December Breakfast Meeting

Wednesday, December 14th
7:30am to 9:00am

MISSION VALLEY HILTON

Please RSVP by December 13th

For most consultants, business development is our number one issue.

Honing your message and targeting new potential clients. Creating incremental interest from answering the 'what do you do' question through building trust and credibility, diagnosing the situation with a bias toward your expertise, creating a vision of a successful outcome, booking the engagement and documenting the engagement with proper expectations.

IMC National has asked Mike Bosworth to create a sales program specifically designed to help IMC members generate new clients. And so on December 14th , Mike Bosworth will be 'test driving' several of his sales thoughts for the SD IMC Chapter and will be sharing his ideas on targeting new clients as well as formulating and delivering your message.

About Mike Bosworth

Mike Bosworth is a founding partner of CustomerCentric Systems, LLC. CustomerCentric Systems helps organizations shape their customer experience and build predictable revenue engines by integrating sales process with sales ready marketing.

Bosworth is the author of Solution Selling: Creating Buyers in Difficult Selling Markets (McGraw-Hill, 1993) and co-author of CustomerCentric Selling (McGraw- Hill, November 2003). He is a limited partner in Shepherd Ventures, he is an advisory board member for a number of information technology ventures and he continues to develop new intellectual property for CustomerCentric Systems.

Mike Bosworth began his career in the information technology industry in 1972 as an application support person for Xerox Computer Services. He was their top new business salesperson in 1975 and was promoted to national manager of field sales in 1979. From 1976 ('consultative selling') through 1982 he designed and delivered sales training programs for XCS. His years of field experience plus the knowledge he gained from working with Neil Rackham on the Xerox SPIN selling project inspired him to start his own sales process consulting company in 1983.

Bosworth has a degree in Business Management and Marketing from. He is a member of the Executive Advisory Board of The Fisher Institute for Professional Selling at The University of Akron. He is certified (CMC) by the >Institute of Management Consultants.

RSVP or questions to Robert Putrus PE CMC, by email or call (760) 839-2160 by December 15th

Directions: 901 Camino del Rio South, San Diego, CA  92108. Exit I-8 at Mission Center Road, go to the south side of I-8 and head west on Camino del Rio South to the Hilton.

Cost: $20 IMC members, $25 all others (includes breakfast). Make checks payable to IMC SD.

Upcoming Events

January 2006 will move to the Doubletree Mission Valley

Janurary 18th Breakfast Meeting

Margaret Bohla

Margaret Bhola, an associate with MorrisonMcNabb, has an extensive background in business, sales, marketing and human relations. She gained a reputation in the business sector by becoming a top National Sales Producer for several large companies and for being an effective leader and team coach. She has been a featured speaker and trainer at the national level. Her expertise with both large and small companies is in distinguishing barriers to success and designing actions that result in higher sales, profits and revenues, as well as customer and employee satisfaction.

Through her work with thousands of people, Margaret has honed the skill to listen for the keys in conversations that allow her to facilitate effective action in a group so that everyone is engaged, empowered and contributing. Her commitment to breakthrough results engages people in a way that accomplishment and action result effortlessly. In Margaret’s work with leaders, her focus is not on what you need to “know and do” to be an effective leader, but rather on the “who you are” aspects of leadership

Interested in speaking, contact Robert Putrusat president@imcsd.org

Interested in membership, contact Chris Witt at membership@imcsd.org

About the Chapter: The San Diego Chapter is two years old, born out of the SoCal IMC Chapter in LA and Orange County. We are a group of experienced consultants who volunteer our time to learn from and support our peers.

IMC USA is the professional association and certifying body dedicated to promoting excellence and ethics in management consulting. The IMC USA's mission is to provide certification, education, and professional resources to management consultants.