Training Sprints

Seamless Business Development for Accounting Firms
Recordings of our previous training sprints can be found in the Training tab of The Gap Portal.

In the Delivering the 7 Ways to Grow Your Business Seminar training sprint, Mark Jenkins steps you through the 7 Ways to Grow Your Business seminar, swapping between 'Mark the trainer', explaining his delivery, and 'Mark the presenter', presenting the seminar as if he was delivering it in front of a live audience.

This webinar is suitable for any members who wish to start delivering the 7 Ways to Grow Your Business seminar - or those who already are and would like to hear Mark's expert advice to improve your delivery.

The Facilitation Mastery training sprint covered:

1. Facilitation vs. presentation.
2. Facilitation opportunities.
3. Overcoming your fear.
4. Earning the right with your audience.
5. Essential mindsets you need to know.
6. Facilitation tips and tricks to increase engagement and maximise value.

This webinar is suitable for experienced and budding facilitators.

The Gap Refresher training sprint covered:

1. Getting the whole team up to speed with what's new in the portal.
2. Understanding the depth of supporting resources (how and when to use them).
3. Navigating the portal, editing forms effectively, and utilising your Working Files.
4. Building proposals in five minutes, utilising paperless pre-work, and running powerful meetings.
5. Using The Gap for your everyday services.
6. Tips and tricks to increase your efficiency and overcome roadblocks.

This webinar is suitable for new and existing team members, directors and your admin team who are involved in Business Development work.

The Importance of Core Values training sprint covered:

  1. The first sale is to yourself.
  2. Understanding that Core Values are an integral part of your business's DNA.
  3. Getting your team and culture on board.
  4. Knowing when and how to position the workshop without product pushing.
  5. Facilitation techniques, tricks and tips.
  6. Best practice roll out strategies (for you and your clients).

This webinar is suitable for your entire team.

The Fast-tracking your ROI from The Gap training sprint covered:

  1. Overcoming the barriers to delivering BD work.
  2. Implementing The Gap with minimal disruption to your firm.
  3. The importance of the BD Trifecta as your three course menu for clients.
  4. Starting with dessert - the Quarterly Coaching meeting.
  5. Systemising your CCR and QC processes around the BD Trifecta.
  6. Small scale events and the outcomes you should expect.
  7. Your commitment to ongoing training and development.

This webinar is suitable for Directors, Partners, and senior team members.

The Pricing Matrix training sprint covered:

  1. Pricing fundamentals - it’s about the value NOT the cost.
  2. The Pricing Conversation: leaders driving consistency.
  3. The new Pricing tab in the portal.
  4. Setting your firm’s pricing across your services.
  5. Understanding and setting your firm’s payment options.  

This webinar is suitable for Directors, Partners, Practice Managers and your entire team.  

The Utilising client feedback & testimonials training sprint covered:

  1. Why feedback is crucial.
  2. Getting feedback at your CCR meetings.
  3. Reverse testimonials.
  4. Our portal feedback process.
  5. Publishing your testimonials.

This webinar is suitable for Directors, Partners, Practice Managers and your entire Marketing team.  

The Marketing Plan Bridge training sprint covered:

  1. How to develop an activity based Marketing Plan for your business.
  2. Key marketing concepts to add to your service offering.
  3. How to evolve into a Marketing Plan facilitator.
  4. When and how to position the Marketing Plan as a service. 

This webinar is suitable for Directors, Partners and all team members involved with delivering Business Development services and/or marketing initiatives within the firm.  

The Business Planning Best Practice training sprint covered:

  1. Building your client's Business Plan - without fluff.
  2. What to include and what to ignore - why less is more.
  3. How to use the Meeting Minutes to maximise value to your client and also increase client retention and sales conversions.

This webinar is suitable for Directors, Partners and all team members involved with delivering Business Planning or coaching services to clients.

The Planning for BD opportunities in the New Year training sprint covered:

  1. The Business Development trifecta - three essential services to position to your clients.
  2. Event Management - start with the end in mind.
  3. Walking the talk - what you need to have in place yourself.
  4. What's new and what's coming up at The Gap.

This webinar is suitable for Directors, Partners and all team members involved with delivering BD services to clients. 

In September, we launched our new portal and spent two months educating users how to navigate the new system.

We'd recommend that you watch the Portal Administrator Training and the Portal Facilitator Training recordings to make sure you are getting the most out of your user experience.

The Growth Through Education Marketing training sprint covered:

  1. What is education marketing and why does it work?
  2. The education marketing strategies that work best.
  3. The educational seminars you should be hosting.
  4. Getting and closing leads from your events.
  5. Result based case studies.
  6. What our most innovative members are doing in this space. 

This webinar is suitable for Directors, Business Managers and Marketing Managers.

