For many lawyers, consultants, insurance professionals, accountants you do your best work when your client involves you fully, but that's a challenge. After all, you're probably more of a 'need' than a 'want'. Nobody wakes up in the morning saying "oh good! Today I get to instruct my lawyer" or "today I get to renew my insurance policy" ... so how, as a trusted advisor, do you bridge that gap and move from being the person that they feel they 'must' call to being the person that they want to call? Teachable Moments is a lively personal development podcast delivering actionable insights around the stories and science of selling professional services. If you’re a lawyer, financial advisor, business consultant, accountant, trustee, director, sales leader, subject matter expert, or anyone else offering professional services this podcast is tailored just for you. Time after time opportunities are missed and businesses and careers stutter because of a missing link in some teachable communication and negotiation skills. Building trust with clients can be a tricky endeavour, especially when your work involves intangible aspects. That's why we're here to share our own Teachable Moments and insights related to business development. We're dive into topics such as establishing meaningful relationships, effective and consistent business development activities, overcoming psychological barriers around pricing, and showcasing the value of your services to provide meaningful takeaways for you to use. Your hosts: David Salamons is a senior London corporate partner at Gunnercooke, a leading global law firm known for its rapid growth. With a career spanning decades, he began his first law firm at 28 and has since been a partner in multiple firms, even founding an international law group. Beyond law, he has successfully managed businesses in various sectors including textiles, import/export, coaching, and brand extension. For over 25 years he conducted personal development and leadership workshops globally. An accomplished public speaker and mentor, David generously shares his support to those developing their skills, particularly in public speaking. Matthew Dashper-Hughes is a senior company director and executive coach, he has 25+ years of experience of navigating businesses through growth and challenges. He has led a multi-million-pound buyout, served as COO for a well-known retailer, and successfully turned around a struggling business before going on to coach, train and mentor over 2000 leaders, managers and entrepreneurs to achieve business growth. He is the International Director and Head of Talent Acquisition for Gunnercooke and, as an executive coach, he works exclusively with professionals delivering services to businesses.