Business development behaviours for senior fee-earners
Frontier Advisors is Australia’s leading independent institutional asset consultant, providing investment advice, research, and technology to superannuation funds, charities, and public sector clients for over 30 years.
They wanted a business development programme that would land with senior professionals, including consultants, directors and principals.
The challenge was not to turn senior advisers into salespeople. It was to create the business development behaviours the firm most wanted to see in the business, in a way that felt credible, practical and relevant to their world.
Natural Training worked closely with Frontier to create a programme built around real opportunities, live client targets and practical tools, including a live spreadsheet of prospective client targets. This helped keep senior fee-earners accountable throughout the programme, without making the process feel heavy or unnatural.
The programme focused on developing BD skills in a way that resonated with senior people: simple, accessible, commercially useful and directly connected to the work they were already doing. It also included areas such as networking, client conversations and practical ways to create momentum with clients and prospects.
Outcome
Frontier described the work as practical, engaging and pitched at the right level of gravitas for a sophisticated audience. The programme created real-world focus, stronger accountability and a more confident approach to BD across senior fee-earners.
Practical and efficient approaches tied in well with our business and how we operate.
Tom Frederick
Principal Consultant
Excellent, great practical strategies to approach BD. Very engaging and outcome focused. A course providing the key skills for business development success.
James Damicoucas
Senior Consultant
Natural Training works closely with us to create practical tools like a live spreadsheet of prospective client targets, which keeps our senior consultants, directors, and principals accountable throughout the programme. That’s no small feat. Business development can be a tricky subject to tackle with senior professionals, but Natural makes it simple, accessible and, most importantly, impactful.