We help partners build a profitable client base.  

To build a profitable client base you need to do 2 things:

1.  Know what to do.  This requires knowledge.  We call this Process Mastery

2.  Do it well. This requires influencing skills.  We call this Behavioural Selling

We’ve taught elements of process mastery and behavioural selling at dozens of professional services firms.  We have worked with individuals and teams as well as cohorts of partners and senior managers and assistants.  

We draw on the business development skills taught to consultants selling IBM’s high-value consultancy.  We have designed both process mastery and behavioural selling and with lawyers in mind – acknowledging their own psychometric makeup and strong desire to avoid “role play”.

The combination of process mastery and behavioural selling is analagous to plumbing.  For the revenue (water) to flow where we want it to we need:

*The right plumbing (Process Mastery) and

*The pump to drive it through (Behavioural Selling)

Click on either to discover more