your Role in Fixing the RFP
  • Getting Ahead of The RFP
  • Winning the RFP: Success Tactics and Tools

10:30     Refreshments

  • Informal Networking

10:45     Learning Session

  • Closing Styles Appropriate for Consulting Professionals
  • Overcoming Consulting Based Objections

12:00     Session Concludes

The Location and Related Details

All sessions will be held at The Manitoba Club in Winnipeg, Manitoba, Canada.

Note that business casual dress is required, and denim and running shoes are not permitted.

Parking is conveniently available next door at The Hotel Fort Garry.

Cal Harrison Colour Head ShotAbout The Instructor

Cal Harrison is the President of Beyond Referrals a North American leader business development advice for the professional services sector assisting the consulting professions to develop better sales skills and more profitable practices.

“The guy is an expert and it shows”
– MarketingProfs Webinar Attendee

He has been a speaker at dozens of professional association and university events in Canada, the USA, the Caribbean and Europe including the AMCI Annual Meeting, Harvard Business School Alumni, Deusto University in Spain, The University of New Mexico in Albuquerque, The University of Chicago Graduate School of Business Consulting Round Table, and Institute of Management Consultants USA and Canadian Association of Management Consultants events.

Harrison’s first book The Consultant with Pink Hair published by Rockbench Publishing of Nashville, is now available on Amazon and at McNally Robinson Booksellers as well as in select bookstores across North America and for over a decade Cal’s articles have been read by subscribers around the globe and are reprinted in publications such as CA Magazine (where his article A Decent Proposal won a Canadian Business Press Kenneth R. Wilson Memorial Award), Rain Today, Strategy Peak, Management Consulting News, and the Journal of The World Congress on Total Quality Management.

The Institute of Management Consultants USA has audited his Beyond Referrals program and given it their highest endorsement – “IMC Recommended”.

He is a long-time lecturer in the area of organizational behaviour for the University of Manitoba and University of Winnipeg and developed the “Building A Professional Practice” one-day program for recent MBA grads at Royal Roads University in Victoria BC.

Cal has served on the Council of the Institute of Certified Management Consultants of Manitoba and is the past chair of St. Alphonsus Catholic School and a current board member of The Manitoba Club.

Discount for Multiple Registrations From The Same Firm

First Person From A Firm $999 + GST

All Other Persons From The Same Firm $333 + GST

(Note that this is a multi-firm training session and market exclusivity is not available.)

Our Guarantee

If you’re not satisfied that you’re getting some of the best professional services business development advice available in North America by the end of the first session we’ll make it right or your money refunded.

Space Is Limited – Register Now With One Simple E-Mail

To reserve your place in this four-week program simply e-mail Cal@BeyondReferrals.com and ask that a place be held for you.

We will personally follow up with a phone call to collect your details including billing information and food allergies and answer any questions you may have about dress code, parking or the program.

If you would like to more information about the program contact Cal directly at (204) 293-2411 or (866) 820-0561 or Cal@BeyondReferrals.com

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The Consultant with Pink Hair

"This should be required reading for consultants AND their clients - especially the part about RFPs." - Blair Enns, Win Without Pitching

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