Valuable Ideas workshops
Business Development (BD) Training
Empower your partners to drive growth with client-centric business development training and sales prospecting workshops.
Client-centric business development training, tailored for professional services
- Develop sales expertise backed by real client insights – Equip your team with proven BD skills, grounded in 20 years of Beaton’s client research.
- Strengthen client relationships and drive growth – Master the art of meaningful conversations to improve cross-selling and deepen client engagement.
- Win new work – learn to identify and convert new business opportunities.
- Enhance client retention – strengthen your team's capacity to anticipate client needs and provide solutions.
- Boost confidence and networking – professional development for client teams that improves your team’s ability to expand and leverage their professional networks.
Workshops are run on site at your firm’s premises across Australia and New Zealand.
Talk to us about a workshop for your team
BD training workshop details
Who should participate
Our valuable ideas business development workshops are a tailored program that can be run firm wide. They are ideal for;
- Business Development Directors
- Client Relationship Managers
- Managing Partners
- COOs and Senior Executives responsible for client strategy
Workshop Structure
- Half day or full day workshops
- Interactive Workshops: Get hands-on exercises and real-world scenarios.
- Expert-Led Sessions: Benefit from insights shared by seasoned industry professionals.
- Tailored workshops: We tailor our BD training based on the specific needs of your firm.
Training outcomes
Equip leaders in your firm with the skills and tools they need to drive firm wide collaboration that helps to identify new opportunities for increased revenue with existing clients, develop valuable ideas to solve their business challenges and have more meaningful conversations with prospects.
Why firms need Beaton business development training
- Practitioners are busy – their primary focus is on billable hours and project delivery. Many are concerned about bothering their clients – who are also very busy.
- BD skills are declining – opportunities to participate in BD practices have diminished as more professionals work remotely.
- Diminished confidence – many professionals report concerns about not knowing how to approach their client about their business needs and broader issues.
- Fewer training opportunities – budget cuts and less interaction in physical offices has impacted sales skills development.
- Ineffective, generic sales training methods focused on selling mean many professionals are missing a sophisticated client-centric approach.
- Boost revenue
- Reduce costs and improve efficiencies
- Improve client relationships
- Build effective client strategies
- Generate new and repeat business
Learn valuable, client-centric prospecting techniques
Firms that want to succeed need to be proactively seeking out new clients, broadening relationships and winning new work from existing clients.
Beaton’s business development training workshops redefine how professionals approach BD and prospecting. Using unique client data on buying behaviour and decision drivers, we introduce a client-centric approach to BD. Our unique Valuable Ideas Conversations framework equips professionals with the skills to identify client needs and engage in more meaningful, high-value discussions that drive business growth.
With insights from two decades of client feedback research through Beaton Benchmarks, we refine a sophisticated BD approach. Our delivering partners, with over 75 years of combined in-house consulting experience, bring deep expertise in building client relationships and closing sales conversations.
Upskill your client facing teams
Get in touch to discuss our tailored business development training workshops for your professional services firm.
FAQs
Our workshops are half-day training sessions run on site at your firm’s premises. A Beaton partner will deliver the training via a series of practise scenarios and example conversations for participants to engage in. Attendees will be given a small amount of preparatory work and homework to do outside the workshop to fully benefit from the time in training.
We find small groups of 2-15 are optimal for the best learning experience, however this can be adapted for up to 30 attendees.
Our half-day training workshops are a great place to start for hands-on training for teams and individuals.
To continue to maximise your team’s newly development BD skills, we highly recommend aligning your broader business development strategy with our Key Account Management program. A Beaton partner will consult with you on a longer-term basis, utilising client feedback research to build an effective business growth plan through firm-wide collaboration and a clear strategy on client engagement.
We cover client relationship building skills, cross-selling, lead generation, client retention, networking tips, sales skills development and conversation techniques.
We come to you! A Beaton partner will deliver the workshop on-site at your firm in Australia or New Zealand.
No. We believe client-centric selling, client retention training and sales skills development are techniques best learned in person. Our face-to-face workshops enable the most engaging and interactive experience, where you can ask questions and participate in a group setting without an annoying video call lag.
Participants will be given a worksheet to fill out prior to the session in preparation. You will leave with a conversation template and at least three valuable ideas to start conversations with their current clients or real prospects.
Our BD workshops are half-day sessions designed to upskill teams and individuals with proven techniques to build client relationships and generate sales one-to-one.
Beaton’s Key Account Management program is a whole-of-firm program designed to organise and streamline your entire client relationship management system for better sales results. This involves a Beaton partner consulting with your team on a longer-term basis to assess and improve on your current clients and prospects. We help you understand how to prioritise the highest value clients, and develop systems to ensure consistent and regular work.
Still have questions? Please contact us and one of our team will be in touch to help.
