Programs and Services

Breakthroughs in Business Development for Professionals©

A comprehensive program including educational and coaching elements designed to break down the business development process and provide an in-depth view of the essentials and best practices for legal, accounting and other service professionals in sourcing new business, developing new business, and solidifying and expanding relationships with current clients.

This program will provide insight into why creating specific, measurable goals will make the difference between success and failure, and how to implement the right structures to support realization of these goals.

Breakthroughs in Business Development addresses two audiences:

• Associate professionals seeking to accelerate their progress on the path to partnership.
• Partners and senior professionals who are interested in enhancing their performance in business development, gaining stature and financial rewards individually and for the firm.

The program entails two primary components:

• Individual coaching where goals are established, strategies and skills to attain these goals are addressed.
• Roundtable work sessions focus on best practice topics and discussions optimizing all the talents and ideas of the team.

Contents:

The Four Quadrants of Breakthrough Success©

Within each of these four quadrants, the following 3 categories of Business Building Essentials are developed:

• Best Practices in Sourcing and Cultivating The Right Opportunities
  • Developing the right spheres of influence
  • Leveraging your contact base
  • Efficient, effective, and customized networking
  • Gaining meetings with decision makers
  • Composing the Unique Value Proposition© (a three-step plan to a powerful, memorable professional statement)
  • Cultivating and building the right relationships
  • Conversations that lead to RFP's and engagements
• Client-Focused new business development
  • Pitch preparation and presentation
  • Probing questions, listening for success
  • Attracting the engagement: Becoming a magnet for the client's business vs. pushing for the business
  • Meeting debriefing: A source of power
• Leveraging and retaining current business
  • Upselling and upserving current clients
  • Cross marketing - What's in it for me? For the firm?
  • Retention through relationship building
  • Daily consistent business building activity

The Process:

• Introductory group workshop, "Upping Your Professional Game": 1.5 - 2 hours
• Interviews with select management/partners to discover firm philosophy and objectives
• Candidates self-select into the process.
• Four month program entails 2 individual on site or telephone sessions per month 45 minutes - 1 hour in length and 1 interactive group work session per month (1½ hours in length). (12 sessions per participant)
• Participants are taken through an Accomplishment Tracking Process comparing goals to actions and achievements. (This is designed to support the individual's marketing plan)
• Participants are given reading and other assignments applying principles into their professional performance.
• Group sessions include guidebooks for future reference.
• Group size can range from 5 to 10 participants per group.