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Consulting Roundtable
Co-sponsored with GSB Sales Roundtable

February 24, 6:00 PM - 8:00 PM

Beyond Referrals: The Secret to Exponential Consulting Sales

How can your firm exponentially grow its consulting revenue? First and foremost stop relying on referrals. Referrals are absolutely fantastic sales tools - but they leave your fate to the unpredictable actions of others. Consulting firms need a meaningful, sustainable, and measurable business development program to grow their practice. A program that cultivates and welcomes referrals but is not reliant upon them. If you?re interested in reducing the cost of your sales efforts while increasing your prospecting efficiency, closing ratios, consulting revenue, and profit margin - this presentation is for you.

Where:

Gleacher Center
Room 600
450 North Cityfront Plaza Drive
Chicago, IL

Cost:

No Charge

Program:

6:00 pm - 6:30 pm : Registration
6:30 pm - 8:00 pm : Program
8:00 pm - 9:00 pm : Optional Social Hour and Networking at Midway Club

Registration:

Register Online

Questions:

Dennis Aust
Roundtable@virtualstrategist.net

Event Details:

Developing or improving a consulting sales process is easier than most consultants think. The Beyond Referrals presentation brings clarity to this challenge by addressing the four key components of a successful practice development program:

  • The need for a commitment to an active and measurable practice development program by the practice leaders;
  • An understanding of how people buy professional services and how to measure and influence this process, including ways to objectively qualify an opportunity;
  • An understanding of how sales, marketing, PR, and customer service depend upon each other within the unique consulting services market;
  • The value of a simple, universally understood infrastructure, to manage all these elements. If you?re interested in reducing the cost of your sales efforts while increasing your prospecting efficiency, closing ratios, consulting revenue, and profit margin - this presentation is for you. Find out more about Beyond Referrals at www.beyondreferrals.com. As an exclusive GSB Roundtable bonus, attendees will have the chance to win a copy of the Beyond Referrals Program along with 30 days of coaching from Cal. Find out more about Beyond Referrals at www.beyondreferrals.com.

Speaker Profiles:

Cal Harrison is the President of Harrison Consulting and the author of Beyond Referrals (www.beyondreferrals.com), a complete business development philosophy and program designed exclusively for professional consultants. Beyond Referrals was recently awarded the "IMC Recommended' designation by the United States Institute of Management Consultants. Cal is a marketing and consulting veteran with almost two decades of experience. His expertise is focused exclusively on assisting professional consulting firms and independent consultants to implement a respectful, measurable, and profitable sales process ? so consultants can reduce their cost of selling, increase their sales effectiveness, and avoid "desperation selling" caused by the cyclical nature of traditional consulting business development processes. Cal teaches Organizational Behavior at the University of Manitoba and the University of Winnipeg and is a board member of St. Alphonsus School. He is a volunteer with The IH Asper School of Business at the University of Manitoba, as well as Child Find Manitoba.