Developing New Business

• • Wednesday 12 May 2010 18:30 - 20:30
    Berwin Leighton Paisner LLP, St Magnus House, 3 Lower Thames Street, London EC3R 6HA (map)
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Whatever the economic picture, the need to continually build and develop a practice means we are all under pressure to develop new business.

Why you should attend

Increasingly, professionals of all experience levels are expected to contribute to the process of finding new business, either identifying new possibilities or by managing longer term relationships to provide recurring work.

In an area that undoubtedly differentiates professionals from each other, are you performing well enough to miss out on this seminar?

In this seminar you will discuss:

• What contributes to developing new business with existing clients?
• How can you improve your cross selling and success rate in finding new work with existing clients. Do you need more knowledge or better relationships, or both!
• Sales conversation techniques to develop new business with new contacts in meetings.
• Approaches used to differentiate your offering to a new client. Are you differentiated, just different or the same as everyone else?

The sources of work can come from:

• Existing client base, by identifying client needs and developing added value in their business; 
• or From new contacts met through our business and social lives.

The seminar will present a mix of ideas to challenge how you currently approach client relationships and to find business development techniques that suit your own strengths and style of business. There will be some interactive exercises to practice influencing as well as exercises for you to benchmark your own skills.

Speaker: Adrian Priddle is a chartered accountant who now works with a range of professional service firms helping them to develop better client relationships and to win more work. In practice he has looked after client relationships with high street retail stores and football clubs, but after deciding to build a new consultancy he now focuses on how advisers develop their relationships and add value. He has written articles in many industry magazines and also writes a blog.

We do not offer refunds to delegates who cancel less than five working days prior to the event.