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For Joe's slides, click here.

Joe Willmore
January 11, 2005

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On January 11th we are fortunate to have as our guest speaker, Joe Willmore. Joe's topic will be How to give 'em performance when they insist on training: dealing with client requests for solutions before we've identified the problem.

Odds are that most of your clients approach you requesting specific solutions--usually training. Despite not knowing the real cause of the problem, why are clients so eager to jump to solutions? More importantly, what can we as performance consultants do to move our clients from an intervention perspective to a performance perspective -- so that we can get an opportunity to really solve the problem?

This session is about how to shift your client from putting band-aids on problems to actually identifying what is wrong and how to really solve it.

You will learn a range of practical and hands-on strategies for dealing with these kinds of clients, including:

• Why clients tend to demand specific solutions before we've had a chance to identify the problem
• 4 strategies for dealing with client requests that pre-empt a front-end analysis
• 3 tactics for moving clients from transactional to strategic perspectives

Kick your new year off right by joining us for this evening with an industry leader.

Joe Willmore is President of the Willmore Consulting Group near Washington, DC. With over 25 years consulting experience, Joe's clients have included the National Geographic Society, the Smithsonian Institution, Wal-Mart, Booz Allen Hamilton, the World Bank, and the US Embassy/Moscow.

Joe has served on ASTD's Board of Directors and is a facilitator for ASTD's Human Performance Improvement workshops. Joe also served as a submission reviewer for the upcoming ISPI 2005 International Conference in Vancouver. Joe is author of Performance Basics and Managing Virtual Teams.