Business development
for professionals

From conversation to client - PKF Francis Clark

Client: PKF Francis Clark http://www.pkf-francisclark.co.uk/

Sector: Accountancy & Finance
Project: Training / Workshop
Contact: Colin Knight – BD Director
Date: March 2016

1. The need

PKF Francis Clark is the largest independent chartered accountancy firm in the South West and is enjoying great success and growth across the region. As part of their commitment to building future leaders, they designed a training programme for a number of people who they had identified as having high potential. They asked The BD Consultancy to create and lead the workshop on essential business development skills.

2. What we did

The BD Consultancy created a unique interactive session to help each attendee raise their personal profile. Peter Kane facilitated a lively discussion on how to have maximum positive impact at networking events and introductory meetings. To underscore the theory Peter introduced a guest speaker from a regional law firm who focused on:
- the psychology of ‘working the room’
- which events to attend
- how to plan properly to ensure you get what you want from the time you have committed

3. The outcome

Delegates left with more confidence and a practical knowledge around:
- how to qualify the best opportunities (according to budget, authority, need and time-frame)
- how to meet new contacts and agree future discussions with the more attractive prospects
- how to transition with ease from friendly conversations at networking events/meetings to commercial conversion