Session one: 19 January 2017

Session two: 2 February 2017

This two-session course is designed to help business development teams formulate implementable strategies to kick start 2017. We look at practical techniques to understand what your clients truly need. We help you to develop strategies to approach and build relationships with the right clients. And finally, we look at how you and your practice can build your reputation and trust, through short-term actions that can build long-term performance.
What you will gain:
An understanding of how to carry out selling in a way that allows you to engage with your clients around their issues, and make your BD efforts more productive in the long run.
Ways to improve and motivate your internal sales team to build better networks
Practical tools for managing a customer relationship and creating value for your clients​

About the lecturer:
Briony Lumb is architecturally-trained, but has focused her career on the business of architecture, working in-house and through her consultancy with a number of high-profile architecture practices, multi disciplinary teams, planning consultancies, engineering firms and contractors. Before founding the consultancy in 2014, Briony was Director of Business Development at the global architecture and engineering practice HOK for several years, after she managed the new business, marketing and PR activities for RIBA Stirling Prize winners Stanton Williams.