How to win work without selling

How to win work without selling


How to win work without selling

Date: 19-Feb-2019

VIC seminar February 2019


How to Win Work Without Selling.


Tuesday 19 February

Start Time


End Time


Event Location


Host Venue Details

Pitcher Partners
Level 13, 664 Collins Street

Event Overview

Most professionals don’t become lawyers to sell; yet at some point in their career they are required to help win work as part of their role in the success of the firm. Understandably, many lawyers cringe at the thought of having to ‘sell’. For many lawyers, business development is also outside their comfort zone and they usually have not had the necessary support to help them develop solid business development habits. 

Fortunately, Michael’s refreshing methodology allows lawyers to win work without selling. In this pragmatic session, Michael will share practical ways to authentically advance relationships from first coffee to trusted partner, and everything in between.

Key takeaways from this session include:
• The BD mindset required to effectively win work in professional services without selling.
• Networking tips on how to establish, advance and maintain your professional relationships.
• Crafting your client acquisition strategy and populating your personalised BD plan.

Event Sponsors

Presented By

Michael Schiffner, Managing Director | Collective Intelligence Pty Ltd

Michael is the Managing Director of Collective Intelligence. His practice supports professional service firms to increase their revenue by helping their people to be more effective and confident in conducting business development activities.
He and his team offer management consulting training, business development and executive coaching for professionals who need to win work but hate selling. Recognising that BD doesn't come naturally to most professionals .
During Michael's time as an Associate Director at KPMG Australia, Michael was instrumental in establishing their Business Development Academy where he personally conducted more than 600 hours of individual coaching conversations with more than 65 partners and directors - influencing more than $12 million of additional revenue for that company for FY13. Michael's clients include KPMG, PwC, Logie-Smith Lanyon, KHQ, Clarendon, Moore Stephens, HLB Mann Judd, AECOM and Telstra.

Professional Development

Event Costs

ALPMA Members:

ALPMA Associates:

Non Members*: - *Non Members must be eligible to join ALPMA

Bookings for this event have closed.