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Meeting ArchiveFebruary Meeting:
Thursday February 23, 2006
Meeting Schedule
New Client Development for The Technical Professional
On Thursday, February 23rd, 2006, the IEEE Consultants' Network of Northern NJ is pleased to present ?New Client Development for The Technical Professional?, presented by David Mills & Ed McCauley, courtesy of the Sandler Sales Institute.
As technical professionals we often give away valuable information and expertise without any commitment as to what they will do with it once they have it. This puts many of us in chase mode, making it difficult to manage our time effectively and forecast concisely.
It doesn?t matter what you call it ? Client development, Practice-building, or Marketing, everyone sells. But not everyone is comfortable selling. You are not alone if you are uncomfortable with the fact that part of your job requires that you ?sell? your ideas, your company and services to your clients.
Many people perceive sales as exploitative and even manipulative but selling doesn?t have to be a bad word; it CAN be just another way of looking at providing a solution. Selling is a respectable and profitable part of your profession, and a necessary function of marketing and growing your business. It?s a necessary skill in today?s competitive marketplace.
Sales is not a mystical art or the domain of those with certain personalities. Rather, successful selling is dependant upon the process we use and who is in charge of leading it.

Join David Mills, Principal of the Sandler Sales Institute, for a comprehensive, highly interactive program designed to help you take greater charge of the sales process, avoid unpaid consulting, deal with money issues and get commitments while building better relationships with your Clients.
    Discover how traditional sales practices:
  • Turn you into an unpaid consultant
  • Why prospective clients always want to think-it-over
  • And why traditional approaches lead to price-cutting
    During this program we will learn how to:
  • Enhance account development strategies.
  • Effectively manage existing client relationships and referral development.
  • Develop the appropriate networking and prospecting activities.
  • Conduct presentations that will permit the client to say "yes" without pressure from you!
  • Help your organization develop a larger client base.
  • Learn why people really buy.
David Mills, Principal of the Sandler Sales Institute of Philadelphia (http://davidmills.sandler.com), possesses 15 years of business development, management, and training experience. David has created many proprietary products and processes and today holds three global patents. He is internationally published and holds a B.S. in Mechanical Engineering from the University of Delaware and a Black Belt in Isshinryu Karate.

Ed McCauley has 17 years of experience applying a disciplined and systematic approach to high-tech sales, marketing, and management. In addition to teaching for the Sandler Sales Institute, Ed remains president of a high tech corporation where he continues to sell technical solutions to companies ranging in size from start-up to the Fortune 100. Ed is an alumnus of The U.S. Naval Academy, Rutgers and Drexel Universities, a longtime member of CNNNJ, and can be contacted at (908) 479-1200 or via email: ed.mccauley@bltinc.com.

Founded in 1992, the IEEE Consultants Network of Northern NJ encourages and pro?motes the use of independent technical consultants by business and industry.

Thursday February 23, 7:30pm
Non-members welcome!
Aeroflex / KDI-Integrated Products
(note: entrance for the meeting is at the rear of the building)
60 South Jefferson Ave.
Whippany, N.J.

Contact: 973-728-4500, robert@rdwalker.com

Directions to meeting.