Our training, coaching, e-learning, conference speaking and hands-on support focuses on the many business development challenges and opportunities that professional services firms face.  Over the years we have developed tools, techniques, videos, podcasts as well as coaching programmes and training workshops that support professionals in a multitude of different business development situations and dilemmas.

Here is a range of them although, as the business environment continually changes, we frequently add to the list.


Adding more value to your clients
Adding value to your contacts
Asking the right questions in business development meetings
Assessing a pitch opportunity – should you go for it?

Becoming the Go-To professional
Building a sector specialisation
Building influence and impressing people
Building relationships before you pitch
Building target lists and engaging with target clients
Building your internal network
Building your practice

Capturing and using contact details effectively
Client relationship management planning
Conducting a post pitch review with the client
Conducting a post project review with the client
Conducting a scoping meeting
Conducting a scoping telephone call
Creating a practical client plan
Creating an approach that clients want
Creating engaging case studies
Creating your elevator pitch
Creating your value proposition
Cross-selling approaches that work

Dealing with objections in business development conversations
Delivering the final message in a pitch presentation
Demonstrating your commerciality
Developing a CRM programme
Developing client relationships
Developing great rapport

Encouraging business opportunities from intermediaries and work referrers
Engaging at Board Level
Engaging profitably with intermediaries and work referrers
Engaging your contact through voicemail

Five things you should know about your client
Following up a contact without feeling like a pest or a stalker
Following up from a networking event

Gaining a  client’s commitment
Get more from the articles you write
Getting colleagues and contacts to provide referrals

How to avoid being pigeon holed by the client
How to become a better rainmaker
How to make your contacts look good in their organisation
How to win work in competitive situations

Identifying what your target client is thinking

Keeping in touch in between deals and assignments
Key client management ‘best practice’

Leading the team to focus on BD

Maintaining contact in between deals and pieces of work
Making impact with a lateral hire
Making the follow up call
Making the Go: No Go Decision
Making the most of LinkedIn
Making the most of professional groups and associations
Making the proactive call
Making the right impression in a business development meeting
Managing difficult or complex client relationships
Managing meetings with existing clients
Managing the business development discussion
Managing the informal business development discussion
Managing the long distance relationship
Managing your day to day contact relationships
Mapping your network

Networking at an event
Networking tips
New client planning

Overcoming Fee Resistance
Overcoming voicemail

Personal BD planning
Phoning to arrange a meeting
Pitch presentation essentials
Pitching for work
Planning the week ahead – quick wins in BD
Post pitch decision review
Pricing the work effectively
Proposal writing essentials
Putting together a practical business development campaign

Questions to ask potential work referrers
Questions to get closer to clients and contacts

Raising your personal and professional profile
Renewing contact with old contacts

Safeguarding your client relationships
Sharpening your listening
Simple ways to improve your BD performance and success
Starting in a new geography or sector
Strategies to position you and others for work

The DNA of a good meeting
Thought leadership strategies
Tips for getting into the boardroom
Tips for making business development easier
Turning a social relationship into a business one

Using ‘touch points’ effectively to build relationships
Using questions to really engage your contact

Warming up an old contact
What you should know about your client
Where to find out client information
Working effectively with partners on business development
Working the room hints and tips
Writing emails that people want to read
Writing winning pitch proposals