WORKSHOP OVERVIEW

The Simitri Pipeline Management Workshop helps professionals take a project management approach to business development. Professionals relate well to this approach as it provides a disciplined focus on the activities required for successful fee generation.

There are some basic principles that are key to the Simitri model. There is nearly always a time lag between carrying out business development activity and generating fee-earning work. Not all activities will result in fee-earning work. Results cannot be guaranteed. Business development activities can be managed and monitored. The pipeline of any company must be continually fed to avoid peaks and troughs in its performance. Ultimately, fee income is a symptom of pipeline activity.

BENEFITS FOR PARTICIPANTS

By completing this workshop, participants will:

• Have a method and criteria to qualify the right prospects using triggers and filters

• Understand that the aim of marketing is to get your audience to want to talk to you

• Develop contact marketing strategies

• Effectively make the first contact to secure the initial client meeting

• Use new tools and tactics to manage and convert a prospect into a client