BEGIN:VCALENDAR
VERSION:2.0
PRODID:-//The Business of Trust - ECPv4.9.8//NONSGML v1.0//EN
CALSCALE:GREGORIAN
METHOD:PUBLISH
X-WR-CALNAME:The Business of Trust
X-ORIGINAL-URL:https://boft.com
X-WR-CALDESC:Events for The Business of Trust
BEGIN:VTIMEZONE
TZID:Australia/Brisbane
BEGIN:STANDARD
TZOFFSETFROM:+1000
TZOFFSETTO:+1000
TZNAME:AEST
DTSTART:20190101T000000
END:STANDARD
END:VTIMEZONE
BEGIN:VEVENT
DTSTART;TZID="Australia/Brisbane":20190318T120000
DTEND;TZID="Australia/Brisbane":20190318T130000
DTSTAMP:20260422T152835
CREATED:20190310T151033Z
LAST-MODIFIED:20190310T151033Z
UID:8422-1552910400-1552914000@boft.com
SUMMARY:Free Workshop: Accelerating your growth and sales through building trusted relationships
DESCRIPTION:This is a free invitation-only workshop that Keith is running for members of WeWork. We are able to invite along a small number of additional guests\, so if you would be interested in attending\, please email kathryn.koch@boft.com \nDetails of the workshop: \nNo matter how good your offer is\, you’ll only be able to sell if you have the right relationship with the right people. In this interactive session\, Keith will explain how you build trust quickly in one meeting from a standing start. He’ll look at the 4 different types of business relationships\, the upsides and risks of each one\, and how to develop valuable relationships. \nA light lunch will be provided by WeWork. \n
URL:https://boft.com/event/free-workshop-accelerating-your-growth-and-sales-through-building-trusted-relationships/
LOCATION:WeWork\, 310 Edward St\, Brisbane\, QLD\, 4000\, Australia
CATEGORIES:Free workshop
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID="Australia/Brisbane":20190521T084500
DTEND;TZID="Australia/Brisbane":20190522T170000
DTSTAMP:20260422T152835
CREATED:20190213T194220Z
LAST-MODIFIED:20190220T202642Z
UID:8174-1558428300-1558544400@boft.com
SUMMARY:ENGAGE Brisbane training
DESCRIPTION: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. \nThis is what you will learn how to do in the ENGAGE program. \nDeveloped by Keith Dugdale and David Lambert\, authors of the best-selling Smarter Selling: How to grow sales by building trusted relationships(Financial Times Prentice- Hall 2007)\, the ENGAGE relationship skills program is based on their proven approach of building trusted partner relationships by providing value in every interaction. It has been delivered to thousands of people all around the world who are responsible for winning work – from consultants and small business owners to employees and leaders of Fortune 500 firms. \nBy the end of the two day workshop\, participants will have learned: \n\nWhat behaviours build trust in sales conversations….and how to avoid those that do not.\nHow to identify the right person to talk to in any organisation..and who to avoid and why.\nHow to identify the four common types of business relationships\, and how you can create the right relationships with the right people.\nHow to write engaging emails/make engaging phone calls that make senior decision makers want to meet you.\nHow to ask questions and deliver value in every conversation so you engage your clients and prospects\, build trust and win work….profitably and quickly. Without any hard sell.\nHow to follow up meetings in a way that continues to build the relationship.\nWhat to say to genuinely differentiate yourself from your competitors…and what to avoid.\n\nWhat you can expect: \nThe ENGAGE workshop is highly interactive\, and focuses on giving you practical tools and techniques that you can implement straight away. At the end of the two days you’ll have a relationship plan for a current or desired client\, as well as a personal development plan focused on the most important things you need to work on to become a trusted business partner. \nWhat kind of people and organisations can benefit from ENGAGE? \nKeith and David developed the training after 25 years working with PwC\, so we find that the ENGAGE course resonates really strongly with people from professional services firms – from engineers and accountants\, to lawyers and financial advisors. But we’ve worked with a range of other B2B organisations who’ve seen huge