George Lucas, Ph.D.
Dr. George Lucas co-authored the NY Times, USA Today and Wall Street Journal best-seller; "The One Minute Negotiator".
Price range
- $7,500 - $12,500
Expert
- Leadership
- Marketing/Merchandising
- Negotiation
- Sales
- Success
Experience
- Associations
- Consulting
Career
- 36 Years
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About
For over 30 years Dr. George Lucas has been a skill development resource to many companies and associations in the areas of negotiation skills, sales including pipeline development, and sales leadership. His primary focus is assisting his clients in the advancement of their profitable organic growth initiatives. These programs have been conducted on six continents for a variety of firms that all use a value-based approach. His client list includes many of the leading firms in risk and financial services, agribusiness, and distribution/logistics.
Lucas received his Bachelor’s degree from the University of Missouri – Columbia, and subsequently served in multiple field sales positions. He returned to Mizzou, completing his MBA and Ph.D. in Business Administration – Marketing. His teaching and research career began at Texas A&M University, and continued at the University of Memphis, where he was regularly recognized for his excellent teaching approach, and served as marketing department chair. It was at the University of Memphis that he helped launch the first MBA-level curriculum in B-to-B negotiation skills.
After his academic career, Dr. Lucas joined Baker Growth Specialists (formerly Schul Baker Partners), LLC, where he served as the firm’s vice-president and director of learning. In March 2019 he joined Fred C. Church as their Director of Business Development. FCC is one of the oldest and most respected risk, employee benefits, and private client insurance firms in New England, with an expanding presence across the U.S. In 2022 Fred C. Church was acquired by one of the ten largest brokers in the U.S.; Assured Partners. His primary role is to work with 25 senior and junior salespeople in the development of robust pipelines, and the advancement of specific opportunities to gain prospect’s conversion to clients. Thus, George brings not only theory, but current in-the-trenches experience to organizations that engage him for their meetings.
George is the author and co-author of several successful books, including The One Minute *Negotiator with Don Hutson; a New York Times, The Wall Street Journal, and USA Today International Best Seller. Based on this book, he launched Mastering Negotiation Skills; a four-course/34-chapter interactive learning experience produced and hosted by USLearningVT. He is also featured in the audio series The 17 Biblical Principles of Success, with his topic being courage.
He and his wife Kelly live in Winchester, TN. He has two sons: Austin and Taylor. He enjoys travel, writing, and helping people advance their success in their business and personal lives.
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Video Clips
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Topics
BECOMING A MORE PROFICIENT NEGOTIATOR
(The One Minute Negotiator Co-Author – A WSJ, USAToday and NYT Best Seller)
· Recognizing opportunities in a life Filled with Negotiations
· The rampant disease of “Negotiaphobia,” and the Dr.’s E-A-S-Y Process to Treat it
· The flawed tactic of compromise and why it often fails
· The four viable negotiation strategies, knowing your tendencies, and when to use each one
· Win-win; Everyone talks about it, but few know how to do it
· Using negotiation chips to drive concession making and reach better agreements
· At the goal line it almost always swings to win-lose
Navigating Marketplace Inertia: Crafting a Dynamic Marketing and Branding Strategy
In the fast-paced world of business, change is often hailed as the dominant force shaping our strategies. However, amidst this narrative of constant evolution, there lies another powerful factor: marketplace inertia.
Join us for an insightful keynote speech as we delve into the art of developing a marketing and branding strategy that not only capitalizes on but also effectively navigates through the currents of marketplace inertia.
Throughout the keynote, attendees will gain actionable insights and practical tools to develop their marketing and branding strategy, ensuring they are not only responsive to change but also capable of creating capabilities from the very forces that are shaping their industry.
LEADERSHIP MAKES THE DIFFERENCE!
· Why managers are a dime a dozen, while leaders are very rare
· Leading different people differently
· Use your Brain, but it’s OK to show you have a Heart
· In today’s economy, there is no substitute for courage
· The future is dim without the light of a learning culture – lead it!
BUILDING, EVALUATING AND ADVANCING ROBUST SALES PIPELINES
· Why most salespeople live on a “pipeline rollercoaster”
· The means to build sales pipelines using four critical prospect sources
· The three stages of pipeline opportunity advancement (prelims, semis and finals)
· Using the triple-nickel approach to build and evaluate sales pipelines
· Treating prospects as accounts receivables
SELLING IN THE “BUSINESS UNUSUAL” ENVIRONMENT
” The game has changed and will never be the same
” Building a pipeline in the virtual selling world
” Changing the conversation for mutual benefit
” Achieving personal and organizational brand differentiation
” Effectively and efficiently utilizing social selling
” Virtual selling when face-to-face is simply not an option
PROSPECT MEETING MANAGEMENT STRATEGIES AND SKILLS TO GET BETTER AND FASTER DECISIONS
· Using the first meeting as a concept sale
· Advanced discovery meetings at the top stages of information collection
· You don’t win with what you say; you win with the questions you ask
· Effective story-telling to gain credibility and advance the process
· Persuasively making the play for conversion to your firm
· More effective use of current clients to close the deal with prospects
HIGH-IMPACT COACHING AND MENTORING – THE MISSING LINKS FOR EFFECTIVE LEADERSHIP
· What is coaching, why is it so critical, and how good are most managers at doing it?
· Key differences between managers and high-impact coaching leaders
· The eight-step coaching process
· How mentoring differs from coaching, and keys to driving a mentoring culture
· Building a team of “Contented Achievers” through effective coaching
· Creating action plans that make good performers better, and bridge performance gaps
· The commitment cycle – secrets for creating an upward spiral
BUILDING COLLABORATIVE TRADING PARTNERSHIPS FOR WINNING SUPPLY CHAINS
· Factors making collaborative partnerships not only highly profitable, but essential
· Why trading partnerships fail, and what you can do to make them work
· The five components of any alliance or partnership
· Crafting an alliance action plan, and moving to implementation
THE CONTENTED ACHIEVER (HOW TO GET WHAT YOU WANT AND LOVE WHAT YOU GET (CO-AUTHOR)
· Understanding the “Success Model: Fulfillment vs. Frustration & Success vs. Failure”
· Uncovering your success vision and using it as your life compass
· Conducting your current assessment to uncover strengths and weaknesses
· Identifying the outcome drivers that determine your success or failure
· Developing an action plan, including the setting goals & objectives