Business development training for professional firms
Business development, sales and client service training for law, accountancy and consultancy firms. Practical, tailored to your firm, and delivered in person or online.
Most professionals are excellent at what they do, but not always comfortable selling it. Lawyers, accountants and consultants are trained in their discipline, rarely in winning clients.
Sound familiar?
The so-called rainmakers in your firm weren’t born that way. They were trained, coached and mentored. With the right help, anyone can join them.
My training gives your people the confidence, skills and mindset to win new clients and grow the relationships they already have, in a way that feels natural, not pushy.
Trusted by businesses including
Every programme is written around your firm, your clients and the experience of your team.
Win more clients, better clients, and more work from the ones you have. Super Soft Selling™, BD strategy, Referral Revolution® and cross-selling.
Build trust, work a room, pitch with confidence and turn clients into advocates. Networking, pitching and presenting, client relationship excellence and personal branding.
From new managers to experienced partners. Management, time management, negotiation and high performing teams, or your own Leadership and BD Academy.
No off-the-shelf courses. I find out what your firm needs first, then build the programme around it.
A detailed conversation about where your team is and where you want it to be.
I get to know your firm and its clients, then write a programme with clear outcomes.
At your offices, or live online in short modules a day or two apart.
One-to-one coaching for the people who will lead the change afterwards.
“He managed to demystify the concept of Business Development for our staff… Lots of people talk about this stuff but few can explain it well.”
“James delivered a really interesting, thought provoking session to a group of slightly sceptical lawyers, who all left with practical ideas about how to improve their business development skills.”
“James adapted the course to be relevant to our sector, helping to identify key opportunities to improve business development.”
“We’ve engaged James twice now on specific training exercises for our business… Both presentations have been very well received and given us valuable insight from ‘outside the business’.”
The book
A practical system for building predictable referral growth in relationship-led businesses.
Referrals are one of your best sources of new work. So why do they still feel unpredictable? Referral Revolution shows relationship-led businesses how to stop hoping for referrals, and start designing for them.
One-to-one support for leaders building profitable, scalable businesses and becoming the go-to expert in their market. We agree your objectives, then meet regularly to keep you moving.
Keynotes on service excellence and referrals for conferences, kick-offs and business events. Every talk is tailored to the audience, and can be paired with a workshop.
James Nathan is a business development trainer, speaker and coach. Over the last 25 years he has advised professional firms, consultancies and specialist businesses that rely on reputation rather than advertising.
I’ve helped hundreds of clients, from a one-hour consultation to a firm-wide programme, and spoken at conferences in the UK, Europe, the Middle East and the USA. I’m the author of Referral Revolution® and Recruiting to Win®.
Twenty minutes, no obligation. Tell me where your team is and where you want it to be, and I’ll tell you honestly whether I can help.