benefits too – from a small locksmithing business and a food services business\, to an IT consultant (see the testimonial from Joe below) and working with Adidas’ B2B sales reps on a global scale. \nUltimately\, it doesn’t matter if you’re a one-person-band or running a team in the largest of organisations; if you’re selling human-to-human\, you can benefit from ENGAGE. \nHere’s what some past participants have had to say: \n“The IWEU approach has been very beneficial to our team when engaging with both clients and prospective clients. It is terrific tool that drives the client focus we seek at all times. This has been important in building our lawyers’ skills to become our clients’ best partner\, which is fundamental to our overall strategy. We have found it resonates with lawyers at all stages of development. There are many examples where the approach has led to excellent outcomes for our team.” \nJohn Steven\, Partner and Head of M&A Division\, Minter Ellison \n“I often tout the value of the training you gave to our team as an example of the importance of proper relationship building. I use the example of my experience as an outsider coming into Australia and in less than 6 months developing strong client relations and eventually growing our work in the areas of the business where I was focused.The use of the I We U approach really helped improve my chances of getting in the door. The combination of a more focused approach from your training\, and something of value to offer our clients made a very powerful combination.” \nJoe Chapman\, Vice President\, Water (USA)\, AECOM \n“I have attended dozens of sales training courses and read almost every business book about sales and building relationships over my 20 year sales career. Out of all of them\, I am only willing to recommend one. Keith Dugdale has literally written the book on building relationships as a deliberate sales strategy. He walks the talk and is a genuine expert in the field second to none. The great thing about Keith’s philosophy is that it stands the tests of time and application in the real world. There is no hint of ‘slick tricks’ with Keith\, just proven methodology and right mindsets that get results.” \nAlan Blair\, Building Businesses Fit for Humans \n“I attribute the skills I learned at the Smarter Selling course to making my targets in my first year. I did the course in October and did 50% of my annual target in the 2 months leading up to the following June. I feel the skills I learned allowed me to build the relationships that saw me hit my numbers last year. I attended Smarter Selling as a result of my desire to learn and grow – certainly did not expect to have my ‘sales world’ turned upside down. Aside from trying to master the tools\, I have also had some revelations of my own which have helped to conceptually tie everything I learnt together. Firstly\, you genuinely have to have the clients interests at heart. It’s ok to execute the tools\, however once you realise that they are designed to help the client and not to get you sales\, it all makes sense. I realised that sales are a by-product of a good relationship and will happen automatically if you have the clients genuine interests and concerns at heart. Second\, you need to be able to deliver. It’s one thing to have these tools at your disposal\, have the client love you after the first meeting and agree to do business with you. It’s another thing to be ale to deliver and stay true to what you have promised. Be sure that you have the capacity to deliver and it will accelerate your path to trusted advisor.” \nJoe Feredoes\, IT Consultant \nAre you ready to get more success out of your prospecting? Join us for ENGAGE. \n
URL:https://boft.com/event/engagebrisbane2019/
LOCATION:WeWork\, 310 Edward St\, Brisbane\, QLD\, 4000\, Australia
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID="Australia/Brisbane":20200402T163000
DTEND;TZID="Australia/Brisbane":20200402T173000
DTSTAMP:20260422T152835
CREATED:20200330T014200Z
LAST-MODIFIED:20200330T014200Z
UID:8734-1585845000-1585848600@boft.com
SUMMARY:ONLINE MASTERCLASS: Getting your email messages right to strengthen your client relationships when times are tough.
