Business development training for a global membership network

The need

IPFA are a global membership network, connecting professionals who work in infrastructure and energy financing. They were looking to further develop their strong commercial awareness across the whole organisation, including in business support departments.

What we did

• Designed and delivered a training workshop that was focused on:
  • Encouraging attendees to consider their own buying experiences, and sharing insight into how buyers’ preferences are changing.
  • Introducing the fundamentals of good relationship building.
  • Implementing a structured framework for relationship development activity.
• Provided attendees with an opportunity to practise their skills in a ‘live’ scenario.

The outcome

Workshop attendees left with an appreciation of what makes an excellent buying experience, as well as a clear, actionable strategy for how to apply the knowledge in their everyday work. This will ultimately lead to rich, persuasive conversations with prospective IPFA members.

“This was a practical, high-energy workshop and we’ve had great feedback from everyone who attended. We now know that the team are more confident in relationship building activity, and this will be of huge value as we continue to grow our membership.”

– Daisy Brooker, Chief Executive