We are pleased to offer 2 workshop options: 10 Immediate Actions to Generate Revenue & Cash (a one-off concentrated workshop) The Complete BD Programme (7 x 3 hr modules)
a) Insolvency BD – Immediate actions workshop – designed for 2-8 delegates at the same firm, delivered face-to-face
Course Title: 10 Immediate Actions to Generate Revenue & Cash
Delegates: 2-8 people from the same firm
Course location: Client offices or preferably, offsite in a nearby function room
Cost: $1950 for first 2 delegates then $200 per each additional delegate, plus any travel and room costs, plus GST
- Why you should change your attitude and behaviour to business development.
- The profit model all successful businesses must master.
- How the answers to 3 simple questions can change your financial life.
- The ‘must implement’ ideas to drive revenue growth in the modern world.
Who is it for? – The session is wholly relevant for Business Owners, Managing Partners, Marketing Directors and others responsible for growth.
Session Requirements – An open mind to understand that these skills whilst not addressed in accountancy school, play an integral part in running a successful and growing insolvency practice.
Testimonials:
“Excellent feedback – amazing in fact. Comments were ‘very Impressive, excellent and relevant presenter who spoke plain English, useful, informative, funny and thought provoking’. We would love to have you back!”
Una Doyle, Head of Professional Development, Law Society of New South Wales
b) The Complete BD Programme
Cost: $7000 for the first 2 delegates for all 7 modules, then $350 per each additional delegate/module, plus any travel and room costs, plus GST
Module 1: Strategy – (how do we get ahead of the market?)
- What a winning strategy looks like
- Strategy vs. planning – what’s the difference?
- Why an effective strategy is an evolving process
- How to hold effective strategy sessions
- Key tactics for your business
- Knowing what NOT to do – Assessing the business plan
- The financial model all professional practices must master – Profitability tactics
- 4 winning strategies of successful firms
- 5 Simple ways to increase revenue without increasing costs
- Influence of price changes on margin and how you can afford to take Friday off
- Alternative billing options – experts don’t charge low fees
Module 2: Lead Generation (“If only we could get in front of more people, we would be fine.”)
- How to leverage existing clients to win more business
- What potential clients really want to know about you
- How to secure leads from your ideal clients
- How to successfully e-introduce your business to others
- How to position yourself as the trusted expert in your field
- 25 Critical Tools required for marketing success
- Everything you need in your armoury to obtain warm leads from ideal clients
- Tools for positioning, thought leadership & generating interest
- How to be seen as the expert in your field via speaking, writing and networking
- The powerful questions all prospective clients want answers to
- How to write great subject lines and get your email read
Module 3: Online Footprint - (So you may have lots of visitors to your website – but are they actually buying anything?)
Module 3 covers the all-important topic of how to get the right web traffic to your site and then clinch the deal.
We’re going to show you how to use your website, social media and its digital tools effectively. And which ones work best for insolvency businesses.
- Where to start for your website and social media and what to invest time in
- Common website mistakes you need to avoid
- What podcasts and webinars are - and why you need them
- How to create a great Google business page
- How to use LinkedIn and other social media tools effectively
- How to turn your website visitors into paying clients
- Top 10 website mistakes of professional services firms
- Using video/webinars/podcasts and the tools you need to get started
- How to use Google – Your business page & reviews
- Social Media focus – including how you can use LinkedIn to build visibility and credibility
- How to use AI & Chat GPT to your advantage
Module 4: Lead Conversion (Want to know the secrets of converting leads into billable work?)
- Kick-start winning discussions
- Uncover what the client really wants
- Negotiate the deal – and clinch it
- Avoid the biggest and most common mistakes
- How to develop a systematic and repeatable process that wins
- Skillset vs. mindset when it comes to securing a client
- Opening a discussion in a professional manner
- Drawing out the wants – and needs – of a potential client
- Key questions to ask
- How to present your case in a persuasive manner
- How to handle the ‘you’re too expensive’ scenario
- Successful deal closure - action points and commitment to proceed
Module 5: Network (Your greatest opportunity for your professional services business)
- How to come away from events with new connections and leads
- How to introduce yourself effectively
- How to lift your ‘elevator pitch’ to the next level
- Event preparation and conduct to maximise opportunities
- Why following up is the secret to success
- Building an ecosystem around your clients with joint venture partners – your biggest source of leads
- How to get the most from attending and hosting events
- What you need to do prior, during and after events
- Ice breakers for starting a conversation
- How to build rapport/ What NOT to do
- Drafting a memorable ‘elevator pitch’
- Breaking away without causing offence
- he real secret to success: Following up
Module 6: Referrals (Isn’t it great when clients and contacts shout about you to others?)
Referrals are a massive stamp of approval for your insolvency business – because when it comes to who to trust for great service, word of mouth talks.
- The strategy to getting more referrals
- How to ask for referrals in the right way
- How to use your referral network effectively
- What a good quality referral looks like
- How to make it easy for people to refer you
- The difference between a good and bad referral
- The secret of how to get more quality referrals and where to get them from
- How to ask for referrals without sounding desperate, salesy or cheesy
- A template to make is easy for people to refer you
Module 7: Client Service (Client satisfaction is the quickest way to increased profits – and beating the competition.)
- Ways you can enhance your client relationships
- How to make every meeting productive
- How to use client review meetings to your advantage
- The secrets to staff satisfaction
- How to create an ‘Introductory Kit’ to make a great first impression
- The key to successful client review meetings
- Identifying your meeting objectives/Who should attend
- Questions to ask during the meeting
- How to create a Service Charter
- Tactics to enhance client value
- What should appear in Induction training
- Sample Client & Staff satisfaction questionnaires