DESCRIPTION: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. \nIf 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 not be spending any time in this session on the how\, why or what of the IWEU itself. \nWe will spend 1 hour in the workshop\, and I will stay on the call for a further 30 mins at the end to answer individual questions. \nNote that it is not necessary for you to have attended the first workshop before attending this one. \nA recording will be made available to all registered participants\, so if you are unable to attend\, make sure you still register. \n
URL:https://boft.com/event/online-masterclass-getting-your-email-messages-right-to-strengthen-your-client-relationships-when-times-are-tough/
LOCATION:Webinar
CATEGORIES:Webinar
ATTACH;FMTTYPE=image/png:https://boft.com/wp-content/uploads/2020/03/Free-online-masterclass-1.png
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID="Australia/Brisbane":20200403T073000
DTEND;TZID="Australia/Brisbane":20200403T083000
DTSTAMP:20260422T152835
CREATED:20200330T013530Z
LAST-MODIFIED:20200330T013530Z
UID:8726-1585899000-1585902600@boft.com
SUMMARY:Building and maintaining client relationships in challenging times
DESCRIPTION:All of us are operating under a new normal!  \nFacilitated 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.  \nThroughout 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 session will remain highly relevant for life post-Covid-19.  \nIf there are any specific questions\, you would like Keith and Jon to cover\, please email them to paul@acenz.org.nz \nAbout our presenters: Keith Dugdale and Jon Huxley are both passionate about helping people build trust in business and learning better and easier ways to grow client relationships.  \nFounder of The Business of Trust\, Keith is a successful author\, business coach and speaker on client relationships and building trust in business. Based in Brisbane\, Keith works with professional services firms all over the world.  \nJon Huxley joined Keith at The Business of Trust in 2019. Before that\, he was General Manager of Business Development at Beca for six years. Based in Auckland\, he advises and coaches a range of professional services firms and client-facing teams. Jon is also a Partner with Beaton Research and Consulting.  \n
URL:https://boft.com/event/building-and-maintaining-client-relationships-in-challenging-times/
LOCATION:Webinar
CATEGORIES:Webinar
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID="Australia/Brisbane":20200406T090000
DTEND;TZID="Australia/Brisbane":20200406T100000
DTSTAMP:20260422T152835
CREATED:20200331T015052Z
LAST-MODIFIED:20200331T015052Z
UID:8750-1586163600-1586167200@boft.com
SUMMARY:Online workshop: How to engage with your clients on their most critical issues (Covid-19 related or not)
DESCRIPTION: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: \n• How do I “pivot” a conversation?\n• How do I broaden the discussion?\n• 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? \nBased on this\, we’ve decided to focus our next workshop on how to engage with clients around all of their most critical issues\, be they Covid-19 related or not. \nIn this session we will look at the different ways to ask questions which really engage clients and make sure you are talking about the issues that are most critical to them. \nBy the end of the webinar you will: \n• Understand the different types of questions to ask different types of people.\n• Be able to engage clients faster in conversations.\n• Be able to add value to clients in a shorter time-frame. \nWe look forward to seeing you again next Monday. \nIf you are unable to attend the webinar and would like a recording\, please make sure you still register as we send recordings of the webinars to all registered participants. \nThe webinar will run for 1 hour\, and will be followed by 30 mins of additional question time with Keith for anyone who wants to stay on and get some individual advice. \n
URL:https://boft.com/event/online-workshop-how-to-engage-with-your-clients-on-their-most-critical-issues-covid-19-related-or-not/
LOCATION:Webinar
CATEGORIES:Free workshop,Webinar
ATTACH;FMTTYPE=image/png:https://boft.com/wp-content/uploads/2020/03/Free-Online-Workshop-3.png
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID="Australia/Brisbane":20200406T110000
DTEND;TZID="Australia/Brisbane":20200406T120000
DTSTAMP:20260422T152835
CREATED:20200330T014807Z
LAST-MODIFIED:20200330T015024Z
UID:8741-1586170800-1586174400@boft.com
SUMMARY:How to build client relationships remotely
