The need
Following a successful training session with The BD Consultancy in 2019, Bishop Fleming were looking to arrange a similar session for senior accountants. This time, they were looking for a slightly different focus: how to develop relationships in the new, low-contact economy. As well as focussing on the online world, due to the team working from home, the course needed to be delivered entirely remotely.

What we did
We developed an online session that focussed on how best to connect with clients and referrers in the new world. This incorporated several tools based on best practice, covering topics including:  

  • the difference between depth and breadth of knowledge
  • how to break down your clients’ needs (e.g. financial and emotional drivers)
  • active listening.

To ensure the session was as interactive as possible, we provided case studies based on Bishop Fleming’s real-life clients and prospects. These were then discussed in small breakout rooms.  The session was recorded, so Bishop Fleming had a video copy which they shared with people who were unable to attend. Attendees were also able to access it to refresh their understanding of key points.

The outcome
Each attendee left the session with practical tools that they could instantly apply to improve relationship building in a virtual world, reflecting the firm’s ability to adapt at pace. By understanding their clients and referrers on a deeper level, Bishop Fleming have also been able to stand out even more from their competitors.

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