How much is just ONE new consulting client worth to your firm?

This 3-hour (approx) online video-based course is aimed at helping managers, directors and partners to develop more high-trust internal, and external relationships with clients and business contacts in order to attract new business – discreetly – without coming across as a pushy salesperson. The course is also perfect for quieter consultants who may be brilliant technically but lack the confidence or skills to engage in business-development conversations. Once a consultant understands the methodology underpinning the course, he/she will have a system in place that encourages more in-bound enquiries from people who want to talk to them, while they can devote more of their time doing billable work.

Watch this short course extract by Roy Sheppard

When is the best time to plant a 'fruit tree'?

The short video above describes how important it is for all consultants to plant relationship seeds as early as possible in their careers.

But it’s especially for those who wrongly believe they’re ‘too busy’ right now. Those seeds will grow into highly profitable, fruit-bearing trees in decades to come.

Its powerful when ONE consultant does this.

Imagine if your firm used this course to create a vast orchard of those fruit trees across your entire organisation that enabled you to harvest new clients in this way.


‘I have read all the books and attended the seminars but this course is absolutely fantastic. It cuts through to a deeper level of understanding of how to ask for and obtain high-quality introductions. The techniques are simple to understand and easy to deploy in your day-to-day business life. The first referral I have been given since attending this online course is the MD of a national company. I would recommend the course to newcomers and old timers alike. Everyone will benefit.’ Mark Woods, MD, Watermark Wealth Management

“Having attended Roy’s seminar a number of years ago, my mind was opened to a new way of doing things, a new way of building lasting relationships and attracting new clients. The changed behaviors have served me and our business well over the years with better quality relationships, new clients and improved revenues. Highly recommended!” Chris Kane, Litigation Partner, Royds Withy King

British MD Paul Naylon reflects on completing this course

This was the first time Paul had taken an online course. Here he shares his experiences and gives his verdict.

What you will learn

  • A clear understanding of how to best position your firm to attract more high-quality referrals and recommendations

  • A 'system' for encouraging delighted clients to recommend you

  • Knowing what to ask for, what to say, when to say it and when NOT to say it!

  • How to create 'assets' that reinforce and reassure existing and future clients that you are worthy of being referred

  • And all in a low-key, high-effective and professional manner.

  • The confidence to apply what you learn.

What do your customers say about your business?

For the live version of this course, ours say this:

  • Client Testimonial

    “...a very beneficial course. It was time well spent and excellent value for money...I believe this is a course from which our commercial sales force (relationship managers and product providers) would gain great benefit....The system of generating business, based on actively seeking referrals from existing clients, is easily understood and readily applicable in the marketplace.” Trevor Colbourne, Area Commercial Manager, HSBC Bank

  • Client testimonial

    “The course was excellent, I loved it. By the afternoon session my head was clearer and I was getting carried away with my own ideas. I found the course incredibly stimulating and I’m so glad that I had the opportunity to attend. I have to say a big THANK YOU, and I’m looking forward to using some of the ideas, both of Roy’s and my own.” Mark Pickering, Director, Sector Treasury Group. (part of Capita plc)

  • Client Testimonial

    “I have attended a large number of presentations on a wide range of management topics, but never in all that time have I been present at an event which produced such a positive and enthusiastic reaction from the audience.... yours sets a new standard...”  Ron Hardcastle, Institute of Management

  • Client testimonial

    “We are a small company and we have never had the resource to dedicate towards a concerted marketing campaign. Roy Sheppard’s talk opened my eyes to ways we could market ourselves, without pots of cash.” John O’Sullivan, XOTL

  • Client Testimonial

    “Applied the theory to my first contact the next day. The following morning received a job opening from a company as a direct result of the referral. Coincidence? I don’t think so. I am sure this will help me grow the business successfully and less painfully.” Sandy Still, Manager, Interpersonnel UK

  • Client Testimonial

    “I thoroughly enjoyed the seminar which kept me totally focused throughout the day. Basically, it drew my attention to the obvious opportunities which we were not taking. Already we have paid for the course fee many times over.” Richard Thompson, Group Business Development Director, Momenta Resource

  • Client Testimonial

    “I found the course helpful, motivating and stimulating, with a good balance of theory and practice. ... Attending the course has enabled me to develop a strategy for referrals that I can use on a day to day basis. Many thanks for an entertaining and profitable day. I would have no hesitation in recommending this course to anybody. It is a ‘must’ for small business owners and directors.” Fiona Jack, Managing Director, Green Light International