DESCRIPTION: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? \nIn this webinar hosted in conjunction with Consult Australia and Engineers Australia\, Keith Dugdale will share some specific ideas on what you can do immediately to remotely strengthen your existing client relationships and remotely build relationships with the clients you would like to have. He will also share insights into what other industries around the world are doing to address this same challenge at this time. \nHopefully be the end of the webinar you will have a few new ideas about how to approach your client relationships remotely\, and undertake effective BD activities while working from home. \nThis webinar will be recorded. If you’re unable to attend\, please still register if you’d like to receive a copy of the recording. \n
URL:https://boft.com/event/how-to-build-client-relationships-remotely/
LOCATION:Webinar
CATEGORIES:Webinar
ATTACH;FMTTYPE=image/png:https://boft.com/wp-content/uploads/2020/03/CA-EA-Webinar.png
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID="Australia/Brisbane":20200420T090000
DTEND;TZID="Australia/Brisbane":20200420T103000
DTSTAMP:20260422T152835
CREATED:20200414T012237Z
LAST-MODIFIED:20200414T012650Z
UID:8761-1587373200-1587378600@boft.com
SUMMARY:Free online sales coaching with Keith
DESCRIPTION:Got a BD\, client relationship or sales challenge that you’d like some advice on? \nJoin our free coaching call with Keith. You can either submit your question in advance\, or on the day. \nCLICK HERE TO REGISTER \nGet 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. \nAs well as your own questions\, Keith will also give feedback on some of the topics previous webinar participants have put forward including: \n• How do I not jump on an opportunity too soon in this environment?\n• How frequently should I contact someone with whom I already have a relationship?\n• I have a particularly blunt client who does not enjoy ‘soft’ conversations. How do I build trust with him in these times?\n• Should I discount during the crisis?\n• How do I assess the type of relationship I have?\n• When everyone else is calling my clients how do I remain in pole position? \nThe call will be recorded and made available to all registered participants afterwards\, so please still register even if you can’t make the call. \nThe call will last for one hour\, but we will allow for 1.5 hours in case there are a lot of questions! \nCLICK HERE TO REGISTER \n
URL:https://boft.com/event/free-online-sales-coaching-with-keith/
LOCATION:Webinar
ATTACH;FMTTYPE=image/png:https://boft.com/wp-content/uploads/2020/04/Free-online-coaching-call.png
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID="Australia/Brisbane":20200505T090000
DTEND;TZID="Australia/Brisbane":20200505T100000
DTSTAMP:20260422T152835
CREATED:20200428T072940Z
LAST-MODIFIED:20200428T082558Z
UID:8869-1588669200-1588672800@boft.com
SUMMARY:Free online workshop: What do I say when it comes time in a meeting to 'sell' my service or product?
DESCRIPTION:CLICK HERE TO REGISTER. \nIn 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. \nThe 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 to that point in building rapport and a trusted relationship. \nIn this free online workshop\, I’ll be sharing some tips on how to sell your services in a way that’s engaging and effective\, without being overtly salesy. \nIf you can’t attend and would like a recording\, please make sure you still register as all registered participants will receive a copy of the recording. \nThe workshop will run for approx. 1 hour with additional time for questions at the end if needed. \n
URL:https://boft.com/event/free-online-workshop-what-do-i-say-when-it-comes-time-in-a-meeting-to-sell-my-service-or-product/
LOCATION:Webinar
CATEGORIES:Free workshop,Webinar
ATTACH;FMTTYPE=image/png:https://boft.com/wp-content/uploads/2020/04/Free-Online-Workshop-4.png
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID="Australia/Brisbane":20200520T090000
DTEND;TZID="Australia/Brisbane":20200520T123000
DTSTAMP:20260422T152835
CREATED:20200421T070858Z
LAST-MODIFIED:20200422T000855Z
UID:8841-1589965200-1589977800@boft.com
SUMMARY:ENGAGE B2B Sales Training: live online
