This intensive one-day programme, delivered by Terry Harmer, is designed specifically for IT consultants, software developers, managed service providers (MSPs), cybersecurity specialists, data professionals, digital transformation experts, and technology founders looking to strengthen their commercial and business development capabilities.

Throughout the day, Terry will help participants explore the commercial challenges facing technology businesses, define clear networking objectives, and learn how to translate technical expertise into compelling business value. Attendees will gain a deeper understanding of their market ecosystem, including customers, partners, influencers, and referrers, while also examining how organisations buy IT services and make purchasing decisions.

In the afternoon, Terry will focus on practical business development skills, covering strategic networking, business conversations, questioning techniques, referral generation, and relationship building. Participants will also take part in an interactive opportunity-mapping workshop to identify new markets, partnerships, and growth opportunities before concluding with a structured 90-day action plan.

By the end of the programme, attendees will have greater confidence in articulating their value, building strategic relationships, identifying new opportunities, and applying Terry Harmer's proven commercial approach to accelerate business growth.

Who is Terry Harmer?

Terry Harmer is a highly experienced sales trainer, business mentor, and commercial development consultant with a proven track record of helping SMEs improve performance, profitability, and growth. Through NLC Training, he has worked with business owners, managers, and professional teams across a wide range of sectors, helping them strengthen their sales, business development, and relationship-building capabilities.

Drawing on extensive real-world business experience, Terry is known for delivering practical, engaging, and results-focused programmes that help individuals and organisations translate their expertise into commercial success. His approach focuses on identifying opportunities, building strong professional networks, developing strategic partnerships, and creating sustainable business growth.

Well regarded for his interactive delivery style, Terry combines training, facilitation, and mentoring to ensure participants leave with practical tools, increased confidence, and clear actions that can be applied immediately within their business.

One-Day Programme Agenda

Audience: IT consultants, software developers, MSPs, cybersecurity specialists, data professionals, digital transformation specialists and technical founders.

• 09:00 - 09:30 - Welcome & Commercial Mindset - Business challenges facing IT firms, networking objectives, personal goals.
• 09:30 - 10:30 - Defining Your Commercial Value - Translate technical expertise into business outcomes and customer value.
• 10:30 - 10:45 - Break - Refreshments
• 10:45 - 12:00 - Understanding Your Market Ecosystem - Customers, influencers, partners, referrers, and strategic alliances.
• 12:00 - 13:00 - How Clients Buy IT Services - Decision makers, buying journeys, procurement and stakeholder mapping.
• 13:00 - 13:45 - Lunch - Networking lunch.
• 13:45 - 15:00 - Strategic Networking Skills - Business conversations, questioning techniques, referrals and follow-up.
• 15:00 - 15:15 - Break - Refreshments
• 15:15 - 16:00 - Opportunity Mapping Workshop - Identify partnerships, new markets and referral opportunities.
• 16:00 - 16:30 - 90-Day Action Planning - Commitments, targets and next actions.