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Rob Howard | Tampa, St. Petersburg & Clearwater, FL
 

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Professional Services

Professional services business and client development solutions. 


The Challenges of Professional Services

You provide highly skilled expertise and are committed to continuing education in your respective field. What priority is given to learning, development, and training for you and your associates in “how” to develop a successful, growing practice?

Does your firm struggle with:

  • Marketing and advertising not providing a steady flow of quality clients?
  • Exceptional service failing to provide repeat business and referrals that you deserve?
  • Having enough rainmakers, a pipeline of prospective new clients, and new business development attitudes, behaviors, plans, or skills?

Selling isn't a dirty word.

You can develop your practice in a professional, respectful manner.

The operations within your business, practice or firm probably revolve around systems, processes, and principles—but what are the systems and processes used for new business development? Chances are, you are much more comfortable, competent, and consistent in delivering your services than in “selling” your services.

 

'Selling' can become a respectable and profitable part of your professional practice, without you or your colleagues sounding like 'stereotypical salespeople.' You don't need to resort to high-pressure, cost-justified, feature/benefit laden presentations trying to convince, or dance around prospective clients' stalls and objections, or pushing to 'close the deal.'

You can integrate the same creative, organizational, analytical, and communication skills required by your profession into effective processes and systems to identify, qualify, and develop new business and client opportunities.

Nobody ever told me that I would have to sell.

It’s one of the top statements we hear from legal, engineering, accounting, banking, insurance and consulting firms. We’ll help your firm create a business development plan that is as effective as you are at delivering your expertise 

At Sandler, we believe professional business development skills:

  • Give you more control of your career, business, practice, and firm.
  • Make you more valuable to your clients and your firms and increase net profits and income.
  • Make you a more well-rounded professional and increase your confidence and abilities in managing client opportunities and conflicts.

Start a conversation.

Learn how to create a cohesive, highly competitive, and productive revenue-generating client development and services team.


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!

 

Professional Advantage Curriculum

Sandler’s Professional Advantage is specifically designed to address the attitudes, behaviors, and techniques essential to productive business development. Our training complements the diagnostic, creative, analytical, and consultative personalities and skills of professional service providers. Selling is a respectable and profitable part of your profession, and a necessary function of marketing and growing your business.

Develop a client awareness, without the stereotypical image of a person selling:

  • Sell yourself, experience, expertise and ideas.
  • Learn why and how people make buying decisions.
  • Handle objections and “Buyer’s Remorse."
  • Qualifying clients before making presentations permits the client to say “yes” without pressure from you!
  • Become intentional in developing a larger client base.
  • Qualify prospective clients, secure commitments, and avoid investing your time, money and resources with no results.

Handle the Pressures of Business Development

Learn how the “buyer’s system” operates and how to avoid unpaid consulting; how to deal with discussing issues involving money; and how to get commitments while staying in control without offending your prospective clients.

Sandler’s Professional Advantage will help you with business and client development strategies, management of existing client relationships and referral development, as well as networking and prospective client activities.

The program includes key lessons to business and client development success designed for the professional services.

  • On the Frontlines

    Take an in-depth look at client expectations and examine the tactics we employ to meet and exceed those expectations. 

  • Effective Communication

    Clients and prospective clients are all different and our ability to establish trust and build a relationship quickly is essential in providing solutions and solving their problems. Developing long-term clients, and creating relationships based on professional rapport, trust and loyalty goes beyond delivering our products and services. 

  • Breaking through Your Comfort Zone

    Examine the idea of “comfort zones” and “blind spots” – where they come from and how can we break free to grow beyond them to reach a more fulfilling life, both personally and professionally. 

  • Questioning Techniques

    The ability to craft and ask compelling questions is one of the greatest skills we can develop in client development and service. Well-crafted questions can cut through smoke and mirrors, stalls, objections and clarify concepts for our clients, to assure we deliver the right solutions quickly and directly. 

  • Up-Front Contracts

    Explore a simple methodology to put you in control of the conversation, set expectations on both sides, and ensure everyone involved is on the same page.

     

  • Telephone and Email Communication

    Review phone and email interactions and how we use them as our connection to clients. Focus on ensuring that our communication skills are building the relationships we value, supplementing our communication approaches, and never hindering our growth in the client relationship. 

  • Formula for Success

    Each person’s definition of success in life is different. However, there are certain basic truths in client service that, if adhered to, can take you to the next level of success. 

  • Up-Selling and Cross-Selling (PAIN)

    The most important thing we can do for our existing and prospective clients is provide them with guidance, relevant information and asking discovery questions to help them uncover the real issues, discuss money, deliver our solutions and ensure optimal buying decisions. 

  • Understanding Our Clients: DISC

    Typically, people are most comfortable interacting with those who are like them. In this section, we’ll examine different communication preferences to improve understanding and communication with both internal and external clients. In short, how we communicate, problem solve and make decisions.

  • Dealing with Difficult People

    How can we use proven Sandler techniques to implement a step-by-step process to resolve conflict without escalating it, and at the same time, resolving the problem and closure for the upset client while maintaining our own confidence and self-esteem? This assures we protect the dignity of the client. 

  • Understanding Our Clients: Transactional Analysis

    Examine the idea of how to break through our own self-imposed barriers and “comfort zones” – where they originate from and how we break free. How our beliefs affect our attitudes and the willingness to do new behaviors to achieve a more fulfilling life, both personally and professionally.  

  • Client Development

    Take a look at beliefs and attitudes around client development (selling) and the process to examine ways we can develop a “client development antenna”. Once those skills are developed, we can more easily recognize business opportunities worth pursuing while identifying and disqualifying the prospective clients and not confusing them with a bona-fide opportunity.  


Take the next step.

The journey to success starts where you are, and it starts today!