DESCRIPTION: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!\nDelivered by Keith Dugdale\, co-author of Smarter Selling: How to build trusted relationships and grow sales\, and Managing Director of The Business of Trust. \nThe training will be delivered across four half days – your ticket includes attendance at all four sessions: \n\nWednesday 20 May 9am-12:30pm AEST\nWednesday 27 May 9am-12:30pm AEST\nWednesday 3 June 9am-12:30pm AEST\nWednesday 10 June 9am-12:30pm AEST\n\nCLICK HERE TO REGISTER \nWhat is the ENGAGE approach to B2B sales?\nDeveloped by Keith Dugdale and David Lambert\, the ENGAGE B2B Sales Training program is based on their proven approach of providing value in every interaction. It’s been delivered in-person and online to thousands of people around the world who are responsible for business-to-business sales – from consultants and small business owners to employees and leaders of Fortune 500 firms. \nWhat will I learn?\nBy the end of the four sessions\, you will have learned: \n\nWhat behaviours build trust and rapport in sales conversations….and how to avoid those that do not.\nHow to identify the right person to talk to in any organisation\, and build the confidence to talk to people higher up the client hierarchy.\nHow to identify the four common types of business relationships\, and how you can create the right relationships with the right people.\nHow to write engaging emails/make engaging phone calls that make senior decision makers want to meet you.\nHow to ask questions and deliver value in every conversation to engage your clients/ prospects\, build trust and win work…profitably and quickly\, without any hard sell.\nThe skill of ‘selling’ their ideas and services in an engaging way.\nHow to have broad and deep conversations outside of their area of expertise\, which lowers self-orientation and fosters trust.\nHow to follow up meetings in a way that continues to build the relationship.\nHow to feel confident about bid go/no go decisions.\nHow to adapt the ENGAGE tools to any sales situation including presentations\, pitches and bids.\n\nHow does the online training work?\nENGAGE Online is our signature two-day training program delivered in a 100% virtual format over 4 x 1/2 day sessions. \nUnlike our traditional in-person program\, attendees have time to take specific actions using their new skills in-between each of the training sessions\, allowing them to receive real life feedback and coaching from Keith. \nHalf days 1 and 2 are primarily focused on teaching\, and half days 3 and 4 are primarily focused on putting it all into practice. This practical component is critical in giving you the opportunity and the confidence to try it out in the ‘real world’. \nWhy online?\nThe online program would suit those participants who: \n\nwant an online option but want more hands-on-support from a facilitator that what’s available via our on-demand courses in The Academy of Trust.\nwork in a team across multiple offices but would like to undertake the training with their team without any travel costs.\nare looking for more flexibility to fit in the training during their regular working week.\n\nWhat to expect\nWe use ZOOM as the training platform for our online ENGAGE program. Just like our in-person program\, the session is highly interactive with the use of breakout rooms\, videos\, virtual whiteboarding\, and role plays (which is when the fun really happens!). \nA detailed break-down of the content of the online ENGAGE program can be found here. \nFAQs\n1. Do I need to attend every session? \nYes – it’s important that you attend all four sessions in order to both learn and practice the ENGAGE approach. However\, if you do happen to miss any of the sessions or part of the sessions\, they will be recorded and made available only to participants who couldn’t attend. \n2. Are there discounts available for multiple bookings from the one company? \nYes\, just choose the Group Registration option when booking for a $100 per person discount. \n3. Who should attend the training? \nThe ENGAGE program is for anyone who works in a B2B or professional services environment and wants to improve the way they engage with clients and prospective clients\, to build more trust\, and more easily make sales. \nThe program will benefit those who have many years experience and are looking for some new tools for their toolkit\, right through to people who are new to sales and client relationships\, or are just starting out in their careers. \nCLICK HERE TO REGISTER \n
URL:https://boft.com/event/engage-b2b-sales-training-live-online/2020-05-20/
LOCATION:Online
CATEGORIES:Live Online Training
ATTACH;FMTTYPE=image/png:https://boft.com/wp-content/uploads/2020/04/Eventbrite-ENGAGE-B2B-Sales-Training-LIVE-ONLINE.png
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID="Australia/Brisbane":20200526T090000
DTEND;TZID="Australia/Brisbane":20200526T103000
DTSTAMP:20260422T152835
CREATED:20200519T033232Z
LAST-MODIFIED:20200519T033232Z
UID:8890-1590483600-1590489000@boft.com
SUMMARY:How to respond to an out-of-the-blue RFP when you have no relationship with the client
