Client Conversation Lost Opportunity Feedback Gathering

How to have purposeful client conversations. 
Format

Online
Course

Duration

60 Minutes

Level

Advanced

Price

$ 125.00

What will be covered in this workshop

Opportunity Feedback Gathering

Any professional services firm will spend countless hours tendering for new opportunities. Whilst an investment, it is a necessary one for many, if not most practices across professional services.
Often, the reason for the negative result is rarely explored in a formal way, but can offer insights into perception, comparison to peers or competitors, as well as indication on areas for improvement or refinement the next time.
Curiously and confidently seeking post tender feedback should be a standard part of your workflow. Indeed, it should be a priority to ensure that time investments of this nature are successful in the future.  
This session will explore a simple framework to support thorough exploration around seeking post tender feedback.
We will look at:
  • The Importance of seeking post tender feedback.
  • The facts and background to consider when planning for a feedback interview about a lost opportunity.
  • A conversation framework to get the most out of each opportunity.
  • A take away checklist to follow the next time you need to undertake a tender feedback interview.

The objectives/outcomes of this workshop include:
  • An appreciation of the time and resource investment that goes into tendering for new work.
  • An appreciation of the need to constantly seek feedback in order to minimise future losses and investments.
  • An understanding of the importance of preparation in any valuable client conversation.
  • Developing confidence to seek proactive feedback using a conversation framework.

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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