Develop your BD, Sales and Marketing skills – Professional Services BD Training
Many practitioners in professional services firms wouldn’t consider themselves as salespeople. Yet if their businesses are to succeed, increasingly it is their responsibility to win the work. For most professionals who weren’t blessed with being natural salespeople, now that they have to win work it is likely that they will have a need for training and coaching to help them develop the skills required to win work, in a way that fits their personal style, and the culture of the firm they work for. This is why we have developed a Professionals Services BD training curriculum.
Our Professional Services BD training programs are focused on helping our clients to build stronger client relationships, improve their networking skills, establish ‘winning client’ strategies, learn how to effectively respond to tenders and proposals, and how to close and negotiate deals. We see training, not as a one-off interaction that stimulates attendees, but one that provides behavioural change that benefits the firm or business that paid for the training. That’s where the real value in our Professional Services BD training lies.
Professional Services BD Training Skills Sessions
90 minute to 2-hour sessions providing targeted BD training for Professional Services
Topics covered include:
BD for Professional Services
- Understanding your value proposition
- Building & developing business relationships for a successful career
- Impact of BD activities with clients
Personal Branding & LinkedIn
- Understanding personal branding for lawyers/accountants/engineers etc.
- What to post/comment on and how often
- How to introduce yourself
- Joining & leaving conversations
- Questions to ask
How to have purpose-led client meetings
- Positioning an agenda ahead of a meeting
- Creating a purpose to drive a better conversation
How to position to win the work
- Uncovering client needs and positioning for the work
- Aligning to your client’s buying process
- Pricing options
How to close deals and follow up effectively
- When to close/send a proposal
- Post-meeting follow up
- How to follow up when the client has gone cold
We also run specialist sessions for Lawyers, Accountants and Engineers with relevant industry examples.
Plus, many more topics are available on request. We can also combine topics and provide you with a unique solution.
Visit our events page to see if we have any upcoming courses running.
BD Training for Professional Services
Half-Day and One-day training and workshops. Topics covered include:
How to write a winning bid response
A workshop looking at how you uncover what’s essential to your client and how to align your winning bid messages to their needs.
How to make your Executive Summary compelling and client-focused
BD for Professional Services Training – One day workshop
An intensive workshop that equips lawyers/accountants/engineers/fee-earners with the business development skills they require to add value to their firm, and clients and enhance their career.