Sutherlands Professional Services Business Development (SPSBD) works with professional services firms globally to significantly grow their top line and embed permanent competitive sales advantage.
SPSBD were engaged by a leading City law firm to provide training on business development skills to a group of solicitors who had been qualified and working as solicitors for 3 years. Part of the training involved a classroom session on networking followed by a role playing session to put the theory into practice. Sarah from SFM Consulting is an experienced networker and having networked with the legal profession in the City she was engaged by SPSBD to assist with the networking aspect of the business development training.
SFM Consulting worked with the team at SPSBD to:
develop the classroom session on the principles of networking
develop a role play networking session with learning objectives for the delegates to put the principles of networking into practice. The role play wasn’t scripted but during the development the team identified a substantial number of ‘carrots’ to direct the delegates to opportunities
develop briefing notes about the individuals participating in the role play session
The classroom session was delivered by SPSBD and SFM Consulting was present to contribute to discussions and respond to questions from the delegates.
Following the classroom session the delegates were provided with a briefing document giving them background information about the ‘guests’ participating in the role play. The purpose of which was to get them to think about the questions they may ask to build a relationship with the guests.
The delegates were split into two groups so there were 6 delegates each role play session and 5 ‘guests.‘ After the sessions the ‘guests’ met briefly so discuss their findings before delivering feedback to the delegates.
The business development programme for this team of lawyers is on-going and after the networking session I worked with SPSBD to make a video to highlight the opportunities that arise during conversations at a networking event.
For further information contact Sutherlands Professional Services Business Development