Developing new business is always challenging in a competitive environment. It can be even more challenging for professional services firms. In many cases, selling is about building relationships, solving problems, and understanding your customers' goals and issues.

During our October webinar, you'll get an insider's look at how to enhance your business development (BD) skills in the seller-doer model that's common in many professional services firms. Our presenter Lyle White, vice president for Black & Veatch, will outline a three-year program that achieved significant improvement at his firm by invigorating the BD process.

The program, titled Intensified Client Engagement (ICE) concentrates on market drivers, client relationships, and opportunity development to win more work, especially value-based work. The ICE approach combines sales professionals with seller-doers in a progressive “get business" process as a team.

Learning Objectives

During this webinar, attendees will:

• Gain knowledge from the ICE initiative that is relevant to your business goals and objectives
• Apply the process and principals to your on-going BD efforts for the ICE Success Story
• Learn how business developers and seller-doers, working as a team, is key to the formula of winning new business
• Review ways to understand clients better so that it shows differentiated value to them
• Develop improved proposals for winning more work