MSI Professional Skills Programme

- Consultative selling to understand client needs and show you can deliver -

Partnering with Phil Gott from Firm Academy, we are pleased to introduce our 2023 MSI Academy Professional Skills Programme to our membership, which will run over a period of 12 months.

Within four main pillars of performance, the programme’s monthly sessions will cover the following areas:

  • Self-development
  • Confident communication and influencing
  • Managing others
  • Delivering for clients and internal clients

Through a convenient blend of Zoom calls and online learning, the programme is practical, interactive and aims to elevate your professional skills to achieve greater success. It will help to meet your CPD requirements and is an opportunity to build relationships with like-minded professionals in MSI.

July Session: 

Consultative selling to understand client needs and show you can deliver

Most partners and professionals could get much better business development results through a slightly more structured approach that is effective without being pushy. This session covers:

  • Structuring a selling process suited to you, your services and your clients
  • Why the fact-finding phase is the most important, what you need to know and how to find out
  • Using ‘high-gain’ questions to help clients recognise the value you can provide
  • Answering the question ‘what do you do?’ in a way that turns people on not off
  • Combining features, benefits and success stories into a compelling proposition that is highly convincing
  • Cultivating client relationships by thinking entrepreneurially
  • When and how to use handouts and visual aids
  • Handling questions, objections and put offs like ‘we will think about it’
  • Why ‘closing’ techniques do not work with professional services and what to do instead
  • Minimising fee pressures through a questioning sequence that helps clients recognise the true value of your services
  • Networking in a no pressure, low stress way that is totally professional and non-pushy

Course times*:

Zoom: 08:00 or 17:00 on 5 July

*Participants can select one time slot for each of the zoom calls.


  • Attending a single session costs £75
  • The cost of the full 12-month programme is £525

To book your place and for further information please visit MSI Global Academy or contact the MSI Secretariat.

Course facilitator

Phil Gott

Phil Gott

Founder, Firm Academy

Find out more