Business Development: 90 minute modules

We have over 60 stimulating 90 minute modules to inspire you.

Many of these jags of inspirational learning can be delivered to an audience as large as you think is decent, wherever you think it convenient, but up to 50 is a good rule of thumb.

With our 3D approach we will align seamlessly with your strategic objectives because we know that the stakes are high when you persuade your people to give up their precious time.

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  • 50 PRACTICAL WAYS TO KEEP IN TOUCH
    50 PRACTICAL WAYS TO KEEP IN TOUCH

    Some people think that social media and technology solves all the issues around keeping in touch with clients: well, no. That round robin email of the interesting article, bcc’d to your database, is poor fare. Linked In and the like are great tools, but never believe they are enough.

  • Accentuate The Positive
    Accentuate The Positive

    The most effective relationship-builders are positive and optimistic. They have a glass half-full perspective. They are connectors and are forever apparently bumping into people they know and having vibrant off-the-cuff chats.

  • Assertiveness - Getting Your Actions Right
    Assertiveness - Getting Your Actions Right

    Assertiveness is a relatively new skill for humans. Many of us find ourselves somewhere on the spectrum of passive, passive-aggressive and aggressive behaviours. Assertiveness is a different way of thinking and behaving. Once you understand what lies at the root of the thinking, you need to tackle the behaviours.

  • Assertiveness - Getting Your Thinking Right
    Assertiveness - Getting Your Thinking Right

    Assertiveness is a relatively new skill for humans. Many of us find ourselves somewhere on the spectrum of passive, passive-aggressive and aggressive behaviours. Assertiveness is a different way of thinking and behaving. Find out what those differences are and how to think like an assertive person.

  • Be A Chameleon
    Be A Chameleon

    The chameleon adapts to its environment and we need to flex our style according to the situation. Some call it versatility. We meet people from many cultures with age ranges from 20 to 70 every week and the best are able to communicate with all of them, influence all of them, be visible to all of them.

  • Be Appropriately Memorable
    Be Appropriately Memorable

    Do you pass the morning after business card test? This is how you leave the right impression by creating the all-important emotional connection, making an impact and having the required degree of gravitas and authority, whilst effortlessly exuding personal presence and charm.

  • Bespoke Benefits And Relevant Features
    Bespoke Benefits And Relevant Features

    Sell the sizzle not the sausage, because we all know what goes into a sausage. We know you are not selling sausages, but some tend to persuade through features rather than benefits because they are tangible and empirical. They can also be boring and counterproductive.

  • Change: Action Planning
    Change: Action Planning

    In every change situation, keeping control of the process, and ensuring action and continuous momentum is vital. Learn how to create a “Change Charter” in relation to process and behavioural change – identifying the golden rules to help get it right first time, every time.

  • Change: Developing Your Emotional Intelligence
    Change: Developing Your Emotional Intelligence

    Being able to manage your emotions, particularly when it comes to change, is a sign of good emotional intelligence. Learn how to manage your own anxieties about change and be a supportive and productive team member.

  • Change: Managing Change
    Change: Managing Change

    Every manager deals with change regularly in their career in relation to process, behaviour and people, and in doing so often encounters significant challenges whether for themselves or those around them. Learn some practical tools for getting it all started and keeping it on track.

  • Change: The Pioneer Journey
    Change: The Pioneer Journey

    Change is a constant and a given in today’s professional environment. As a leader of change you need to be able to plan and communicate what’s coming along the line, deal with the emotional fall-out and keep the process on track.

  • Coaching: Building Your Skill Portfolio
    Coaching: Building Your Skill Portfolio

    Once you have the core skills of coaching you’ll find that in certain times and with certain people you’ll need something ‘more’. Whether to manage their behaviour or helping them when they’re genuinely stuck, here’s that something more.

  • Coaching: Core Skills
    Coaching: Core Skills

    Once you understand what ‘Coaching’ is and is not, you can start to focus on and practise the core skills that will move your relationships with your colleagues, or your direct reports, on to great things.

  • Coaching: Getting Ready For Action
    Coaching: Getting Ready For Action

    Whether as a line manager or part of a team offering in-house coaching support, you need to know what to plan for and what to expect at: the outset; during the process; and after your involvement has come to an end.

  • Coaching: What Is Coaching?
    Coaching: What Is Coaching?

    People today don’t generally want to be micro-managed. They look for autonomy and flexibility. Of course, in order to get them to that point they do need careful management and support, for instance, moving from ‘directing’ to a more ‘hands-off’ approach. Developing your coaching skills is the best way to free up your time, create independent thinkers and increase people’s motivation and engagement

  • Common Sales Mistakes And How To Fix Them
    Common Sales Mistakes And How To Fix Them

    Do you like being sold to? Most of us would say no to that, while knowing all business development activity is a sell, whether asking for follow up at a networking event or pitching a multi-million pound deal.

