Professional Services (Non-Legal) . . . Financial, Engineering, Accounting, Consulting and Insurance

Leadership, business development, client development, client care & service, and client retention for Professional Services.

Achieving successful client relations and sustained profitability for your company and firm and requires repeatable commercial front-end processes from marketing, business development, client management and client retention processes.

Are your business development and client management processes formal or informal?
How are you being intentional in business development, client development, client care, client service, and client retention?
What is the plan or strategy for your company and firm for incorporating busines development and client management as part continuing education for professionalism?

Typical Challenges Across the Professional Services

Non-selling professionals, financial planners, bankers, engineers, insurance and consultants have had little or no prior learning and training specific to business development, client development/management, and leadership or management. Essential skills to expand their portfolios, grow their income, increase their influence, and achieve revenue generation. At Sandler, we help you overcome the stigma of selling and develop no-pressure, systemic, repeatable business development, client management, and prospecting plans to achieve sustained, profitable growth and success for your discipline, company and firm.

Sandler Professional Advantage® and Strategic Client Care® incorporate a system, processes, advanced communication techniques and methodology to develop “selling skills” for non-selling professionals

Advanced communication techniques to establish professional rapport and trust
Make new connections and grow your client base
Ask for and increase client and peer referrals
Avoid “unpaid consulting”
Qualify or dis-qualify prospective clients more quickly
Manage conversations with clients to achieve commitments – not you’re your services
Achieve clear and actionable outcomes when meeting prospective clients
Get paid for your expertise, unique experience and hours required to deliver your value

We help driven professionals who are committed to professional development and seeking to:

Set appointments and get in front of enough of the right people.
Make new connections, avoid becoming an unpaid consultant, and initiate more conversations resulting in clear and actionable outcomes.
Secure client deals without discounting and get paid for your experience and value.
Close more and get more warm referrals.

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Sandler Works in Professional Services!

We have served leadership, business development, and client service professionals from thousands of organizations, with millions of participants, around the world since 1968. Sandler has developed specialized programs and published books, including Selling Professional Services, the Sandler Way (2014), for professional engineers, financial, accounting and insurance professional services.

We help professional services companies and firms:

Find more of your ideal clients and initiate no-pressure conversations.
Establish professional rapport and trust through an open, honest exchange of information.
Advanced communication, mutual respect and equal business stature.
Meet and exceed financial goals and achieve sustained profitable results.

Client Development for Non-Selling Professionals in the Professional Services

Achieving sustained performance and client success in professional services is grounded in establishing professional bonding, rapport and trust with our clients. Sandler has designed two (2) specific learning & development (L&D) platforms for professional services, including

Professional Advantage™ for non-selling professionals
Strategic Client Care for customer-facing support staff with primary responsibilities for client interaction and care.

Both L&D platforms are developed to deliver advanced communication techniques incorporating a repeatable systemic approach and supporting processes for managing the overall client experience that can impact client satisfaction, client retention and sustained positive financial performance and growth for the firm or practice. These programs are designed to change behavior, drive results, and avoid these common pitfalls:

Providing too much “free consulting” without securing the client, additional business or gaining a referral.
Failing to ask the right questions to diagnose the client’s needs or appropriate solutions.
Missing the communication skills to help keep or grow our key clients.
Experiencing high turnover in frontline positions, or dealing with poor morale.

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Selling Professional Services

Must-have information for law firm partners and other professional service providers. "Business development," "practice development," "client retention…"- no matter what you call it; you need sales skills to do it successfully!

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At Sandler, the stigma of selling and developing no-pressure, systemic, repeatable client development, and prospecting plans to achieve sustained, profitable growth and success for your discipline, practice or firm.

Sandler has developed specialized programs and published books for legal, financial, engineering, consulting, accounting and insurance professional services.

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Professional Services Training

New Advisor Launch Accelerator

The only comprehensive online training curriculum of it's kind in the financial services, insurance or banking industries, specifically targeting a brand-new advisor to get off to a quick start.