  • Client Testimonial

    “To keep such an international group of executive search professionals interested and motivated throughout the day takes some doing. We are, by nature and through what we do as a profession, a fairly cynical bunch of people who have heard it all before. To bring new ideas and maintain their interest over such an extended period is a mark of your professionalism in terms of knowing your business, thorough preparation and sensitivity to different situations. Well done.” James Douglas, Director, EMA Partners UK

Course curriculum

  • 1
  • 2
    Module #2 - Going back to basics BEFORE you actively apply what's in this course
  • 3
    Module #3 - Your future network as the foundation for business success.
  • 4
    Module #4 - Download this Inspiring Podcast
    • Download and listen to this audio podcast containing dozens of random referral generating ideas
    • What were the least and most useful ideas from this podcast?
    • Download the audio transcript
  • 5
    Module #5 - A NEW and FRESH approach to client testimonials
    • Introduction to this fresh approach to testimonials
    • Testimonials - the difference between the good and the bad
    • What happened when Aardman Animation agreed to a video testimonial
    • Step-by-step guide to a strategic testimonial gathering system
    • How (and why you need) to ask for specific testimonials
    • A brief summary on using testimonials
  • 6
    Module #6 - Referrals Offering and Asking
    • This pdf contains each of the scripts for this "Referrals Conversations" module of the course. And has been included to help you follow the steps more closely.
    • How and why its so important to develop the habit of OFFERING more quality referrals and recommendations. FREE PREVIEW
    • Referral Conversations - Introduction
    • Develop a precise client profile
    • Your first referral related conversations
    • Planting referral seeds
    • When to ask for referrals
    • How to ask for referrals
    • How to contact the referral
    • Before you contact the referral
    • After your initial contact
    • After the sale
    • What further questions do you have about the referral process?
  • 7
    Module #7 - How to raise your profile in sophisticated ways to increase the referral flow
    • Why giving talks is worthy of consideration - even if you're an introvert
  • 8
    Module #8 - Using technology to create referral enhancing assets
  • 9
    Module #9: Harnessing the enormous power of LinkedIn to generate referrals
    • Greg Cooper sharing his deep and extensive knowledge about using LinkedIn to generate referrals.
    • Greg Cooper answers submitted questions about LinkedIn
    • What further questions do you have about using LinkedIn to generate more referrals?
  • 10
    Module #10. Some final words and next steps
    • Before you go...
    • Some final thoughts
    • Final words from Roy

Consultancy-wide licences available.

Please get in touch to discuss our pricing schedules for company-wide availability – on this website, or on your own Learning Platform. Email: Info [@}

  • Cannot recommend highly enough

    Mark Nicholls

    Real confidence booster and now I have the goal of implementing my action plan.

    Real confidence booster and now I have the goal of implementing my action plan.

    Read Less

A Personal Message from Roy Sheppard

“You have almost certainly landed on this web page because of a recommendation by a trusted business friend or client. I practice what I preach, and as you'll hear within the course, I owe a very high proportion of my own business success to the lessons you will learn from this course. Because they work so spectacularly well! And they can work for you and your business contacts too. Therefore, please feel free to share this web page. You don't even have to endorse it - just get in touch with each person and say "I saw this and thought of you. You might find it interesting.”

Roy SheppardRoy Sheppard

About Roy Sheppard

The best-selling author of Rapid Result Referrals and Meet Greet & Prosper  (available as an eBook from within the course). Over the last 20 years Roy has trained tens of thousands of executives and sales people on how to build authentic trust and rapport in order to develop successful careers, business opportunities and high-quality referrals. Visiting lecturer at  Cranfield and Henley Business Schools on their full-time MBA courses. He was also a visting lecturer at St Charles University in the US,  training thousands of international consultancy managers. For many years he delivered countless public business development seminars as well as for international corporations such as Barclays, KPMG, HSBC, Clydesdale Bank, Smith & Nephew, Zimmer Biomet and Oakland Consulting. Roy also teaches presentation skills, professional impact and charisma to executives and university professors. Much of his expertise was developed during a long career as a freelance BBC reporter, interviewer and producer which depended on his ability to build key relationships. Today he works as a virtual and f2f conference producer and Emcee advising clients who stage multi-million dollar events.

Extremely busy medical researchers, PhD students and doctors choosing to attend one of Roy's regular lunchtime 'personal impact' and career development lectures.