Mind3

Business development

CONSULTATIVE SELLING

This programme explores the implications of becoming a professional representative for the consulting firm, offering an overview of professional practices and processes for new consultants.

  • Understanding how one’s personal style impacts working relationships 
  • Managing team dynamics 
  • Modulating personal status and presence 
  • Developing a personal ‘brand’ 
  • Giving and receiving feedback and coaching 
  • Becoming a firm ambassador

BUSINESS DEVELOPMENT FOR PROFESSIONAL SERVICES

This interactive and experiential programme helps professionals at all levels understand the buying processes of senior executives and the explicit implications for supplier behaviour. The programme explores the processes, tools and techniques involved in preparation and the critical behaviours that lead to success.

Delegates will learn to:

  • Understand how senior executives buy services – and why they don’t
  • Appreciate the implications of buyer behaviour for supplier behaviour
  • Practise the six stages of business development – preparation and the five critical conversations
  • Learn how not to be ‘deselected’ at critical stages
  • Be viewed by the client as a representative of the firm rather than as a salesman

EXPANDING CLIENT OPPORTUNITIES — SELLING ON

This programme assists the participant in the understanding of the client’s perspective and developing insights into where next for the client.

Delegates will learn to: 

  • Identify, prioritise and scope specific opportunities within a live account 
  • Develop an understanding of the different stages in the client’s buying process 
  • Prepare for the client conversation to help position the firm’s capabilities in the mind of the client 
  • Demonstrate rather than assert the firm’s most relevant competencies for the client's benefit 
  • Create a set of specific action to deepen the client relationship and expand opportunities

STRATEGIC SELLING — SELLING UP

This programme helps participants increase the power and effectiveness of their thinking and behaviours, improving their capabilities. 

Delegates will learn to: 

  • Build confidence in senior level conversations and forging long-term relationships 
  • Apply tools and integrate behaviours 
  • Expand engagements by strengthening the value proposition and brand 
  • Increase productivity by using a common language and approach 
  • Lead the thinking by synthesising client issues, managing and exceeding client expectations 

TRANSFORMATIONAL ACCOUNT MANAGEMENT

Participants are taken beyond traditional account planning processes to be able to identify high client value priority opportunities and position themselves as thought partners.

Delegates will learn to: 

  • Recognise the difference between transactional and transformational opportunities 
  • Identify and elicit requests for new opportunities for new and existing clients 
  • Understand the transformational account planning process both for developing new business from scratch and with existing clients 
  • Strengthen intellectual and social skills to win — selling-in, selling-on and cross-selling 
  • Demonstrate the value that your company can bring to the client in relevant, compelling and original ways 
  • Determine the optimal stakeholder dynamics and relationships and develop the ideal relationship management process to develop further work 
  • Create and continue a tailored and meaningful marketing relationship 

PROPOSAL WRITING AND PRESENTATION

Participants learn to articulate powerful value propositions, delivered via compelling proposals with attractive commercial terms, leading to greater confidence when pitching for an opportunity and engaging in negotiation at any level.

Delegates will learn to: 

  • Understand why clients buy 
  • How to meet client’s hot buttons and develop win themes in a proposal 
  • Build compelling value propositions and winning proposals 
  • Understand people’s motivations in negotiation 
  • Outline people’s typical negotiation styles 
  • Prepare for successful negotiation 
  • Apply the most effective tools, principles and tactics in a variety of scenarios 
  • Deal with conflict constructively 

PURSUIT SKILLS DEVELOPMENT

This programme develops the key skills and behaviours and the fundamental processes for business development. It is ideal for experienced managers upwards and can be tailored for a specific level of seniority or teams at different levels.

Delegates will learn to: 

  • Uncover and qualify compelling business opportunities with clients 
  • Develop a client strategy that moves from discrete to repeat engagements from thought leadership to first engagement and long term relationship 
  • Maximise effectiveness at developing the message in each client conversation 
  • Identify requirements and develop an inquiry strategy that builds credibility with clients 
  • Develop thought-provoking ideas to share with and interest your clients

WINNING THE COMPETITIVE OPPORTUNITY

This highly collaborative programme focuses on strengthening the ability of participants to evaluate, pursue and win engagements, whether with new clients or within existing accounts. Participants refine their scoping techniques and improve how they differentiate propositions in live opportunities from scratch.

Delegates will learn to: 

  • Qualify the lead 
  • Frame the client’s issue 
  • Develop a win strategy 
  • Deliver the pitch 
  • Price and negotiate 

NEGOTIATION SKILLS AND DEALING WITH PROCUREMENT

This practical programme prepares participants to be effective in the art of negotiation — providing tools and strategies to ensure successful negotiation and relationship preservation. 

Delegates will learn to: 
  • Understand people’s motivations in negotiation 
  • Outline people’s typical negotiation styles 
  • Prepare for successful negotiation 
  • Apply the most effective tools, principles and tactics in a variety of scenarios 
  • Deal with conflict constructively 

PERSONAL EFFECTIVENESS: EXECUTIVE COMMUNICATIONS

This highly collaborative programme focuses on building emotional intelligence around business development, focusing on how to master critical client interactions.

Delegates will learn to: 

  • Communicate more effectively, using models that will increase the impact of communication 
  • Demonstrate increased personal presence 
  • Exemplify collaborative, confident and proactive business development behaviours 
  • Frame client’s issues, lead the thinking, whilst addressing their concerns 
  • Handle resistance and conflict productively to strengthen the relationship 

NETWORKING

This programme provides a practical, enjoyable and fun environment for professionals to re-assess their attitudes towards networking. The objective is to learn and apply behaviours that limit the risk of getting ‘deselected’ in the networking game. The programme embodies the latest research on networking including how to avoid common pitfalls, create engagement and structure conversations to demonstrate credibility.

Delegates will learn to: 

  • Overcome awkwardness and fear of networking by reframing their understanding of it 
  • Realise that networking should not be alien to their personal style 
  • Apply a systematic approach that enables individuals to engage credibly in conversation with senior executives 
  • Develop relevant points of view on a variety of sectors and interest areas to contribute meaningfully to a wide range of conversations 
  • Select and use newer social media channels effectively 
  • Prepare for chance encounters! 

VITAL SIGNS - FINANCE FOR CLIENT MANAGERS

The programme will highlight the business drivers of financial performance and why profit and cash are not the same thing. It will help you understand how financial measures fit together and relate to one another — everything you need to know as to what’s in the CFO’s tool kit A one-day programme which provides an overview and understanding of the fundamentals of finance, enabling participants to link the numbers with an organisation’s business strategy and underlying activities. 

We take a ‘strategic management’ perspective, providing you with an understanding of the key financial concepts that are of crucial importance in the boardroom. 

We cover the big picture: 

  • How the CFO thinks 
  • Developing a financial model of a business 
  • How the numbers help you understand performance 
  • Budgeting and forecasting 
  • Setting financial objectives through key performance indicators 
  • Analysing your current financial position 
  • Comparative business performance and the market environment 
  • Frameworks for long-term investment appraisal