Larry Mandelberg: The Consultants’ Dating Game

Friday, January 22^nd, 2010
7:30 – 10:00 AM

Do you know:

What really motivates buyers of consulting services?
How to put your best foot forward?
What you should do to get the assignment?

In this fast-paced session using the Dating Game format, two real buyers of consulting services with real business issues will ask probing questions of contestants (real BACN members) to determine who would be the best consultant to solve their problem.

Each buyer will present a REAL problem that he needs solved. The buyers will listen to approaches from three consultants and, through a very interactive session facilitated by Larry Mandelberg, determine which one they would select for the project.

As a result of participating in this workshop, you’ll learn:

What you can do to improve your chances of success in your next selling situation
Whether or not your assessment matches the buyer’s
Several successful approaches to selling

About the Facilitator

Larry Mandelberg has launched 4 start-ups, led a merger, and performed a successful turnaround. Mandelberg has a monthly column in the Sacramento Business Journal called Eyes on Business. In his consulting practice, Growth by Design (www.growthbydesign.biz), Larry provides strategic planning, leadership development, executive coaching, and ethics training to mid-sized organizations and their Boards in a broad range of industries from television to scientific research.

The Participants

Buyer 1

Jeffrey Bialik, Executive Director of Catholic Charities CYO. Jeffrey is looking for ways to use web 2.0 technologies to extend Catholic Charities CYO’s community.

Contestants

Christine Mason McCaull, ClickMarkets (Winner)
Darren Starr, Starr Force
Sallie Goetsch, Podcast Asylum

Buyer 2

John Younger, President, CEO and Founder of Accolo. John needs to find a unique way to identify the services Accolo delivers in order to differentiate those services among a sea of companies that offer similar services.