Upcoming sessions
Fall session
| Date(s) | October 21 & October 28, 2025 |
| Time | 8:30am - 11:30am |
| Format | In-Person |
| Location | James W. Burns Executive Education Centre |
| Cost | $965 +GST |
Overview and impact
In today’s competitive landscape, professionals across serviced-based industries—law, accounting, engineering, architecture, finance, insurance, commercial real estate, management consulting, and marketing—must do more than just excel in their field. Success in professional services relies not only on delivering exceptional work but also on building meaningful client relationships, consistently attracting new business, and driving growth.
The Growth Strategies for Service Professionals program is designed for professionals seeking to deepen their expertise in marketing and business development. This program explores the process, providing you with actionable tools to effectively grow your business. You will cover key topics such as crafting your personal brand, building and leveraging your professional network, developing targeted prospecting strategies, optimizing LinkedIn, and mastering non-salesy selling techniques that resonate with today’s discerning clients.
Through a combination of lectures, case studies, interactive polls, and hands-on project work, you will walk away with a clear, practical plan that will empower you to confidently drive business growth. You will leave equipped with proven strategies to attract, retain, and deepen relationships with your ideal clients.
At the conclusion of the program, you will receive a Certificate of Completion from the I.H. Asper School of Business’ James W. Burns Executive Education Centre.
Learning outcomes
- Build a strong personal brand: Learn how to craft a personal brand that attracts clients.
- Leverage your professional network: master strategies to expand and strengthen your professional connections.
- Develop effective prospecting strategies: gain tools for identifying and engaging with your ideal clients.
- Make the most of Linkedin: learn to use linkedin strategically to enhance visibility and attract opportunities.
- Master non-salesy selling: implement client-focused selling techniques that build trust and drive growth.
- Create a practical business development plan: walk away with a clear, actionable plan to grow your business and client base.
- Attract, retain, and strengthen client relationships: learn proven methods to not only gain new clients but also maintain and deepen long-term relationships.
Participant profile
This program is ideal for mid-level professionals across various industries who have a foundational understanding of marketing and business development but need the tools and strategies to elevate their approach and drive results.
Return on Investment
For you
- Sharpen your marketing and business development competence and confidence, gaining actionable frameworks and practical approaches that you can take back to the office—making you more strategic and effective at growing your practice.
- Gain a competitive edge through the development of consultative business development approaches and relationship-building techniques that drive deeper client engagement and increase win rates.
- Enhance your professional brand, distinguishing yourself as a market-savvy expert equipped to lead new client initiatives and expand service lines.
- Develop immediately applicable tools, including planning, follow-up, and non-salesy selling philosophies that empower you to be more effective and more efficient with client development.
- Expand your professional network, connecting with peers across industries to exchange insights, best practices, and potential collaboration opportunities.
For your organization
- Accelerate revenue growth by equipping your professionals with proven strategies for client acquisition and client growth, translating to increased market share and profitability.
- Cultivate a scalable business development model, embedding repeatable processes for lead generation and pipeline management across your services teams.
- Boost efficiency and reduce time-to-impact, as participants apply newly learned approaches immediately—reducing practice building timelines.
- Strengthen organizational competitiveness, as a more business development–fluent team develops stronger relationships and enhances your brand reputation.
- Maximize training ROI, by measuring improvements in business development metrics, client satisfaction, and cross-functional collaboration—thanks to relevant, high-impact course deliverables.
Instructor
Mark Howe
Director of Business Development & Client Relations,
Thompson Dorfman Sweatman LLP
Director-at-Large, Legal Marketing Association - Canada
Biography
Mark has 30 years of experience in sales, marketing, business development, and client relations. With a focus on professional services, Mark worked in-house at a leading marketing agency and worked on accounts for a national chartered bank and a global accounting firm. Mark has held various leadership and management roles, including creating the first law firm marketing department in Manitoba.
Mark’s experience includes advisory, consulting, coaching, and training to professional services firms, including legal, accounting, and management consulting, among others. Mark served as a business development mentor to professionals in Europe and South America, through a formal mentorship program.
More about Mark
Mark is a graduate from the University of Manitoba, the University of Winnipeg, and Red River Polytechnic. He has also completed several micro-credential certifications, including customer experience (CX), change management, and professional coaching.
He has presented at conferences in Canada, the U.S., and Europe on a range of professional services marketing and business development topics. Mark is currently on the Board of Directors with the Legal Marketing Association Canada.
Discover more
Contact us
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James W. Burns Executive Education Centre
2nd floor
177 Lombard Avenue
Winnipeg, Manitoba R3B 0W5