WHAT WE WILL DO FOR YOU

Training & Coaching

In addition to our custom set of services, we provide strategic coaching on the following topics, in a group presentation format or specific, long-term training.

Selling as a Partner and Marketer Team

• Drive new revenue growth
• Improve partners’ selling skills
• Billable time vs. non-billable, who wins?
• Getting a steady flow of revenue
• A systematic process for prospect contacts
• Worst practices in marketing and sales

Understanding the Five Psychological Hurdles in Obtaining a New Client

• Getting them to like and feel comfortable with you
• Overcoming resistance to change
• Earning trust and demonstrating competence
• Identifying and applying appropriate solutions to pain
• Obtaining prospect’s commitment

Business Development Skill—What Should You be Good At?

• Developing relationships
• Persuasive communications
• Uncovering deeper, hidden needs
• Drive large opportunities
• Difference between lead generator or opportunity development
• Effective pipelines
• Competitive advantage
• Are you a rainmaker or business developer?

Niche Development

• When do you have a true niche?
• Doing your homework
• Identifying growth opportunities
• Developing your team
• Sales driven marketing plan
• Developing a budget
• Prospect identification
• Referral relationships
• Narrowing your focus, expanding opportunities

Proposal Process Development

• Pre-proposal meeting
• Template creation
• Maintaining control
• Quality control
• Competitive intelligence
• Does prospect match ideal client profile?
• Providing a path to selection
• Cover letter, executive summary
• Engagement letter vs. proposal
• RFPs
• The presentation

Execution—The Forgotten Discipline

• Focusing on important goals
• Creating a compelling scorecard
• Top three goals—concentrate, concentrate
• 1,440 minutes per day, how much is dedicated to planning
• Accountability

Working Smarter, Not Harder

• Relationships with vendors or service providers
• Relationships with other firms, other locations
• Additional services and additional value to clients
• Drafting an intro letter and inviting an exploratory meeting
• Hold alliance meetings
• Protecting all involved and identifying opportunities

Other presentation topics

• Quantifiable Marketing
• Developing the Next Generation of Leaders
• Maximizing Client Referrals
• Presentation Skills
• Marketing and Sales—Where is the Line?
• Networking Skills
• Business Etiquette
• Networking Relationships
• Client Service
• Living Your Firm’s Brand
• Developing a Referral Network
• Questioning Techniques
• Client Surveys Made Personal
• Positioning Yourself as a Trusted Advisor
• Business Writing