Pipeline Business Development Tutorials

Business development is a key component of your practice's continued success.  These short training videos will help you quickly learn the foundational principles of BD so you can start applying them at your firm.

How to Fill Your Pipeline

Learn how to leverage your network to maximize your new business opportunities.

In this video, you will learn:

  • The layout and function of the sales pipeline
  • How to determine your close rate and how it impacts your funnel
  • How to optimize your Practice Pipeline dashboard for new business


Five Steps to Turn a Prospect Into a Client

Turning a prospect into a client is not only a key part of your business, it is easier than you think. Here is a simple 5-step process to convert your contacts into clients.

In this video, you will learn:

  • Detailed, effective methods for moving prospects through the sales funnel
  • When and when not to pursue a contact in your network
  • The best way to approach your prospect to uncover business opportunities
  • Ways to stay on your prospect's radar if the answer is "no" (for now)


How To Leverage Your Referral Network

Building a network often happens naturally throughout your career, but it takes skill to utilize your professional network strategically. Lean how to leverage your referral network to build your book of business.

In this video, you will learn:

  • The two qualities you must demonstrate to your clients to get their referrals
  • Specific steps you must take with clients to ensure they refer to you
  • How to use Practice Pipeline to increase the referral potential of your network


How to Follow Up On a Prospect

Waiting on prospective clients to make a decision puts you in a difficult position. What steps can you take to follow up with a prospective client and close the business without being pushy or needy?

In this video, you will learn:

  • How to avoid falling into the "Assumption Trap" that keeps you from closing important business
  • Effective methods to use when following up with a prospective client, as well as methods to avoid
  • How to add value to your proposition when you encounter resistance