IMCNE - May 2005 Event

Get More Clients - Learn How Your Prospects Buy Your Services

Thursday, October 13, 2005
5:30 - 8:30 PM - Holiday Inn, Newton, MA
(Click here for directions)

Speaker: Michael Schultz, Principal of Wellesley Hills Group and Publisher of RainToday.com

Grow your business with firsthand advice from 200 clients.
Referrals are necessary to build our practices, but they’re no longer sufficient. So if you want to actively ‘market and sell’, wouldn’t it be nice to know how clients buy? Where they find new providers? How websites influence them? What they look for when the providers are ‘selling’ their services?

Join IMCNE on Thursday, October 13 for a night filled with information on how clients say they buy consulting and professional services. Every consultant should hear this presentation. Why? Because this information is based on research with the decision makers themselves.

The Wellesley Hills Group surveyed close to 200 buyers of consulting and professional services to find out their preferences and behaviors for how they 1) like to learn about new service providers and 2) what service providers can do during their business development process to win new clients. The buyers represented about $1.6 billion dollars of services purchased. Highlights from the research published in How Clients Buy: The Benchmark Study of Professional Services Marketing and Selling from the Client Perspective will be presented and discussed.

Michael Schultz is a Principal of the Wellesley Hills Group which helps professional services firms to grow, will present report findings and discuss implications to management consultants. Michael’s bio is here: www.whillsgroup.com/pages/26_mike_schultz_principal.cfm

Crisp Connections - Networking Opportunities

Join other serious networkers for crisp networking beginning at 6:00. We make it easy for you to find those with common goals and interests eliminating the need to guess who in the room would be a good connection.

You will be able to quickly obtain the business cards of those types of folks you most want to add to your network without even shaking hands. Your business cards will also be available for those seeking to add you to their networks. In addition you can visit different networking “zones” to press the flesh and chat with those with common interests and goals. IMC ambassadors will be available to help you make the most of this opportunity.

Event Sponsor

Founded in 1980, Posternak distinguishes itself by providing sophisticated and practical advice in complex business, real estate and litigation matters, while preserving close client relationships, responsiveness and partner-level attention. Our clients range from start-up ventures to half-billion dollar publicly traded companies and from individuals to institutions, and turn to us for legal services in all aspects of corporate law, real estate development and finance, litigation and dispute resolution, employment, health care, securities, intellectual property, environmental, tax planning and trusts and estates. Contact Kevin J. O'Connell by email at or by calling 617-973-6121.

IFConnect
Innovative solutions for growing consulting firms

IFConnect is a business advisory and project outsourcing boutique providing innovative solutions to help clients operate more efficiently and find new sources of revenue. Contact Jeff Roy at 508-245-7931 or by email at for more information, or click here to download an information sheet (Acrobat PDF).

Agenda
5:30 - 6:00 PM - Registration
6:00 - 6:30 PM - Structured Networking with Light Buffet
and Cash Bar
6:30 - 8:00 PM - Program
8:00 - 8:30 PM - Dessert & Networking

Investment

Evening Speaker Program	Members/Affiliates	General Public
Early Registration	$ 45	$ 55
After Oct. 7th	$ 55	$ 65

Special Offer for Members* only!
Bring a colleague or client as a guest for only $25. After completing your own registration, call Donna at 800-696-7399 or 978-392-8415 to register your guest.
*"Members" include registered members of IMCUSA and IMCNE.

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