How to Win New Business & Develop Relationships

Overview

This programme will provide the skills and structure for delegates to be able to recognise opportunities to develop their network of contact points and new business prospects. It will provide the skills set to approach new contacts and promote or sell their services using practical tools, models and examples of best practice.

Who is this for?

This programme will benefit those who wish to generate new and additional opportunities to develop their businesses, contacts and networks. This course will benefit lawyers and non-law professionals alike.

What will you learn?

• Analysing and exploring the key components for effective business development
• Positioning yourself in the market and assessing your competitors
• Becoming a trusted advisor, understanding what makes a client choose a provider, and identifying and developing your targets
• Understand the importance of networking internally and externally to create new prospect opportunities
• Reviewing time allocation and resources spent with a client or prospect against the return on investment
• Developing a communications strategy and understanding the techniques for building a compelling online presence
• Learning how to prepare for and conduct effective sales meetings
• Developing the ability to question and understand the prospects’ needs through good questioning techniques
• Structuring any presentation material to be informative, memorable and persuasive
• Overcoming client resistance and objections to proposals or recommendations
• Improve confidence in closing and commitment-gaining techniques
• Creating a personal business development action plan

PSC Elective

This course may be taken as a PSC elective, although it may also be attended by non-trainees.

SRA Competence