Let’s Start a Conversation About Business Development
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I present an overview of professional services business development best practices based on in-depth interviews with leading rainmakers. The presentation includes an engaging 40-minute talk and 20 minutes of Q&A. Highlights include:
- How most of what we know about sales does not apply to professional services
- How thinking about how clients buy is a more productive perspective
- How “shrinking the pond” and focusing on a niche produces results
- How to use the Seven Elements framework to support prospects in their journey from a potential buyer to client
Price: $10,000 plus travel
(If your firm’s leadership will meet with me for 1-hour after my presentation and you buy a copy of How Clients Buy for each member of the presentation audience, I’ll be glad to waive my speaking fee.)
I lead a 3.5-hour interactive workshop designed to impart business development best practices. The workshop includes a powerful roundtable discussion based on pre-interviews of each participating executive to ensure the material meets the needs of those attending. Highlights include:
- The struggles of engaging with potential clients
- The way clients buy, including the Seven Elements of every engagement
- The power of niching and narrowcasting—the Law of 200
Price: $16,000 plus travel
I conduct a 6.5-hour interactive workshop to develop business development best practices. Sessions include the regular half-day program plus a second, facilitated roundtable session focused on tactics. The full-day workshop also focuses on the development of customized practice plans including:
- Statements of practice focus
- Peer presentation and brainstorm
- One-year action plan
Price: $25,000 plus travel