What does the session cover?
Complex business advisory services are usually sold face-to-face to senior executives often at board level. A successful meeting requires a blend of professional knowledge, sector insight, emotional intelligence and an ability to shape the solution a client wants.
There are those for whom winning the confidence of a prospective client comes naturally. But for everyone else, it takes practice and an understanding of the mindset of the business services buyer. That’s what this course aims to give you.
Our business development coaches base their approach on the two main aspects of selling business services.
The first sessions cover business development, including looking at the core concepts of business development in advisory services, the tools to develop BD action plans. And we introduce a framework for discussing client need with prospective clients.
Our later sessions with you focus on how you can be effective in sales meetings, how to start and close the meeting and how to work with the personality-type of the potential buyer to achieve a successful meeting for both sides. These later sessions use role play and video feedback.
Why Berwick Gilbey?
Unique insight into the mind of the buyer: our courses are developed using the insight we have from exclusive access to interviews-based research from the buyers of business advisory services. Working with us, you will be basing your business development techniques on what clients say are best tactics for selling them your services.
Personalised, experiential sessions: Our coaches help you develop the techniques that can turn a one-off meeting into the start of a profitable client relationship.
Experience: our coaches have been helping the world's advisory firms become more effective business developers and more impactful in sales meetings for over a decade.
Who is it for?
- For senior ‘rainmakers’ (i.e. partners, directors and fee earners), or those wishing to develop better business development techniques (e.g. senior associates on the brink of partnership or promotion to director-level) in advisory firms
How will you benefit?
- You will have a stronger understanding of the principles behind successful business development conversations
- You will learn to recognize and manage the different phases in a meeting with a prospect
- You will have the tools and techniques to build your own effective business development strategies
- You will have the confidence to impress in business development and sales meetings
- You will have the know-how to turn a conversation into a billable piece of work.
Meet the team: our coaches
Andrew Smith – ex in-house business development coach at PwC Consulting, specialist in business development and sales coaching
Charlotte McDougall – specialist in building confidence, rapport, influencing and negotiating skills for effective sales