Richard Woodward

Strategic Planning Facilitator, Business Development & Sponsorship Training

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Sales and Business Development Skills Training

Equip and empower your business development team

 

Are you looking to improve your team’s sales and business development results?  Ready to take your team to the next level?

If you want to equip and empower your team to consistently exceed their targets, using a structure and process that is repeatable and teachable, then engage Richard for in-house training, specifically customised for your needs.

Based on Richard’s book Business Development That Works, in-house business development training is tailored to your people, your organisation and your targets. This is a proven system of practical processes steeped in Richard’s 37 years experience working in top business development, sales and marketing roles at leading organisations, including KPMG, Commonwealth Bank of Australia, the Sydney Opera House and Royal Automobile Club, and running business development and sales workshops across Australia, the UK and New Zealand for clients who are leading players in the corporate, small to medium enterprise, and not-for-profits sectors.

Richard is a qualified trainer who shares practical tools and techniques, engaging and inspiring participants to reimagine what’s possible for developing your organisation.

Results-focused approach feeds
behavioral change

There’s a world of difference between top performing business development and sales people and those who are just getting by. Richard’s unique approach combines action-based methodology with deep-seated behavioral change – to ensure the training sticks.

Clients typically report a commensurate improvement in sales and business development results as well as teams’ attitude and energy.

Richard conducted workshops for my Client Relationship team and the improvements in the team's performance has been outstanding. The team's focus has been reinvigorated and we will engage Richard for follow up training again later this year.

John Hildred, Head of Client Relationships, Local Government Super

Business Development That Works: a repeatable system

Richard’s system takes the guesswork out of business development. Your team will have a proven methodology, outlined in Richard’s book, Business Development That Works, based on hundreds of conversations, dozens of training and workshop facilitations, many years of coaching, and Richard’s years’ experience in top business development and marketing roles.

Whether you’re at a multinational corporation, a not-for-profit organisation or an SME, Richard carefully prepares and tailors your business development training solution to your people, goals, and current business development process. The training facilitates discussion to address real barriers to progress, ensuring focused, practical, valuable outcomes for your team.

This is a tried-and-tested methodology that has been shared with businesses and organisations.

The development of our people was the critical component in improving our customer service and growing our revenue streams. Over the years Richard has been working with our teams we have seen both the financial performance of our organisation and the satisfaction of our visitors and business partners increase.

Anthony Dunsford, Director Visitor Experience, Botanic Gardens & Centennial Parklands

Business development topics

This business development training focuses on three key areas: attracting the right prospects, converting prospects into clients, and better retaining clients.

Over the course of the training, Richard leads your team through examining existing processes, identifying strengths and weaknesses, and using the methodology covered in Richard’s book, Business Development That Works, to create a robust and tailored system of business development designed to achieve your organisational goals.

Attracting the right prospects

The training commences by diving deep into exactly who we’re seeking to attract. No doubt your team has already done target market analysis or perhaps ideal client personas. But do they really know exactly who they’re seeking to attract, and who they’re not?

Understanding your ideal clients is an ongoing process that needs regular review and analysis to be successful. And it’s well worth the effort. When we’re clear on exactly who our organisation is targeting, our marketing, client attraction strategies and sales processes become far more strategic and our conversion rates improve dramatically.

You’ll develop a clear, compelling and concise value proposition so that you’re better able to attract your ideal clients and develop an effective business development activity plan to find those clients, delegating and clarifying roles, and sharpening KPIs to ensure they’re highly relevant as well as achievable.

Richard assisted us to define and articulate our unique offering, giving us the opportunity to work as a team to develop concise language that we use to describe (a) what we aim to do as an organisation, and (b) what we need to do to pursue and achieve our outcomes. Through participation in Richard’s workshop, our team has a clear understanding of our collective goals and individual team members are now more productive because they can more effectively and efficiently guide their efforts toward a well-defined outcome.

Matthew Bieniek, Manager: National Partnerships, Business Implementation and Integration, Inspiring Australia

Converting prospects into clients

We walk through every step of the sales conversion process: from securing an all-important first meeting, to meeting preparation, building rapport, uncovering needs and exploring solutions.

Too often, sales are lost and money left on the table because the sales team is ill-equipped to understand the prospects’ needs and priorities. Richard’s process enables sales teams to methodically prepare, work through, and skilfully respond and adapt to prospects’ needs during meetings and pitches.

