Building long-term relationships with clients is essential because they want to work with people they already know and trust. That trust is built one conversation at a time.
Being able to initiate one-on-one conversations and manage them effectively is an essential skill for all professionals. But it doesn’t necessarily come naturally to technical professionals, because many of them assume business development must be forced and contrived – like a product-oriented salesperson with a quota!
By using JTG’s nonmanipulative relationship marketing approach, technical professionals learn that they can develop business effectively – and even derive satisfaction from these activities.
- In one engineering firm, 18 participants generated more than $1 million in billable work by the end of the three-session program.
- A group of eight project managers and superintendents for a contracting company made and kept 17 appointments in the three weeks between the first and second session.
- Four years after a training program in business development was completed for an architecture firm, all eight participants were still meeting the goals they established during the sessions. The group generated millions of dollars in projects for their firm.
The JTG Business Development Program focuses on three areas:
- Deciding what to say and do when face-to-face with potential clients
- Overcoming resistance and finding the time to develop business
- Knowing whom to call and when
This relationship-building approach is developed around the needs and concerns of the client or potential client, and it becomes second nature to professionals who must regularly apply their knowledge to solve clients’ problems and bill for their time.
Each program is tailored to your professionals’ unique type of expertise and to your client base and can address the following key skills:
- Discerning what is important to a potential client
- Talking about your firm, service, or idea
- Overcoming fear of rejection or making a mistake
- Letting a potential client know you are listening
- Addressing a potential client’s objections, questions, and concerns
- Getting a commitment to action
- Juggling business development while still meeting required billable hours
“The business development training that Karen provided was the best investment we made in 2012. Her focused and deliberate training style helped our senior managers and future leaders recognize their potential in developing relationships and new work. Karen’s training and consultation is a key contributor to our 2012 success.”
Perry Shea, Principal
Shea Carr Jewell Alliance