Client Conversations
Purposeful Catch Up

How to have purposeful client conversations. 
Format

Online
Course

Duration

60 Minutes

Level

Advanced

Price

$ 125.00

What will be covered in this workshop

Purposeful Catch Up

We have all been there. We have organised a coffee with a target or client with the view of gaining more work. This activity is an important part of your BD calendar and should contribute to your KPIs around client engagement and generating revenue.
However, despite having great relationships or reputation with these contacts, you don't manage to convert these coffee catch-ups into new work. You are stuck in the hamster wheel of discussing weather, COVID and family updates with a dose of what's happening in the market.
This session will talk through some techniques and tools you can implement to make sure you are making the most of these face to face (or screen to screen) opportunities.
We will look at:
  • How to prepare
  • How to frame a conversation, from the simple coffee catch up, to a purposeful zoom introduction.
  • The importance of the 'Next Steps' and doing what you say you will.
  • How to broaden the engagement to others.
The objectives/outcomes of this workshop include:
  • An understanding of the basic principles to progress a conversation.
  • An understanding of a framework to support purposeful and valuable conversations for both you and your contact.
  • A one page plan for at least one conversation, ensuring you make the most of your time with your contact and achieve your goals.
  • Ideas around how to structure an invitation to a purposeful zoom conversation.

Kim Wiegand

Partner
beaton Research & Consulting
Australia
Kim Wiegand brings 20 years’ experience within the professional services industry, managing marketing and business development teams and stakeholders across Australia, Asia and the United Kingdom. She brings a practical approach to driving purposeful change within organisations, with energy and enthusiasm.  

Kim works with firms’ leadership and clients and markets teams to implement projects improving client experience (CX), growing revenue streams, developing networks, and having valuable client conversations. She coaches partners and senior leaders on individual practice and skill development, leading to practice growth.  

Kim is a passionate gender equality advocate and aspires to support women to successfully lead authentic and sustainable careers.

Course reviews

The BBH workshop series are extremely valuable and exactly what all professionals need to build a business.
Walter White
Senior Associate - International Law Firm 
Great content, easy to follow and fun to do and I will definitely come back to the platform for more workshops. 
Emily Winters
Trainee - International Law Firm 

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