Business Development Training Programs
In today’s landscape, professional services firms face a strong head wind when it comes to winning new business. The growing competitive market overshadows the old school thinking of “do good work and more will follow.” Although that is true to a certain extent, firms need to be more proactive in developing and strengthening long term business relationships if they want to stay ahead of the competition. Through business development training, client-facing professionals can learn the important elements of building successful business relationships at a strategic and tactical level.
My training programs are designed to teach professionals how to align their mindset, decrease their fears, and improve their techniques relating to business development. The training programs include:
These training programs are customizable and repeatable. They address how to build meaningful business relationships through leveraging one’s unique personality and mastering a process-based on proven strategies and techniques. Importantly, these programs will accelerate a professional’s ability and confidence to conduct successful business development in an effective and sustainable manner.
Presentations and Workshops:
Lunch 'n Learn Presentation
An ideal way for a group of professionals to learn important new insights and reminders of business development strategies and techniques. This presentation can cover the basics of business development, take a deeper dive in advanced tactics, or cover a specific topic. Whatever you decide, it is an excellent way to train a group of any size over the lunch hour.
Business Development Boot Camp
The Business Development Boot Camp is designed for individuals who are looking to achieve accelerated growth in their business development know-how and execution. Participating in a program that includes a blend of experiential group learning and 1-on-1 coaching will drive results quicker and have a longer-term effect on behavioral change. It is ideal for those who truly want to learn rather than for those who have to learn.
Revenue Accelerator for Junior Partners
Transitioning to the Partner level at any professional services firm can be exciting and daunting at the same time. So much opportunity for growth, yet so much pressure to generate business on your own. This class of professionals is so important to the success of any firm. Giving them the proper know-how, skills, and confidence to develop their own relationships that can drive in revenue to the firm is crucial.
This program addresses all of the key fundamental elements of business development to instill lasting behavioral habits and accelerate the success of these young up-and-coming revenue contributors.
Elite Rainmaker Program
Some rainmakers are on the rise but are not reaching their potential fast enough. Others have had good years in the past but for some reason have recently dipped or plateaued in their business. Let's also not forget the steady rainmakers who generate solid results year over year yet who simply want to up their game to reach new levels of revenue while maintaining a healthy lifestyle.
This workshop covers advanced business development tactics and strategies for those who have the greatest potential to reach new levels of rainmaking. It is a custom workshop designed to the group's specific needs. Investing in these star revenue generators will yield a much higher ROI for the firm than the normal 10x return.
Advanced Business Development for the Business Development Team
One of the most important resources at a firm is its internal business development team. Whether the individuals on this team are client-facing or providing internal business development support, ensuring that these individuals are maximizing their efforts and delivering results through proper training is so important for the growth of the firm.
This program is customized to address advanced business development techniques such as building trust with the Partners, working more collaboratively as a team, mentoring and coaching their practicing professionals, expanding revenue at existing clients, conducting an effective client meeting, and sharing best practices within the business development team.
Example Presentation Topics:
The Art and Science of Business Development for Practicing Professionals
Art = the three most important elements of business development - Awareness, Rapport, and Trust. Science = the focus, methodology, tools, and tactics to build enough meaningful relationships to support a solid foundation of business. This presentation is rich in content, yet at a high enough level to cover all the most important aspects of business development. It is tailored for professionals who are learning the basics of business development. It is ideal for any sized group and can be presented as a live Lunch ‘n Learn presentation and/or over a webinar.
Networking with Confidence
Networking can be a painful necessity when it comes to meeting new people and branding your name. Some people love it, many people loathe it, and most people avoid it. For those who hate it, this might be an opportunity to overcome some of your fears and apprehensions of getting out of your office and meeting people. It is all about preparation, being yourself, being vulnerable, and understanding some of the basics of networking. In this presentation/workshop, we address:
The Art of Listening – Listen First, Share Later
One of the most effective ways to build rapport and trust in any relationship is to learn as much about the other person before giving in to the natural urge to share everything about you. I am sure most of you can recall conversations where the other person dominates the floor without caring about what you have to say. “Check please!” Learn the most important elements of active listening and following the golden 80/20 rule – 80% listening / 20% talking. You will also learn:
My training programs are designed to teach professionals how to align their mindset, decrease their fears, and improve their techniques relating to business development. The training programs include:
- 1-Hour Virtual Training via Zoom
- Lunch ‘n Learn Presentations
- Half-day Business Development Workshops
- Full-day Business Development Workshops
These training programs are customizable and repeatable. They address how to build meaningful business relationships through leveraging one’s unique personality and mastering a process-based on proven strategies and techniques. Importantly, these programs will accelerate a professional’s ability and confidence to conduct successful business development in an effective and sustainable manner.
Presentations and Workshops:
Lunch 'n Learn Presentation
An ideal way for a group of professionals to learn important new insights and reminders of business development strategies and techniques. This presentation can cover the basics of business development, take a deeper dive in advanced tactics, or cover a specific topic. Whatever you decide, it is an excellent way to train a group of any size over the lunch hour.
