Professional Services Sales and Marketing Peer Forum IV

_IAN1120It’s back for our fourth session starting June 9th, 2016 (note the new start date) – a six morning, part-time program of sales and marketing training in an insightful and entertaining peer group format.

Canadian firms may be eligible for this $1,800 program for only $300 with the help of the Canada- Manitoba Job Grant.

Space Is Limited – Reserve Your Place Now With One Simple Email and Get Started on Your Canada Job Grant Application

To have a place (or places) held for your firm simply email Cal@BeyondReferrals.com with your request.

We will follow up by phone to answer any questions you might have about the program and also applying for the Canada Job Grant to cover up to $1,500 of your Peer Forum tuition.

Space Is Limited – Click here for details about the job grant

A Professional Services Sales and Marketing Peer Forum Designed For Marketing Practitioners and Practice Owners

This 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.

A Great Way to Learn New Sales and Marketing Skills

A unique professional services sales and marketing peer forum learning environment and experience facilitated by Cal Harrison President of Beyond Referrals – a leader in sales and marketing training for the professional services sector for well over a decade.

TCWPH Cover with Border Nov 2014 Develop A Powerful New Peer and Revenue Referral Network

This Professional Services Peer Forum spans three months and delivers over 20 hours of B2B sales and marketing training and small group Peer2Peer 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 meet new people in related businesses that will help you grow your practice.

All attendees receive a free digital copy of The Consultant with Pink Hair, Cal’s best-selling business novel

Support From An Industry Leader During The Entire Seminar

Participants have unlimited access to coaching services from Cal Harrison during the program to help close new opportunities generated by your increased sales and marketing skills and performance.

Purchased Separately for Your Firm This Training and Coaching Would Cost Over $10,000

You can join this program for only $1,800 – and possibly as low as $300 – per employee if you qualify for the Canada Job Grant

Each attendee will receive:

  • Over 20 hours 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;
  • All course materials including a digital copy of The Consultant with Pink Hair;
  • Coffee and refreshments at The Manitoba Club, one of western Canada’s finest private business clubs;
  • Facilitated professional peer networking and lead sharing;
  • Unlimited personal sales coaching by Cal Harrison during the program.

Enroll Now And Join Us Beginning Thursday June 9th, 2016

Selling Expertise
Thursday June 9, 2016 8:30 AM – 11:45 AM (NOTE THIS IS A NEW START DATE)

8:30       Coffee and Networking

8:45       Learning Session

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

10:30     Refreshments

  • Informal Networking

10:45     Learning Session

  • Understanding the Motivational Profile of a Successful Professional Services Sales Person
  • Lead and Referral Sharing

11:45     Session ends

Understanding, Qualifying, and Responding to B2B Buyer Behavior
Friday June 10, 2016 8:30 AM – 11:45 AM (NOTE THIS IS A NEW DATE)

8:30       Coffee and Networking

8:45       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 Exercise
  • Lead and Referrals Sharing

11:45     Session ends

Measuring Professional Services Business Development Activity and Progress
Tuesday June 14, 2016 8:30 AM – 11:45 AM

8:30       Coffee and Networking

8:45       Learning Session

  • Key Performance Indicators of Sales Success
  • Identifying Your Firm’s Sales Success Metrics

10:30     Refreshments

  • Informal Networking

10:45     Learning Session

  • Facilitated Discussion and Small Group Exercise
  • Lead and Referrals Sharing

11:45     Session ends

Winning the Professional Services Request for Proposal
Thursday June 16, 2016 8:30 AM – 11:45 AM

8:30       Coffee and Networking

8:45       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

  • Facilitated Discussion and Small Group Exercise
  • Lead and Referrals Sharing

11:45      Session ends

Creating Great Lead Generation Tools for Professional Services Firms
Tuesday June 21, 2016 8:30 AM – 11:45 AM

8:30       Coffee and Networking

8:45       Learning Session

  • Assessing and Benchmarking Your Tools
    • Website
    • Social Media Platforms
    • Original Data/Research
    • CRM/Lead Scoring/Lead Automation
    • Paid Advertising/PR
    • Industry Leadership (speaking, writing, teaching)

10:30     Refreshments

  • Informal Networking

10:45     Learning Session

  • Facilitated Discussion and Small Group Exercise
  • Lead and Referrals Sharing

11:45     Session ends

Closing Skills for Professional Services Firms
Thursday June 23, 2016 8:30 AM – 11:45 AM

8:30       Coffee and Networking

8:45       Learning Session

  • Closing Styles Appropriate for Consulting Professionals
  • Overcoming Consulting Based Objections
  • Closing With Process Based Case Studies

10:30     Refreshments

  • Informal Networking

10:45     Learning Session

  • Facilitated Discussion and Small Group Exercise
  • Lead and Referral Sharing

11:45     Session ends

Cal Harrison Colour Head ShotAbout The Instructor

Cal Harrison is the President of Beyond Referrals one of North America’s leading business development advisors to 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 the current President member of The Manitoba Club.

Our Guarantee

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

Space Is Limited – Reserve Your Place Now With One Simple Email and Get Started on Your Canada Job Grant Application

To have a place (or places) held for your firm simply email Cal@BeyondReferrals.com with your request.

We will follow up by phone to answer any questions you might have about the program and also applying for the Canada-Manitoba Job Grant to cover up to 83.5% of your Peer Forum tuition.

Canadian firms may be eligible to join this $1,800 program for only $300 with the help of the Canada Job Grant.

Apply now for approval before our June 9, 2016 start date.

Small businesses with 50 employees or less must pay one-third of the cost. However the employees salary paid during the training hours can make up 50% of the one-third contribution.  – Click here for details about the job grant

Tuition = $1,800

Two-thirds paid by Canada Job Grant = $1,200

One-third paid by employer = $600

Wage Deduction* = $300

Total cost per employee = $300

(*If you are eligible, half of the employers cost $600 can be covered by the wages paid the employee during the 21 hours of training = so $300/21 hours of instruction = $14.29. If you pay your employees more than $14.29/hour your total costs would be $300. Subject to approval and confirmation by the Canada Job Grant.)

For more information about the program contact Cal at (204) 293-2411 or Cal@BeyondReferrals.com

The Location and Related Details

All sessions will be held at and catered by The Manitoba Club in Winnipeg, Manitoba, Canada. Note that business casual dress is required, and denim and running shoes are not permitted. Program details subject to change without notice.

Custom Peer Forum Programming Available

If your firm has 5 or more staff that would like to attend the Peer Forum we can arrange to deliver a custom version at your office, or a location of your choice. Just contact us to see how we can schedule the learning program to fit your schedule.

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The Consultant with Pink Hair

Cal I want to thank you for your wonderful presentation and thought you gave to our industry. It was very valuable and very interesting. - Alberta Conference

Upcoming Events

2017/2018 Dates and Locations TBD
Presentation: “Why QBS Saves Organizations More Time and Money and Generates Better Projects with Professional Services Firms, Than A Price-Based RFP”

Quebec City, Quebec – August 2017
Private Event: Selling Professional Services

 

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