Objectives

With our emerging hybrid of in-person and remote communication – it is even more important than before to be very effective at persuading and influencing others.

Content

This is a very interactive session that draws upon the science of persuasion, its application to global
business development and marketing - and practical steps to ensure you are being as persuasive as
possible in your emails and conversations with clients and referrers.
  1. Introduction of the 6 pillars and the evidence behind them:
    1. Reciprocity;
    2. Commitment and consistency;
    3. Social Proof;
    4. Liking;
    5. Authority;
    6. Scarcity
  2. Examples of their application within high-value services
  3. Practical tips on how to harness each rule for your firm - with a focus on client and referral relationships
  4. Group work to re-write an email so that it leverages these rules
  5. Interactive exercise overcoming objections using relevant pillars
  6. Competitive team exercise: creating a 12-month BD plan that will use the Pillars to strengthen existing relationships and gain access to new contacts


Who should attend: Suitable for anyone who has to persuade others internally or has a client-facing role

Presenter: Peter Kane is the Managing Director and Founder of BD Consultancy. Peter has 18 years of Business Development experience at Senior Manager and Director level. He is a law graduate and a Chartered Marketer - but his real strength is getting things done. His most recent role was as Head of Business Development for Deloitte in South West England. Peter helped Deloitte achieve record market-share and to grow fee income from Key Accounts by 320%. Since founding the consultancy he has advised hundreds of organisations, from ambitious regional firms to the very top names in global professional services.

How To Book

Please contact your Learning & Development Manager if you are interested in this course.