The Maximising BD sales from the 7 Ways to Grow event training sprint covered:

  1. Your event plan.
  2. The pros and cons of running large and small scale events.
  3. Best practice strategies to fill the room.
  4. Delivery tips and pitfalls to avoid.
  5. Maximising sales outcomes.
  6. Plus we walked you through the bridge itself, answering your questions aswe went.

This webinar is suitable for anyone who plans to run the 7 Ways to Grow Your Business event as a way to drive BD sales.

Getting better sales outcomes from your CCRs covered:

  1. Linking your services to the problems they solve for clients.
  2. Positioning the CCR with confidence.
  3. The four points of value of your services.
  4. Gaining conceptual agreement.
  5. Dealing with resistance / objections.
  6. Follow up strategies.

This webinar is suitable for anyone who plans to offer CCRs to their clients and administrators who support the process.

The Event Management Bridge training sprint covered:

  1. Why event seminars and workshops are important for your BD brand.
  2. Event delivery - from A to Z.
  3. Getting sales outcomes from your seminars.
  4. A detailed tour of the Event Management Bridge.

This webinar is suitable for Partners, Directors, BD facilitators and event administrators.

Quarterly Coaching Bridge

The Advanced Quarterly Coaching training sprint covered:

  1. How to keep your clients engaged in the coaching process.
  2. Topics that add value to your client and have add on sales opportunities.
  3. Graduate programmes for your clients.
  4. The annual Business Plan review.

This webinar is suitable for anyone offering Business Development services to clients.

Gap Training & Support

The Seminar and Event Management training sprint covered:

  1. Setting your event goals and objectives.
  2. Event marketing fundamentals.
  3. Getting your presentation just right.
  4. Post event follow ups to maximise your sale opportunities.

This webinar is suitable for Partners, Directors, Marketing and Administrators.

Cashflow Management Bridge

The Cashflow Management Bridge training sprint covered:

  1. How to market, sell and deliver Cashflow Forecasting as a service.
  2. Going to the next level, providing a high-value Cashflow Management coaching service.
  3. Basic Cashflow Management strategies essential to your clients' cashflow improvement.
  4. Selling service with a 'value-based' mindset.

This webinar is suitable for Partners, Directors and Senior Managers.

Quarterly Coaching Bridge

The Quarterly Coaching training sprint covered:

  1. The essential points of value.
  2. How to position coaching without product pushing.
  3. Linking with other Bridges.
  4. How to make sure you are never short on content.

This webinar is suitable for anyone offering Business Development services to clients.

Gap Training & Support

The Show me the Value training sprint covered:

  1. Identifying, articulating and communicating value.
  2. Tools you must learn off by heart.
  3. Essential content in The Gap to aid sales conversions.
  4. How to sell without product pushing.
  5. How to retain ongoing BD revenue.

This webinar is suitable for anyone facing clients / prospective clients in the delivery of Business Development services.

Gap Training & Support

Your Business Development Plan and Roles within your Business training sprint covered:

  1. How to create your BD Action Plan.
  2. The role of the BD Facilitator.
  3. The role of the BD Co-ordinator.

This webinar is suitable for Partners, Business Managers and Human Resource Managers.

Succession Planning Bridge

The Succession Planning Bridge training sprint covered:

  1. What is Succession Planning?
  2. When should I sell the service?
  3. The four points of value of a Succession Plan.
  4. What to cover.
  5. Follow on service opportunities.

This webinar is suitable for anyone planning to offer this service to clients as well as Business Development administrators.

Organisational Review Bridge

The 10 Departments Within Your Business training sprint covered:

  1. The four points of value of the Organisational Review bridge for your clients.
  2. How to sell the service to your clients.
  3. The essential components you must cover.
  4. The facilitation process.
  5. The add on sales process.

This webinar is suitable for anyone in your firm who will deliver this service and Administrators who will work up the model after the client meeting.

Complimentary Client Review Bridge

The Refining your CCR process training sprint covered:

  1. The revised format of the CCR.
  2. Separation from the annual review meeting.
  3. Sales outcomes: Compliance plus and BD services.
  4. The specific questions that produce sales outcomes without product pushing.
  5. Essential Gap content you need to be familiar with.

This webinar is highly valuable for the entire team - for anyone who is looking to deliver CCRs as well as those who support the CCR process.

Value Based Selling Bridge

The Value Based Selling Bridge training sprint covered:

  1. Understanding what a sale is.
  2. How to sell without product pushing.
  3. Identifying value in what you do.
  4. How to stop giving value away.
  5. Teaching yourself, your team and your clients to get better sales and outcomes.
  6. Packaging Value Based Selling as a coaching service.

This webinar is for anyone who has a responsibility for selling or delivering BD Services.

Gap Training & Support

The Using your brand to grow your business training sprint covered:

  1. Your Brand and what it says about you.
  2. Utilising The Gap Resource Library.
  3. The marketing layers that aid your Brand.
  4. Your 2016 Brand Plan.

This webinar is most suitable for Administrators and Business Managers.

 

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