Event Overview

Being able to represent your firm's products and services is only a part of what clients want from an organization like yours. An effective business developer recognizes this, and knows how to position him/herself and the organization as a value-added partner to both prospective and existing clients. In this event, learn how to use a powerful "consultative" approach to business development that will create lasting relationships with clients, who will view you as a perceptive advisor.

Who Should Attend this Event:

People who wish to increase their ability to be viewed as a valuable resource to their clients

Event Outcomes

Participants of this event will leave with:

• A clear understanding of what the consultative business development approach looks like
• Knowledge of the major characteristics and value of an effective consultant
• The ability to position themselves and their organization as a sustaining resource for clients
• Tips for how to be perceived by the client organization as an "added valued" partner
• The ability to demonstrate a benefit—oriented solution

Event Key Topics

• What Is Consultative Business Development Strategy?
• When to Use—and Not Use— the Consultative Strategy
• The Key Skills of the Competent Consultative Business Developer
• Practice Makes Perfect! Applying the Consultative Strategy

Event Length: This event runs 1 day