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COURSE OUTLINE, DATES AND COSTS

We are just beginning to offer post-pandemic courses Please contact us for more information. Thanks!
David@ServiceReboot.com

This course takes skilled professionals, and makes them skilled, professional business developers. 

When you leave the program, you'll be able to introduce a business discussion with a stranger in a way that makes you sound "smart" and enhances your professional image.

Course Rationale:

  • In the early part of their career, associates at a firm work on projects landed by more senior professionals.

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  • Over the course of their career, they are slowly expected to develop their own clientele and grow the practice.  If they are successful, they can be considered for partnership. 

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  • Professional schools do not teach their students how to develop a clientele, even though most professionals work on a seller-provider (eat what you kill) model.

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  • This course gives skilled professionals competency in the business development role.

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  • Professional firms have marketing challenges that are specific to the nature of their work: You're not looking to add 5,000 new corporate clients every week. An organization’s success is measured by those good bread-and-butter corporate clients - those other companies - with long term ongoing needs.

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  • Participants will leave the program confident and capable in their ability to find One More Good Client.  Repeatedly. Reliably. Guaranteed.

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Course Structure:

  • Modularized course content

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  • Each module typically follows a three-part format: 

    • Short lecture to explain goals and best practices​

    • Bookwork (writing, research, review)

    • Practical “out loud” exercises in front of peers and under guidance of instructor

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  • Remotely from our studio

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  • Up to 10 participants per class - working through the material together as peers

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  • Nothing pre-recorded – all material delivered fresh in real time and tailored to participants

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  • Modules are offered in convenient time slots - day, evening, and weekend times available

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I wanted to be a professional, so I studied hard, went to grad school, worked my butt off, and got into a good firm. Now I’m putting in long hours to make partner. But they say I also need to bring in new clients to get promoted. Nobody ever taught me how to do that.

Each Module Takes a Three-Stage Approach

MODULES:

  • Overview: New approaches to marketing professional services and how practitioners can apply these approaches.  This is the "why" behind the "what". Introduce the process of initial conversation - presentation of capabilities - request for proposal - won business.

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  • Serendipity: How to professionally turn a casual conversation into a business conversation (without seeming pushy). This is useful for any "unscheduled" situation:  You are speaking with a cousin’s spouse at a family gathering and it turns out they are a buyer at a large company you'd like to have as a client. 

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  • Professional Gatherings: Many professionals participate in community events (Chamber of Commerce luncheon, charity golf tournament, conferences, etc.) in the hope of meeting prospective clients. This module shows how to identify good prospects and create an effective, professional introduction on-the-fly that will lead to a statement of capabilities.

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  • Trade Shows: The right industry conference can be a good place to meet new prospective clients. The difference between an effective presence and just spending a lot of money boils down to how you "work the event". We'll explain best practices, how to get the best return on your investment, and what to avoid.

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  • Outreach: This module covers the tools and methods to create a list of decision-makers at suitable companies, and how to professionally and compellingly introduce the firm’s work, with the goal of securing a meeting. This is the module that ultimately lets a professional choose who they would like to do business with, and pursue those clients.

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  • The Statement of Capabilities:  Modern approaches to speaking about your capabilities with the goal of receiving requests for proposals and winning work: how to prepare the client prior to the meeting; what to say and not to say; how to follow up to ensure the SOC leads to billings and isn’t just a one-off event.

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  • Remote Presentation: While it’s always best to meet with prospective clients face-to-face, the reality is that in-person meetings are not always possible. Remote presentations (WebEx, Zoom, GoToMeeting, etc.) can be effective, but they have different components than in-person meetings. This module ensures you are able to present effectively, even when presenting remotely

DURATION:

Modules typically run 90 minutes to two hours in length.  This is a live learning event structured so that we don't end a module until all participants are proficient. ​

CLASS SIZE:

Class is capped at ten participants; Five pairs of students for partner drills. 

The all-inclusive cost of the

program is $499

THEORY

The fundamental principles that make this business development system effective: Why we say what we say; and how to adapt these first principals “on the fly” to capitalize on any opportunity for business development.”

SCRIPTING

Each participant has their own voice. Together, we develop your professional discussion points and what you will say when asking a prospective client for the opportunity to be considered as a provider of service.

PRACTICE

In times of stress, we fall back on the things we know best.  Most professionals find BD stressful.  Using out loud activities, role play, and games we practice to make sure that the first random thing that falls out of a stressed professional’s mouth is something very smart and very effective.

Before the course:

We'll schedule a short call to understand your current situation, your goals, and what you're already doing to reach those goals. We tailor the course content to optimize outcomes for our participants.

After the course:

Included in the program are check-ins with participants at 14, 30, 45, 60, and 90 days regarding implementation – We want to see you using what we’ve taught you, and help you implement if you’re having problems. 

In addition, we allocate one hour of one-on-one training to be used in the first year after the seminar. How can that hour be used?

  • Review of class material 

  • One-on-one practice

  • Review/Discussion of your marketing materials

  • Review/Discussion of your trade show strategy

  • General encouragement

  • ​Anything else you feel would be useful

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