IGNITE YOUR BUSINESS POTENTIAL
IMC New England Consultants Conference

Friday, April 7, 2006
Hilton Garden Inn, Waltham, MA
Rte 128 to Exit 27A - Totten Pond Road
(Click here for complete directions)

Featuring Alan Weiss, President,
Summit Consulting Group Inc.

You Will Gain Tips and Ideas on How To:

• Penetrate your targeted prospects
• Propose and close with high value solutions
• Propel yourself to success by leveraging technology

Highlights:

• Keynote Speaker: Alan Weiss - Building a Million Dollar Practice
• Session A: Finding and penetrating small / mid-size businesses Led by Harvy Simkovits, President, Business Wisdom, and Brooks Fenno, President, Salesmark
• Session B: Finding and penetrating large corporate enterprises Led by Alan Weiss, President, Summit Consulting Group, Inc.
• Featured Presentation: Alan Weiss on Proposals That Win Business
• Session C: Leveraging Technologies to Effectively Network and Get Business Led by Diane Darling, President, Effective Networking, Inc.
• Includes Continental Breakfast, Lunch, Networking and Sponsor Tables

Keynote Speaker

Alan Weiss, Ph.D., CMC
President
Summit Consulting Group, Inc.

Building A Million Dollar Practice

A practical no-nonsense approach for professionals who want to reap the rewards, Alan will talk about:

• Focusing on Value not Price
• Competing successfully with any size firm
• Helping consultants understand that it is not what you make but what you keep that is key

Alan never fails to provide new, thought provoking ideas that will truly stimulate ways for you to find, win and leverage more business in 2006! Alan has published over 300 articles in the fields of strategy, innovation, leadership, ethics, diversity, and interpersonal relations, in publications ranging from Management Review to The New York Times. All of his books have been alternate or main book club selections, and two have been translated into German and Italian. He has also authored the Professional Development Series Booklets on major management and self-improvement topics. Alan’s new book, Million Dollar Consulting Toolkit is now available... and it’s getting FIVE STAR reviews at Amazon.com! Bring your copy for Alan to sign.

Summit Consulting Group, Inc., is a firm specializing in management and organization development. Summit's clients include organizations such as Merck & Co., Hewlett-Packard, GE, National Westminster Bank, The New York Times, Mercedes-Benz, and over 80 other organizations in four countries.

Breakout Sessions

Session A:
Finding and penetrating small / mid-size businesses
Led by Harvy Simkovits, President, Business Wisdom and Brooks Fenno, President, Salesmark

Learn strategies for developing client engagements by building solid business contacts, connections and collaborations. To effectively develop your practice in the owner-managed business world you must be able to identify, isolate, and target high-quality business opportunities.

This session will provide you with 21 proven marketing vehicles. You can then select the approaches that best match your desires and personality as techniques for pursuing businesses with current, prospective, and past customers and contacts.

Participants will take away ideas on how to:

• Clarify and focus your firm’s direction
• Generate more business opportunities
• Align yourself and your team for optimal marketing effectiveness
• Bring out the best in yourself and your associates

Harvy Simkovits, CMC, is often known as Mr. Business Wisdom. As founder and President of Business Wisdom in Lexington, MA, Harvy works exclusively with owner-managed companies (proprietorships, partnerships and family businesses) across many industries. Over the last 20 years as a speaker, writer, educator, business owner and consultant, he has published over 50 articles on topics of Business Development, Company Management, Organization Leadership and Learning, as well as Management Education. He has also written a progressive, thought-provoking and powerful business-development manual, entitled "Shepherding Business to Your Door."

Brooks Fenno, CMC, founded Salesmark (www.brooksfenno.com) in 1970 and has served over 250 client firms during that time. He is the former President of the New England Chapter of IMCNE and has served as a member of the IMC's National Board of Directors. He has published numerous articles on marketing and one book "Helping Your Business Grow: 101 Dynamic Ideas in Marketing" which has sold over 10,000 copies.

Session B:
Finding and penetrating large corporate enterprises
Led by Alan Weiss, Ph.D., CMC, President, Summit Consulting Group, Inc.

This session is for more experienced consultants who want to build their businesses nationally and internationally. If your primary market is large, Fortune 500 clients, this breakout session is for you. According to Alan the secret to selling national and internationally and to the larger companies are: (1) a passport (2) a computer (3) “chutzpah.”

During this highly interactive workshop, Alan Weiss will convince you that:

• If you can sell a $100,000 job and a $10,000 job you might as well sell the $100,000.
• You are really NOT selling to a company
• Distance does not matter anymore

Featured Presentation: Proposals That Win Business
Led by Alan Weiss, Ph.D., CMC, President, Summit Consulting Group, Inc.

This session will teach you how to write a proposal that will be accepted over 80 percent of the time. Key elements Alan will discuss:

• A proposal is a summation not an explanation
• The psychology of proposals
• Conceptual Agreement

Session C:
Leveraging Technologies to Effectively Network and Get Business
Led by Diane Darling, President, Effective Networking, Inc.

Leveraging technologies to effectively network, Diane will teach us successful techniques to generate opportunity and growth. She operates on the premise that everyone can achieve professional and personal goals through this essential survival skill for today's fast-paced, competitive world.

Diane Darling juggles her time as an author, speaker and entrepreneur.

Author: McGraw-Hill commissioned her to write the definitive book on networking called "The Networking Survival Guide." It was published in April 2003 and went into a 2nd printing just 90 days after the book hit the shelves. The translation rights for the Korean and Chinese version have been purchased.

Speaker: She has received rave reviews for her speeches and is increasingly sought after as an expert resource on the subject of networking.

Entrepreneur: She founded Effective Networking, Inc. on the premise that everyone can learn to network, they just need to find their own style. (Myers-Briggs identifies her as "FFI" which stands for Friendly, Functional, Introvert.) The company offers customized workshops and seminars.

Networking Galore!

We've made it easy for you to connect with a diverse and growing number of consultants and business professionals throughout the day. Make the most of expanding your personal network by establishing new contacts and rekindling old ones to learn from each other, build alliances and grow your business.

Event Sponsor With more than 8,000 customers, Herndon, VA-based Deltek is the leading provider of enterprise resource planning (ERP) solutions for project-based businesses and professional services firms. Founded in 1983, Deltek enables companies to maximize profitability and productivity, integrating all aspects of their businesses. Deltek's solutions encompass client relationship management, proposal automation, resource and project management, financial accounting, time and expense management, billing, payroll, human resources and performance management. For more information, contact Deltek at 800/456-2009 or . Assoc. for Development, Advancement & Productivity through Technology Training (ADAPT) www.adapttrain.org          WPI Venture Forum (WPIVF)        www.wpiventureforum.org

AGENDA

Investment

Registration is simple and quick, and IMCNE can accept several forms of payment. Discounts are available for members and early birds. For more information, contact Donna Powell by:

Phone: 800-696-7399, 978-392-8415
Fax: 978-392-8415
Email:
Mail: IMCNE, c/o Donna Powell, PO Box 774, Westford, MA 01886