Masterclass on Business Development Skills

This programme will provide the skills for delegates to be able to recognise opportunities to develop their network of contact points and new business prospects. It will provide the skill set to approach new contacts and promote or sell their goods or services using a Consultative Sales Model and control techniques.

Course level:

Intermediate and Advanced

Who should attend?

This programme will benefit those who have to generate additional opportunities to develop their businesses, contacts and networks.

Course Outline

• What is Business Development and how is it different to Marketing
• What is your understanding of business development
• How are these skills different from Marketing
• How to assess current conditions for the Organisation
• Tools to evaluate the current state of the organisation
• Understanding how to conduct client analysis
• Compiling a GAP Analysis
• Understanding how to do relevant research to understand the current environment that the organisation finds itself in.
• Identifying the opportunities that exist internally and externally to allow the organisation to grow and meet business objectives.
• Organic vs acquisition strategies
• Learning how to grow your current client base
• Strategies to follow to get more revenue from your existing clients
• Understanding the process of bringing in a new client
• Strategies to implement to identify prospects.
• Implementing strategies to convert prospects into paying clients.
• Client retention strategies
• Cultivating a client-centric culture within the organisation
• Committing to minimum service levels as an organisation
• Implementing strategies to ensure clients are engaged
• Client Relationship Development
• What is Client Relationship Management?
• Practical ways of implementing CRM
• Individual profile development
• Defining your brand
• Tools to implement to raise your profile
• The importance of networking
• Leveraging social media for business development efforts
• The evolution of Social Media
• Social media as a business imperative
• Which platforms to use for promoting your organisation
• Importance of content development and PR activities
• Content is King
• Engaging journalists and building relationships
• Stumbling blocks to Business Development
• Internal
• External
• Support initiatives from the Marketing Department
• How can Marketing support your efforts
• Acquiring intelligence and channelled findings into the organisation
• Soft touches.