Would you like to get more from your current resources?



Would you like to get higher billable hours from your technical talent?



Would you like to gain a distinct competitive advantage?

Join us for…

Leading and Managing Technical Talent:

Turning Technical Experts into Trusted Advisors

One-day Workshop

October 25, 2010

San Diego, CA

2010 Service Industry Summit

Technical experts who achieve trusted advisor status with their customers provide your organization with a distinct competitive advantage. Their value to your organization is immense. Yet, on average, only about five percent of technical talent enjoys this special relationship.

This one-day, highly interactive workshop teaches the critical concepts, practices, methods, and tools required to effectively lead and manage your technical talent. Implementing what is taught will help you increase the number of your trusted advisors and improve the competencies of all your people to add more value for your customers and more value to your organization.



There are two ways to attend:

1. Attend the pre-summit workshop for only $799


2. Attend the workshop and the Summit

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What Makes this Workshop Unique?

Dr. Jim Alexander, the workshop leader, has conducted five studies (including the industry leading Transitioning Technical Experts into Trusted Advisors) to determine the best practices that separate the very best from all the rest. In addition, he as consulted and trained organizations on this topic for over 15 years. Therefore, everything taught is research-based, yet highly practical—and actionable. Participants will leave this hands-on session motivated to use the information and tools learned to immediately improve the performance of their technical talent.

Who Should Attend?

Any executive or manager who has responsibility for technical talent who interact with your customers and all others looking for ways to improve profitable growth.

What You Will Learn

• The benefits gained from increasing your number of trusted advisors.

• Highlights from Alexander’s latest trusted advisor research.

• What trusted advisors do that others don’t do.

• Where your people are on the Technical Talent Continuum.

• How your people stack up today on the Trusted Advisor Assessment.

• The six trust builders.

• The 10 commandments of trust-based consulting.

• The 12 success levers.

• The four trusted advisor capabilities.

• The six business development roles.

• Core relationship skills.

• Why everyone who touches the customer needs to sell.

• Influencing with integrity.

• Influencing the senior executive.

• Creating value.

• Steps to increasing your people’s business acumen.

• Special issues in managing knowledge workers.

• How to assess your technical force.

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Tags: managing technical talent, professional services, selling services, training

Managing the transition to seriously selling services has an immense upside for most companies. New, profitable revenue streams, more sales of products, higher levels of customer satisfaction, and competitive differentiation are all probable outcomes of a well-executed shift to services. Know that the path to services success is clear and the obstacles are well-known.

As with any significant change, strong leadership is a critical success component. A services leadership framework exists, and executives willing to listen to the voice of those who already have made the journey will enjoy major rewards in a relatively short period of time. For most organizations, the time for seriously selling services is now!

If you'd like to know more or would like to see how I can assist your organization in seriously selling services, please contact me at alex@alxeanderstrategists.com or call me at 239-671-0740.