Helping fee earners develop business development capabilities
Client background
We partnered with a leading international business advisory firm, supporting mid-market and corporate clients across transactions, disputes, risk, and operational or financial challenges.
The engagement focused on helping future work winners build a repeatable, scalable system for generating and converting new business.
The challenge
Clarify what 'good' looks like when it comes to winning work
Following a major M&A, the firm was refocused on growth and needed to:
Systemise the process and develop the right skills
Support future work winners with structure, guidance, and accountability
Our approach
As a trusted delivery partner, we:
Designed and facilitated tailored development programmes
Provided coaching, implementation support, and practical guidance
Introduced light governance structures to build accountability and embed change
We delivered two distinct programmes: One for Directors and Senior Managers, focused on generating opportunities through networking and progressing them into qualified engagements, and one for Managing Directors, built to help them double revenue through sharper targeting, greater efficiency, and a more ambitious commercial mindset.
Our wider approach included interviews with senior stakeholders, co-creation of programme content built around real opportunities, and immersive workshops focused on immediate application and peer-driven accountability.
Value added
The firm now has a scalable framework for commercial capability-building:
A shared language and toolkit for creating, qualifying, and converting opportunities
Increased accountability through a governance structure focused on consistent behaviours and outcomes
Clear understanding of what strong business development looks like at every level
In their words
The programme they developed for us has been transformational, and I’m delighted that The Sales Coach Network walk by my side.