Business Development Boot Camp
The Business Development Boot Camp is designed for individuals who are looking to achieve accelerated growth in their business development know-how and execution. Participating in a program that includes a blend of experiential group learning and 1-on-1 coaching will drive results quicker and have a longer-term effect on behavioral change. It is ideal for those who truly want to learn rather than for those who have to learn.
Revenue Accelerator for Junior Partners
Transitioning to the Partner level at any professional services firm can be exciting and daunting at the same time. So much opportunity for growth, yet so much pressure to generate business on your own. This class of professionals is so important to the success of any firm. Giving them the proper know-how, skills, and confidence to develop their own relationships that can drive in revenue to the firm is crucial.
This program addresses all of the key fundamental elements of business development to instill lasting behavioral habits and accelerate the success of these young up-and-coming revenue contributors.
Elite Rainmaker Program
Some rainmakers are on the rise but are not reaching their potential fast enough. Others have had good years in the past but for some reason have recently dipped or plateaued in their business. Let's also not forget the steady rainmakers who generate solid results year over year yet who simply want to up their game to reach new levels of revenue while maintaining a healthy lifestyle.
This workshop covers advanced business development tactics and strategies for those who have the greatest potential to reach new levels of rainmaking. It is a custom workshop designed to the group's specific needs. Investing in these star revenue generators will yield a much higher ROI for the firm than the normal 10x return.
Advanced Business Development for the Business Development Team
One of the most important resources at a firm is its internal business development team. Whether the individuals on this team are client-facing or providing internal business development support, ensuring that these individuals are maximizing their efforts and delivering results through proper training is so important for the growth of the firm.
This program is customized to address advanced business development techniques such as building trust with the Partners, working more collaboratively as a team, mentoring and coaching their practicing professionals, expanding revenue at existing clients, conducting an effective client meeting, and sharing best practices within the business development team.
Example Presentation Topics:
The Art and Science of Business Development for Practicing Professionals
Art = the three most important elements of business development - Awareness, Rapport, and Trust. Science = the focus, methodology, tools, and tactics to build enough meaningful relationships to support a solid foundation of business. This presentation is rich in content, yet at a high enough level to cover all the most important aspects of business development. It is tailored for professionals who are learning the basics of business development. It is ideal for any sized group and can be presented as a live Lunch ‘n Learn presentation and/or over a webinar.
Networking with Confidence
Networking can be a painful necessity when it comes to meeting new people and branding your name. Some people love it, many people loathe it, and most people avoid it. For those who hate it, this might be an opportunity to overcome some of your fears and apprehensions of getting out of your office and meeting people. It is all about preparation, being yourself, being vulnerable, and understanding some of the basics of networking. In this presentation/workshop, we address:
- how to prepare for an event
- how to “work” a room and not get stuck
- ice breaking techniques
- how to remember names
- proper follow up
The Art of Listening – Listen First, Share Later
One of the most effective ways to build rapport and trust in any relationship is to learn as much about the other person before giving in to the natural urge to share everything about you. I am sure most of you can recall conversations where the other person dominates the floor without caring about what you have to say. “Check please!” Learn the most important elements of active listening and following the golden 80/20 rule – 80% listening / 20% talking. You will also learn:
- the importance of asking open-ended questions
- how to ask the question behind the question
- listening through proper body language
- note-taking tools to use in different scenarios
- how to follow up
WHAT CLIENTS HAVE TO SAY
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“Doug is naturally gifted at business development, and truly rises above his peers. He brings that very rare skill set of hard-work, encyclopedic knowledge, experience, and extensive connections. On top of that, he is down to earth and always a pleasure to work with. If you need someone to help you take your business to the net level and develop new lines of work or clients, Doug is the one you’re looking for.”
- Robb Adkins, Chair, White Collar, Regulatory Defense, and Investigation Practice - Winston & Strawn LLP
- Robb Adkins, Chair, White Collar, Regulatory Defense, and Investigation Practice - Winston & Strawn LLP
“I’ve had the pleasure of working closely with Doug over the past few years. Doug was instrumental in leveraging his sales & coaching experience to formalize a strategic plan for each client development partner in the local market. Using his Big 4 background and sales leadership abilities, Doug was key in ensuring new and tenured sales professionals were aided with all the tools & resources needed for success. I’d highly suggest working with Doug for his sales coaching capabilities to any company looking to accelerate revenue growth.”
- Gavin Block, VP and Market Leader - Accretive Solutions
- Gavin Block, VP and Market Leader - Accretive Solutions
“Doug not only has a deep knowledge of business development, but also has a unique ability to connect with people quickly that builds trust and rapport. He demonstrated this in a national training program he held for our younger attorneys. He did a wonderful job teaching the important elements of business development in a way that was engaging and informative. I also appreciated that he was able to customize his training to align with our firm message and the BD culture. I was very pleased with his work!”
- Vickie Spang, Chief Marketing Officer - Sheppard Mullin
- Vickie Spang, Chief Marketing Officer - Sheppard Mullin