DESCRIPTION: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. \nOne 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 understanding of the project beyond the brief. \nAnother strategy might be to tender on RFPs you’re invited on\, but where you know the client has likely invited you to just make up the numbers\, or where you rate your chances of success as pretty low. \nBefore you rush in and spend hours putting together an RFP that you probably only have a slim chance of winning on price\, join Keith Dugdale for this free webinar where he’ll share his tips for how to respond to ‘blind’ RFPs\, and what you can do when you think a client is taking advantage of you. \nThe workshop will run for approx. 1 hour. After this Keith will have a Q&A session where you are welcome to ask him about your current BD + client relationship challenges. \nIf you are unable to attend but would like a copy of the recording\, please register. \n
URL:https://boft.com/event/how-to-respond-to-an-out-of-the-blue-rfp-when-you-have-no-relationship-with-the-client/
LOCATION:Webinar
CATEGORIES:Webinar
ATTACH;FMTTYPE=image/png:https://boft.com/wp-content/uploads/2020/05/Copy-of-Free-Online-Workshop-5.png
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID="Australia/Brisbane":20200609T090000
DTEND;TZID="Australia/Brisbane":20200609T100000
DTSTAMP:20260422T152835
CREATED:20200603T011306Z
LAST-MODIFIED:20200603T011444Z
UID:8896-1591693200-1591696800@boft.com
SUMMARY:Free online workshop: How to shake up your organisation's BD/sales culture to make it more effective
DESCRIPTION:\nDo you or your team only do BD when you have time?\nDid the onset of Covid-19 make you realise that your client relationships perhaps weren’t as strong as they should be?\nDo you focus on developing sales collateral about your offering that you can take to first meetings with new clients?\nDoes your company reward people who spend hours/weeks/months working on tenders they have a slim chance of winning?\nDo your team sometimes struggle to understand what’s expected of them when it comes to BD….and how to do it well?\n\nIf you answered yes to any or all of these\, the BD/sales culture in your firm might just need a shake up. Perhaps you and your marketing team have tried to tackle some of these issues with training\, new tools and resources\, internal campaigns and programs that have had little effect. That’s because if you truly want to change these things you first need to change your BD/sales culture. \nIn my next free webinar\, I’ll be sharing the main pillars that are essential to an effective BD/sales culture\, and the 8 stages to implement and sustain it. I’ll also share a range of insights from organisations and firms I’ve worked with in Australia and Internationally that have managed to do this successfully\, and how they did it. \nThe webinar will run for one hour\, followed by an open Q&A session where you can raise your BD challenges for anyone that would like some help or advice. \nIf you are unable to attend and would like a copy of the recording\, please register. \n
URL:https://boft.com/event/free-online-workshop-how-to-shake-up-your-organisations-bd-sales-culture-to-make-it-more-effective/
LOCATION:Webinar
CATEGORIES:Webinar
ATTACH;FMTTYPE=image/png:https://boft.com/wp-content/uploads/2020/06/Free-Online-Workshop-6-small.png
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID="Australia/Brisbane":20200826T090000
DTEND;TZID="Australia/Brisbane":20200826T103000
DTSTAMP:20260422T152835
CREATED:20200811T103845Z
LAST-MODIFIED:20200821T015304Z
UID:8913-1598432400-1598437800@boft.com
SUMMARY:Free Webinar: Handling difficult pricing situations post COVID-19
DESCRIPTION:Have you been having difficult pricing conversations with clients since the COVID-19 pandemic started? Have the effects of COVID-19 had an impact on your clients continuing to see value in the work that you do? Or are your clients wanting to pause or reduce their fees?There is no doubt that the challenges that 2020 have presented have been difficult for many to deal with and as organisations slowly begin to adjust the way that they operate\, some firms are beginning to have difficult pricing conversations with clients post-COVID-19. Colin Jasper is our special guest for this webinar and he will help you learn about the strategic and tactical approaches to deal with increasing price pressure as organisations come out of COVID-19. Together we will explore the current trends in the market and understand how these trends can provide an advantage for you and your firm.Colin is the Principal at Positive Pricing and has over 20 years of experience consulting to professional services firms.  