Every day we help fee-earners understand what’s required for effective marketing and selling. And we have to change fee-earner expectations and behaviour. Excellent communication, coaching and consulting skills are essential. This online session helps M&BD professionals transition from reactively responding to fee-earner requests to proactively helping them shape their ideas and plans.
Topics Covered
1 Changing role of marketing and business development
• The transition for marketing and BD professionals
– From tactical to strategic
– Reflecting on change (Adaptors and Innovators)
• Changing perceptions and expectations
• Establishing strong relationships with fee-earners
Exercise: Changing perceptions
2 Coaching skills
• Coaching models and processes
• Core coaching skills:
– Questioning
– Listening
– Visioning and goal setting
– Comparing options
– Motivating
Exercise: Tackling coaching scenarios
3 Consulting skills
• Consulting models and processes
• Core consulting skills:
– Contracting
– Investigating and diagnosing
– Challenging, reframing and problem-solving
– Co-creating solutions and collaborating
– Planning
– Gaining commitment through implementation
Exercise: Tackling consulting scenarios
Wednesday, February 8, 2023
This half-day online workshop takes place from 9:30 to 13:00.
To facilitate interaction, workshops are restricted to 18 attendees – maximum of four from the same firm.
Pricing
First attendee £240 +VAT
Second attendee £230 + VAT
All subsequent attendees £220 + VAT
Cancellations/Substitions
Due to the restricted number of places, refundable cancellations are only accepted up to one month prior to the event (a cancellation fee of £25 + VAT will be incurred per person). Substitutions can be made at any time. PMI reserves the right to cancel with no liability beyond refund of fees paid.
Trainer
Kim Tasso has worked within and for over 200 professional partnerships in the legal, accountancy and property sectors for over 20 years and continues to do so as a management consultant.
She also has direct client exposure from working with organisations in the technology, education, creative, media, real estate and not-for-profit sectors.
Unusually, she combines psychology, marketing and business qualifications so is effective as both a professional trainer, facilitator and coach and also as a subject matter expert in a variety of strategy, marketing, selling and relationship management topics.
She is highly rated as a trainer and coach for lawyers, accountants and surveyors and also lectured on Chartered Institute of Marketing (CIM) professional marketing qualifications for Cambridge Marketing College.
She is the author of seven books on growth strategies, business development, media relations, social media, business relationships and soft skills. She is a prolific speaker and journalist, and an editorial consultant of PM magazine.
Further information at www.kimtasso.com
Eligibility
This training course is open solely to member firms of the PM Forum, a worldwide group of over 3,000 marketers in professional services firms.
