Every professional has the ability to build the kind of practice they want. And because each is unique, we adapt the implementation of our proven Agreement Based Sales™ Model to meet specific needs and circumstances. We believe in practical solutions that inspire the confidence to listen to and act from one’s instincts and intuition.
Accountability and taking action
Client-Centric Selling with the Agreement Based Sales™ Model
Do you believe you’re missing opportunities because you’re not following up or following through? Are you confused about where to start? Our coaching services, based on the Agreement Based Sales™ model will help you learn new skills and form new habits so you know where to start and so you never leave an opportunity on the table again.
Presentation and Proposal Coaching
You finally have the opportunity to get your services and solutions in front of a key client. You’re invited to tell your story. You have everything riding on it. Where do you start? How do you put it together? Don’t go it alone. We can help. We have years of corporate experience writing proposals, developing key account sales strategies, preparing pitch teams for the big day, writing keynote presentations and coaching presenters.
Practice Planning
Whether you’re just starting out, or you want to take your practice to the next level, start with identifying where it is you want to be. Set goals and create a clear picture of your destination. We’ll take you through a practical business-planning exercise to help you get clear.
Group Training Sessions
Interactive, actionable, motivational and inspirational. Do more with your group training efforts. Here is a sample of the types of workshops and group training sessions we facilitate based on the LEAP Adult Learning™ system.
Client Development Skills
Topics covered in this session include:
- Business Development strategies that WIN in this market/economy.
- Introduction to client-centric selling, using our Agreement Based Sales™ model.
- How to differentiate yourself.
- How to build your profile so your targets find you.
- How to build business with existing clients.
Developing Client-Centric Behaviours
How can you be more client-centric? First, acknowledge that you have at least TWO relationships to develop and manage at any given time: The file/work & the person at the other end of it. You're good at managing the work or else you wouldn't have the work. Then, consider how you manage the client relationship.
Topics covered in this session include:
- What clients want. What they really want.
- How well do you know your clients and what they need? Particpants learn just how well they know or don't know their clients with the Client-centricity test.
- Differentiating what you do from how you do it.
- Turning data into intelligence. Learn how to seek out and track information related to the client, their company and their role in it, and their industry.
Anatomy of a Transaction
Turn data into intelligence. With this exercise, we'll help you understand what happens from your client's perspective before, during and after your role in a typical matter. The opportunities to add value and build relationships that differentiate you are astounding when you examine your work in this way.
Leading Change from a Non-Authoritative Leadership position
Calling all law and accounting firm management and staff who have ever experienced push-back or inertia when leading an initiative forward in their firm.
As trusted advisors to your firm's management, you're called upon, in fact hired, to help your firm run like a business. So you already have a desire to lead change. But in so doing, you've come up against push-back. Most organizations have some level of politics, and professional services firms are no different. Your success really depends on three things: Building relationships to get consensus, how you choose the initiative and how you implement the initiative. But where do you start?
Inside the context of "client service excellence", we introduce you to a tried, tested and true process you can use when your goal is to move an agenda forward. This session is offered in a facilitated roundtable format to help participants walk away with practical, tangible actions they can take within their firm immediately following the session.
Program Content and Curriculum Development
How you develop your firm’s talent is directly related to what you want to accomplish:
Produce a measurable difference for the one participating – or –
Ensure the development opportunity is integrated within your firm’s learning and development framework and other programs offered – or –
Create sustainable change in your firm through a mindset and culture shift – or –
All three?
Whichever outcome you seek, we’ll help you develop and implement programs based on the LEAP Adult Learning™ system rooted in the adult learning principles of outcomes-based, goal-oriented and learner-centred initiatives.
We’re happy to provide additional detail about any of these services, contact us to learn more.