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The PACE Business Development Summer School 2018

10 Jul 2018 to 19 Jul 2018 09:00 - 16:00

Venue: London TBC

Course Leaders: Paul Matthews, John Monks and John Butterwick, Partners at PACE

The PACE Summer School has condensed proven PACE Thinking into practical, fast-paced, action-driven workshops delivered in 2.5 hours – allowing minimal interruption to a professional’s working day. 

PACE clients have helped them to define this curriculum, resulting in the development of masterclasses that focus on the subjects that are most important to professionals who need to win more business. 

The size of each workshop will purposely be kept small to ensure that each participant gets real value and input into the real world challenges they are facing when it comes to winning business.

Classes are designed for Partners, Directors, Associates and Business Development / Marketing Professionals.

 

Curriculum subjects:  

  1. Growing your client base with The PACE Pipeline 
  2. Managing and developing key clients
  3. Psychology of price – the art and science of negotiating fees                               
  4. Consultative selling – effective first meetings 
  5. Pitching to Win 
  6. Collaboration – the holy grail of growth

 

Growing your client base with The PACE Pipeline

9.30am – 12 noon

10th July and 19th July 2018

Attend this workshop if you want to:

  • Design and create your ideal client base
  • Know how to manage your activity – with limited time and resource
  • Be able to ‘project manage’ business development activity using The PACE Pipeline
  • Understand how to select the clients you want to win and are likely to win
  • Understand the most effective mix of promotional activity that will build your reputation
  • Avoid wasting time on the wrong opportunities
  • Know how to generate meetings effectively
  • Understand why ‘pruning’ may create space for more profitable growth
  • Be confident in creating a sustainable flow of profitable fee income 

 

Managing and developing key clients

9.30am – 12 noon

12th July and 17th July 2018

Attend this workshop if you want to:

  • Understand the core aspects involved in truly successful key client management
  • Delight clients at every point of contact
  • Protect the work you have
  • Know how to strengthen and develop key relationships
  • Use practical PACE tools to identify key players and broaden your relationships
  • Identify and maximise opportunities for growth within the client
  • Develop a simple, practical key client action plan
  • Create and maintain a working key client team
  • Implement and embed key client management within your team and firm
  • Create a client facing culture

 

Psychology of price - the art & science of negotiating fees

9.30am – 12 noon

11th July and 18th July 2018  

Attend this workshop if you want to:

  • Understand the difference and relationship between ‘price’ and ‘pricing’
  • Consider how to improve confidence in fees
  • Know why practice is so important and how to go about it
  • Know more about the psychology behind successful discussions with clients about fees
  • Understand the ‘Two Rules of Negotiation’ and how to avoid breaking them

  

Consultative selling – effective first meetings

1.30pm – 4pm

10th July and 19th July 2018                

Attend this workshop if you want to:

  • Know how to get ahead of the competition and differentiate yourself before a meeting
  • Know what to prepare (and what not to!)
  • Understand why taking brochures / presentations may prove to be an expensive mistake
  • Begin a meeting with impact (and avoid sounding like a salesperson)
  • Really understand a client – with advanced communication skills and consultative selling skills
  • Be confident in handling tough questions eg “what are your fees like?”
  • End a meeting in a way that motivates a client to want to meet you again
  • Know how to follow up whether there is an immediate opportunity or not
  • Fill your diary with meetings that create real results

  

Pitching to win

1.30pm – 4pm

12th July and 17th July 2018   

Attend this workshop if you want to:

  • Understand the key elements needed to deliver winning pitches
  • Determine your ‘exit interview’ and develop your key messages
  • Differentiate yourself and your firm from the competition
  •   Structure an effective presentation
  • Appeal to and resonate with your audience
  • Deliver the presentation with impact and conviction
  • Work as a team
  • Use body language and the power of your voice to really engage
  • Reduce and cope with any nerves
  • Handle awkward question 
  • Fill your diary with meetings that create real results
  • Know how to structure a discussion about fees and what they key components are

 

Collaboration - the holy grail of growth

1.30pm – 4pm

11th July and 18th July 2018  

Attend this workshop if you want to:

  • Understand the difference between collaboration and cross-selling
  • Understand what collaboration is and isn’t
  • Know why collaboration can be such a massive driver of growth
  • Consider the barriers to collaboration and their solutions
  • Understand how a fee-earner can approach being more collaborative
  • Start creating and implementing a more collaborative environment

 

Paul, John and Chris have extensive experience of helping clients in International, National and Regional professional services firms to win more business. 

 

Cost: £395.00 + VAT for each workshop. The fee is payable to PACE upon booking.

 

Multiple delegate discounts: 10% reduction for 2nd and 20% for third or more. 

A further discount is available for delegates booking in advance and attending all four workshops. 

Cancellation Terms: Minimum 28 days’ notice required for full refund; 28-14 days for 50% less a £10 administration fee. Under 14 days no refund. 

 

To request a place please contact gail.jaffa@psmg.co.uk or telephone 020 7033 9150