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World-class Business Development Skills for Consulting Seniors

Increase sales, reduce founder dependency, grow firm value.

Seniors in consulting firms often struggle to step-up their business development skills . This is especially the case if they have a strong delivery focus, have not grown up in a consulting environment, or lack the interpersonal confidence or maturity to build senior client relationships.

This evidence-based programme, developed by Prof. Joe O’Mahoney, helps Directors, Partners or Seniors ‘step up’ their business development game in three ways:

  • Developing the longer-term ‘trusted advisor’ relationships with clients that enable bigger projects and more repeatable business.
  • Learning and practicing best-practice business development & account development techniques.
  • Helping seniors boost their visibility to decision-makers through thought leadership, LinkedIn and automating their content outreach.
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The Programme

  • Evidence-based business development training, incorporating insights from David Maister, Challenger Sales, Activator business development, and 20 years of my own research & experience.
  • Four hours of high-quality video narrated by Prof. Joe O’Mahoney.
  • 12 interactive exercises and role plays for participants to work on – both individually and with colleagues
  • Can be delivered on-demand (pre-recorded), F2F live, or virtually. Please contact me for F2F or Hybrid delivery.

The Trainer

The guide and creator of the programme is Prof. Joe O’Mahoney, a leading authority on the consulting industry and an award-winning international educator of founders, partners and consultants.

Outcomes

  • Stronger business development in farming and hunting.
  • Improved client retention and business growth.
  • Greater confidence in business development.
  • Increased brand visibility and recognition for partners and the firm
  • Greater authority and credibility within the industry
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Programme Structure

Building Partner-level Client Relationships: becoming the trusted advisor

Helping participants understand the different relationships and strategies successful partners build with (potential) clients. We will discuss how trust, empathy, and reliability are fostered at a senior level in client relationships.

Content

  • The Trust equation
  • Listening skills
  • Planning lead engagements
  • Understanding your strengths and weaknesses

Account Development Skills

Here, we focus on farming existing accounts more effectively. Participants will develop and practice important business development skills and techniques including the value conversation, challenger selling, and cross-selling.

Content

  • Understanding client challenges
  • Account development techniques
  • Growing sales through service design
  • Building stronger relationships

Sales Techniques

Here, we practice specific modern professional service sales techniques. We seek to understand, but also know the limitations of specific approaches (e.g. Challenger or Activator sales), and develop a plan by which sales can be accelerated in the style that best suits the senior.

  • Articulating the value of your services
  • Challenger sales behaviour
  • Activator sales behaviour
  • Value-based selling
  • Understanding the client journey
  • 3 sales conversations

Becoming a Thought Leader: creating expertise that clients value

Quality thought leadership builds branding, is correlated with high fees, and helps conversion rates. Yet, most smaller consultancies struggle to plan and execute thought leadership that speaks to their clients’ needs. Participants will learn what world-class thought leadership means and why it is so attractive to clients. They will discover how to quickly conduct research that speaks to the needs of their target clients, and which communicates the unique value proposition of the firm.

Exercises:

  • A research plan for understanding what clients want
  • What great thought leadership looks like
  • Creating a thought leadership action plan
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Expert visibility

Here we focus improving the visibility of the Partners themselves as subject-matter experts. We focus first on how to build a compelling and differentiated personal brand. We will introduce techniques for staying updated on research and developments in their fields. We then into how to make this positioning highly visible to client and lead audiences using digital media, social platforms, automation and outsourcing.

Exercises

  • A research plan for understanding what clients want
  • What great thought leadership looks like
  • Creating a thought leadership action plan
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Let's talk?

Whether it’s growth advisory, NED, preparation for sale, or finding trustworthy brokers, I’ve been there and done that.

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