The following shorter programs (30-90 minutes) are available for organizations/firm retreats
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SHORT PROGRAM PRESENTATIONS |
| "The Parallels Between Keeping Employees and Clients" |
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 The competition is tougher than ever—and they are coveting your employees and your clients! Retaining your firm’s talent is very similar to keeping your clients. The processes are unbelievably parallel. It’s not automatic and it’s not easy. Discover some pragmatic best practices for holding on to both.
1 Hour to 1 ½ Hours
This presentation was delivered to the PSMA Executive Leadership Form in the winter of 2007.
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| “What My Dog Taught Me about Selling and Marketing Professional Services” |
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 Dogs are naturals at building relationships with people. Since relationships win work in our business, let’s find out what we can learn from the canines. This is a fun but highly useful workshop. Participants
will get to know my mutt—MABEL. She’s the star of the show.
· Sniffing out prospects/clients
· Using big ears and bright eyes to rifle prospects
· Showing them you know how to shake hands
· Marking your territory
· Engaging the old dogs instead of puppies
· Running with a pack
· Rewarding …its more than tossing them a bone
· Rolling over, fetching, but never playing dead |
“Sound Off”
You Identify the Human Resource, Marketing or Sales Issue |
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In the feature he presents a real life situation in story form. Readers are asked to help solve the problem or resolve the issue.
This is a classic business school instructional method.
Working together we will develop a pragmatic and real-life case study topic that is just right for your audience. About one week prior to your meeting the one-page case study will be mailed or e-mailed to your
participants. They are asked to read and study the case.
At the meeting Dennis will review the situation and seek out your member’s perspective. He will question their thinking and challenge them on how their solution fits within the “system.”
This is a very interactive session. The method will work best in a group of 15-35.
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"Setting Strategy for Winning Proposals"
Setting a Proposal Strategy Pays Big Dividends |
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A winning proposal strategy is the very essence of creating a customized and highly targeted document. But proposal strategy session is often lost in the rush of getting something out the door.
Schrag presents a tried and true method for
collecting and then applying background knowledge of clients needs and wants. This method involves proposal coordinators, and sellers in a collaborative effort.
The method for proposal development is the same as the processes advocated by Lore International.
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"Motivating Employees---Myths and Truths"
Salting the Oats: Six Proven Ways to Staff Motivation |
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Research conducted over many years has proven what motivates employees on the job. The problem is managers don’t always know or recognize what
employees hold as important.
Schrag presents six proven methods for staff
motivation. The methods originally defined by Madeline Hunter at the UCLA Graduate School, have been around since Moses. All six methods must be used by supervisors to be effective. And “reading” the employee
is critical prior to application. Not every method works for every employee.
Schrag presents the motivation methods in a fun and enlightening way with concrete examples.
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"Marketing Strategies:
Everything You Always Want To Know in Forty Five Minutes or Less" |
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 The Nature of Clients and Prospects:
learning speed, knowledge retention rate, attention span
Task Analysis:
teach-remind-entice, build relationships
Know Your Firm:
to see yourself as others see you, where is the logo cop?
Keeping What You Got:
why people stop being clients, inventory/reseach present strategic clients, court them, sharks repelent
Seek Strategic Clients and Projects:
churn rates, the Britney Parlance, long term clients, projects that position
Motivate Rainmakers:
persistence, knowledge of results, torture, rewards
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| "Retaining Clients After the Rainmaker Leaves" |
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 “Trust” is the cornerstone of winning work and retaining clients. For most purchasers of professional
services, trust begins with the key person (rainmaker) who really cares about the client’s problem and can orchestrate a solution. Relationship-based selling is the single most powerful method of securing new
clients and keeping existing ones. People don’t care how much you (or your firm) know until they know how much you (and your firm) care. It is a person-to-person business.
The presentation focuss on three questions:
• What actions do firms take to successfully retain clients when a key employee with an established relationship (rainmaker) leaves with advance notice? (i.e. involuntarily termination, planned retirement,
or resignation with advance notice.)
• What actions do firms take to successfully retain clients when a key employee with an established relationship (rainmaker) leaves without notice or with very short notice?
• Is there a difference in successful client retention when the rainmaker is a “doer-seller” versus a full-time seller?
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| "Why Quality Service Pays" |
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 This short program is a explanation of why quality service pays. In most professional service firms, SERVICE is the only thing customers use to distinguished one provider from others.
• Quality professional services and quality service
• What internal and external clients want
• Some research on service quality
• It isn’t automatic
• Take the service quality inventory
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| "Six Steps To More Effective Business Writing " |
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 Short program. |
