Advisory-led Business Development
Creating competitive advantage through deeper client relationships
Overview
Whether prospective clients choose to work – and continue working – with a consulting firm, comes down to the perceived value that is created by the firm and whether this aligns with the value they are seeking.
Crucially, ‘value’ is not a function of the firm’s technical knowledge or service methodologies but is instead created in the mind of the client, based on the behaviours they encounter during every interaction with the firm’s people. What’s more, ‘value’ is a highly subjective and personal construct, different for each client. Once individuals have a deeper understanding of the psychology behind the client’s buying decision, they can refine their behaviours to ensure they best represent their firm’s brand and values at every interaction and, critically, differentiate themselves from the competition.
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Programme Structure
Openside’s Advisory-led Business Development programme complements and builds on more traditional sales training and structured methodologies, typically used for direct selling roles and related support functions.
Examples of modules include:
- Understanding the mind of the Professional Services buyer
- Transitioning from Technical Expert to Trusted Advisor
- Diagnosing opportunities and challenges for a client/stakeholder
- 5 stages of business development conversations
- Demonstrating the value you and your Firm bring
The programme is a mix of input, discussion, role plays, individual and group work on ‘live’ client engagements, meaning participants practise with real-world opportunities, and organisations see the impact immediately.
Participant Level
The programme is aimed at sales professionals, account teams and support functions such as Pre-Sales Consultants, Solution Architects, Product specialists, Bid Directors, Technical Support, Design Thinkers, Product Development and anyone else in client-facing roles.
If you would like to find out more about the Advisory-led Business Development programme and how it could work for your organisation, please contact us directly.
Click here for a link to our talent development pathway tool
Talent Development Pathway
Why Advisory-led Business Development?
“Adoption of consultancy style skills in problem solving and critical thinking is perhaps the greatest challenge and opportunity for sales professionals and relationship managers in today’s world. Business development isn’t just about learning a process or a method. It is essential to demonstrate an ability to think ahead and adapt to client situations identifying problems and offering solutions that demonstrate value in their terms.”
Terence Sandiford
“The programme is a more advanced selling training course than Miller Heiman, guiding you to think about the general operational goals from our key customers and how to propose a fit-to-purpose diagnosis and solutions to build a real partnership”
Professional Services
Regional Sales Manager
“Useful BD and client service refresh and refocus with some new concepts, refinement of others and guidance to help with identifying and prioritising the most impactful actions.”
Professional Services
Partner
We have worked with
