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 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, accessible from the Training Tab of the Portal, to make sure you are getting the most out of your user experience.

Our August training sprint 'Growth Through Education Marketing' 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. 

The session is suitable for Directors, Business Managers and Marketing Managers, and the recording is now available in the resource library.

Our July special sprint 'The New Gap Portal' gave you an overview of our new portal.  We showed you the key features and benefits, including:

  1. Automatic document branding - your logo, footers and preferred greetings and sign-offs.
  2. Integration with Xero for standard database fields.
  3. Intuitive proposal builder with auto calculation of payment alternatives, and online acceptance.
  4. Tracking of outstanding proposals and revenue achieved against targets.
  5. Online pre-work for your clients.

The session is suitable for your whole team - and we want all of you to view it! The recording is now available in the resource library.

Our June training sprint 'Maximising BD sales from the 7 Ways to Grow event' 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 as we went.

The session is suitable for anyone who plans to run the 7 Ways to Grow Your Business event as a way to drive BD sales, and the recording is now available in the resource library.

Our May training sprint '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.

The session is suitable for anyone who plans to offer CCRs to their clients and administrators who support the process, and the recording is now available in the resource library.

Our April training sprint 'Essential Gap Gems' can take your BD delivery to the next level! So, avoid 'I know' thinking and check them out.

The session is suitable for the whole team and the recording is now available in the resource library.
Our March training sprint 'The Event Management Bridge' 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.
The session is suitable for Partners, Directors, BD facilitators and event administrators and the recording is now available in the resource library.
Quarterly Coaching Bridge
Our February training sprint 'Advanced Quarterly Coaching' 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.
The session is suitable for anyone offering Business Development services to clients and the recording is now available in the resource library.
Gap Training & Support
Our January training sprint 'Seminar and Event Management' 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.
The session is suitable for Partners, Directors, Marketing and Administration Team Members and the recording is now available in the resource library.
Cashflow Management Bridge
Our November training sprint 'The Cashflow Management Bridge' 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.
The session is suitable for Partners, Directors and Senior Managers and the recording is now available in the resource library.
Quarterly Coaching Bridge
Our October training sprint 'Quarterly Coaching' focused on:
  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.
The session is suitable for anyone offering Business Development services to clients and the recording is now available in the resource library.
Gap Training & Support
Our September training sprint 'Show me the Value' focused on:
  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.
The session is suitable for anyone facing clients / prospective clients in the delivery of Business Development services and the recording is now available in the resource library.
Gap Training & Support
Our August training sprint 'Your Business Development Plan and Roles within your Business' covered:
  1. How to create your BD Action Plan.
  2. The role of the BD Facilitator.
  3. The role of the BD Co-ordinator.
The session is suitable for Partners, Business Managers and Human Resource Managers and the recording is now available in the resource library.
Succession Planning Bridge
Our July training sprint was on the recently published 'Succession Planning Bridge'. We 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.
The recording of this session is suitable for anyone planning to offer this service to clients as well as Business Development administrators.
Organisational Review Bridge
Our training sprint in June was on 'The 10 Departments Within Your Business', it covered:
  1. The 4 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.
The session 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
'Refining your CCR process' was our training sprint in May as we had just republished the CCR bridge with enhanced content. The 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.
The session is highly valuable for the entire team - for anyone who is looking to deliver CCRs as well as those who support the CCR process.
Gap Training & Support
'Ongoing Marketing Initiatives' was the subject for our April training Sprint and we covered the following topics:
  1. Developing your brand and profile.
  2. Establishing your BD focus.
  3. Internal Marketing - utilising content and human resources.
  4. The value of your existing clients.
  5. Developing your referral network.
  6. Your Marketing Activity Plan.
The session is suitable for Partners, Business Managers and BD Co-ordinators.
Value Based Selling Bridge
The 'Value Based Selling' Bridge was the focus of our March training sprint. We 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.
The session is for anyone who has a responsibility for selling or delivering BD Services.
90 Day Action Plan Spreadsheet Image
'Your 90 Day Action Plan' was the focus of our February training sprint, which covered:
  1. How to develop your annual Business Development Plan.
  2. The components of this plan and the order in which to do them.
  3. The services to offer.
  4. How to market these services to maximise your return.
  5. What resources you need to have in place.
The session is for anyone who wants to facilitate Business Development services.
Gap Training & Support
Our January training sprint 'Using your brand to grow your business' 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.
The session is most suitable for Administrators and Business Managers.