From Execution to Origination
Enhance Your Firm's Client Relationships
Virtual or In-Person Learning Options
Half-Day & Full-Day Formats
Collaborative, Team-Building Learning
Make the Shift from Execution to Origination
Evolve your team’s capabilities to proactively engage with clients about their talent needs.
Gain Confidence
Discover tried-and-true tactics that will help your team develop the skills and confidence to work with senior clients.
Build a Client Base
Take your practice to the next level by understanding ways to showcase your value add.
David Butter, Expert Facilitator
David Butter is an advisor, coach, and mentor to leaders who has delivered over 100 programs around the world.
PROGRAM FACILITATOR
Rachel Roche is the Founder and President of Smart Search, a consulting firm that specializes in the training and education of retained executive search professionals. She has more than 30 years of experience in retained search and has designed and delivered live, online and webinar training to AESC members all around the world for more than a decade.
WHAT WILL YOU LEARN?
This program has helped organizations worldwide gain strategies, skills, and tools to successfully originate business, develop relationships, and build a client base.
Select modules are available based on program format.
- Making the Shift from Execution to Origination
- Knowing, Understanding and Progressing the Client’s Agenda
- Using Power Questions & Listening
- Developing your Relationship Capital by Becoming a Person of Interest
- Mastering First Meetings
- Managing Executive Transitions
- Maintaining your Relationship Network Over Time
- Building Confidence to Engage with More Senior Clients
- Developing Your Personal Action Plan
WHO IS THIS FOR?
This program is available for firms looking to enhance their team’s capabilities and is available for group purchase only. Individual registration is not available. This program is ideal for:
- Teams looking to develop deeper relationships and proactively engage with clients.
- Associates seeking to build their confidence to work with more senior clients.
- Upcoming and new talent looking grow their skillsets and advance the agenda of their firm.
- Individuals seeking to broaden their business development capabilities.
Frequently Asked Questions
How is this program delivered?
How is this program delivered?
This program can be facilitated virtually via Zoom or in-person. The program is offered in two formats – a half-day session (4-hours total), or a full-day session (8 hours total).
The curriculum is tailored to meet participants’ experience level and aligned to meet your firm’s goals and business focus. Whether you are planning a leadership retreat, a learning & development workshop, or are looking for ways to invest in your team this year, this program can be formatted to fit your firm’s needs.
What is the minimum and maximum size for this training?
What is the minimum and maximum size for this training?
This training can be facilitated for a range of group sizes, from five participants up to 70.
Can I pursue this training as an individual?
Can I pursue this training as an individual?
Currently, this training is exclusively available for AESC member firms and teams. Individual enrollment is not available.
What modules are included for the half-day session versus the full-day session?
What modules are included for the half-day session versus the full-day session?
Both formats offer participants the opportunity to gain strategies, skills, and tools to successfully originate business, develop relationships, and build a client base. View the PDF below to see which modules are included in each format.
Are the modules interchangeable?
Are the modules interchangeable?
The modules of this program are cumulative in nature and are intentionally ordered. Therefore, to fully implement the skills learned in the later modules, it is imperative that participants first complete the early conceptual and foundational modules.
How much does it cost?
How much does it cost?
Pricing is dependent on the size of your team, the duration of the program, and format of delivery. AESC can recommend an option that is best for your firm based on your budget and number of participants.
NEXT STEPS
To learn more about the program, connect with AESC for additional details on pricing, customization options and more. Email education@aesc.org.
