This workshop takes skilled professionals, and makes them skilled, professional, business developers.
When you leave the program, you'll be able to introduce a business discussion with a stranger in a way that makes you sound "smart" and enhances your professional image.
Course Rationale
Early in their careers, associates contribute to projects secured by senior professionals. Over time, they're expected to develop their own clients and contribute to the growth of the practice—an essential step toward partnership.
The Challenge
Professional schools rarely teach client development skills, despite most firms operating on a seller-provider model.
The B2B Complication
Unlike consumer businesses requiring volume sales, B2B firms grow by building a focused portfolio of clients with recurring needs. A single “extra” good client represents an annuity for the firm.
The Solution
This course equips skilled professionals with practical business development capabilities. Participants will leave this program confident in their ability to win One More Good Client — repeatedly, reliably, and with proven strategies.
I wanted to be a professional, so I studied hard, went to grad school, worked my butt off, and got into a good firm. Now I’m putting in long hours to get ahead.
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But apparently I also need to bring in new clients to get promoted. Nobody ever taught me how to do that.
Don't talk to strangers.
It's the first lesson your parents taught you. But in business, talking to strangers is the fastest way to get new clients. And in a very real sense YOU are the product they're buying.
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The good news is there's nothing magical about rainmaking. You don't have to be outgoing. Or charming. Or good looking. Or pushy.
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Business development is just another skill - Like every other part of your career.
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All you need is someone to show you the process, explain the basics, and supervise your practice until it feels natural.
Each Module Uses a Three-Stage Approach
To Make You Successful
PRACTICE
In times of stress, we fall back on the things we know best. Most professionals find BD stressful. Using "out loud" role play and games we practice to make sure that the first random thing that falls out of your mouth is automatically something very smart and very effective.
WRITING
Each participant brings a unique style. Together, we’ll shape your professional voice by taking foundational principles and transforming them into a message that truly reflects you—only more polished. You'll sound authentic, not scripted—like you, speaking naturally, at your very best.
THEORY
These are the core principles that make this system effective. You'll learn why we say what we say, and how to quickly adapt these foundational ideas to fit any situation.
Eight Modules Prepare You for Every Situation
Overview
See the experience through the client's eyes. We'll walk through every stage - from getting on their radar to fine-tuning how you work together. By aligning your approach to their decision-making process, you'll position your company as a long-term partner.
Professional Gatherings
Turn community events - like Chamber of commerce lunches, charity golf outings, or conferences - into productive opportunities to connect with potential clients. The goal isn't to collect business cards, but to walk away with meetings scheduled.
Proactive Outreach
Pursue the companies YOU want as clients. You'll learn how to create a short list of those that could benefit from your expertise, how to craft compelling introductions for each, and use tools to identify the decision-makers most likely to respond.
Serendipity
Learn how to turn casual chats into business conversations—without sounding pushy. Perfect for unscheduled moments, like discovering at a wedding that your cousin’s girlfriend is a senior manager at a company you’d love to work with.
Trade Shows
A trade show or conference can be a gold mine or a money pit, depending on your skill at working the event. We'll explain best practices, how to get the best return on investment, the realities around booths and sponsorship, and what to avoid.
Your Statement of Capabilities
Move beyond simply presenting; become a real option in the client’s consideration set. Learn how to prepare them before the meeting, what to say (and avoid), and how to follow up in a way that feels professional—not pushy—so your SOC turns into revenue, not just a visit.
Outreach for Lawyers
Unlike other professions, Law has a code of ethics that prohibits proactive outreach. We'll look at ABA Model Rule 7.3 and its exceptions. You'll be provided with a case-study-based "stress test" to identify your firm's level of sensitivity, and business development methods that match your firm's guidelines.
Remote Presentations
While in-person meetings are best, the reality is that they are not always possible. Remote presentations (Teams, Zoom, Webex, etc.) are the new normal. Our techniques make you as effective online as you are in person.