Course Overview

The choice in business is binary Fail or Thrive.

Platform technologies, costs, fee transparency, open banking, challenger businesses, information availability, are all  factors that are providing prospective and existing clients with more information and choice than ever before.

This workshop demonstrates the essential skills, tools and techniques that bring about successful client acquisition. It provides answers to;

• How do I get buy-in to growth?
• How do I identify stretch targets that drive the right behaviours?
• How do I inspire others to drive the growth agenda?

The session allows delegates to consider changes, challenges and opportunities in today’s business environment in an environment where change is constant “What is normal when there are tectonic shifts” (Mark Carney, Mansion House June 2018)?

The Course Agenda

Recognising reality

• Knowing your environment

Consider this – (Sector change, Business change, Changes required)

• Look at today’s business conditions
• Confront the brutal facts.
• What do you need to do

Recognising change and understanding your purpose

• Understand your ‘why’
• Having a purpose gives you and  colleagues a reason to deliver the ‘How’ (you grow your business)

Identify success

• If we are to perform at our highest we need to find ways of incorporating planning, action, measuring and feedback into our schedules
• Know what success looks like

The right behaviours inspire others

• What you do = who you are
• Drive the right business development behaviours in yourself will impact others

Market intelligence

• What to look for

Plans double your chance of success

• What’s in your PDCA business development cycle
• Measure and managing activities

Moving on

• Getting out of your comfort zone
• Have a plan, share the plan, communicate
• The importance of sharing success and failure and the lessons to be learned and shared