Academy programme topics

The topics for each module are outlined below. These would be tailored for each individual and group and are just starting points for each module. The style is one of sharing, discussion, debate and application. The delivery style is also tailored to the “make up of the group” and their experience and preferences.

Module 1 Business development strategy and planning, managing and applying The PACE Pipeline and prospecting

Module 2 Effective marketing, becoming famous, generating leads, gaining meetings and the use of social media within the professional arena

Module 3 Advanced selling skills, effective first meetings, consultative selling and client engagement skills and techniques

Module 4 Winning pitches, proposal writing and getting ahead of the competition

Module 5 Key client management and client care in practice

Module 6 Fee handling with confidence and cross-selling

Module 7 Options: Leading business development, coaching others, presentation skills, maximising events and seminars or selling at the C-level

As an example of how the modules vary depending on the individuals and the group mix, a group comprising of marketing and business development professionals might select the following suite:

Module 1 Becoming a trusted internal advisor that fee earners value and respect

Module 2 Ensuring business development plans are implemented

Module 3 Embedding a business development culture within a firm

Module 4 Supporting fee earners with effective marketing, use of social media and meeting generation

Module 5 The secrets to successful pitch coaching

Module 6 Implementing key client management within the firm

Module 7 Options: Coaching others, internal presentation skills or maximising events and seminars

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