Listen to some webinars The Business of Trust team have hosted where we talk to invited guests about topics related to clients, trust and the professional services sector.

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.

But how exactly do you go about growing your visible expertise with your chosen target market?

In this webinar, Kathryn Koch from Anything but Ordinary B2B Marketing will share insights into:

  • Why building your visible expertise is important – and its impact on driving referrals not only from clients but also from complete strangers.
  • How to grow your visible expertise both offline and online, with a particular focus on LinkedIn.
  • Examples of other B2B and professional services sellers and consultants who are already doing it effectively.

Kathryn 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.

With 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.

Kathryn is a certified trainer of the ENGAGE client relationship engagement methodology, and co-founder of The Academy of Trust.

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.

In this webinar, participants will learn:

  • How to position (virtually) for opportunities ahead of an RFP coming out.
  • Tips to win government tenders.
  • Top 5 tips and tricks to managing bids in the virtual world.
  • How to respond when you have little chance of winning.
  • What else can you invest time, money and effort into other than bids or that would better position you for a win?

Ben Paul and Amy Burton-Bradley are the guest presenters for this webinar.

Ben 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.

Amy 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.

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?

Richard 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:

  • How to make the right strategic decision at the start
  • The pitfalls highest risk areas
  • Supporting and driving the change
  • Measuring ROI

Richard 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.

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.

Key client programs – nearly everyone’s got one, but many suffer from a lack of engagement and traction, an overuse of forms and reporting, and long lists of clients that are simply unmanageable.

So, what does it take to run a truly successful key client program?

In this webinar, I discuss what it takes to run a truly great key client program with Nicholas Runnalls from Deloitte Canada’s Office of Sales & Marketing Leadership. Nicholas has run sales and key account programs in professional services for over 15 years, and shares his top tips for setting up a successful program, and his insights on:

– what works and what doesn’t work.
– how to measure success.
– how to engage the business and business leaders into the program.

He will also gives his tips on the best resources you can access to help with your own key client programs. After watching the webinar, we hope you leave with a few new ideas that you can immediately implement to help drive your own key client programs to greater success.

Tracking time with timesheets is still the most common way for firms to manage time and bill clients in the professional services and many other B2B organisations.

But increasingly we’re hearing people say that there has to be a better way. That they would love to focus more on value rather than time – but they just don’t know if it’s possible, feasible, or even where to start.

To discuss the ins and outs of going timesheet free, I chat with Darren Jurevicius, the Managing Director of Resonate Consultants, where he shares how their business, a Financial Review Fast 100 firm, works on some of the biggest engineering projects in Australia – without anyone in the firm ever completing a timesheet.

In the webinar we cover:

  • How Resonate Consultants set up their business to be timesheet free.
  • Why they decided to ban timesheets, and the positive impact this has had on their business.
  • How they bill clients through value based pricing.
  • What has worked well, and what are some lessons learned.
  • Small vs large organisations….can it work in both?
  • Darren’s top tips for making the change.