Business Development Training Seminars
Business Development Training Seminars
Ackert’s exclusive, online training seminars are specifically designed for today’s changing work environment.
Select a single program, or compile a customized, business development educational series to address the unique needs of your firm. Whether focusing on business development training, specific selling skills, sales acceleration, or business development strategy, our training seminars will ensure your seller-doers have practical knowledge and skills they can apply immediately to begin seeing results.
Available Training Seminar Topics
Our knowledgeable and engaging presenters can offer sales team training and teach effective sales methods in online training seminars that engage busy business developers and result in improved sales pipeline management and increased sales productivity. Below is a list of topics we offer online training seminars on. Expand each topic for more details.
Advance Business Opportunities with Friends Comfortably and Appropriately
Oftentimes the business potential in our personal relationships remains untapped because we do not know how to comfortably broach the topic of doing business together. The fact is your closest contacts will be far more likely to help you if you can initiate easy, no-pressure business conversations. In this program, you will discover communication techniques that allow you to explore professional opportunities naturally without jeopardizing your reputation or damaging your relationships.
- Learn how to assess the referral potential of your friends and clients
- Discover five techniques that subtly introduce business development into an informal conversation without creating awkwardness
- Learn how to motivate dormant referral sources
- Improve your ability to attract referrals from your best contacts
Navigate the Nuances of a Client Pitch
Clients appreciate a thoughtful, prepared, interactive pitch. It reflects well on the presenter and suggests that the services offered are high caliber. But many presenters spend too much of their pitch talking about themselves and fail to identify and address all of the client’s concerns. Without a clear framework, and an understanding of the consultative model, an unsophisticated pitch leaves prospects unimpressed and competitors at an advantage.In this interactive program, you will discover:
- How to best prepare yourself and your prospect for optimal success
- Presentation techniques that accentuate your confidence and expertise
- A step-by-step framework for a pitch meeting (virtual or in-person)
- How to identify all of the client’s concerns, voiced or implied
- How to improve your win rate
Identify Needs and Expand Client Relationships
Given current markets and the competitive landscape, it is more critical than ever to take a proactive approach to exploring clients’ business concerns and emerging needs.
In this program, you will discover:
- How to adapt your business development approach during times of change
- The questions you must ask your clients to identify new opportunities
- How to upgrade the caliber of your clients, and the referral sources connected to them
Business Development Fundamentals for Associates
It takes several years to develop a meaningful book of business. But when associates lay the foundation early in their career, they gain a critical advantage over less ambitious competitors. This requires adopting a business-development mindset, developing meaningful expertise, establishing credibility in the business community, and building the relationships that will eventually comprise key clients and referral sources. Each of these components, when approached strategically, accelerates business development momentum so that associates can attract clients to their practices as quickly as possible.
Discover how to:
- Hone the listening skills that contribute to a business development mindset
- Establish a productive professional network
- Deliver an effective elevator pitch that differentiates you from the competition
- Satisfy the expectations of partners and clients
Building and Implementing a Business Development System
Industry surveys show that over 40% of business developers have no formal system for managing their key relationships. Struggling to adopt CRM, they try to manage ad-hoc lists of names and opportunities and fail to reach their full selling potential. In this interactive program, we will present a series of strategies you can use to build simple, sustainable relationship pipelines that garner more business from your network and generate more revenue for your firm.
This program will show you how to:
- Identify and prioritize the most valuable relationships in your network
- Apply the “sales funnel” and “reverse funnel” concepts as you advance relationships
- Deepen relationships with prospective clients to increase the likelihood of engagement
- Implement a system that supports regular, predictable business development
- Apply a proactive, consistent follow-through routine to business pursuits
Maintain and Grow your Professional Network
The key to a sustainable book of business is a strong professional network. But many professionals fail to build a loyal base of influential contacts who can foster meaningful referrals and engagements.
In this program, you will discover how to:
- Establish new contacts and opportunities for yourself and your firm through in-person and virtual means
- Prioritize, manage, and activate key relationships
- Add meaningful value to the people in your professional network so they reciprocate in kind
Present an Engaging Webinar that Generates New Client Opportunities
Most webinars consist of lectures that fail to grab the audience’s attention or capture new business opportunities. In this program, we will review presentation techniques that engage your audience and generate client interest.
You will discover how to:
- Craft a strong opening that grabs your audience’s attention
- Apply webcam techniques that improve your ability to engage with your audience
- Identify your audiences’ business needs during the presentation
- Convert your presentation into qualified leads
Negotiate Win-Win Arrangements with Fee-Sensitive Clients
This program helps you set clear expectations with your clientele, establish win-win alternative fee arrangements, and manage client relationships with confidence throughout the billing cycle. Discover the best practices and techniques that continuously improve realization at every stage of the engagement, from scoping to billing to collections.
- Sustain your rate integrity
- Improve realizations across your client base
- Learn how to say “no” to unfavorable terms without straining the relationship
- Improve your confidence in client negotiations
Use LinkedIn to Secure New Clients
In the current landscape, where in-person meetings are less frequent, LinkedIn becomes critical for maintaining a presence and engaging with your professional network. While most people understand the basic best practices associated with LinkedIn, few use the tool to engage in meaningful interactions and identify new business development opportunities.
In this program, you will learn how to:
- Understand how to use LinkedIn more efficiently and effectively
- Stay top-of-mind among your professional contacts
- Gain a competitive edge in the marketplace
- Implement a system that converts LinkedIn connections into new clients
Conversational Business Development
Whether speaking with a prospective client or a current one, it is always easier to discuss the details of a current matter over the exploration of a new opportunity. After all, no one wants to “probe for needs” or “ask for the business” unless the conversation feels appropriate and natural.
But what if there were simple, elegant techniques that made business development more conversational, so that identifying new problems, pitching your services, and even cross-selling was as natural as talking about the weather?
This program will introduce conversational techniques that can be used by lawyers at every stage of their career, whether securing a matter from their first client, or securing their next major case from an established client. The takeaways from this session can be put into action easily and efficiently for a positive impact on your book of business.
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