From: "Announcements - ICCA Boston" Subject: [icca-boston-announce] ICCA meeting May 24-- Winning and Keeping Big Clients Date: Wed, 4 May 2005 00:55:46 +0000 My Groups | icca-boston-announce Main Page Next Meeting - 6:00 P.M. Tuesday, May 24 Winning and Keeping Big Clients Invited Speaker: Michael Kayat, Managing Partner of Metrisys, LLC Winning a consulting project with a large client has many advantages. This is true for software and hardware R&D or product development, or for sales and marketing services along with many other consulting engagements. Winning and keeping big clients can be challenging and we will discuss some important strategies and best practices. Topics will include: * The advantages and the challenges of having big clients. * Marketing & sales strategies for big clients * Competing with boutique consulting houses * Influencing the RFP * Key negotiating issues with contracts and agreements * What to do after winning the big client * How to keep the big client beyond the initial project * Growing more business within the big client * How to manage time and resources to get the next big client Michael Kayat has extensive experience as a management consultant and worldwide sales and marketing executive. He is founder and Managing Partner of Metrisys, LLC, a company that provides strategy, sales, marketing and business development services to emerging technology companies who want to win top customer accounts. He has previously served in senior executive roles as Director and Vice President, Sales and Marketing at infrastructure and security services company Integris and simulation software company Exa. He was a sales manager at supercomputer companies Convex and Alliant. At Logica, a leading global management consulting and IT services company, he was a senior consultant. Michael Kayat holds a Ph.D. in Physics from the University of Leicester (UK) and an M.B.A. from Pepperdine University. Meeting Location: Rebecca's Cafe http://www.icca-boston.org/directions.htm. Meeting Schedule 5:15 - 6:15 Free In-Person Mentor Program (available by request only) 6:00 - 6:30 Informal Networking 6:15 - 6:45 Dinner 6:45 - 7:30 Meeting 7:30 - 8:30 Speaker 8:30 - 9:00 Informal Networking When paying in advance, the meeting fee is $20 for members, $30 for non-members. When paying at the door, the fee is $30 for members, $40 for non-members. Please register (http://www.icca-boston.org/eventreg.php) so we know how many will attend when we order food. You can save by prepaying with PayPal. See our web site at http://www.icca-boston.org/ for more information.