Business development
for professionals

How to create a BD training plan that flies

Some have no training, many have a higgledy-piggledy mix of BD training on a random basis, but most smart firms are now working to create a robust BD training plan to help fee-earners be more focussed, confident and active. 

If you want to

  1.  Be sure

Don’t guess.  Ask people what they need, or what their teams need - or ask a trainer to spend time with them to work it out.  Also, make sure the training is tailored perfectly for your firm.

  1. Be clear

Have a clearly documented idea of what behaviours and results you want to see as a result of the training.  Ensure the trainers know that this is how success will be measured.

  1. Be creative

Don’t just think of 1 and 2 day courses.  Mix it up to keep people engaged and ensure it fits well with their billable work.  Consider shorter sessions, individual coaching and creating templates and guides to support the training.

  1. Be inclusive

This is not just about training Partners.  Give the message loud and clear that BD is central to working at your firm – and that you support it. Make the training a key part of induction and each level of promotion through the firm.

  1. Be serious

A good plan, well executed, will have huge impact on your firm’s success.  Ensure people know how important this is.  Encourage senior management to show their support and don’t cut corners with costs.

Simply Sample Plan

 

 

Training

Coaching/Mentoring

Templates/Guides

Induction

Introduction to networking

Presentation skills

The essentials of BD

Quarterly personal mentoring meetings and ad-hoc advice from a colleague who is slightly more senior

Guide - How we approach BD at this firm.

Intranet support

Promotion to senior manager/associate

Telephone confidence

Successful BD meetings

Quarterly coaching from an external coach

Key firm propositions

Guide on moving relationships from contact to contract

Promotion to Partner

Cross-selling

Key Account Management

Monthly meeting with established Partner

Key account templates and accepted approach

 

If you would like to find out more, please contact:

Peter@thebdconsultancy.com

08452998590