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Understanding the Selection Processes of Clients, and the Dynamics of Selection Committees

Code: 13880-DL

List Price:  $0.00

List Price:  $299.00

Member Price:  $199.00

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Consultants frequently cast their fate into the hands of selection committees who conduct formal, and sometimes informal, processes for awarding new work.  Gaining a complete understanding of selection processes, as well as the behaviors and dynamics of selection committee members should be a high priority.

Many consultants overemphasize the technical content of the project or assignment, and overlook other key selection criteria.  In an age when firms are viewed as technical equals, promotion of differentiators in the minds and hearts of selection committee members becomes critical to success. 

This webinar will focus on the unique aspects of selection processes which can make the difference between success and failure.  We will shine a light on a dynamic that many consultants overlook, the intersection of technology and human behavior.  We will:

  • ·         Review conventional formal and informal selection processes with an eye toward improving your odds of success
  • ·         Evaluate selection committee composition, personalities, roles and responsibilities of decision-makers
  • ·         Present an overview of behavioral styles and adaptive sales techniques
  • ·         Shed light on scoring systems, identification of bias, and counter-measures
  • ·         Means of identifying close calls, and how to push your team beyond the tipping point

 

Underscoring that the selection committee doesn’t always make the final decision, and the process isn’t complete until the contract is awarded and signed 
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Year Published: 2015

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