Through our exclusive partnership with Lighthouse Global, the management consulting firm that works with the world’s leading business advisors, we’ve developed a uniquely well-informed and researched curriculum based on deep understanding of the business services buyer.
From Lighthouse’s research and insight over the last 10 years advising institutions in the financial services and professional services sectors, we’ve designed a range of deeply experiential, interactive courses for you and the other client-facing professionals in your firm.
Follow our curriculum and you’ll be equipped with the tools, techniques and strategies to make prospects switch from your competitors to you and to encourage clients to deepen their existing relationships with you.
The 5 unique elements of the Berwick Gilbey approach to business development coaching:
Insight-based learning
There’s no guesswork in our courses. We base our learning experience on what your clients and other business advisors say they look for. After all, ultimately they are the only people that count. They are the ones judging, selecting and working with business advisors – and that’s why we base all our sessions and programmes on deep understanding of what they say works. You’ll find that we bring the client voice in to all our programmes – using case studies, real examples, role play scenarios and anecdotes
A curriculum that adapts
Other training companies teach the same old thing for years. Not us. The market for selling complex business services changes all the time and the training you give your people needs to change with it. Sure, some of the principles of business development are the same but different times require different strategies. Our access to the latest client and business services research allows us to change and adapt our programmes to make sure your people get the right skills for today’s market conditions.
Tailored for the senior and demanding audiences your firm wants to reach
Our courses are designed to not only help you win engagements with highly demanding buyers of business services, including senior executives (CEOs, CFOs, COOs, General Counsel, divisional heads, directors), but also to help you influence the intermediaries, co-advisors and other stakeholders who input to the decision on which advisors are retained. We also design courses for those advising private clients and high net worth individuals.
Drip-feeding, not drowning
Change doesn’t happen in a day. Our courses are designed around more than one session over a period of time. In our experience, that’s the most effective way to achieve lasting change and embedded learning.
Truly experiential learning
We believe that you don’t really learn until you get up and do. And then review what you have done. So all our sessions are interactive, experiential and enjoyable. We use role play and extensive video feedback to show you what needs to change and the improvements you make.
Click on the courses opposite to discover more.