Michael G. Cummings is the managing principal of SAGE PDI, Inc. He has been a marketing strategy and business development consultant for over 20 years. In his career -- including Andersen Worldwide, Accenture and Mercer Management -- he has trained hundreds of professionals in business development.

Early in his career, Michael was an instrumental member of the team that established the headquarters strategy and marketing function at Andersen Worldwide (Arthur Andersen & Accenture).

In this role, he defined information technology needs for key industries and functional areas; worked with senior partners to devise marketing plans and implement integrated marketing campaigns and developed strategy and marketing processes such as account management and market planning. He also helped to develop the initial large account management planning process and relationship management training programs.

Over the years, Michael has collaborated with Allan Boress to build the sales, marketing and relationship management skills of professionals. Based on their collective experience in working with the top business generators in the consulting, systems integration and accounting professions -- they have translated proven best practices into practical, reality based skill building systems and training programs. And he co-authored a new book with Allan in 2002 – Mastering the Art of Marketing Professional Services: A Step-by-step Best Practices Guide (AICPA).

Prior to establishing SAGE, Michael was partner at Mercer Management Consulting -- a leading business design consulting firm. At Mercer, he was responsible for new business development, managing client relationships and delivering business design engagements in the communications, information and industrial industries.

In this role, he was a leader of Mercer's top North American account over the past 6 years: IBM. Using his account planning, relationship management and selling skills developed over the years, Michael helped Mercer to create over 300 senior executive relationships and sustained base of business. He also led account teams aimed at expanding relationships with Motorola, Siemens and NCR.

Contact Michael by email: mcummings@sageprofessional.com