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Performance Development Group

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Seth Kahan and Linda Henman Announce Consulting Workshop on “How to Acquire Clients, Value-Based Fees, & Proposals,” April 17 in Washington, DC

Authors and business consultants, Seth Kahan, and Linda Henman, Ph.D, both Master Mentors and members of Alan Weiss' Million Dollar Consultant® Hall of Fame, announce a one-day workshop, “How to Acquire Clients, Value-Based Fees, How to Write a Proposal That’s Accepted Ever Time,” on the fundamentals of successful consulting, April 17, in Washington, DC.

Bethesda, MD, February 14, 2012 --( Seth Kahan will join with Linda Henman, Ph.D., on April 17, 9:00 am – 4:00 pm, to teach Alan Weiss Million Dollar Consultant® fundamentals on “How to Acquire Clients, Value-Based Fees, How to Write a Proposal That’s Accepted Every Time” at the Motion Picture Association building in Washington, DC.

Seth Kahan has been a student of Alan Weiss’s since 2002, working directly with him to put into practice Alan’s experience and expertise. As a result, Seth has more than tripled his income, earning his greatest profit to date in 2010. Seth’s client list includes Royal Dutch Shell, Prudential Retirement, World Bank, Peace Corps, NASA and over 60 others, see the full list here:

Seth is the first person in the world to be certified by Alan as a Master Mentor, an inductee of the Million Dollar Consultant® Hall of Fame and continues to this day as an active participant in Alan’s global community. He conducts these series in a licensed arrangement with Alan and with Alan’s quality oversight. To learn more about Seth, visit:

Like Seth, Linda Henman has more than quadrupled her income by implementing Alan Weiss’ practices and advice. Even though she had been a consultant for more than twenty years, when she met Alan eight years ago she had much to learn about how to increase her value while reducing labor intensity.

The author of "Landing in the Executive Chair," among other works, Linda is known as the catalyst for virtuoso organizations. She is an expert on setting strategy, planning succession, and developing talent. She was one of eight succession planning experts who worked directly with John Tyson after his company’s acquisition of International Beef Products. Some of her other clients include Emerson Electric, Avon, Kraft Foods, Edward Jones, and Boeing. She can be reached in St. Louis at

In this special workshop, Seth Kahan and Linda Henman will present and guide discussion on the fundamentals of successful consulting, providing participants with the foundation required to drive business growth. It is designed to help attendees jumpstart their practice or increase their momentum, providing tools needed to realize rapid ROI for their efforts.

The program has been developed under the guidance of Alan Weiss with his endorsement and includes the following three core sessions.

Session 1: How to Acquire Clients
Based on Alan Weiss’s acclaimed book by the same name and illustrated throughout by Kahan’s personal experience from over ten years of applying these principles, this session will cover:

- Identifying targets of opportunity.
- Building relationships with economic buyers.
- Rebutting objections once and for all.
- The best acquisition sources.
- Techniques for the successful practitioner.

Participants will emerge from this session with a tight, focused strategy for targeting and acquiring new clients through new, repeat, and referral business.

Session 2: Value-Based Fees
Based on Alan Weiss's landmark book that explains clearly how to move from mediocre to exceptional in a consultant’s ability to generate value and charge for it, Kahan will drive these points home with his real life experience putting these tenets into practice. Topics will include:

- The lunacy of times-and-materials models.
- How to establish enthusiasm for value-based fees.
- How to convert existing clients.
- Fee progression strategies.

Attendees will finish this session with a clear action plan for raising fees, zeroing in on value that clients will gladly pay for, and taking their practice to the next level in the fee progression strategy.

Session 3: How to Write a Proposal That’s Accepted Every Time
End forever the time-consuming and often frustrating process of writing a consulting proposal. Henman will explain the step-by-step process participant’s will want to implement, the nine key components of a Million Dollar Proposal, and the Golden Rules for presenting it. As a result of this session, attendees will be able to:

- Write specific objectives, measures, and value statements.
- Present options for achieving the objectives.
- Move toward conceptual agreement.
- Write a proposal that will be accepted.

Kahan says, "This is an extraordinary event. The material we are going to cover will cut your learning curve dramatically and help you earn more faster than you can imagine. The cost of this workshop will pay for itself in a month or two and generate annualized income increases that will reward participants for perpetuity."

The workshop registration fee is $650 for the public; $450 for Mentor Program Members. Each participant will be able to choose ONE of the following Alan Weiss books for free and the First Ten to register will receive all three.

- "How to Acquire Clients: Powerful Techniques for the Successful Practitioner,"
- "Value-Based Fees: How to Charge – and Get – What You’re Worth" and,
- "Million Dollar Consulting Proposals: How to Write a Proposal That’s Accepted Every Time"

Complete Information and Registration can be found:

Contact Information
Performance Development Group
Seth Kahan

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