  • Confidence, Congruence and Charisma
    Confidence, Congruence and Charisma

    In this session, delegates will start to reflect on the key skills that the best business development professionals have, and work on their own personal presence, charm and charisma.

  • Deconstructing Construction
    Deconstructing Construction

    What you choose to say and how you choose to say it always matters: and it matters more when a cast of many are listening to every word and critically appraising every slide. Barack Obama’s seminal speech on race, A More Perfect Union, will be used as an exemplar.

  • Engaging Effectively: Clarity, Focus & Power
    Engaging Effectively: Clarity, Focus & Power

    There is alchemy in gravitas and authority, and an X factor that can be hard to pin down. But confidence, assertiveness, empathy and rapport are ever present traits. Ensuring communication is a two-way process and being able to say the right thing, at the right time, in the right way is where we get to here. Powerful, very powerful.

  • Facilitation: Delivering It
    Facilitation: Delivering It

    Keeping everyone engaged for the 90 minutes, half day or full day at a facilitated workshop is tough, very tough. It’s all very well planning a session to within an inch of it’s life, but a measured of energy and spontaneity is essential.

  • Facilitation: Planning It
    Facilitation: Planning It

    Being an effective facilitator is a highly prized skill and is like refereeing the Champions League Final while conducting at the Albert Hall. It’s not just about your technical knowledge, though you should have that in high amount.

  • Feedback & Review
    Feedback & Review

    In this session you identify what you need to do to improve your performance. This is tough love practised by you, on you, comprising a combination of goal-setting, incisive feedback, vibrant group discussion and review of key skills. By the end of this session you will have a personal plan with specific action areas, and you will use these goals and actions to measure your improvement.

  • Feedback: The Fundamentals
    Feedback: The Fundamentals

    Real and helpful ‘feedback’, a word that’s synonymous with ‘criticism’ for many people, is in fact the opposite when it’s done properly. It’s a key skill for leaders, managers and even peers to develop, leading as it does to enhanced performance, engagement and retention.

  • Feedback: The Sequel
    Feedback: The Sequel

    Delivering your feedback as a leader, manager or peer is one thing. But of course you’ll have to engage with the recipient and do anything from hearing their perspective, answering their questions, to dealing with the fallout.

  • First Contact: The Initial Meeting
    First Contact: The Initial Meeting

    If you want to be a successful Rainmaker you need to be good at this, no matter the mood or style of the person you are meeting. It is a “getting to know you” half hour, or an hour if it goes swimmingly.

  • Follow Up, Keep Your Promises
    Follow Up, Keep Your Promises

    Delivering on your promises is a very attractive quality: end conversations with an action, take control when you need to and call when you say you will. This is how to get yourself ahead in your relationships: by doing exactly what it says on the tin. The best relationship builders do what they’re supposed to, when they’re supposed to: they have exemplary modern manners.

  • Getting Your Advance: How To Move Forward
    Getting Your Advance: How To Move Forward

    The denouement of the business development meeting is the close. You can’t be employing any cheesy sales techniques and it may be too early to ask for the sun, the moon and the stars if this is an initial meeting. Yet at some point you have to ask for the advance because everyone needs to know what happens next.

  • Grabbing Your Gremlin
    Grabbing Your Gremlin

    Think you don’t have a Gremlin? Think again. It’s the voice or feeling that pops up when things are changing in our personal and professional lives, taunting us with all the reasons why we can’t do something and why we should stay where and as we are. But it can be managed!

  • Guard Your Reputation
    Guard Your Reputation

    Your reputation is all you have so guard it with your life. What skills, traits and abilities are you known for? Remembering that perception is reality, what do you want to be known for? If you had the chance, what would your 45 second personal pitch be? You get the chance to deliver it here.

  • Key EI Skills Of Star Performers
    Key EI Skills Of Star Performers

    Here you get the fundamental underlying skills and behaviours of those who are great at building business relationships. Then we look at the key emotional intelligence competencies you can develop to be more effective in your business environment.

  • Listen & Learn: Uncovering Needs
    Listen & Learn: Uncovering Needs

    When we finally get that meeting it is easy to be too desperate to show how great we are. We suggest you sit on your hands and hold yourself back a bit? This is tough, but the rewards are many. Imagine they came to your conclusion before you even ask?

  • Making The Emotional Connection
    Making The Emotional Connection

    Creativity anyone? The essentials of delivery are energy, spontaneity and creativity. Our research shows that creativity is the most challenging. Here you will look at where to source your creative material, how to prepare and deliver some vignettes, and then how to incorporate them within the structure of the presentation or pitch.

