This seminar is designed for sales managers, business owners and managers, CEOs, CFOs, marketing professionals, consultants, partners and attorneys.
Almost everyone in a turbulent economy who works is charged with new client acquisition or keeping clients. This seminar will focus on effective tactics across operational areas that attendees can use to build books of business in this and better economies. The lessons of the last economic trough were lost due to the late 90ís economic bubble. Business was generated despite lacking and poorly executed business development strategies. Lorman can bring this seminar to a wide target market because in their efforts to assist members, individual business and professional associations do not focus on the need to understand business strategies that endure through all market cycles, not just difficult ones. The seminar will be delivered by cross-functional experts who can coach attendees to focus on the best targets and, most importantly, execute the best strategies.
9:00 a.m. - 10:15 a.m.
I. Effective Business Development Strategies: An Overview
A. Commercial Businesses; Strategies And Tactics
B. Professional Service Firms; Strategies, Tactics And Ethics
C. Players At Different Levels Of The Channel Of Distribution
D. Postitioning As And Industry Leader, Even If You Are Not
10:15 a.m. - 10:30 a.m.
10:30 a.m. - 11:45 a.m.
II. Implementing The Most Effective Business Development Strategy At Your
A. Where To Look For Business Development And Expansion Opportunities: Low Cost Producer, Differentiator, Boutique Options
B. Targeting The Best Clients And Prospects
C. Setting Goals
D. Researching New Target Markets
E. Long Term Management Of Clients
11:45 a.m. - 12:45 p.m.
Lunch (On Your Own)
12:45 p.m. - 2:00 p.m.
III. Business And Strategy Planning
A. Creating A Strategic Plan For Business Development
B. Implementation Issues And Problems
C. Variances Between Commercial Firms And Professional Firms
D. Evaluating Goals And Tactics: When Do You Change?
2:00 p.m. - 3:15 p.m.
IV. Tracking Results And Remediation; Financial Perspective
A. Financial Indicators Of Success Or Failure
B. Remediating Problems, Mining Successes
C. Revenue Production
D. Margin Production
E. Accounts Receivable
F. Harvesting Bad Clients And Replacing Those Revenue Streams
3:15 p.m. - 3:30 p.m.
3:30 p.m. - 4:30 p.m.
V. Activity Management Of Executives, Managers And Team Players
A. How Do You Keep People On Track
B. What Are The Best Uses Of Time In Business Development
C. Coaching Others To Execute Goals
D. Conflict Management And Negotiation Skills In-House And With Clients And Prospects
E. Summary Of The Dayís Proceedings