Business Development Fundamentals

A  3 month course for Consultants who are new to business development.  The course will give Consultants a proven strategy to find, nurture and win new business, whilst giving them the mindset, confidence and skills to build lasting relationships with clients.   

1 Day - Classroom

10 Hours - Webinars

60 Videos and Exercises

90 Days - Coach Q&A

Having trained thousands of Recruiters, we know that Business Development is one activity that Recruiters fear the most.   

Yet, a Recruiter’s career will often succeed or fail on their ability to find and win new business.  We specialise in helping Recruiters not only develop the skills to succeed at business development, but giving them the mindset to see it as an enjoyable and positive activity to perform daily.

We take a marketing centric approach to business development that focuses Consultants on building relationships with clients so they are the first call when clients have a need.

 

Why Consultants Fail at Business Development

Course Outline

Day 1: Business Development Strategy

Classroom training sits at the heart of our Hybrid approach to training.  On this day we teach Recruiters the business development strategy they need to succeed and begin the process of developing a positive mindset towards business development.  This day also builds a community spirit amongst learners that drives engagement during the webinars and online learning. 

Topics Covered: 

  • Components of a perm sales pipeline and contract / temp pipeline
  • Learning to love business development and mindset management
  • Why ‘activity volume’ is not a dirty word, but the key to your success  
  • How to find target clients by building outstanding candidate relationships
  • How to organise leads, client networks and candidate networks
  • Understanding what clients want and do not want from a Recruiter’s service

Week 1: Mapping Your Market

This week we focus on consultants having a solid understanding of thier target market.  Also using all available information to identify target clients that are known to use agencies and able to use you.  We cover topics such as:

  • Organising and qualifying your target market
  • Leveraging candidates to generate leads and gather market intelligence
  • Finding opportunities in your CRM
  • How to use job boards to find leads 

Weekly Business Development Challenge

Week 2: The First Digital Contact

This week the goal is to use social media, and email to initiate contact with client and set up a warm first call.   We cover topics such as:  

  • Planning target client engagement
  • LinkedIn messaging and engagement techniques
  • Email approach strategies

Weekly Business Development Challenge 

Week 3: The First Phone Contact

This week we get consultants on the phone to clients. Whilst picking up jobs would be great, we get consultants to focus on gaining knowledge from clients to set up a warm second call.  We cover topics such as: 

  • Having a winning mindset when approaching clients for the first time.  
  • Adapting your call approach to different client circumstances.
  • Daily planning of marketing activities

Weekly Business Development Challenge 

Week 4: Industry Questioning

This week we focus on consultants on becoming experts in their indusry niche. We get them on the phones to clients to discuss industry trends and market intelligence. We cover topics such as:

  • Learning the types of industry insights that are valuable to clients
  • How to use industry insights to warm up cold calls and email approaches
  • Using industry insights to nurture target client relationships
  • Objection handling

Weekly Business Development Challenge 

Week 5: Company Questioning

This week we get consultants to focus on learning more about the companies they are targeting and how to use that insight to increase the quality of candidate spec approaches and client conversations. We cover topics such as:  

  • How recruiters can source company specific information
  • How to track projects and change programs to generate perm and contract leads
  • How to use company insights to nurture target client relationships
  • Using company information to open doors in other organisations
  • Using industry insights to nurture target client relationships

Weekly Business Development Challenge

Week 6: Recruitment Questioning

This week we focus on engaging clients in conversations about recruitment and how the process makes them feel.  This opens the door to presenting recruitment solutions that differentiate the recruiter from other agencies 

  • Key questions that differentiates a recruiter from other agencies 
  • How to engage with clients that have a PSL
  • Having a service proposition that differentiates your agency from others
  • Objection handling

Weekly Business Development Challenge 

Week 7: Deepening Relationships

This week we focus on consultants deepening thier relationships with target clients by reusing thier existing knowledge of clients and working to book face to face client meetings.  We cover topics such as:

  • Understanding where you sit in a client’s Recruiter hierarchy
  • When client meetings should be booked
  • How to book face-to-face client meetings
  • Objection handling

Weekly Business Development Challenge: 

Week 8: Selling to Internal Recruitment

This week we get consultants to start seeing internal recruitment teams as potential clients rather than gate keepers that block access to line managers.  We cover topics such as:  

  • Understanding why internal recruiters exist
  • How to adapt your service offering to internal recruiters
  • Great questions to engage engage internal recruiters
  • Email content to engage internal recruiters
  • Objection handling

Weekly Business Development Challenge 

Week 9: Master Your Niche

This week we share how consultants can embed themselves in thier niche through social media, networking and sharing great content.  We cover topics such as: 

  • Learning where your niche hang out
  • How to add value to an online community
  • Why attending events and conferences makes you standout
  • How to get the most from attending events and conferences

Weekly Business Development Challenge 

Week 10: When It Gets Hard

This week we focus on helping consultants managing the tough times, when high levels of effort into business development activity do not yield the results they want.  We cover topics such as:

  • How to stop self-limiting beliefs
  • Why your process and strategy are your lifeline
  • How to reconnect with your market using candidates
  • How to use your colleagues to help you succeed

Weekly Business Development Challenge

Week 11: Stick, Twist or Run

This week we get consultants to re-prioritise their target clients.  Some are worth sticking with, others deserve more effort and some should be left behind.  We cover topics such as:  

  • Yes and no not maybe
  • Evaluating your chances of success from a target client
  • How to de-prioritise a target client. 
  • Using your manager to help you prioritise clients
  • Objection handling

Weekly Business Development Challenge

Week 12: 90 Day Action Planning

This week we focus on getting consultants to build their 90 day action plan.  This forms the basis of their business development strategy in the next 90 to 180 days.  We cover topics such as: 

  • Components of a business development strategy
  • Assessing strengths and weaknesses
  • Creating a personal development plan with your manager
  • Setting personal goals and individual KPIs

Quarterly Business Development Challenge 

Alex Moyle

Leadership Coach

I have trained thousands of consultants and hundreds of managers.   My goal is to help you feel confident in your approach to business development and help you get success quickly.

“I received the management training for Alex at the perfect point in my career.  Alex’s real-life experience and practical content backed up by coaching, role plays, usable templates and systems was the most comprehensive training I’ve ever received.  It has been one of the defining factors in my management career and since completing the course in mid-2016 I’ve experienced year on year earnings growth and had two promotions going from managing a team of 4 to a team of 40.  Thanks, Alex.”.

Dan Waltham

Associate Director, Fourthline Recruitment

WANT TO KNOW MORE?

Whether you are excited to find out more or curious to ask more questions to decide whether this course may
be right for you, book a time to discuss with us what you are looking to get from a business development course.   We can then assess whether this is the right course for you.   If it is great!  If not we might be able to point you in the right direction. 

EXCITED?  CURIOUS?

We do not mind whether you are excited to find out more,  curious to ask more questions about what the course involves.

Just contact us and we would love to learn more about how you want to improve the performance of your billing managers.

Pick up the phone and call us on +44 (0) 7790907826

Contact Us

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