Practice Development Counsel

NEW BUSINESS DEVELOPMENT OPPORTUNITIES
COACHING & TRAINING

What does it take to be a good coach?

A good coach for business development:

Knows the questions to ask
Can quickly analyze a situation
Has a strong intuitive sense
Can focus first on the prospective client's needs and agenda
Is a capable strategist
Can motivate professionals to develop detailed strategies
Can help professionals to adopt a disciplined approach to business development and selling
Persistently stays with the players and on the case

Many successful rainmakers are not good coaches for other people. Generally they know what works for them but can't adapt to a range of selling styles. That's why your professionals need help from a consultant with good coaching skills. As with sports coaches, these skills are developed over many years of exposure to many different players.

In addition to preparation for formal presentations, we provide coaching for less structured situations from "doing lunch" to post-matter meetings. Some of the scenarios we have successfully advised on include:

"I'm concerned that a long-standing client is giving some work we could do to other firms."
"We want to sell a new prospect a product he doesn't know he needs yet."
"We've made a lot of contacts and had a lot of lunches, but we aren't seeing real work come from it."
We lost out last year with this prospect, but we want to be considered for new opportunities again."
"The key contact at a client for whom we worked for several years has moved to another company and is holding a "beauty contest" for us and the company's current outside firms."

How do we handle it? What's our strategy? Who does what?

We'll help you:

Develop objectives and winning strategy for each situation
Structure the meeting for maximum effectiveness
Become a good questioner and listener
Emphasize and illustrate key points persuasively
Close and follow up

TRAINING

Practice Development Counsel also:

Conducts business development training for partners, managers and staff; and
Organizes networking events for managers and peers in other types of professional firms.

We'll be pleased to discuss your needs and provide details on our programs.

NEW BUSINESS DEVELOPMENT OPPORTUNITIES COACHING & TRAINING

What does it take to be a good coach?

TRAINING

NEW BUSINESS DEVELOPMENT OPPORTUNITIES
COACHING & TRAINING