Growth programs and training
Account Pursuit and Client Team workshop:
A growth-focused program for account pursuit and client teams for strategic accounts. The goal of the program is twofold: to help these account teams become more relevant with stakeholders to help win new business and expand existing relationships; and to provide growth related training around a repeatable model to help professionals apply the tools and techniques learned on other accounts.
This proven approach is “hands on”, and your professionals and account teams will be applying what they developed on a real time basis with their focus target immediately after each session.
The primary focus is on personal and professional development through a series highly interactive virtual training sessions with a group of professionals focused on a handful of specific accounts to leverage growth concepts and implement an effective relationship development plan. Each larger group session followed by half-hour discussions with each account team. Outcomes from the program is acceleration of growth through expanded client services and new client revenue.
The program will enhance participants knowledge in the areas of:
- Seeing through “the eyes” of your client/prospect.
- Developing a practical relationship map and a plan to advance relationships with key decision makers.
- Identifying problems and/or opportunities that clients/prospects are facing, and determining which of these are most important right now.
- Learning how to have more impactful conversations with clients and prospects, leveraging high gain questions to get to a white-board collaborative dialogue.
- Developing skills around “winning and closing”.
- Developing leadership skills to enable team members to be great client servers and growth leaders.
- Facilitating client meetings and identifying and incorporating industry experts and SMEs
- Developing collaborative relationships across all areas of your practice to bring the power of your firm to key clients and prospects.
Pursuit team prep sessions on “winning” and “closing”:
Customized coaching sessions to help a pursuit team focus on “winning” and “closing” for a strategically important proposal, presentation or a pitch. May involve review of proposal and presentation documents, coaching around presentation skills, providing feedback through review of videotaping of rehearsals.
Helping practice teams identify their ideal clients/targets and assess market potential:
A structured and very practical approach to help practice groups prioritize their efforts around the clients and prospects where they have the most relevance and where there is the most upside opportunity.
Two virtual 90 minutes sessions with a practice/growth team and additional one on one coaching with practice leaders. Practice teams will have developed a manageable list of prioritized targets for which they can then focus account team activities and accountability.
Strategy sessions for practice teams:
A one or two-day facilitated, interactive and customized program customized for a practice/growth team, usually in person. Includes integrating efforts from Marketing, industry and practice area/service line SMEs (and alliance resources) into your activities bringing the power of your firm to key accounts and pursuits.
Practice team and Account leader coaching:
Customized four to twelve-month coaching consisting of one-on-one sessions, and additional sessions with the entire practice team as appropriate.
Growth leadership for professional services firms 