The IBC Advanced Business Management Course

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Course Content

1. Business Development

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1.1. Business Development Introduction

1.1.1. Basic principles of business development

1.1.2. Buying psychology

1.1.3. Business development styles

1.1.4. Moments of truth – the client journey

1.1.5. Client entertaining

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1.2. Marketing Introduction

1.2.1. Client buying cycles

1.2.2. Client buying shortcuts

1.2.3. Social media and writing LinkedIn posts

1.2.4. Chambers’ branding

1.2.5. Planning a marketing campaign and data management

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1.3. Building Professional Networks Introduction

1.3.1. Basic principles, importance, and benefits

1.3.2. Personal motivation

1.3.3. Networking anxieties and confidence-building

1.3.4. Tools, practicalities, and etiquette

1.3.5. Developing your personal magnetism

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1.4. Client collaboration Introduction

1.4.1. Three basic premises of negotiation

1.4.2. Negotiation types

1.4.3. Bargaining

1.4.4. Collaborative Negotiation

1.4.5. Planning to negotiate

1.4.6. Focus on the client’s needs

1.4.7. Focus on your business needs

2. Practice Management

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2.1. Practice Development Meetings: Introduction

2.1.1. PDM Preparation and human factors to consider

2.1.2. Business goals and expectations

2.1.3. Setting objectives

2.1.4. Tracking and measuring

2.1.5. Progression and feedback

2.1.6. Silk applications

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2.2. Managing staff within chambers: Introduction

2.2.1. Organisational motivation

2.2.2. Staff performance management

2.2.3. Staff appraisals

2.2.4. Legal requirements, compliance, and resources

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2.3. Building and presenting business plans: Introduction

2.3.1. Writing a BD strategy for chambers

2.3.2. Presenting to clients, members, or colleagues

3. Chambers Management

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3.1.1. Structure and Governance

3.1.2. Legislative and Regulatory Compliance

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3.2. Finance: Introduction

3.2.1. Chambers’ Finance

3.2.2. Budgeting and cashfow

3.2.3. Funding contracts and fee collection

4. Leadership Development

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4.2. Personal change management and development: Introduction

4.2.1. Personal change management

4.2.2. Business mentoring and coaching

4.2.3. Book your one-to-one coaching sessions