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  • ICON WEBINAR: How to Increase Revenue using Client Meetings

ICON WEBINAR: How to Increase Revenue using Client Meetings

  • 26 May 2021
  • 12:00 - 13:00
  • *Times stated are in Australian Eastern Daylight Saving time. Webinar login details will be emailed to registrants.
  • 19


Registration is closed

Meetings are essential to creating understanding, formulating solutions and sometimes to just get things going. Whether they are with old clients, potential clients or your team, running them effectively can be tough.  Yet, people who master running efficient and productive meetings have a 33% higher chance of faster and more senior promotions. 

Alistair Marshall and Fraser McNaughton join us for this interview style webinar designed to improve your meeting skills and strategies.  Focussing on the following keys to successful meetings, Fraser and Alistair will include tips and some of the lessons they've learned along the way: 

  • Questions to ask prior to meetings
  • Purpose/ Agenda/Attendees
  • Minutes/Time/Rules/Note Taking
  • Rapport building 
  • Performance history
  • Sample questions to ask to gain the information you require
  • Visual aids
  • Dealing with anxiety
  • Do’s & Dont’s
  • Post meeting follow up - where the magic happens


Alistair Marshall

Director, Professional Services Business Development

Alistair Marshall has helped leading law firms, accountancy practices, engineers, retail banks and household name corporates attract new clients and win more new business for more than 30 years.

Unlike many other consultants who are very theoretical, Alistair has a hands-on, practical approach, free of jargon and business school nonsense. His track record demonstrates consistent results in achieving double digit growth in new client instructions. Alistair has spoken at various forums - Queensland Law Society, Australasian Legal Practice Managers Association, The Tax Institute of Australia and Women Lawyers Association to name a few.

Fraser McNaughton

Chief Marketing Officer, Grant Thornton Australia

Fraser McNaughton is the Chief Marketing Officer at Grant Thornton Australia. Based in Sydney he leads a national team of highly experienced and enthusiastic marketing, sales and communications professionals, together, responsible for defining and delivering Grant Thornton’s go to market vision, strategy and objectives.

Fraser is an experienced and intuitive marketing and sales professional who, as a member of Grant Thornton’s executive team, has a particular passion for improving client interactions as a driver of better client experiences and the foundation to brand loyalty and sustainable revenue growth. He has over 25 years experience and a proven record of achievement in the professional services, financial markets, insurance and digital media industries.

Fraser is also currently President at ICON APAC, a network of over 2000 B2B professionals working as marketers, sales leaders, business developers, customer engagement specialists and communicators, from sectors as diverse as accounting, legal, engineering, property and architecture, technology, management and more.

Outside of work, Fraser enjoys quality time with his family and prolonging his football career as long as he can.

Event details

Wednesday, 26 May 2021

Auckland - 2:00 pm - 3:00 pm

Sydney, Melbourne, Brisbane - 12:00 noon - 1:00 pm

Adelaide - 12:30 pm to 1:30 pm

Hong Kong, Singapore, Perth - 10:00 am to 11:00 am

ICON Member:  Free

Non Member:  AUD90.00

Webinar login details will be sent to the registrant upon registration.  Webinars are also recorded and loaded onto the members section of our website for future viewing. 

This event qualifies toward an ICON badge.

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