Colin will share a range of insights from organisations and firms both in Australia and Internationally and delve into the strategic ways that they are dealing with increasing price pressure. He will provide practical ways that you can approach these conversations and ensure your clients feel at ease and stay on your books. Be sure to REGISTER NOW for this webinar so you don’t miss out!Join me on Wednesday\, 26 August 2020 at 9 am (AEST) as Colin and I share some insights into how to ensure that you and your team are ready to handle those difficult pricing situations with your clients and to ensure that your clients continue to understand the value of your work. If you are unable to attend the webinar and would like a recording\, please make sure you still register as we send recordings of the webinars to all registered participants.The webinar will run for 1 hour and will be followed by 30 mins of additional question time with Keith and Colin for anyone who wants to stay on and for further insights.  \n
URL:https://boft.com/event/free-webinar-handling-difficult-pricing-situations-post-covid-19/
LOCATION:Webinar
CATEGORIES:Webinar
ATTACH;FMTTYPE=image/png:https://boft.com/wp-content/uploads/2020/08/Free-Online-Workshop-2-2.png
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID="Australia/Brisbane":20200909T160000
DTEND;TZID="Australia/Brisbane":20200909T173000
DTSTAMP:20260422T152835
CREATED:20200816T222109Z
LAST-MODIFIED:20200831T091821Z
UID:8935-1599667200-1599672600@boft.com
SUMMARY:Free Webinar: Implementing a successful sales culture change
DESCRIPTION:Have you ever tried to implement a successful sales culture change? Have you come unstuck when trying to implement this change? Do you know the pitfalls to avoid when implementing a successful sales culture change? \nRichard will walk through how his organisation has successfully implemented a change in sales culture across Europe.  Join us for this free webinar where Richard with discuss: \n\n\n\nHow to make the right strategic decision at the start\nThe pitfalls highest risk areas\nSupporting and driving the change\nMeasuring ROI\n\n\n\nRichard has studied and worked in the life sciences for over 20 years\, including almost 15 years in commercial functions serving the academic\, diagnostic & biopharma customers. His most recent roles have focussed on developing and implementing commercial excellence and business analytics strategies to change how sales teams sell through standardising sales approaches and using data to generate actionable insights that improve sales force effectiveness and overcome barriers to sales. Richard is a Fellow of the Institute of Sales Management\, has a PhD in Molecular Genetics from the University of Bristol and an MBA in Business Integration from the University of Würzburg\, Germany. \nBe sure to REGISTER NOW so you don’t miss out! \nJoin me on Wednesday\,  9 September 2020 at 4 pm (AEST) as Richard and I share some insights about how to implement a successful sales culture change.  \nIf you are unable to attend the webinar and would like a recording\, please make sure you still register as we send recordings of the webinars to all registered participants.The webinar will run for 1 hour and will be followed by 30 mins of additional question time with Richard for anyone who wants to stay on and for further insights.  \n
URL:https://boft.com/event/free-webinar-implementing-a-successful-sales-culture-change/
LOCATION:Webinar
CATEGORIES:Webinar
ATTACH;FMTTYPE=image/png:https://boft.com/wp-content/uploads/2020/08/Free-webinar_-implementing-a-successful-sales-culture-change-1.png
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID="Australia/Brisbane":20200923T090000
DTEND;TZID="Australia/Brisbane":20200923T103000
DTSTAMP:20260422T152835
CREATED:20200816T105945Z
LAST-MODIFIED:20200821T015645Z
UID:8925-1600851600-1600857000@boft.com
SUMMARY:Free Webinar: How to win bids in the new normal
