Your prospective and current clients are seeking value in their overall relationship experience with you and your firm. With that said, it can be challenging to go from initial rapport to a valued relationship.

The road from rapport to a valued relationship goes through the business development conversation. It’s one of the most versatile skills in your toolkit and can be applied to nearly client situations.

Learning Objectives: 

• Determine how to uncover what a prospective (or current) client truly values 


• Identify intelligence categories that will help you create effective conversations every time 


• Summarize a simple framework for building conversations of value 


• Distinguish follow-up habits to help create effective (and valuable) momentum