Professional Services
Providers of Professional Services have some particular challenges in prospect identification, appointment setting, new business development and client acquisition.
Because you receive substantial training in the technical and regulatory aspects of your business the basics of professional sales skills are often overlooked. Associates new to their roles often struggle in the early stages of networking, obtaining appointments and maximizing those important first appointments. Senior associates sometimes need some "refreshing" in their skills.
Financial Services
Working with portfolio managers and relationship managers in commercial lending we have developed training and coaching techniques to help you expand your networks and improve your success in getting appointments and expanding your network. We can help you broaden your centers of influence, network effectively and increase your opportunities.
Public Accounting
With 20 years of experience training partners, directors, senior managers and managers we know how to help you expand your business base. Conducting a professionally crafted new business opportunity call requires training and practice. Learn how to uncover those new business opportunities when you are face to face with your client or potential new client. Role playing can improve your opportunities. Coaching from our consultants will ensure your success.
Legal Services
Becoming a rainmaker in your firm requires more than a country club membership. Who to approach, when to approach and having the appropriate introduction will separate your young associates from the others calling your client base. Learn not only client acquisition skills, but also improve client retention and expansion.
Architectural
Design and build opportunities are few and far between. Regulatory hurdles, ownership quirkiness and cost reduction pressures make it a real challenge to secure new business. Your business development and marketing staff need more than just social media to find new opportunities. We will demonstrate the most effective ways to secure appointments and get prospects in front of partners and senior management.
Our group training is unique in that we start with a thorough personal assessment of each member of your business development staff to determine their existing level of skills, strengths and areas for improvement. Next, we work with your staff and devote hands-on time in the field to understand your unique environment. Then, we customize our program to maximize the impact of your business development process through intensive classroom and role play activities. Finally, we reinforce the training through One On One coaching by one of our consultants.
After both our training and our one-on-one sessions, we don't leave your business development team hanging. We encourage phone and email contact. If they encounter a problem or a question that can't wait, help is only a phone call away.
Mark Burrall, Mark Bishop and Gil Loppnow
Mark Burrall, Mark Bishop and Gil Loppnow have over 75 years of combined professional sales, sales management, and marketing leadership. They understand how to assist start-up and early stage companies to hire and train their sales force while developing an organizational sales plan that targets new business opportunities.
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