Client Acquisition


Client Acquisition

Secrets to filling your Pipeline

  Free Seminar

Recording Date: 07-Jun-2018

Recording Type: Live Streamed Event

Michael Schiffner | Managing Director | Collective Intelligence

Michael is the Managing Director of Collective Intelligence .  His practice supports professional service firms to increase their revenue by helping their people to be more effective and confident in conducting business development activities.

He and his team offer management consulting training, business development and executive coaching for professionals who need to win work but hate selling. Recognising that BD doesn't come naturally to most professionals .

During Michael's time as an Associate Director at KPMG Australia, Michael was instrumental in establishing their Business Development Academy where he personally conducted more than 600 hours of individual coaching conversations with more than 65 partners and directors -  influencing more than $12 million of additional revenue for that company for FY13.  Michael's clients include KPMG, PwC, Logie-Smith Lanyon, KHQ, Clarendon, Moore Stephens, HLB Mann Judd, AECOM and Telstra.

Overview:

This session aims to start shifting default thinking around the buyer/seller relationship by advocating that people actually stop selling and shift the focus of their intention to helping clients succeed. This simple but significant change in mindset changes the interpersonal dynamic from something one does to someone, to something one does with someone. The latter is a collaborative journey of exploration done in partnership as opposed to something inflicted on clients using manipulative, high-pressure tactics that usually elicit strong resistance.

This session will focus on the client acquisition process to help fill the client acquisition pipeline. The topics include:

  • How to influence the mindset of a professional services rainmaker
  • Five client acquisition strategies to fill your firm's client pipeline
  • Five qualifying questions most professional's don't ask

CPD: 1 CPD Unit/ 1 NZ Hour Practice Management & Business Skills


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