News & Articles

Video: IMC USA Consulting Conference Preview: 6 Step Influence Model with Ed Tate


Watch this free video for a sneak preview of world-champion speaker Ed Tate, one of IMC USA’s keynoters for the 2017 IMC USA Consulting Conference in Atlanta, Georgia on October 20-22. Ed shares the 6 Step Influence Model and the key qualities a persuasive consultant must have to increase their influence abilities. In addition to his Saturday Keynote speech, “Energize, Educate, and Entertain: Connect With Any Audience Every Time,” Ed will do an interactive breakout session called “Get Yes! to Your Request” Saturday afternoon.

Viewer Tips: Watch the whole video for great storytelling and Ed’s takeaways for increasing influence. At around minute 24, Ed provides the “Six Weapons of Influence” based on persuasion expert Robert Cialdini’s work, and, at around minute 40, he goes over the 6 Steps of the influence model.

Video: Interactive session with 2017 Conference Opening Keynote Speaker Patricia Fripp

Watch the entire video for tips and techniques to improve your presentation skills, including the “Fripp 5” speaking techniques, the best way to open and close your presentation, the best way to engage your audience, and much more. At the conference, Patricia will also do an interactive breakout session with opportunities for audience members to get real-time presentation coaching.

Facilitated by Certified Management Consultant and President of IMC Chicagoland chapter, Terry Flanagan.

Viewer tips: Patricia Fripp starts speaking at 9:10; coaching session with Employee Engagement Expert Jennifer Leake CMC for her upcoming association talk starts around 15:00; coaching session with IMC USA At-Large member and Strategy Expert Adam Cherrill about speaking to technical audiences.

Video: Patricia Fripp Keynotes 2017 IMC Conference

You won’t want to miss Patricia Fripp’s keynote presentation, Under the Magnifying Glass: Good to Great Presentations!, at the 2017 IMC USA Conference. Join us October 20-22 in Atlanta, Georgia.


Video: How to be a Conference Commando

Keith Ferrazzi, author of Never Eat Alone, has some great tips on how to get more ROI out of any conference you attend. Featuring IMC conference chairman Henry DeVries and conference marketing director Jennifer Beever.


15 Tips from Keith Ferrazzi: Conference Commando

A conference is a huge opportunity to build relationships with extraordinary people, people who might have significant impact on your professional or personal success. To make sure that you maximize the return on your (and your organization’s) investment of time and money to attend, you can’t afford to be a conference commoner. You have to be a Conference Commando.

Get Keith’s tips in the downloadable PDF.

Download PDF

Cool Rules for More Compelling Storytelling

By Henry DeVries, IMC USA Conference Chair

The most important element to include in a book or a speech that attracts clients are stories. But not just any type of story.

Consultants need to share success stories in which they are not the hero. The client needs to be the hero of the story. There needs to be a villain problem that is holding the client back. Finally, you need to be the wise mentor of the story that helps the client hero overcome the villain problem.

As my storytelling mentor Michael Hauge, author of Writing Screenplays that Sell and a screenwriting teacher and consultant to both Hollywood filmmakers like Will Smith and professional speakers, says: “The story must be true, but it does not have to be factual.” In other words, some literary license is allowed to condense the story down to its essence.

Hauge is the author of a new book, Storytelling Made Easy, and he will share the message of the book as the lunch speaker on Saturday, October 21 at the conference.

But why do consultants need to learn how to persuade with a story?

In September of 2008 Scientific American published an article on “The Secrets of Storytelling: Why We Love a Good Yarn.” Please read the entire article, but here is a summary.

According to Jeremy Hsu in Scientific American, storytelling is a human universal, and common themes appear in tales throughout history and all over the world. The greatest stories—those retold through generations and translated into other languages—do more than simply present a believable picture. These tales captivate their audience, whose emotions can be inextricably tied to those of the story’s characters.

By studying narrative’s power to influence beliefs, researchers are discovering how we analyze information and accept new ideas. A 2007 study by marketing researcher Jennifer Edson Escalas of Vanderbilt University found that a test audience responded more positively to advertisements in narrative form as compared with straightforward ads that encouraged viewers to think about the arguments for a product. Similarly, Melanie Green of the University of North Carolina co-authored a 2006 study that showed that labeling information as “fact” increased critical analysis, whereas labeling information as “fiction” had the opposite effect. Studies such as these suggest people accept ideas more readily when their minds are in story mode as opposed to when they are in an analytical mind-set.

Conference Begins In








For the last decade, this conference has been a time just for me – to reconnect to colleagues, to meet new people, to listen to top-notch speakers, to learn about trends – it’s a perfect way to recharge my practice!

Loraine Huchler

Chair & CEO (2013 – 2015), Institute of Management Consultants

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