Working this way, we minimise lost time pursuing go-nowhere sales conversations and preparing proposals and pitches for disinterested parties. Following Richard’s process, we’re better primed for meetings, enabling us to prepare and present compelling, considered proposals that translate into new business.

Richard Woodward has an ability to uncover and understand prospects real needs with his world class questioning techniques. He then provides a presentation structure based around those needs that flows seamlessly to the close. The reality is I don't risk walking into a major pitch without seeking his counsel first.

James Barlow, Managing Director, Commercial, Century 21

But we don’t want to be forever prospecting and pitching. Richard covers the key processes of attraction marketing, to better enable prospects to experience your organisational expertise, demonstrate your credentials, and let clients come to you, significantly reducing your marketing spend. Most importantly, your team’s close rates will see significant improvement as we learn how to overcome the most common objectives from prospects while remaining positive, enthusiastic and resourceful through the whole sales process.

Retaining clients

Presenting compelling customer focused solutions includes refocusing our efforts from one sale at a time, to the lifetime value. We learn how to sell lifetime value to our clients rather than selling on price, and in so doing, we learn to better appreciate the lifetime value of these clients to our organisation.

In this way, we’re retraining our sales teams to more deeply appreciate how customer service and sales work hand-in-hand. We cover servicing and retention strategies that ensure our cost of sales goes down as our lifetime client value rises. Most importantly, our clients are happier and receive better results, motivating them to refer more qualified leads to our organisation.

Making high-value business development activities routine

Richard’s methodology provides a framework to clarify your team’s focus – honing their attention towards only the high-value business development activities that make a real impact. Walking through Richard’s system, we learn to make these high-value activities routine, focusing on actions that demonstrate tangible outcomes and freeing up your team’s time from pursuing leads that make little sense to the organisation.

The day was tailored and structured towards my new business teams specific requirements. The content was relevant, engaging and my team has used what they learned across the day to great effect. Restructuring our business presentations, listening to our clients more effectively and changing our business pipeline management. Richard is an engaging and incredibly knowledgeable industry expert.

Richard Notman-Watt, Head of Strategic Partnerships, Fairfax Events

Business development workshop: key outcomes

Customised, in-house training with Richard brings immediate as well as long-term results for you and your team. Most useful for people who work in a consultative environment, this training helps develop a clear business development strategy and the competencies within your organisation to successfully implement it.

Not only will your organisation better attract and retain the perfect, most suitable, high value clients, but you’ll also notice a marked difference in your business development team. They’re likely to be far more productive, with a renewed sense of confidence, focus and purpose.

Engaged teams enjoy their roles far more, are proactive with suggestions and solutions, and are far more enthused about their career progression. Providing transformative training with key thought leaders such as Richard should directly translate to your teams’ KPIs and your organisation’s ability to better attract and retain quality talent, meaning less need to recruit and develop new employees.

Engage Richard today to see a real translation of your team’s skills in new business, new leads and more sales.

How this process works

Richard offers in-house business development services in a number of ways. Richard can work with your business development and sales team through a series of tailored in-house facilitated training workshops augmented by ongoing one-to-one coaching and consulting, to embed effective business development practices in your organisation and monitor your progress. Team members who join your organisation after the training has started have the opportunity to attend one of Richard’s public workshops where they can come up to speed with the key concepts. In addition, Richard can speak at your conference and events.

Richard is highly adept at working closely with you to quickly understand your needs to create a suitable approach which brings real results.

All in-house workshop participants receive a copy of Richard’s book Business Development That Works and this can also be bulk purchased for conference delegates at a discounted rate.

I read Business Development That Works before our biggest pitch last year: it inspired an even greater focus on the client’s needs and a clearer expression of how we could fulfil them better than our competitors. We won the pitch and the client fed back that we were way ahead of the very respected competition. Perhaps I should read this book before every pitch.

Philip Langford, Executive Strategy Director, bluemarlin

If you’re ready to improve your team’s skills with a qualified, highly experienced trainer, then call Richard today on 0414 886 018 on fill out the form below.

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About Me

Richard is a business development strategist, trainer, speaker and author who has worked with leading organisations since 2004 to help them attract and retain new business.

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Richard Woodward & Associates Pty Ltd PO Box 908 Bondi Junction 1355 Sydney, Australia

Phone: + 61 2 8964 4350
Mobile/cell: 0414 886 018

Email: richard@richardwoodward.com.au

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