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Course #803-11-VBVA-1

How to Gain & Retain Clients & Contracts

Dates: May-10-2011 - May-10-2011


The Virginia Beach
Convention Center
1000 19th Street
Virginia Beach, VA, 23451

Hours:  12:30PM - 4:30PM

$500 Government AFCEA Member
$510 Government Non Member
$520 Non-Government AFCEA Member
$530 Non-Government Non Member


Course Description:

This seminar is inspirational and motivational while highly tactical and practical as to how to win new business. Establishing likeability, trust and respect really fast leads to efficiencies, excellent team camaraderie as well as wins. No one ever chooses to do business with someone they dislike or don’t trust and respect; attendees of this workshop will learn how to establish each of these human engineering skills fast in order to build and manage relationships resulting in business growth via emails, voice mails, during meetings, at networking events, on conference calls and within proposals.
The instructor will
-         Discuss case studies of examples seen in over nearly 30 years of working with professional service firms,
-         Deliver facts that attendees can use to build a lasting, successful, mutually beneficial relationships to grow with any individual they interact with, 
-         Provide  principles of “human relationship truths,”
-         Share factors in winning professional service engagements,
-         Moderate group interaction to deliver tangible, believable methods of approach when dealing with clients in your space,
-         Explain the Five “C”s for effective business relationships will be explained, delivered and presented with real life examples
-         Deliver the “ALWAYS” of beneficial interactions.   
Takeaways Include:
•Case studies from over 25 years of working with professional service firms to grow their business.
•Practical & tactical tips to build lasting, successful, beneficial business relationships
•Human relationship truths to apply for gaining & retaining clients & employees in every situation •Motivation and inspiration to attain business development goals  


AFCEA complies with the Americans with Disabilities Act of 1990. Attendees with special needs should call (703) 631-6130 or email the PDC outlining requirements.


AFCEA will confirm that a course session is a "go" no later than Apr-26-2011, 14 days prior to the start date of the course. Please see the PDC FAQ for additional course cancellation details.


Please see the PDC FAQ for registration cancellation instructions and other PDC policies.

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All Courses offered in Fairfax, VA unless indicated
TELEPHONE: 1-703-631-6137 or 6135 or 1-800-336-4583, ext. 6137 or 6135
FAX: 703-631-6172 | E-Mail:

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4400 Fair Lakes Court
Fairfax, VA 22033
(800) 336-4583
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