BD Top Tips - BDA One

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Video: Cross-selling tips: Five approaches to take

Course • 1 lesson

Check out these five great tips to boost your chances of cross-selling success.

£10

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Video: Cross-selling effectively

Course • 1 lesson

Get cross-selling right and you can develop client loyalty and win significantly more work. Here are six cross-selling approaches that are working for others. Will they work for you too?

£10

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Video: Conducting a post project review with your client

Course • 1 lesson

The best professionals go beyond just gathering feedback from their contact and acting on the points made. They also use post project reviews to get a deeper understanding about what’s next on the client’s agenda.

£10

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Video: Managing the long distance relationship

Course • 1 lesson

When you are managing a long distance client relationship you need to create the feeling of being just around the corner – even though you’re not. That means breaking down the distance barrier by becoming a valuable source of help and support.

£10

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Video: Ways to make your contact look good in their organisation

Course • 1 lesson

This is more subtle than just providing ‘added value’ services that will help them. It’s about being valuable because the things you do help your contact stand out positively and impress those around them. Can you use any of these 10 approaches?

£10

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Video: Maintaining contact between deals and pieces of work

Course • 1 lesson

Clients don’t always expect frequent communication in between projects, but they will want to feel you are interested in them and their business. Try these strategies to keep in professional contact, with integrity.

£10

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Video: Phoning to arrange a meeting

Course • 1 lesson

We can often think that we will be intruding on our contact’s time if we telephone. But we have all had situations where we know it would have been more valuable to pick up the phone. So how do you do this professionally?

Free

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Video: Time effective ways to network internally

Course • 1 lesson

A lot of your business opportunities will actually lie with colleagues in your firm, so here are some effective ways to network internally.

£10

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Video: Getting colleagues to provide referrals

Course • 1 lesson

This video takes a look at four actions that will help motivate your colleagues to refer new work opportunities to you. They could be the easiest things you do to generate more business.

£10

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Video: Dealing with objections in business development conversations

Course • 1 lesson

In BD conversations, no matter how well you identify your potential client’s needs and no matter how relevant your solution is, you may still have to deal with challenging objections. Here are the steps you can take to get the most positive outcome.

£10

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Video: Four fee negotiation essentials

Course • 1 lesson

Get four great tips on how to become a better negotiator.

£10

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Video: Successful pitching key steps

Course • 1 lesson

There are no prizes for coming second in a pitch. These are the mistakes to avoid so that you win significantly more times than you lose.

£10

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Video: Six strategies to safeguard your client relationship

Course • 1 lesson

Try these strategies to strengthen your relationships with your existing clients.

£10

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Video: Managing first meetings with a potential client

Course • 1 lesson

First meetings are crucial when it comes to building relationships with potential clients. Get them right, and you can start to build the rapport and trust needed. Get them wrong, and it’s likely you won’t hear from your contact again.

£10

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Video: Strategies to position you and others for work

Course • 1 lesson

One thing that many professionals find challenging is gaining commitment from their clients and potential clients to give them the work. These strategies work face to face and on the phone – they also work in written communication too.

£10

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Video: Building target lists and engaging with target clients

Course • 1 lesson

Targeting is an inexact science, and we all know that new work can come from random sources. But the most successful business developers focus their efforts on well thought through targeting campaigns. How do you do it?

£10

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Video: Simple ways to improve your BD performance and success

Course • 1 lesson

You will want to put what little BD time you have to good use. Here are 10 simple, but effective, activities that can help you to win more business.

£10

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Video: Using questions to guide your Business Development discussion

Course • 1 lesson

The more time spent asking questions in a business development discussion and really understanding your potential client’s needs, the easier it will be to demonstrate how you can help them.

£10

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Video: Creating and implementing a practical client plan

Course • 1 lesson

A practical client plan should enable you to do two key things as a team. How do your client plans and actions measure up?

£10

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Video: Setting your business development targets and creating your plan

Course • 1 lesson

Successful professionals have a BD action plan and review and refine it on a regular basis, assessing their progress along the way. So what specifically do you need to do to create and deliver on a plan that works for you?

£10

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Video: Questions to ask potential work referrers

Course • 1 lesson

We all know that a warm referral is much more likely to lead to new business than a cold approach, but we often feel uncomfortable asking for referrals and miss a lot of opportunities as a result. Here are some professional strategies that work.

£10

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Video: Managing the informal business discussion

Course • 1 lesson

Not all business discussions take place in formal meetings or over the phone. Informal face-to-face conversations are an important part of the relationship-building process – so here are some tips on turning these discussions into work.

£10

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Video: Writing effective meeting follow ups

Course • 1 lesson

At the basic level, a follow up note to a meeting gives your contact a helpful summary of the discussion and focuses on the action points and next steps. On another level it can also help you to gain their commitment to your proposals.

£10

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Video: Ways to professionally keep in touch with contacts

Course • 1 lesson

Keeping in touch with contacts isn’t about calling or emailing from time to time to find out how they are, hoping that an opportunity will suddenly reveal itself.

£10

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Video: Five things you should know about your client

Course • 1 lesson

So, what are the fundamental things you should know about your client and how do you go about finding out this information? There are 5 key areas to focus on...

£10

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Video: Get more from the articles you write

Course • 1 lesson

Many senior fee-earner hours get poured into producing articles. Here’s a recent example of how an article generated a good return for the time a Partner invested in writing it.

£10

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Video: Becoming a more commercial adviser

Course • 1 lesson

Watch this short video for some more ideas on how to demonstrate you commerciality.

Free

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Video: Turning a social contact into a business one

Course • 1 lesson

To turn a social relationship into a potential business one, you need to evaluate if this would be beneficial for the specific friend or contact. Watch the video to get some tips on how to successfully do this.

Free