DESCRIPTION:In the ‘New normal’ usual qualification and go-no-go processes will most likely go out the window\, as companies chase every available opportunity. As you gear up to potentially responding to every RFP you receive\, our expert presenters will share their expertise to help you try and win more than your fair share. \nIn this webinar\, participants will learn: \n\nHow to position (virtually) for opportunities ahead of an RFP coming out.\nTips to win government tenders.\nTop 5 tips and tricks to managing bids in the virtual world.\nHow to respond when you have little chance of winning.  \nWhat else can you invest time\, money and effort into other than bids or that would better position you for a win?\n\nBen Paul and Amy Burton-Bradley are the guest presenters for this webinar. \nBen is the Director and Founder of BD Ladder and has over 20 years of experience in providing sales and marketing advice. He has produced and led teams in winning several successful multi-million-dollar proposals. He has delivered a proposal response which was held up as global best practice across an international firm’s internal global network. \nAmy is a Consulting Director with Julian Midwinter & Associates. Amy has a “win” rate\, in tender\, bids and proposal responses of 73% over the last decade (based on outcomes in over 200 bids 2009-2019). Amy’s enviable success rate which derives from clear thinking\, spot-on advice\, creative approaches to presenting credentials and effective project management. \nBe sure to REGISTER NOW for this webinar so you don’t miss out!Join me on Wednesday\, 23 September 2020 at 9 am (AEST) as Ben\, Amy and I share some insights into how to ensure that you and your team are ready to win bids in the new normal. If you are unable to attend the webinar and would like a recording\, please make sure you still register as we send recordings of the webinars to all registered participants.The webinar will run for 1 hour and will be followed by 30 mins of additional question time with Ben and Amy for anyone who wants to stay on and for further insights.  \n
URL:https://boft.com/event/free-webinar-how-to-win-bids-in-the-new-normal/
LOCATION:Webinar
CATEGORIES:Webinar
ATTACH;FMTTYPE=image/png:https://boft.com/wp-content/uploads/2020/08/Free-Online-Workshop_-How-to-win-bids-in-the-new-normal.png
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID="Australia/Brisbane":20201007T090000
DTEND;TZID="Australia/Brisbane":20201007T103000
DTSTAMP:20260422T152835
CREATED:20200816T110621Z
LAST-MODIFIED:20200821T021324Z
UID:8929-1602061200-1602066600@boft.com
SUMMARY:Free Webinar: How to increase your visual expertise to differentiate yourself and drive referrals
DESCRIPTION:Gone are the days when consultants and technical experts relied only on experience-based referrals to drive work. Now\, referrals are increasingly expertise-based and come from people who may never have even met you\, let alone have worked with you. \nBut how exactly do you go about growing your visible expertise with your chosen target market? \nIn this webinar\, Kathryn Koch from Anything but Ordinary B2B Marketing will share insights into: \n\nWhy building your visible expertise is important – and its impact on driving referrals not only from clients but also from complete strangers.\nHow to grow your visible expertise both offline and online\, with a particular focus on LinkedIn.\nExamples of other B2B and professional services sellers and consultants who are already doing it effectively.\n\nKathryn is the Director of Anything but Ordinary\, a B2B marketing consultancy that specialises in helping professional services organisations\, teams and people build genuine connections and experiences with the market and their clients to drive client acquisition and retention. \nWith more than 20 years’ experience in services marketing for organisations including the University of Queensland\, Urbis\, DMA Engineers\, AECOM\, and the Port of Brisbane Corporation\, Kathryn works with clients from Fortune 500 firms to small consulting practices to implement programs to support sales culture change\, build their brand\, and develop client-centric marketing and thought leadership strategies. \nKathryn is a certified trainer of the ENGAGE client relationship engagement methodology\, and co-founder of The Academy of Trust. \nBe sure to REGISTER NOW for this webinar so you don’t miss out!Join me on Wednesday\,  7 October 2020 at 9 am (AEST) as Kathryn and I share some insights into how to ensure that you and your team are ready to increase your visual expertise.If you are unable to attend the webinar and would like a recording\, please make sure you still register as we send recordings of the webinars to all registered participants.The webinar will run for 1 hour and will be followed by 30 mins of additional question time with Kathryn for anyone who wants to stay on and for further insights.  \n
URL:https://boft.com/event/free-webinar-how-to-increase-your-visual-expertise-to-differentiate-yourself-and-drive-referrals/
LOCATION:Webinar
CATEGORIES:Webinar
ATTACH;FMTTYPE=image/png:https://boft.com/wp-content/uploads/2020/08/Free-Online-Workshop_-How-to-increase-your-visual-expertise.png
END:VEVENT
END:VCALENDAR