Turning content experts into champion business developers for FFW

The Challenge

ffw-logoFFW is a leading city law firm, providing high quality counsel for major public and private sector organisations. It had a portfolio of courses and other interventions for lawyers and associates to develop their professional skills as they progress in their careers. However, there was a gap in the provision of business development training at the senior associate to junior partner level. Previous courses have met with mixed results, and FFW needed a solution that

  • Provided a rigorous theoretical framework for senior associates to understand the different skills and techniques required to become successful in a business development role
  • Challenged them to develop their business development skills, using practical exercises and roleplay
  • Was structured in a way that was compatible with their commitments to serve existing clients. Multi-day courses were simply impractical

What We Did

  • Designed and delivered a structured course that covered:
  • Understanding the sales process for professional services – theory and practice
  • Identifying and understanding client needs, using SPIN questioning techniques
  • Securing the clients commitment, how and when to close a sale, how to anticipate and overcome objections
  • Managing the sales pipeline from prospecting to repeat business

The Value

The course was structured into a series of 2 hour modules, separated over a 2 month period. This minimised the potential for disruption to client activities, and provided the opportunity for fieldwork and consolidation exercises between modules.

Client comment: “I think the most useful part of this session was getting a clear indication of the actions which I can take personally in order to maximise my sales skills and pipeline”