Introduction

Course Outline

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The Path to Partnership requires more than just a focus on workflow management and client relationships. It’s essential that senior managers of professional firms are able to grow their fee base by identifying opportunities to add value to existing clients and using their networks to attract new clients.

A focus on fee growth can be one of the most challenging skills to master, especially when the focus in early years of professional development has been on the acquisition of technical skills and competence.

What are the firm’s expectations of you in relation to fee growth? Do your KPIs include a reference to ‘business growth’ activities? Do you feel confident in taking a leading role in helping your firm to achieve its financial goals? For managers aspiring to partnership, demonstration of business growth skills is an essential pre-requisite.

HTST has developed a 12 part online learning course to help the managers and partners of accounting and advisory firms develop the confidence and skills to be more proactive in selling the firm’s services to prospects and clients.

We will provide specific step-by-step guidelines to help you identify your personal professional brand and service focus, get outside your ‘compliance’ service mindset and develop client relationships and professional networks for growth. At the commencement of the course, we’ll help you set some specific business growth targets. As the course proceeds, we’ll work with you to address issues and roadblocks to success in achieving your growth targets.

Who's the course for?

This eLearning course provides managers, partners and principals in public practice with a clear guide to growing their fee base. Participants are encouraged to consider and develop their own influencing style in relation to client and professional partner relationships.

With 12 modules each taking 2 weeks to implement, it’s intended that this course runs over 6 months. Within all modules, assessment tasks will be completed and SMART actions will be identified to provide a road map for new business development activities.

The course also includes two 1:1 online coaching sessions with our experts, to help you refine your goals and strategies and deal effectively with challenges along the way.

Key topics

1. Establish your personal business development plan

2. Find your personal professional brand and service focus     

3. How to get outside your compliance comfort zone  

4. How to build enduring client relationships for growth         

5. Maximise the opportunity for active client referrals

6. Keys to getting prospects across the line with new fees       

7. Power and influence in leveraging networks

8. Work with colleagues to identify opportunities        

9. Develop external cross-referral relationships          

10. Effective online networking strategies for professionals      

11. Make time for business development activities       

12. Your BD monitoring and measurement process 
      

+ Two 1:1 online coaching sessions with our experts (following Modules 3 and 10)

 

This course is eligible for 24 CPD Hours

Modules

Here is the course outline:

1. Establish your personal business growth plan

Develop objectives and KPIs

2. Your professional brand and service focus

Develop your value proposition

3. Get outside your compliance comfort zone

Move from compliance to advice

4. Build enduring client relationships for growth

Focus on engagement and communication

5. Maximise opportunity for client referrals

Develop client advocates for growth

6. Get prospects across the line with new services

Develop a sales strategy that works for you

7. Power and influence in leveraging networks

Identify and develop external and internal networks

8. Work with colleagues to identify opportunities

Develop internal cross-referral relationships

9. Develop external cross-referral relationships

Manage external professional partnership relationships

10. Effective online networking strategies

Leverage your brand with online communications

11. Make time for business growth activities

Create capacity and leverage for BD

12. Your BD monitoring and measurement process

Create personal accountability for results