Meet, Win, Grow Clients

The business development training course from Chartered Developments

A blended learning experience

Complete the course at home, at work, or wherever is convenient for you

Business Development

The key questions

If you sense that business development could be working better for your firm or company then here are a few resources to help you reflect. You may be looking to re-tune or reinvigorate what you are doing already. You may see the need to formulate new ways of working. You may want to develop your people and processes. You may see the need to re-calibrate for a changing world. Whatever the case, Chartered Developments Business Development Training is positioned to help you engage with the challenges and opportunities of organic growth.

Why and how Business Development is changing | A ChartDev post:

For insights into the specific issues of Business Development performance improvement in different sectors, please take a look a look at our white papers.

  • Professional Services
  • Financial Services (in production)
  • Technology (in production)
  • Healthcare (in production)

Making Business Development Work

A quick-start session

Rationale

A number of our clients have asked us if we can provide a short, high impact session to help them explore the opportunities and challenges facing Business Development.

We have designed two approaches. Both are engaging and effective and make efficient use of time. Both focus on 5 critical important areas:

1. Goals: What are you seeking to achieve?
2. Results and resources: What is being measured today?
3. Activity: How much effort is, could and should be going into BD?
4. Concentration of focus: Where are the best opportunities?
5. Effectiveness: What does the best BD look like in terms of skills, knowledge and attitude?

2 1/2hour session with some preparation and follow-up analysis.

Option 1: BD diagnositic

Working with an individual (Head of BD, Sales Director, Lead Partner) or a small group (e.g. service/product group, BD leadership team, sale leadership group, board, partner group).

Review key performance indicators for BD success around the 5 essentials areas. Analyses the current situation. Review risks facing the organisation. Identify potential for improvement and assess likely payback.

Option 2: BD masterclass

2 ½ hour session with a small group e.g. practice/service product/ leadership team, BD leadership team, partner or management team wanting to enhance BD.

Why Business Development is changing.
What are the implications across the 5 critical areas?
Identify and action-plan a manageable number of ‘quick wins’
Identify important but less urgent areas to reflect on further

The Vital First Meeting

From lead to opportunity

Rationale

The first meeting takes effort and resource to secure. It must not be wasted. The first meeting should end with the contact saying “I don’t yet know if I’ll use these people, but I can’t move forward without talking to them again.”

There needs to be a quick, confident decision about committing further resource to the opportunity

Course contents

  • Why this matters – The business case for the organisation and the client
  • Being (un)prepared – Efficiency and effectiveness
  • The vital first few minutes – The lessons of rapid cognition and thin slicing
  • Qualifying – Establishing your prospect’s interest in you and importantly, your interest in the client
  • Building trust – The Trust Model
  • Creating a road map
  • Gaining commitment to the next steps – Making it happen with agreed actions

Duration and method

  • Bitesize learning over 12 weeks based around a one day workshop
  • This is not a stand-alone workshop in which we ‘train and hope’ but uses innovative approaches to ensure engagement before and during the workshop and throughout implementation

Key skills developed

  • Handle leads efficiently and effectively
  • Qualify leads as a genuine opportunity
  • Build rapport through a strong first impression, developing trust and rapport
  • Closure and commitment skills to engage in the next stages
  • Measurable impact: improved quantity and quality into pipeline

From Opportunity to Engagement

Acquiring the client

Rationale

Efficiency and effectiveness in turning opportunities into engagements will be what makes the difference to the firm’s organic growth, profitability, and market position

Course contents

  • How clients choose – linking the BD process to the client’s buying process
  • Build trust through the process – client-centricity and customer experience in the buying process
  • Start the process on ‘the front foot’
  • Understand and qualify the needs and the situation – 4 key skills
  • Form and present compelling solutions – selling documents, pitching, ‘Virtual BD’
  • Manage the decision-making process and people – Cover the bases and manage the buying roles
  • Turn a positive response into actual business – concerns, negotiations, gaining commitment

Duration and method

  • Bitesize learning over 12 weeks based around 3 days of workshops 9consecutive or individual days
  • Pre-workshop contact to build engagement and ensure relevance
  • Engaging workshop focusses on the ‘How?’ more than the ‘What?’
  • A range of video, on-line and coaching resources to underpin implementation and payback

Key skills developed

  • Engage the prospect, qualify and discover, form and communicate the solution, gain commitment, manage the Business Development process
  • Measurable impact: improved conversion ratios, project value, reduced timelag

Growing The Client

Turning the first engagement into a profitable,
secure, sustainable, growing relationship

Rationale

It’s hard to win new clients. Once won, we must make the client want to stay. This means actively managing the relationship and looking for ways to keep adding value for all involved.

Course contents

  • Moving out of the bridgehead – early stage client development
  • Picking winners – where to focus resources
  • Goals, strategies, and plans
  • Building a full-service relationship – sustainable and client-centred cross-selling and up-selling
  • Leading ‘many to many’ relationships, working in teams and covering the bases
  • Staying proactive and reactive
  • Measuring and strengthening relationships

Duration and method

  • Bitesize learning over 12 weeks based around 3 days of workshops 9consecutive or individual days
  • Pre-workshop contact to build engagement and ensure relevance
  • An engaging workshop focused on the ‘How?’ more than the ‘What?’
  • A range of video, on-line and coaching resources to underpin implementation and payback

Key skills developed

  • Account planning, Relationship management, leading an account team, cross/up selling
  • Measurable impact: improved share of wallet/share of mind, cross – service growth, client retention

Effective Business Development Leadership

Managing Business Development, to add value to the business

Rationale

Business Development doesn’t just happen. If organic growth is to be consistent and sustainable, it needs to be managed rather than fitted in around the many other aspects of an expertise-led business. This programme provides you with an effective, proven approach to Business Development Management. It is applied to businesses that provide expert services and solutions

Course contents

  • The core elements of effective Business Development Management – Goals, Results & Resources, Activities, Concentration of Focus, Effectiveness
  • Building and resourcing a Business Development Plan
  • Setting appropriate goals
  • Analysing and improving results
  • Ensuring the right amount of Business Development activity is happening. ‘Are we doing enough…?’
  • The concentration of focus. ‘Are we talking to the right people, in the right organisations, about the right things…?’
  • Effectiveness: Identify and enhance the skills, knowledge, and attitudes needed to deliver the result, ‘Are we doing Business Development in the correct way?”
  • The Business Development leader as a performance coach – with individuals, in front of clients, with the team
  • Making it happen

Duration and method

  • Bitesize learning over 12 weeks based around 3 days of workshops 9consecutive or individual days
  • Pre-workshop contact to build engagement and ensure relevance
  • An engaging workshop focused on the ‘How?’ rather than the ‘What?’
  • A range of video, on-line and coaching resources to underpin implementation and payback

Key skills developed

  • Business Development analysis and planning (G.R.), managing BD resources (A.C.E.), motivation and BD, BD coaching skills
  • Measurable impact: improved efficiency and effectiveness across Business Development leading to enhanced RoI