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PNODN - Making a Business Case for Your Professional Services

  • April 16, 2012
  • 6:00 PM - 8:30 PM
  • Community Center at Mercer View


Making a Business Case for Your Professional Services
 

Register at www.pnodn.org

Whether practicing or consulting from the inside or outside, developing a business case for our expertise is often perilous, not to mention painful. This session provides a framework for holding business acquisition discussions with prospective clients that dramatically improve the odds of landing an engagement or approval to move forward with an internal project. This session is also an eye-opener for new practitioners who need to confront the challenge of winning an engagement sooner rather than later. The largest impact this session can have is the excitement and value-added exploration consultants will look forward to holding with potential clients and managers. The same techniques can be applied to building highly persuasive cases for problem resolution on teams and projects. Finally, the model teaches logical analysis and critical thinking skills that are profoundly applicable to many other life challenges in and outside of work.

Consultative selling is not new. What’s new is the capacity this step-by-step model builds among practitioners (internal and external) to dramatically shift negative beliefs about the value of their professional services. Anyone with a strong connection to their work can get trapped thinking our truths are self-evident. It doesn’t take long in the business acquisition cycle to see that such is not the case; so having a solid pathway for talking through client needs builds the relevance for our expertise.

Speaker Bios

Larry Birckhead, M.A. (Psychology), began his post-collegiate work life managing a prison cell block of 125 felons and 13 prison guards helping establish a “community living” concept in the Michigan corrections system. He moved into community mental health providing short term, crisis intervention counseling to families whose children were referred from the juvenile justice system, and capped his work in the field providing addictions treatment as a therapist in a Seattle-area methadone maintenance program.

Ten years after starting and managing his own retail/manufacturing business, Larry found he had lessons to offer other managers, which formed the basis of his transformation into organizational development and training. OD has been his focus then for the last 19 years.

Eight years ago, he began an in depth study of the structure of successful human change and has synthesized techniques from several areas of practice into what he calls “Habit Shift”. He teaches these principles as they relate to organizational change, professional effectiveness, team development, fitness, wellness, stress management, and mindfulness meditation.

“When working with organizations, if I help clients frame questions and state problems that allow the best solutions, implemented with wisdom, I provide a sufficient return on investment.”


For 25 years Rick Martinez has helped organizations to improve business results by improving the people side of the enterprise. He likes to say, “The soft stuff delivers hard results.”


His company, Peak Performance Systems, Inc. has worked with over 100 organizations including the Red Lion Hotels, Fluor, Westinghouse, U.S. Veterans Administration, United Way, and the U.S. Department of Energy. Mr. Martinez combines his formal business education with his past experience as an electrician, trainer, human resources manager, and a business owner to provide a powerful combination that his clients benefit from.


Peak Performance Systems offers customized seminars on personal power, management & supervisory skills, leadership, communication skills, teambuilding, and conflict resolution skills. They also offer an array of organizational development (OD) processes to help teams do their best work.


Mr. Martinez has helped organizations with OD projects both as an internal consultant and in an external role. As a change agent, he has headed projects of various sizes for private industry as well as government agencies. He has worked with senior leaders to build momentum for organizational change.

Mr. Martinez is past president of The American Society for Training and Development (ASTD), The Association for Quality and Participation

COST:

$15 Members when pre-paid & pre-registered

$17 Non members when pre-paid & pre-registered

$17 Walk in rate for members

$20 Walk in rate for non members

$10 for students pre-registered or walk in

AGENDA:

6:00 - 6:30 pm We gather – Arrival, Registration & Opening (Refreshments served)

6:30 – 8:00 pm Topic Presented

8:00 – 8:30 pm We wrap up, evaluation, & closing announcements

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CONTACT US

ATD Puget Sound Chapter
P.O. Box 46368
Seattle, WA 98146

©-2021

Email:  contact.us@atdpugetsound.org


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