Business development and sales

Business development strategy

Good business development needs a good strategy behind it. This workshop helps you understand how business development really works, who your ideal clients are, what to tell them, and where to put your effort, then turns it into a practical plan your people will follow.

Get in touch or book a 20‑minute call What’s covered

Format

Workshop, written for your firm

Who it’s for

Professionals at every level who need to win work

Group size

Up to 12 in person, 8 online

Delivery

In person, or live online in modules

Who is it for?

Anyone who wants to build their business development skills and the confidence to win more work. Being good at it takes a healthy mix of confidence, skill and mindset, and the challenge gets bigger at every stage of a professional career.

It’s run as a facilitated workshop and suits every level of experience. The content is tailored to your firm and your clients.

What changes afterwards?

✓A clear, referable message and a reason for clients to choose you
✓A defined ideal client and target market
✓A practical, long-term business development plan
✓Better conversion and longer client relationships

What’s covered

Three parts, tailored to your firm:

Foundations

✓The fundamentals of business development
✓Know, like and trust
✓Establishing rapport and building trust
✓Understanding why clients should use you

Message and targeting

✓An impactful, referable business message
✓Differentiation and being memorable
✓Identifying your ideal client and target market
✓Building a business development action plan

Putting it to work

✓Online and offline strategies that work together
✓Approaching potential clients and being introduced
✓Running effective client meetings
✓Building authority and reputation

How is it delivered?

In person

At your offices for up to 12 people, with plenty of practice built around your clients and your market.

Live online

Rewritten for the format and run live in shorter modules, usually a day or two apart. Groups of up to 8, so everyone gets involved.

What clients say

“Having put James’ ideas and methods into practice over the last couple of years, it has had a positive impact on my networking and has helped me to get more referrals and develop my networks locally and further afield.”

Barry Ross, Partner, Crossland Employment Solicitors

“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.”

Jane Masih, Partner, Knights

“James adapted the course to be relevant to our sector, helping to identify key opportunities to improve business development.”

Nathan Slater-Trent, Principal Planner, DPP

Questions about this course

How is this different from Super Soft Selling™?

Super Soft Selling™ is about the conversations: building trust and winning work one client at a time. This course steps back to the strategy: who to target, what to say and where to focus, so the effort goes in the right place.

Can you tailor it to our firm?

Always. Before the course I find out about your firm, your clients and where your people get stuck, and the examples and practice are written around that.

Can it be delivered online?

Yes. The online version runs live in shorter modules, with up to 8 people, so everyone takes part and the office keeps running between sessions.

Often combined with

Super Soft Selling™Networking skills Referral Revolution®

Want this for your team?

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.

Get in touch or book a 20‑minute call