It’s a very common situation. A firm takes a look at the pipeline, reviews its lag and lead measures and there is some concern. A decision is made to (re)focus on Business Development, both new from new clients and new from existing clients. Often firms will look at three ‘investment’ options to drive Business Development: […]
Tag: business development skills training
Transitioning into an Adviser – it’s all in the mind
Over the last couple of years, we have been having more and more conversations with firms who are looking for help in transitioning their client facing professionals into ‘Advisers’. This isn’t anything new. The professional services market place has been hearing and talking about developing ‘Trusted Advisers’ for almost 30 years now, but very little […]
How to combat the fear of presentation skills
An aspect of their role that many lawyers and accountants often dread is having to do a formal presentation – sometimes even if is only to a small group of people. It’s probably no surprise that when we are appointed as the learning and development partner to professional services firms, delivering a presentation skills workshop […]
is your BD approach feeling healthy and tanned?
As we come to the end of a pretty good summer by British standards we have seen thousands more people taking to their bicycles, a victorious Andy Murray winning the Rogers Cup against Djokovic and many of our colleagues sporting healthy tans while keeping fit over the summer months. Refreshed and invigorated, it’s come to […]