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Business Development & Sales
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Business Development for Professionals is a comprehensive programme that provides the insights and tools you need you ramp up your business development efforts and take your practice to the next level.
A business development programme exclusively for Professionals.
Learn how to: leverage your strengths and compensate for your weaknesses ● See yourself through the eyes of your clients and prospects ● Identify your best prospects and most ‘saleable’ services ● Create compelling messages that cut through the clutter and effectively position your practice ● Build a plan you can begin implementing the moment you return to the office ● Get the follow up support you need to ensure your plan’s success.
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Business Development for Lawyers is a comprehensive programme that provides the insights and tools you need you ramp up your business development efforts and take your practice to the next level.
A business development programme exclusively for Professionals.
Learn how to: leverage your strengths and compensate for your weaknesses ● See yourself through the eyes of your clients and prospects ● Identify your best prospects and most ‘saleable’ services ● Create compelling messages that cut through the clutter and effectively position your practice ● Build a plan you can begin implementing the moment you return to the office ● Get the follow up support you need to ensure your plan’s success.
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With a strategy to market your firm, you can grow the practice, adapt to economic, professional and market changes, and you can position your firm for succession.
Without a plan you’re vulnerable to boom-bust cycles and you could miss out on promotional opportunities or run out of work. Position your firm and market strategically to stay apace with change!
Learn how to: set marketing goals and objectives ● Identify target markets ● Conduct market research ● Develop a brand positioning for your firm ● Create a marketing budget and schedule ● Determine which promotional activities to engage in.
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During an economic downturn, demand for certain professional services may decrease or decline altogether if clients are in an industry that has been severely affected.
Professionals have a wide range of skills and expertise that can be deployed in new ways or to new markets. Learn how to assess which skills and services can be adapted and how to find new types of clients and markets so you can maintain revenues and cash flow during the downturn and be well positioned for when the economy takes off again.
Learn how to: assess the viability of existing markets ● Identify potential new markets and existing skills, expertise, services and processes that can be leveraged as services for new markets ● Conduct external and internal research ● Interpret research results and conduct a SWOT assessment ● Develop a brand positioning and key messages for new markets ● Bundle or 'package' alternative services ● Create a marketing budget and schedule ● Select marketing materials, systems and promotional activities to engage in.
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Marketing Tools & Tactics
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Economic shifts and the Internet have radically changed how people communicate, research and purchase professional services.
While some marketing tactics are still effective, others need adjusting to new market realities, channels and opportunities. Have you adapted your approach or are you still trying to get by with the same old same old…?
Topics include: the most effective marketing activities now ● Adjusting current tactics to new market realities and technologies ● How to create a plan that ties all activities together ● Tactics for improving networking skills ● How to design a public speaking plan and procure speaking engagements ● Social media PR campaigns that take your message directly to target markets and blogs in addition to media ● How to shat elect the social media networks and activities that support your business ● How to create an effective data base and launch direct mail campaigns.
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In the past couple of years websites have evolved from static brochures to dynamic tools at the centre of a company’s sales and marketing universe.
Content management systems make it easy for anyone to add new information and make the site more visible on the WWW.
If you aren’t getting the most out of your website or still need to get one up and running, this workshop is for you!
Topics include: Why a website is now the most important sales, marketing and PR tool ● Options for dealing with a static or out-of-date website ● Systems that allow you to get an inexpensive site up-and-running in one day ● Why you must update your website regularly ● How to create a content strategy for your website ● How to create, publish and maintain a blog ● Search Engine Optimization 101 ● Strategies for driving traffic to your website. Bonus: how to register a domain and set up an effective website and e-mail hosting system.
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“Johanna provided timely advice on establishing my new firm and covered, in one day, issues that would have taken weeks, or even months, to cover on my own.
She provided time and money saving value as I charted into independent practice, the nuts and bolts of which my legal training did not prepare me for. She helped me understand my potential clients and define my services, prepare budgets and learn how to manage cash-flow.
Johanna was particularly helpful in advising on relationships with strategic partners and contractors. I recommend her expertise and service to anyone who is making THE LEAP and needs strategic advice in order to do it in an efficient and effective way.”
Laura Zizzo
Zizzo Climate Law
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