Calendar of Events

Date: 

Tuesday

29 September 2020

Title: 

 About the presentation: 

Value-Centred Selling & Pricing: Enhancing your revenue in Covid times
Sales opportunities are precious: we want to make the most of them. When there are many project-managers looking for work, it’s easy for rates to plummet. How do you protect your fee income from being eroded?  
The answer is to sell and price according to value, rather than according to cost. In this session, John Niland takes us through some practical tips for project-managers, such as:
•              How to introduce yourself with impact, by bringing tailored insight to customers
•              Questions to uncover the value of the work to be done
•              Dealing with people who want to block you from value-conversations
•              Differentiating yourself by adding value up-front, i.e. before the sale
•              Discussing budget-guidelines before doing a proposal
•              Handling objections e.g. “we have a cheaper supplier”

Bio Speaker:

Professional speaker on how self-worth is a game-changer for leaders, managers and professionals:
- Energising performance, boosting resilience
- Engaging deeply with people, building trust and common purpose
- Empowering business-development and negotiation
- Enabling fresh lightness and joy, even in hectic days or uncertain times

About PM Fair 2020, the digital fair:

Firstly, for reasons that should be obvious to all, this year’s event will be virtual and not physical: we are going online. No physical face-to-face sessions are envisaged. Instead, the congress will be made up of a series of webinars, online workshops and master classes.

Whilst presenting numerous challenges, this also provides plenty of opportunities.

The congress will be spread over an entire week, from Monday the 28th of September, through to, and including, Saturday the 3rd of October. The intention is to offer morning ‘coffee time’ sessions, along with lunch time opportunities, and additional sessions in the early or late evening, thereby maximising the possibility for our members to participate, either in live webinars, or by accessing recorded sessions.

In addition, ‘going virtual’ enables us to extend our existing wonderful relationship with our friends and neighbours, and present PM Fair 2020 in conjunction with from PMI Netherlands and PMI Luxembourg.