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• Selling to the Board
  

  "As the economy goes down, decision making moves up the organisation - Managing Directors start to count paperclips!".  "To win strategic / high value work we need strategic relationships."  "'Technical' work is fast becoming commodity work."   If any of this sounds familiar then it is vital that your fee earners have the capability and confidence to build profitable relationships with senior decision makers in clients and target clients.  These senior executives have different agendas to 'technical buyers' and breaking into their network of trusted contacts requires more than technical skills and an aptitude towards relationship development.

  25/06/2013. More >>