Gaining a contact's commitmentIn a typical working week professionals conduct several discussions, some of which hold the potential for new work opportunities to be identified and won.  Such conversations include those with clients, potential clients, colleagues, intermediaries/referrers, past clients and other people in a professional’s network.

Spotting the potential new work opportunity is just one part of the journey though.  To ensure it does indeed convert into an instruction, it’s crucial that both…

With a New Year upon us, it’s a good time to decide on the outcomes you want to achieve in the months ahead.

Having clarity of purpose and ambition is an essential starting point, and will form the basis of any personal plan you establish.

In supporting many professionals over the years to achieve their business development goals, we are all too aware of the pitfalls that can derail the most solid of…

The end of the calendar year and run up to the festive holiday often marks a frenetic time for professionals.  Along with meeting work deadlines before the holiday, it’s a popular time to meet up with valued contacts and clients to thank them for their business and support.  On top of this, there is usually an increase in a number of festive gatherings and networking events to attend.

Despite all this ‘busyness’,…

Strengthening overseas client relationshipsAs international business becomes an increasingly strong revenue stream of many firms, some professionals find they now need to manage relationships with clients who are not in the same country or continent.

 

Just because you are miles away from a client doesn’t mean you can’t build a really valuable long-term relationship with them.   To be successful though, and retain and develop the long distance client relationship, a different approach…

Turning ideas into revenue

With just three months left of 2017, many professionals have an eye on their annual plans and targets. For some there may be a need to create new work opportunities and generate additional revenues in what’s left of the year.

 

Such opportunities may come simply from spotting additional ways to add value to clients, or they may rely on converting business from potential clients.  They may even flow from…

Networking tipsThe return to work after the summer holidays often coincides with a flurry of invitations to networking events.  The Autumn networking season is traditionally a good time to reconnect with existing contacts and forge new ones.

Networking has long been a key facet of professionals’ Business Development activities. Not only does it help you to get some valuable face to face time with clients and contacts (both current and potential ones)…

BD planning tips

For many of us the summer holiday period provides a valuable opportunity to take ‘time out’, step back and review areas such as BD performance.

Business development summer planning

This is indeed time well spent as it helps professionals take stock of the BD activities they’ve undertaken and the results they have achieved. It can prevent continuing on paths which bring only limited new work opportunities, or…

Encouraging cross referrals from colleaguesColleagues should be a major source of work opportunities and referrals for most professionals. It makes commercial sense to blend complementary expertise and seek to offer clients broader support from within the firm.  In reality, though, professionals are sometimes disappointed by cross referrals and the volumes of business leads that originate from within their firm.

A silo-mentality can miss key cross referral opportunities

A common issue behind this is…

Business Development Quick WinsWhy is it that some professionals are more successful than others when it comes to developing relationships with contacts and potential clients?

 

These are the individuals who differentiate themselves well amongst a crowd of similar advisers and develop a reputation for being the ‘Go-To’ professional amongst their network.

 

When you look closely they have the same amount of time as their less effective peers, so how do they achieve such…

Making Training Stick White Paper coverThe Results Consultancy are delighted to announce the launch of a new white paper – Making Training Stick.

 

It arose from a recent event where the Results team brought together a group of senior Learning & Development professionals to debate the challenges firms face when trying to improve the return on investment from training and learning initiatives.

 

The discussion covered issues such as how can you ensure learning…