  • Making The Follow Up Call
    Making The Follow Up Call

    All that networking activity amounts to nothing if you don’t follow up. You might as well stay in eating Jaffa Cakes if you can’t get to the next stage. The best rainmakers keep control of the business development process and always, ALWAYS, know what action they are going to take next.

  • Master Modern Manners
    Master Modern Manners

    An injury is sooner forgotten than an insult. In the fast-paced modern business world it is easy to forget behaving properly does more than make you friends: it is good business. Do you know someone who is forever turning up late? Uses their mobile when they shouldn’t? Never seems to hear anything you say?

  • Myers Briggs Type Indicator (MBTI): An Introduction
    Myers Briggs Type Indicator (MBTI): An Introduction

    The MBTI holds the key to helping us understand our own preferences with regard to certain situations, tasks and people. When staring down the fully-loaded barrel of change it’s invaluable in helping people express what they need. And, crucially, what they can give in return to help smooth the way through the minefield of change and emerge unscathed at the other end.

  • Myers Briggs Type Indicator (MBTI): and Teams
    Myers Briggs Type Indicator (MBTI): and Teams

    The MBTI holds the key to helping us understand our own preferences with regard to certain situations, tasks and people. But crucially it also helps us work more effectively with and within teams – identifying the natural preferences that create strength and depth and where to plug the gaps.

  • Myers Briggs Type Indicator (MBTI): and Change
    Myers Briggs Type Indicator (MBTI): and Change

    The MBTI holds the key to helping us understand our own preferences with regard to certain situations, tasks and people. When staring down the fully-loaded barrel of change it’s invaluable in helping people express what they need

  • Negotiation Skills: Preparing Your Approach
    Negotiation Skills: Preparing Your Approach

    There’s so much more to effective negotiation than just knowing what they’re offering and how much is your bottom line. In this session we set out some of the key principles you need to understand if you want to adopt a more sophisticated approach to your negotiations.

  • Negotiation Skills: The Underlying Essential Skills
    Negotiation Skills: The Underlying Essential Skills

    You can be as prepared as you like and have the best negotiation strategy in the world but if you don’t combine this with the right communication skills and behaviours then you’re never going to get the best results.

  • Network Mapping
    Network Mapping

    Today’s workplace can be tricky. Often we plunge in without clear thought as to who we need to know and what we want to be known for. Whether to advance your career prospects, help you build successful professional relationships or win business, understanding and engaging in your networks is vital.

  • Pitch Delivery and Feedback
    Pitch Delivery and Feedback

    We make no apology for the feedback that says this can be more intimidating than the pitch on the day. Tough love, we call it. Video footage will be taken, your colleagues will ask you all the questions you don’t want to be asked, and our facilitator will chair the pitch panel.

  • Play It Again, Samsung
    Play It Again, Samsung

    You may only get one chance to make a first impression but you get two to make a good presentation in this instance. The feedback had been direct, the discussion frank and the video footage enlightening. You are now ready to give it your all in a final push to find your inner Frank Skinner.

  • Presentation Delivery & Feedback
    Presentation Delivery & Feedback

    You have done the prep, taken a deep breath and fixed your hair. Now it’s time to stand and deliver. There is nothing much like standing in front of a camera, doing your stuff, then getting feedback on the good, the bad and the ugly of it all. Unless you count actually standing in front of an audience with a career defining 15 minutes to deliver. That is exactly like it.

  • Projecting A Powerful Presence
    Projecting A Powerful Presence

    You will work on delivering a range of short, sharp personal pitches using different techniques, from factual to shocking. This challenging session requires thinking on your feet, creativity, and encourages a dynamic pitching style. Your will receive critical analysis and digital video feedback to facilitate immediate improvement.

  • Sales Solve Everything
    Sales Solve Everything

    Many think sales is a dirty word while others believe it is the life-blood of your business. We are in the second camp. There is no better feeling than having an ever filling pipeline and regularly closing the sales that pay the bills.

  • Show And Tell: Pitch To Me
    Show And Tell: Pitch To Me

    It’s show time! The time will come to say how great you are and how fantastic your offering is. Here it is easy to become self-absorbed and lose sight of your mark. What are you asking for? What do you want to happen next? You really should know, you know.

  • Six Ways To Open And Three Ways To Close
    Six Ways To Open And Three Ways To Close

    Our research shows us that opening and closing is what speakers at all levels of business find the most difficult. They are also the most important parts of the pitch, because the opening is when you set your stall out and the close is when they applaud (sometimes).

  • Small Talk: Building Rapport
    Small Talk: Building Rapport

    In most business development meetings this is where it all starts. So how long should you do: five, ten, fifteen? Minutes now, not seconds. Establishing rapport and chatting about whatever takes their fancy is far from small talk. It’s an art. Maybe we should call it big talk.

  • Stand And Deliver
    Stand And Deliver

    By the end of this session delegates will know how to construct a simple presentation, and have delivered confidence building two-minute presentations using this technique. The fundamentals of body language and voice will also give them an insight into what ‘good’ looks and sounds like.

