Workshops

Positioning: Are You Clear About What You Do?

Beyond the “elevator speech,” a Position Statement states simply and directly what your firm does, for whom and with what benefit. Achieving clarity about business purpose can take years of refinement. During this seminar, we will discuss what elements go into a statement and look at examples of successful and not-so-successful statements. We’ll talk about what might go into a statement for your firm. For up to 12 participants.

Growing Your Practice

This training session is dedicated to business development strategies and tactics. We look at growing your firm by leveraging existing clients and relationships, and new business development. Exercises are designed to help those in your firm responsible for bringing in revenue become more comfortable with the selling process. Tactics for reaching out for new work are presented, as well as tools for assisting in that process. The training includes a practical application of the participants through role-playing. For up to 10 participants.

Leadership for Prosperity

What messages are your principals and firm leaders sending internally and externally about success? How are communications handled to keep people informed about where the firm is headed and what’s going right? Who is involved in your firm in carrying that message forward? We often hear about where we are coming up short, or about problems on projects. What is your firm doing to celebrate its successes? And what are you doing to get your entire staff involved in carrying a positive message about your firm into the world. We will provide tools and tactics to help you shape the voice of your firm, and to establish a leadership tone for success. A new “recognition” tool will be started at the conclusion of the meeting. For up to 10 participants.

The Client Development + Marketing Continuum

Client development and marketing are inextricably linked, yet oftentimes in our firms, there is a gap between building relationships that lead to work and marketing. This session discusses the continuum of client development and marketing and explains the client-driven marketing process. For up to 15 participants.

Making Conventions + Trade Shows Work

During this program, we’ll explore how to make the investment of attending conventions and trade shows most effective. We’ll discuss ways to maximize your return by strategically attending to pre-event, during event and post-event activities. Tactics for follow-up will be discussed. Tools for capturing and pursuing leads are shared. For up to 15 participants.