Our passion is sharing our knowledge and insights about building trust to win work with people all over the world, and we love doing this via online and offline events all around the world.
We regularly host webinars on topics related to business growth, client relationships, selling and building trust, and can be heard as guest presenters on business podcasts.
We also host and attend in-person events, from public training workshops to boardroom lunches and conferences.
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Are you finding it harder then ever to differentiate your offering or solution, or even to get in the door of the senior decision makers who buy your services? Not only does solution selling not work anymore, but buyers hate being sold to – which is why the type of relationships you build, and the impact you have right from your first email and first meeting, become more and more important. In fact, they become your differentiator. This is what…Find out more »
ONLINE MASTERCLASS: Getting your email messages right to strengthen your client relationships when times are tough.
Following on from my first free online workshop on building relationships remotely, this free masterclass is for those of you who are familiar with my IWEU approach to writing sales emails, and want to work on getting your email messages to clients right in this challenging market. If you are not familiar with my IWEU approach, you are welcome to first join my introductory workshop on Monday 30 March, and then join this masterclass. But please note that I will…Find out more »
All of us are operating under a new normal! Facilitated by Keith Dugdale and Jon Huxley of The Business of Trust, this free webinar is for ACE New Zealand members who would like to learn best practice tools and ideas on how to build and maintain client relationships in these challenging times. Throughout the interactive session, there will be opportunities to ask questions and learn from both the facilitators and others on the call. The value you get from this…Find out more »
Online workshop: How to engage with your clients on their most critical issues (Covid-19 related or not)
For this next free online workshop with Keith, we've looked through the topic suggestions from past sessions, and noted that a number are along similar lines: • How do I “pivot” a conversation? • How do I broaden the discussion? • How do I make sure I don’t just talk about Covid-19? And likewise...how DO I talk to them about the impact on their business of Covid-19? Based on this, we've decided to focus our next workshop on how to…Find out more »
The majority of people working in consulting engineering and related industries now find themselves working from home, and many are reporting that opportunities for new work are reducing by the day. One of the key challenges this situation poses to many people in our industry is how do I build relationships and win work, from home, in a challenging market? In this webinar hosted in conjunction with Consult Australia and Engineers Australia, Keith Dugdale will share some specific ideas on…Find out more »
Got a BD, client relationship or sales challenge that you'd like some advice on? Join our free coaching call with Keith. You can either submit your question in advance, or on the day. CLICK HERE TO REGISTER Get advice not only on your own challenges, but hear Keith's advice for challenges other people are facing that might also be relevant to you. As well as your own questions, Keith will also give feedback on some of the topics previous webinar…Find out more »
Free online workshop: What do I say when it comes time in a meeting to ‘sell’ my service or product?
CLICK HERE TO REGISTER. In every 'sales' or BD meeting you have with a new prospect or current/past client, there will likely come a time when you feel an overwhelming compulsion to start to sell your service or product. The way you go about doing this is critical so that the other person doesn't start to feel like you're doing a hard sell and put their wall up. In this moment, you can really undo any good work you've done…Find out more »
Learn how to build trusted B2B relationships and grow sales - no matter where you are in the world, from the comfort of your own home! Delivered by Keith Dugdale, co-author of Smarter Selling: How to build trusted relationships and grow sales, and Managing Director of The Business of Trust. The training will be delivered across four half days - your ticket includes attendance at all four sessions: Wednesday 20 May 9am-12:30pm AEST Wednesday 27 May 9am-12:30pm AEST Wednesday 3 June 9am-12:30pm AEST…Find out more »
As the world starts to re-open and many businesses are keen to quickly improve their cashflow, some of you will be on the look out for any opportunity to win work. One of the strategies you might think about adopting is to tender on RFPs that you find on tender sites or come across through various means, but where you have no relationship with the client - of if you do, it's very limited and you don't have any real…Find out more »
Free online workshop: How to shake up your organisation’s BD/sales culture to make it more effective
Do you or your team only do BD when you have time? Did the onset of Covid-19 make you realise that your client relationships perhaps weren’t as strong as they should be? Do you focus on developing sales collateral about your offering that you can take to first meetings with new clients? Does your company reward people who spend hours/weeks/months working on tenders they have a slim chance of winning? Do your team sometimes struggle to understand what’s expected of…Find out more »