  • Storytelling: The Creative Imagination
    Storytelling: The Creative Imagination

    Connecting your facts to something the audience will remember is what the best orators do. The story remains long in the mind of the listener. In this challenging session you will bring your speech to life by using the five ways to make the emotional connection.

  • The Art Of Delivery
    The Art Of Delivery

    Here we look at why great delivery is vital, and what the core ingredients of devastating delivery are. You will deliver short presentations or pitches, reflect on your style and know what good looks like.

  • The Art Of Influence: Factors At Play
    The Art Of Influence: Factors At Play

    Every day we use our influencing skills to try and get more of what we want. Want to eat Chinese, not Italian? Keen to get your item up the agenda? Need that manager to take on another big project? Nobody gets everything they want, but some seem to get a little bit more…

  • The Brilliance Of Resilience
    The Brilliance Of Resilience

    Today’s working environment is fast-moving, ever-changing and challenging. We are under pressure as never before to produce high volumes of quality work and deal with the uncertainty of constantly changing markets, clients and colleagues.

  • The Client Account Meeting
    The Client Account Meeting

    Everyone has these, and it is easy for them to be polite and perfunctory and, dare we say, a waste of everyone’s time. At one level this is simply a “how are you” chat about keeping things ticking along, but approached in the right way possibilities emerge.

  • The Come In And Pitch Meeting
    The Come In And Pitch Meeting

    At this meeting there is an opportunity to close, when you have been asked in to deal with a specific enquiry. You might still do plenty of context or small talk or you might not; there may or may not be much preamble before getting down to nitty and gritty.

  • The Confidence Cycle
    The Confidence Cycle

    Gaining self confidence can be like trying to catch the wind, yet we all know it is an essential component of success. We would never claim that one short burst of our recipe for self-confidence will have you swinging from the chandeliers, but why would you want to do that anyway? Sounds like bravado to us…

  • The Challenging Meeting
    The Challenging Meeting

    Nobody is perfect and at some point there is a meeting where you are told just that. A point of clarification is needed, they are unhappy with aspects of your pricing, the project did not go as planned.

  • The 4 Stages Of The Business Development Meeting
    The 4 Stages Of The Business Development Meeting

    How do you conduct that all important meeting? Moving relationships forward at meetings is about getting what you want, to be sure. But achieving that depends on your ability to create rapport, ask the right questions, pitch effectively and ask for what you want.

  • The Science Of Preparation: The KWC Method
    The Science Of Preparation: The KWC Method

    If you are to have creativity and make the emotional connection you need a process that allows this to happen. Or you can just go with boring, read, PowerPoint-led. Over 17,000 souls have been through the unique Kissing With Confidence Method and they will tell you it does the creativity and connection thing ‘just so’.

  • The Second Serve: More Delivery and Feedback
    The Second Serve: More Delivery and Feedback

    You’ve done the pitch, answered the questions and had exemplary, or excoriating, feedback. You’ve reviewed the video and noted it all for future reference. You now have the chance to deliver it all again without the blips. Like a second serve in the twelfth game of the final set at Wimbledon you get another crack at it.

  • The Silver Thread: Putting It All Together
    The Silver Thread: Putting It All Together

    Weaving creative thoughts into the technical content of your pitch. Taking detail and making it memorable. Ensuring opening and closing is punchy and handovers are elegant. That’s what we mean by putting it all together.

  • Time Management
    Time Management

    We have to deal with five times more information a day today than we did in 1986 – that’s equivalent to 174 extra newspapers every day. Between the amount of information competing for our attention, the pace at which we and our clients expect us to deliver projects, it’s no wonder that time feels like the enemy.

  • What Do The Best Orators Do?
    What Do The Best Orators Do?

    The seminar speeches of the 20th century often had a speechwriter or two helping out. Here you choose a favourite from the Penguin Book of 20th Century Speeches and tell us why you think it is so good.

  • Working A Room, More Terrifying Than Death
    Working A Room, More Terrifying Than Death

    Do you walk into a room, read the fire escape instructions three times, talk to a plant, down a few glasses of wine then go to the toilet? Would you rather exude the effortless charm of the consummate corporate ambassador? Many of us are all fingers and thumbs over the canapés when there really is no need.

  • Your Personal Brand And Reputation
    Your Personal Brand And Reputation

    In the ever-changing, fast-moving and hyper-competitive world of modern business, technical expertise is often a “given”. To stand out from the crowd, and move through it easily, one thing is becoming increasingly important: awareness of your own personal brand and an ability to manage it actively.

  • Evening Seminar
    Evening Seminar

    A great evening event can keep momentum going, and be an opportunity for something just a bit different, or completely bespoke. You choose...