During 2009, The BD Consultancy worked with Robson Taylor to boost the business development skills of senior accountants.
Robson Taylor is one of the largest independent firms of Chartered Accountants and Business Advisers based in the South West. Operating from Bath and Bristol they act for a number of large private companies and a multitude of smaller owner- managed businesses and non-profit organisations. In the last 5 years they have formed and grown a very active Corporate Finance team.
Ian Wherry who leads their Corporate Finance function was aware of The BD Consultancy’s reputation and invited them in to discuss how to boost business development. During a complimentary diagnostic meeting, the Bristol Partners and Head of Marketing explained that parts of the firm needed to be more pro-active. The core need was to focus more energy on using the phone both to introduce Robson Taylor and to nurture existing relationships.
Robson Taylor agreed to engage The BD Consultancy to:Develop a course which dealt directly with Robson Taylor’s offering and specific scenarios on the phoneDeliver an introductory workshop on the myths of using the phone to develop business and to share practical tips and insightShare tips, articles and best practice by phone and email Deliver a follow-up course to address any issues that people had encountered since the first workshop and to highlight early successes.
The results
The workshops have provided a catalyst for a fresh approach by Robson Taylor. Within three months, they set a range of appointments with new clients and have already secured £40k of work from clients, with a further £100k at proposal stage. The course has paid for itself many times over.
Managing Partner, Ruth Foreman has been delighted by what she has seen, “This is exactly what was needed. It showed that we are serious about growing our firm and willing to invest in our people to help them be more confident and proactive. It provided an excellent kick-start to activity”.
Ian Wherry who leads their Corporate Finance function was aware of The BD Consultancy’s reputation and invited them in to discuss how to boost business development. During a complimentary diagnostic meeting, the Bristol Partners and Head of Marketing explained that parts of the firm needed to be more pro-active. The core need was to focus more energy on using the phone both to introduce Robson Taylor and to nurture existing relationships.
Managing Partner, Ruth Foreman has been delighted by what she has seen, “This is exactly what was needed. It showed that we are serious about growing our firm and willing to invest in our people to help them be more confident and proactive. It provided an excellent kick-start to activity”.