Winning new business

All Products, Winning New Business

Making the proactive call

This module will provide you with ideas on sensible reasons you can use as a basis for a proactive call that your contact would find valuable. It will also give you plenty of ‘hooks’ to use to engage their initial interest.

£25

All Products, Winning New Business

Finding sensible reasons to call

Course • 5 lessons

This module will provide you with ideas on sensible reasons you can use as a basis for a proactive call that your contact would find valuable. It will also give you plenty of ‘hooks’ to use to engage their initial interest.

£25

All Products, Winning New Business

Ways to prioritise your business development actions

Course • 5 lessons

In this module, we’ll give you tips on how to best prioritise your BD actions and get things done rather than put off.

£25

All Products, Winning New Business

Phoning to arrange a meeting

Course • 5 lessons

This module will help you call a potential client and arrange a meeting.

£25

All Products, Winning New Business

Effective fee negotiation

Course • 5 lessons

This Effective Negotiation module is designed to help you to: 1. balance the need to build trust and loyalty with the client 2. respond professionally and sympathetically to their demands to reduce fees 3. avoid damaging your firm’s profitability

£25

All Products, Winning New Business

Demonstrating your commerciality

Course • 5 lessons

Commerciality is a term often talked about in professional services. Unfortunately, we still see the rather bland “We are very commercial” statement on websites and pitch documents, but what does it actually mean?

£25

All Products, Winning New Business

20 ways to generate new work

Course • 5 lessons

For time-pressured professionals a key aim is to generate a fast return from whatever business development time they can fit into hectic schedules. The more simple and effective the activity, the more likely it is to be implemented.

£25

All Products, Winning New Business

Planning the week ahead – quick wins in BD

Course • 5 lessons

This module is designed to give quick inspiration and pointers for those occasions when there is a lull in client work and you have some spare time for business development.

£25

All Products, Winning New Business

What’s your target client thinking?

Course • 5 lessons

Potential clients don’t always share with you their relationship with incumbent firms. If it is a great working relationship, what are your chances of winning work from this contact and what would you have to do to be in that position?

£25

All Products, Winning New Business

What’s your proposition?

Course • 5 lessons

In this module, we’re going to explore what you need to know to formulate a proposition that presses all the client’s buttons . Look at how best to define the help you can give in relation to the information you’ve gleaned on the client.

£25

All Products, Winning New Business

Engaging profitably with intermediaries and work referrers

Course • 5 lessons

For many professionals investing time in cultivating relationships with intermediaries and referrers of work is time well spent. Your relationship with an intermediary or referrer needs careful management.

£25

All Products, Winning New Business

Putting together a practical business development campaign

Course • 5 lessons

With so many things a professional needs to do in a day, business development often gets pushed on to the back burner. Put off too long, this can cause major dips in client work and a serious reduction in fee-income.

£25

All Products, Winning New Business

How to build influence and impress people

Course • 5 lessons

A highly competitive environment, both within firms and outside them, makes it tough for professionals to carve out a niche for themselves. And yet some do just that, and stand out from their peer group.

£25

All Products, Winning New Business

Asking questions that lead to new work

Course • 5 lessons

If there is one face-to-face communication technique that sets successful professionals and winners of work apart from the ‘crowd’ it’s the quality of the questions they ask – and the way they ask them.

£25

All Products, Winning New Business

Working effectively with partners on business development

Course • 5 lessons

This module gives you practical tips on how best to work alongside a partner in relation to BD. You may be supporting one or several partners, however the basic principles and skills still apply.

£25

All Products, Winning New Business

Some thoughts on targeting new business

Course • 5 lessons

In this guide we give you practical tips to put you in the driving seat for winning business. We’ll give you some ‘food for thought’ on how to direct your energies and get you in front of your ideal clients.

£25

All Products, Winning New Business

Tips for getting into the boardroom

Course • 5 lessons

To become a client’s trusted professional adviser you need to be seen by the leaders of that organisation as being able to add real value at the highest level … in the boardroom itself.

£25

All Products, Winning New Business

Managing the informal business development discussion

Course • 5 lessons

Not all business development (BD) discussions take place in formal meetings or over the phone. Often more informal face-to-face conversations occur as part of the relationship-building process.

£25

All Products, Winning New Business

Making the right impression in a business development meeting

Course • 5 lessons

Many professionals want to know how best to handle the business development meeting with a potential client. What should you do to start building that vital relevance, rapport and trust?

£25

All Products, Winning New Business

Gaining a potential client’s commitment

Course • 5 lessons

To ensure discussions with a potential client come to a fruitful conclusion (for both parties), it is important that both the firm and the client give their commitment to the next steps.

£25

All Products, Winning New Business

Writing effective emails

Course • 5 lessons

Email is the main vehicle for communication in today’s business world. It has overtaken phone, face-to-face meetings and letters in its popularity. Let’s take a closer look at how to write effective emails that are read and acted upon.

£25

All Products, Winning New Business

Ways to get in front of target clients

Course • 5 lessons

This module takes you through the targeting thought process in professional services. It highlights several effective ways to get in front of decision makers if you apply them carefully and with due consideration.

£25