Relationship building

Sales and Business development training

We have developed a number of training modules which can be delivered together as a programme or separately to fit in with our client’s programme and plans:

  • Networking and relationship building – research shows that most relationships with clients remain narrow – often constrained by one key relationship or siloed in a single discipline. This module will ensure that participants gain confidence and skills to broaden the relationship – creating and capitalising on the opportunities to do so
  • The structure of a sale – when does selling happen? - During a deal? When it’s complete? Over lunch? – how do you set objectives for each of these circumstances? How do you adjust your approach? What does success look like? - all these questions are answered in this module which will enable participants to recognise opportunities, plan for them and capitalise on them.
  • Single client focus – many firms now have key client programmes. Almost all struggle because the client team leaders and members lack the practical knowledge and skills to make these processes effective and to sustain them over the long term. In this module, client teams work through case studies and real live clients to enhance their team effectiveness.
    We usually recommend that modules are accompanied and/or followed up with small group or one-on-one coaching to embed and develop the techniques learned.
Some tools:

The following briefly describes some of the tools we employ.
Download a pdf for more details:

BD Training

Key client management

A growing number of firms are investing in Key Client Programmes. Unfortunately, many have started with enthusiasm and petered out – or simply become bogged down in process and bureaucracy.

Gracechurch has worked on many Key Client Programmes. Some are succeeding whilst others have failed. In consequence, we have evolved an approach which has demonstrated a major impact on client retention and the growth of profitable business.

Some tools:

The following briefly describes some of the tools we employ.
Download a pdf for more details:

Fulcrum